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SAFETY * QUALITY * RELIABILITY Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD Steve Gray, General Manager, Manuli Hydraulics (Americas) Inc. Chair, NAHAD Standards Committee Debbie Mitchell, Manager, NAHAD Standards Program

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Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD Steve Gray , General Manager, Manuli Hydraulics (Americas) Inc. Chair, NAHAD Standards Committee Debbie Mitchell , Manager, NAHAD Standards Program. - PowerPoint PPT Presentation

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Page 1: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

SAFETY * QUALITY * RELIABILITY

Hose Assembly Guidelines SeminarWelcome!

November 10,2008 – Baltimore. MD

Steve Gray, General Manager, Manuli Hydraulics (Americas) Inc.Chair, NAHAD Standards Committee

Debbie Mitchell, Manager, NAHAD Standards Program

Page 2: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

SAFETY * QUALITY * RELIABILITY

Differentiating Your Company with the NAHAD Hose Assembly Guidelines and

Listed Members Program• What is the program and why should you care• Latest & Greatest from the Standards Committee

– Delivering value through Training– Delivering value through Marketing

• Driving recognition in the marketplace• New Tools

– Other updates – NAHAD website, etc.– New Rules (audits for Listed members)

• Break• Using the Guidelines for Training and Marketing: tools and case

study• Lunch• Roundtable discussions – sharing ideas and networking• Break• Success Stories and Panel Discussion• Wrap Up around 4:00

Page 3: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Tipco Technologies, Inc. 11412 CRONHILL DRIVE . OWINGS MILLS, MD 21117

14140-Q Parke Long Court . Chantilly, VA 20151 7311-R Grove Road . Frederick, MD 21704

2819-C North Point Blvd Baltimore, MD 21222 ph 410-288-4836 fax 410-288-4839

PHONE 410-356-0003 FAX 410-363-2864

Customer Return / Corrective action CUSTOMER: DATE:

Invoice Number: Purchase order Number

Vendor Name:

REASON FOR RETURN / CORRECTIVE ACTION

TIPCO Ordering Error: Incorrect Part / Descript. □ Incorrect specification □ Miscommunication □

Field Failure: Vendor Supplied Part □ Stock Assembly□ Custom Assembly □

Nature of non-conformance: Pressure Rating □ Material of construction □ Color or Labeling □

Physical tolerance □ Damaged □ Coating or plating □ OTHER (Specify below) □

ORDER ACTION TAKEN

Return and Re-Order □ Return Number: New Purchase Order Number:

Modify for conformance □

Customer accepted as non-

conforming □ Stock as □ S/N__________

________________________

Restocking Fee:

Yes □ _______% No □

Qty Description Price

Generated By Signature:

Date:

CORRECTIVE ACTION

Retraining □ Process / Procedure Mod. □ Equipment Repair □

Details:

Corrective Action Completed Signature: Date:

Ever run into these issues??

Quality Audits…

Root Cause /Corrective Action…

Non-conforming

Material

Reports…

.

Customer Returns…

Page 4: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Solution: Solution: Hose Assembly Hose Assembly Guidelines ProgramGuidelines Program

• Improve the quality, safety and the reliability of products in the hose industry.

• Provide enhanced employee training and recognition opportunities.

• Create marketing advantage (differentiation) for participating NAHAD Members.

Creates predictability and consistency – both internally and for customers

Page 5: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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The DeliverablesThe Deliverables• Hose Assembly Specification Guidelines ManualsHose Assembly Specification Guidelines Manuals –

Each manual provides comprehensive set of basic recommendations for the specification of fabricated hose assemblies.

• Hose Assembly Design Web DocumentHose Assembly Design Web Document – Created to assist in designing hose assemblies for specific applications.

• Hose Assembly Fabrication Web DocumentHose Assembly Fabrication Web Document – Created to assist fabricators and hose assembly shops in the proper methods and techniques for hose fabrication.

• Hose Assembly Specification and Design/Fab ExamsHose Assembly Specification and Design/Fab Exams – Developed to test knowledge of key hose assembly personnel on basic hose specification procedures. Developed and administered under the guidance of NOCTI (National Occupational Competency Testing Institute)

• Marketing - Tools to help you differentiate yourself in the market, and programs to help drive visibility in the marketplace

Page 6: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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NAHAD Listed MembersNAHAD Listed Members

• A recognized group of NAHAD members committed to:– Continually improving

and defining best practices in the industry

– Actively supporting the development & maintenance of NAHAD Hose Assembly Guidelines

– Making their companies the best they can be

Page 7: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

SAFETY * QUALITY * RELIABILITY

Listed Member BenefitsListed Member Benefits• Listing of company name and/or location on the new publicly

accessible NAHAD Listed Members website• Use of ‘NAHAD Listed’ logo for each eligible location• NAHAD Listed Certificate recognizing the location as a Listed

Member of the specific assembly group(s)• Special pricing for the five Hose Assembly Specification

Guidelines manuals• Access to the online Hose Assembly Design & Fabrication web

documents• Access to the online Hose Assembly Specification and

Design/Fab Exams• Access to marketing tools, logo merchandise etc. to help you

drive the program internally and with your customers• The benefit of NAHAD’s marketing campaign communicating the

availability of NAHAD Listed Members to end-users and buyers of hose assemblies

Page 8: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Assembly Guidelines History1995

Hose AssemblyGuidelines

Created

SpecificationManuals,Design &

Fabrication guides

2006Spec. Exams

Feb – workshopDec - launch 2007

Design/Fab ExamsFeb – workshop

Nov - launch

2008Marketing

ToolsNovemberRoadshows

2006 Cleveland2007 Houston2008 Baltimore

Page 9: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Training – Providing tools & Processes to Help Develop Employees

Lead: Alex McGill, McGill Hose• 10 exams – 5 specification exams, 5 design/fab

exams• Open book, on-line exams• Certificates of Completion• On-line interactive industrial design & fab tool• To come: Video training, narrated powerpoint

presentations

Consistency of employee knowledge for better business processes and assembly fabrication

Page 10: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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This tool is a step by step instruction on how to fabricate an industrial hose assembly. As you “drill down” through the process, the selection tool eliminates options that don’t comply with the NAHAD standards.

INTERACTIVE SELECTION TOOL

Page 11: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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For instance, a petroleum hose is commonly assembled using Cam & Groove couplings. Cam & Groove couplings are commonly crimped on hose ends. In addition, detail on hose preparation (cutting and preparing the ground wire) is also listed.

INTERACTIVE SELECTION TOOL

Page 12: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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The fabrication procedure includes working and test pressure guidelines for the finished assembly as well. This allows the sales engineer to determine with his customer the “hose system” working pressure as hose, fitting, and crimping/banding procedures all affect the final rated working and test pressures.

INTERACTIVE SELECTION TOOL

Page 13: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Specification Exam Content

• Assembly components– Hose, hose construction– Couplings, fittings, accessories– Materials

• Assembly Dimensions• Attachment Methods• Safety• Production Testing• Marking, Packaging & Shipping• Documentation

Page 14: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Sample Specification Exam Questions

Page 15: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Page 16: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Page 17: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Taking the Exams• Companies must assign a training/exam

coordinator who will be responsible for– Setting up a computer in the local office to access the

exams– Purchasing and assigning exam codes ($59/exam, $49

each for a set of 5, and $39 each for a set of 10)– Tracking exam code usage– Receiving/communicating exam results or notifying the

NAHAD office of which manager should receive the results

• Exams must be taken in the office (not at home)• Exams are open-book and should take about one

hour to complete, although two hours are allowed• Results are pass/fail, not specific scores

Page 18: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Who should take the exams?

• Those who can leverage the advantages of hose assembly standards with customers– Inside/Outside Sales– Other customer-facing personnel

• Those impacting hose assembly quality and safety– Technical support– Warehouse personnel– Welder/assemblers– Fabricators– Managers

Page 19: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Hose Assembly Guidelines Design & Fabrication Exams

• Create on-line testing for the Design and Fabrication Guides for each of the five NAHAD Hose Assembly groups, again using NOCTI

• Targeted at more technical employees – design, technical support, fabricators, more technical Sales, etc.

• Available NOW• On-line, multiple choice, 2 hours to complete, open

book, roughly 60-80 questions each• Copies of the on-line documents may be printed

for exam purposes

Page 20: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Training update – progress to date

Numbers of Certificates

Corrugated Metal

Industrial Composite Hydraulic Fluoropolymer

Specification 198 532 82 458 73Design/Fab 89 162 24 139 17

1774 Total

Page 21: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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In the Works: Video Training

• Each Hose Assembly Group technical team to review their fab guide and note areas where videos would be useful training tools (completed for Industrial Hose)

• Obtain appropriate videos – could be done professionally, could be a member contest – approved by the technical teams

• Integrate those with the on-line fab guides and advertise to the membership

Page 22: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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SampleSection from Industrial Fab Guide

D.How to Make the Assembly Static (Electrically) Conductive

After the hose has been squarely cut, pull the helical wire(s), static wire(s) approximately ½ inch, or expose the wire reinforcement enough to insure complete contact with the insert of the fitting. Bend the wire(s) towards the inside of the tube so that the wire(s) lay parallel to the axis of the hose to insure full contact with the insert of the fitting. The same procedure needs to be completed on both ends of the assembly to make the assembly electrically conductive. It is important to bend the wire(s) to make sure that they do not back out of the end of the hose.

When utilizing a staple, place the staple in direct contact with the static wire or wire reinforcement of the hose. Make certain the staple has the opposing leg towards the inside diameter of the hose to insure full contact with the insert of the fitting. The same procedure needs to be completed on both ends of the assembly to make the assembly electrically conductive. (click here to see this process)

Page 23: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Marketing - Creating visibility in the marketplace

Lead: Jim Reilly, GHX• Logo recognition• New tools & deliverables• Linkages with other Standards or

regulatory groups

Differentiation!

Page 24: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Assembly Guidelines Roadshows• Cleveland November 2006• Houston November 2007

Houston lessons– Sharing best practices

for Training and Marketing - leveraging Hose Assembly Guidelines to drive the business

• Roundtable discussions with peers

• Panel discussion “case studies” (highlights shortly)

Ideas:– Training Videos– Blogs– Recognition (hats,

uniform patches, etc.) in addition to certificates for exams

– Drive Logo Recognition

– Linkages with Other Standards/Regulatory Groups

Page 25: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Logo

• Simple & consistent - helps drive logo recognition

• Downloadable from the NAHAD website• Uses limited only by your imagination!

Page 26: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Marketing Deliverables

Tools to help you leverage the guidelines to drive your business

• Presentations (down-loadable and customizable)• Customer brochures• Listed Member Sales Presentation Kit• Counter mats• STAMPED order forms • New Logo:

– Hard Hat Stickers– Posters, patches and more…

Page 27: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Driving Visibility in the Marketplace: Linkages with other Groups –

Lauren Witter, Omni Services

• What– “Brand” recognition– Leverage Assembly Guidelines (when you

think “hose assemblies”, think “NAHAD”)

• Who (three phase project)– Major “National” customers – Standards Groups – Industry Associations & Trade Shows

Page 28: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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ExamplesAmerican Concrete Pumping Association ACPA

American Petroleum Institute API

American Rental Association ARA

British Fluid Power Association BFPA

Canadian Gas Association CGA

Compressed Gas Association CGA

Concrete Pump Manufacturers Association CPMA

Concrete Pumping Industry Website CPC

Environmental Protection Agency EPA

Fire Dept. Safety Officers Association FDSOA

Food Processing Suppliers Association FPSA

Industrial Distributor Co-op IDCO

Mine Safety & Health Administration MSHA

National Association of Fire Equipment Dist. NAFED

National Fire Protection Agency NFPA

National Propane gas Association NPGA

Occupational Safety & Health Administration OSHA

Petroleum Equipment Institute PEI

Rubber Manufacturers Association RMA

National Assoc. of Emergency Vehicle Technicians, Inc. NAEVT

The National Biodiesel Board NBB

U.S. Coast Guard USCG

U.S. Department of Transportation DOT

Underwriters Laboratories, Inc. UL

Page 29: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Trade Show Suggestions• Aviation Industry Expo

• Biodiesel Show

• CETA- Powerclean Show

• Conexpo- Conn/ AGG & IFPE

• Food Process Expo

• Mine Expo

• NPGA International Propane Expo

• Offshore Technology Conference

• PEI Convention at the NACS Show

• World of Concrete

Page 30: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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What else is new

NAHAD website updates – making it easier• Separate section for the Guidelines• Includes direct links to the design/fab

guides, and to the exam information and order form

• Tips on getting started• Easy links to other resources for Listed

Members• NEW: Listed Member marketplace

www.nahad.org/guidelines

Page 31: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Resources

• Guide for Custom Made Hose

• Hydraulic design/fab update

• Ducting Guide

• New Fittings Guide on the way

Page 32: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Resources Guide for Custom Made Hose

Team:

Buddy Pepp, TITAN INDUSTRIESChad Rogers, SALEM - REPUBLIC RUBBERJames A. Dunchuck, SALEM - REPUBLIC RUBBER John H. Jeffreys, WATTEREDGE INDUSTRIAL HOSE, A DIV. OF WATTEREDGERon Chevalier, GOODYEAR ENGINEERED PRODUCTS CANADADonald Slowicki, HOME RUBBER CO., LPBill Thompson, TEXCELGary Wood, HBD ThermoidScott Moss, MOSS RUBBER

How to get one: $15 for Listed Members, $50 for non-Listed

Page 33: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New ResourcesHydraulic Design/Fab Updates

Team: Tony Cefalu, Motion IndustriesSteve Gray, ManuliTy Henry, ParkerZeke Metzler, RycoPaul Bieszczad, EatonLane Oltmanns, Gates

What changes were made and why

• Industry shifts in testing processes – added better testing sections

• Increased customer focus on quality and longer life of hose assemblies – beefed up the sections on cleanliness standards, and tools to help

• Added excellent section on failure modes – with great pictures

• Added suggested self-audit guide• Added more detail and pictures to

help with installation and routing issues

On-line documents available to Listed members via the NAHAD website

Page 34: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Listed Program Sub-Committee

Lead: Don Fritzinger, RW ConnectionCharter:• Recruitment of new Listed Members• Develop a tool that outlines the value

proposition of being a Listed member• Look at potential fee simplification

strategies for Listed member dues• Drive a process to support 100% of

manufacturers belonging to NAHAD to become Listed Members

Page 35: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Audit Task GroupLead: Mike Armbruster, Valley Belting & HoseCharter:• Determine verification processes to ensure Listed

members are adhering to Standards• Identify self-audit tools for the membership• “Duty to Educate” – what legal responsibilities

exist which may be supported by the Standards; help quantify the potential costs when companies fall short

• Ensure a process exists to regularly update the Standards

• Research and provide a list of independent testing facilities as a resource for the membership

Page 36: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Audit Requirements

• Phase 1: All Listed Distributors will need to attest to the requirements by January 1, 2010 in order to continue to be Listed

• Phase 2: All Listed Distributors will need to attest to an additional set of requirements by January 1, 2011 in order to be Listed

• Phase 3 (future): Independent third party audit of the above

Announcing

Page 37: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Phase 1 Audit Requirements• Member of NAHAD and Listed Program• Can access the Listed Members Only portion of the NAHAD

website• Have a designated training/exam coordinator for their company• For each hose group in which the company does business, have

a minimum of one person per company who has successfully completed the specification and design/fab exams for that hose group

• Have at least one copy per location of the relevant Hose Assembly Guidelines Specification manuals

• Have the ability to access the on-line Design & Fab guides in each fabrication location

• Fabricates hose assemblies in conformance with the appropriate NAHAD Hose Assembly Guidelines Fabrication Guide in all fabrication locations.

Page 38: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Phase 2 Audit Requirements

• Possess the ability to effectively conduct the appropriate hydrostatic, electrical conductivity, or other tests of the finished assembly as specified in the relevant Hose Assembly Guidelines manuals.

• Maintain an appropriate record of regularly scheduled calibrations for any associated testing equipment.

• Maintain a company Quality Handbook or manual that conforms to the standards listed in the Hose Assembly Guidelines Specification Manual for all Hose Assembly groups in which they do business.

• For each hose group in which the company does business, have a minimum of one person per location who has successfully completed the specification and design/fab exams for that hose group

• Maintain a well organized and environmentally controlled hose inventory that meets or exceeds requirements for inspections and storage of hose outlined in the relevant Hose Assembly Guidelines Specification Guide(s).

• Utilize hose tagging or identification methods in conformance with the NAHAD Hose Assembly Guidelines Specification Guide(s).

Page 39: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Making the Guidelines Work For You – Resources & Case Study

Debbie Mitchell, Standards Manager, NAHADRobyn Henderson, Director Of Education, RGA-

Corporate

Page 40: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Getting Started with the Guidelines

• Become a Listed Member if your company isn’t already• Order Specification Manuals for employees to study

OR• Have them study the on-line Design & Fabrication

guides (get creative – start a study group)• Identify a Training Coordinator for your company• Order exams (you may combine Specification exam

orders with Design/Fab exam orders)• Take exams and get Certificates of Completion• Start marketing the heck out of it!

See the handout in your folder for additional information

Page 41: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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How the Guidelines are being used

• Training and recognition for employees

• Safety procedures and manuals

• Quality assurance / Operations

• Marketing

Page 42: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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TIPCO and the Guidelines – Corporate Quality Plan

TABLE OF CONTENTS1. Quality Philosophy: 32. Management Responsibility 43. Quality System 54. Requirements Review 55. Document and Data Control 66. Purchasing 67. Product Identification and Traceability 78. Process Control 79. Control of Inspection, Measuring and Test Equipment 710. Outbound Inspections 811. Control of Non-conforming Material and Products (Appendix F) 812. Corrective and Preventative Action 813. Control of Quality Records 914. Internal Quality Audits (Appendix G) 915. Training 9

Page 43: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Corporate Quality Plan“TIPCO serves a wide variety of markets, customers and

industries. This diversity has led us to form a quality program that maintains the flexibility to address our client’s needs in a cost effective and efficient manner. In order to manage and implement our program while maintaining and controlling costs we have established a requirements driven quality assurance / quality control program. Our baseline quality plan is designed to assure that products are safe and perform to general industry NAHAD standards.”

“Assembly requirements: TIPCO follows the NAHAD, Hose assembly guidelines in the fabrication of hose assemblies and in the selection of components. All hose assembly requests are verified to assure consistency with these guidelines. “

Page 44: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Marketing Deliverables• Updated Customer Presentations (down-

loadable and customizable)• Tri-Fold Brochure outlining the value

proposition for doing business with a Listed Distributor (down-loadable & customizable)

• Listed Member Sales Presentation Kit• Counter mats• STAMPED order forms • New Logo:

– Hard Hat Stickers– Posters, patches and more…

Page 45: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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New Deliverables Listed Member Sales Presentation Kit

• Includes:– Sexy folder– Sell sheet – customizable template to spiff up customer

communications – Marketing Tri-fold – customizable template outlining the

value-add of doing business with a NAHAD Listed member– Guidelines for Dummies– Frequently Asked Questions sheet regarding the exam

process – Order Form

• How do I get one?Order off of the NAHAD website - one pack of 20 for $25

Page 46: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Case Study:RGA and the Guidelines

Setting RGA apart from the competition as a value added service provider – safety, quality, reliability

Consistency of operations and processes across all locations

• Driven top down, across all locations• Focal point in place to drive – Robyn Henderson, training director,

also on the hook for tying in marketing, sales literature, customer documentation…

• Strategy: everyone trained, then spreads the word to customers– NAHAD and Goodyear/STAR logos on everything– Notepads, quotes, delivery tickets– “This hose assembly was fabricated according to NAHAD standards

XYZ…”– “Hey, what does this mean??” – opens the door to talk about

standards and the value of doing business with a Listed company– Determine which customer roles will see the most value in the

Guidelines and target them

Page 47: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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RGA Culture Change• Heavy support from the top• Testing first

– Even the old timers learned something new                

574 Total Phase I - 307(Spec Manuals)

Phase II - 267(Design/Fab)

I/S Sales 100 83

O/S Sales 101 83

Shop 66 61

Managers 40 40

• Roadtrip – talk it up, how’s it going??

• Company-wide webinar to reinforce importance, roles & resources, and next steps, including marketing support

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Guidelines Value-Add for RGATraining• Increases relevant knowledge and skills for employees• Creates a baseline of knowledge for the company – consistent across everyone:

inside/outside sales, warehouse, management, shop floor• Consistent language and expectations for everyone involved with the business• Inspires customer confidenceMarketing• Educate Sales to ensure they’re finding the right person to sell to – shorten the sales

cycle• Marketing materials to support the sales process – real, delivers value• Future: industry-specific

target specific customer roles such as Safety managers; customized brochuresOperations• Supports growth at RGA – bringing on new locations – consistent operations• Build and test the same way every time – consistency, dependability for the customer• Quality control, safety on the job• Customer relationship management software – can track call reports and use of NAHAD

& Guidelines – track usage and progress centrally

Competitive edge in today’s economy – any advantage helps

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RGA – Lessons Learned

• Creating a new culture doesn’t happen overnight (15-16 months and counting)

• The Guidelines don’t matter to every customer

• It’s critical to educate the sales force so they can educate their customers about the value of the Guidelines and why they should do business with a Listed Distributor

• This is an on-going process

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Case Studies: Manufacturers & the Guidelines

Manufacturers: Goodyear/STAR program

Dixon Training Truck

Page 51: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Goodyear/STAR – why adopt the Hose Assembly Guidelines?

Demonstrates value of distribution in the supply chain when linked to NAHAD.

– Consistent quality– Consultant level technical support– Total cost reducing value – Inventory where needed

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• Star Training provided to GAD’s– Access NAHAD– NAHAD Hose Assembly Specification Exam– Emphasis on guidelines and standards

• Other Training Items– HoseTrakker– StarLink– UL Audit/Application and Certification Process

Star Training & Standards

Page 53: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Program Requirement Market Implication

NAHAD hose assembly guidelines Standard everyone can agree to

RMA handbook Enforces principals of standards

4” crimping capability Service, uniformity and quality

Hydrostatic and Conductivity testing Service, uniformity and quality

Independent UL verification Network validation through yearly audits

Star Requirements and Impact

NAHAD Guidelines and Implications

Page 54: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Goodyear/STAR – why adopt the Hose Assembly Guidelines?

• Establishes a minimum industry standard for NAHAD members that wish to participate as coupled hose distributors.

• Establishes a consistent procedure for uniformity of assembly fabrication and design.

• Provides a low cost training program for NAHAD members to use for their associates.

• Provides a low-cost quality system for members. • Provides a certificate program for NAHAD members to

recognize and/or reward associates.• NAHAD will increase awareness of the assembly guidelines.• Strengthens image of industrial hose industry in

manufacturing markets and public arena.• Develops a strong image for NAHAD members in the

marketplace.• Instills end user confidence in products built using NAHAD

guidelines. Steers end users to NAHAD-linked distributors.

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Case Study: The Customer’s Perspective

GHX and Marathon Oil

Tipco and General Dynamics

Page 56: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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Wrapping Up

• Improve the quality, safety and the reliability of products in the hose industry.

• Provide enhanced employee training and recognition opportunities.

• Create marketing advantage for participating NAHAD Members.

• Feedback on today?

Thank you for attending!

Page 57: Hose Assembly Guidelines Seminar Welcome! November 10,2008 – Baltimore. MD

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