normal; FONT-SIZE: 12pt; mso-bidi-font-weight: bold">An attention-grabbing experience happened while assisting a recent client with their entry into the low-cost China market for fasteners. This experience highlights the importance of clearly communicating product requirements with a proposed supplier before producing samples. Now as many experienced in Chinese supplier development can confirm, the typical Chinese supplier is very eager to make a good first impression on a new customer. The Chinese people in general are hard working and take great pride in the results of their efforts. Often a simple yes is as good as any contract found in the rest of the world.No matter how often I visit, I am still amazed at the quality of the work performed with often rudimentary equipment and systems. This gives evidence of their determination to provide the highest quality possible and ultimately please the customer. However, at times their efforts to please the customer may result in a product that does not meet engineered requirements. Now this may seem puzzling at first. Why? Many feel that the typical concern is that a supplier may cut corners in order to minimize costs, resulting in an inferior quality product.Often this isn't the case, it is simply that they may try too hard to please. When analyzing why these failures occur we find that in most cases it is due to the customer failing to clearly define what is actually required. Take this recent example as a case in point.
A new customer had just sourced a fastener to a supplier in China. Upon getting involved it immediately became clear that the supplier did not understand the material requirements. Though the customer did provide the specification number, they did not provide the actual material specification, in this application SAE 1020 steel. In this instance the supplier did not have the correct material on hand, so, in an effort to meet critical timing a higher grade of material from the shop floor was used instead. The material used in this case was equivalent to SAE 1035. Now to the supplier it was honest attempt to meet a critical deadline, and since this is a higher carbon material, they also thought they were providing a better product as well. What the supplier didn't know is that the parts were to be used in a critical welding application for an Automotive Tier 1. Though supplying a more durable part, it would increase the difficulty of welding in the assembly process. As expected, the parts did not meet the welding needs of the client and were therefore scrap. As a result the critical timing was not met and parts had to be produced to the correct material adding weeks to the timeline. This added avoidable costs, timing, and embarrassment to the customer. What lessons could be learned? The following are five simple steps that could have avoided this disaster:
The first three steps should be taken at the quotation phase of the process. Note that not only will this help in producing parts out of the correct material, but will also aid in getting a correct quote:
1.Provide a clear material standard, translated into the local language if possible. Do not depend on the supplier to get the specification.
2.Make sure the supplier clearly understands the specification and the local equivalent. It is especially important to make sure the material specification range is equivalent to the local specification range.
3.Clearly communicate to the supply the application of the part being quoted. Especially note any critical or important characteristics, dimensions, or material requirements.
The next two steps should be taken before the production of sample parts:
4.Request a material certification and check the certification against the required standard.
5.When timing allows for it, obtain third party testing verification of the material.
The typical Chinese supplier is eager to please. They take delight in their work and in a good relationship with their customer. Often, in their effort to please they may make decisions that can have a negative impact on your critical timing and part quality. There are simple steps that can be taken to ensure not only the quality of part samples, but in ensuring sustained quality for the life of the part program. Learn more on the development of Chinese suppliers by going to.
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