When design engineers who need special cable constructions
hear the word custom, they often cringe, conjuring up dollar signs and delays.
That doesn’t have to be the case anymore. Due to customer feedback and overseas
competition, progressive manufacturers have adapted to make custom cable
solutions accessible.
Conventional manufacturing methods used in the production of
wire and cable necessitate large-volume runs. Therefore, many manufacturers
have primarily supplied, and continue to do so, standardized or commercial
off-the-shelf (COTS) products. Traditional manufacturing involves multiple
machine setups, generates costly scrap to refine the process, and requires time
to clean the machine after a production run. As a result, the cost to make
1,000 feet (304.8 meters) of cable is nearly the same as the cost for 5,000
feet (1524 meters) of cable. While appropriate for some applications, customers
purchasing COTS cable do not have control over design, tolerances or materials.
This can cause them to select a COTS product that does not meet their
requirements.
In many applications, wire and cable are an integral part of
a system and its performance. Customers require solutions designed and
manufactured for specific needs. Now that custom cable is readily available and
affordable, buyers can get their precise design needs met, at a manageable
cost, with shorter lead times.
Innovative cable manufacturers have developed methods to
build prototypes at lower cost, minimize scrap and dramatically shorten setup
times and production runs by adopting practices that emphasize responsiveness
and agility. Responsiveness involves talking and listening to customers.
Industry surveys repeatedly indicate that customers want quick responses to
inquiries, speed in negotiating terms and fast delivery of product. Given this
need for speed, progressive manufacturers have improved their customer
relations management programs and taken advantage of Internet-based and other
electronic tools that enhance the customer experience. They also have
implemented programs such as Lean and Six Sigma® to improve manufacturing
processes and efficiency.
“Every customer should have easy, affordable, timely access
to custom cable products when that’s the best solution for an application,”
says Katina Kravik, CEO of Northwire Inc., Technical Cable, a cable
manufacturer based in Osceola, Wis. “When the application requires smaller run
custom cable solutions, customers do not want to make large minimum purchases
or pay exorbitant prices and wait six to 12 weeks for delivery. Smart
manufacturers have adapted to provide customers with this necessary service.
Customers want their cable their way, not the manufacturer’s way. It’s a change
of mindset in our industry.
“In many cases, offshore suppliers can’t manufacture and
ship quickly, communication may be challenging, warranties and guarantees can
be difficult to enforce, proprietary designs might not be protected and
short-run custom solutions can be unattainable. Northwire has natural
advantages over competitors.”
Another service innovative manufacturers can provide, and
customers increasingly expect, is engineering design expertise. This
proficiency helps customers navigate the complex channels of international and
domestic standards, environmental regulations, agency compliance and cable
product specifications such as NFPA 79, REACH and RoHS.
The days are over when buyers want their product
specification inquiries met with, “You have to buy 25,000 feet (7620 meters)
minimum” or “We don’t stock it but can get it in 10 weeks.” Customers want and
should be able to select specifications and have some control over design,
tolerances and materials.
There’s a place for COTS wire and cable in many
applications. But custom cable is no longer impractical. It’s affordable, fast
and easy to order. Custom cable is in demand.