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Training ⬆️ = Scrap ⬇️

As you train your rotomolding team, your scrap rate will decrease. This is why ARM provides online education free to our members.

Conceptual keyboard - Training (green key)

ARM has recently added Troubleshooting Your Rotomolding Operation from a Shop Floor Perspective and Improving Rotational Molded Insert Performance to our webinar library. Other great training titles for your shop floor include: Burner Maintenance, Safety in Rotomolding & OSHA Compliance, Solve Cosmetic Part Problems, and Understanding the Molding Cycle. 

The webinar library now includes 25 titles available free to members on demand.

Log in to the Members’ Section of www.rotomolding.org and then click Webinars for complete access.  Click Presentations and Papers to review our new 80+ page document of example work instructions from rotomolders and to search thousands of papers presented at ARM conferences. Click Classic Training Videos to access ARM videos from the 1990s and 2000s, which all feature Spanish subtitles.

Not a member? Join for access to these benefits and more.

Pitch the Impact

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Paul Reilly

This article by Paul Reilly is a follow up to his presentations for ARM in 2016. As a result of his high marks from attendees at the 2016 Executive Forum, ARM invited Paul to present a seminar at the Annual Meeting in New Orleans.

In an airport, I saw a trash receptacle that made me think twice before throwing away my trash. Rather than labeling the garbage container with the word “trash,” they used the more compelling word, “landfill.” Changing one simple word reminded me of the impact of the decision.

Buyers don’t care what your product does. Buyers care about the impact of your product. Too many salespeople sell the buyer on what their product does. Too many salespeople pitch features and technical attributes, but they don’t pitch the impact. Salespeople fail to realize that these attributes are a means to a greater end.

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What your product does is called the utility. Buyers are less interested in utility and more focused on the impact of your product. The impact of your product is how it affects the buyer.

Buyer’s don’t buy your product for what it does, they buy the outcome. The impact of your solution is what compels a buyer to buy. To understand the impact of your solution, ask yourself a simple question, “What does the buyer stand to gain when they experience our value-added solution?”

Paul Reilly is the founder and president of Reilly Sales Training. He began his training career by joining Tom Reilly Training. Reilly Sales Training offers a complete range of training programs, consulting services, and training assessments. Reilly Sales Training is a St. Louis-based, privately owned company that specializes in training sales professionals, sales managers, and service professionals. Reilly Sales Training offers public seminars, in-house sales training programs, consulting services, and hiring and training assessments.

Building Bridges

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Conchita Miranda

ARM’s Executive Forum has ended and it was a successful and unique meeting that we shared with the Association of Rotational Molders Australasia. More than sixty executive-level attendees and their spouses learned from one another about business, manufacturing, and culture. I would like to personally thank everyone who attended and all of our speakers: Daven Claerbout, Corey Claussen, Garth Galloway, Simon Gough, Graeme Hall, Roger LaSalle, and Pat Long.

This meeting represented an idea that has been very important to our rotomolding community for more than forty years now: building bridges. This year we were able to create a bridge between the rotomolders of North America and Australia. This allowed ARM members to learn how rotomolders operate in Australia, it also allowed us to learn from people who do not typically attend ARM meetings. We were all able to make new friends while we see our old friends!

Here are a few of the important ideas that we kept coming back to at the Executive Forum:

  • Welcome new technology to your business but remember that relationships are more important than technology.
  • Use networking opportunities and travel as an opportunity to improve your business. Ask someone in the industry who is better than you for their advice.
  • Be the fast second (even on your own product). You can do this in park by using your staff to identify problems in products.

The ARM Executive Forum began in the Spring of 2009 as a purposely smaller meeting that would bring together rotomolding business owners, allowing them to share insights on how they resolved rotomolding business problems in the same way that ARM has always shared ideas on improving our process. We have been building these bridges for many years. If you ask our suppliers, many say that rotomolders share and work together like no other industries they know.

You can save the date now for next year’s Executive Forum, to be held March 25-28, 2018. We will return to the beautiful Hyatt Grand Cypress in Orlando, a favorite of our members!

We will be building bridges throughout the rest of the year at regional meetings in Buena Park, CA, Williamsport, PA, and Toronto, ON. And of course at the great Rotoplas we have planned.

Conchita Miranda is the President of ARM and the Director General of Operadora MPK.

The ARM Blog is written by a variety of leaders in the rotational molding industry. We encourage you to share your input in the comment section. If you’re interested in writing a post for the blog, email ARM staff at info@rotomolding.org.

Rotoplas Keynote: Anthony Robles

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Anthony Robles

ARM is excited to announce the keynote speaker for the 2017 Annual Meeting at Rotoplas is Anthony Robles, who will kick off our general sessions on September 27 with a motivational talk you will never forget.

Anthony is a three-time all-American wrestler who won the 2010-11 NCAA individual wrestling championship in the 125-pound weight class despite being born with only one leg. A graduate of Arizona State University with a degree in Business Communication, he was also awarded the 2011 NCAA “Best Wrestler of the National Tournament Award”. Continue reading

At last! A non-PE polymer that I can rotomold!

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Dr. Nick Henwood

ARM Technical Director, Nick Henwood, is drafting a publication for the ARM Education Committee on rotomoldable polymers other than PE, PP, and PVC. Early drafts of each chapter will be published here every two weeks.

Our legal counsel notes: Dr. Henwood speaks for himself and not for ARM as a whole. We encourage feedback on this project but comments should be on technical matters raised. Dr. Henwood’s responses are solely his responsibility and not ARM’s.

I hope that regular readers to this blog series are not getting too depressed.  So far, I’ve looked at two polymers (ABS and PC) that both have – let’s be kind – “challenges” when you come to mold them.

This time I’ll talk about two related polymers that you definitely CAN rotomold.   Continue reading

Jim Braeunig Announces Retirement

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Jim Braeunig

ARM Past President Jim Braeunig has announced his retirement as CEO and President of Hedstrom Corporation. We congratulate Jim and thank him for his years of service on behalf of our industry.

Jim shared this note:

This announcement comes with much emotion and gratitude as I announce my retirement which takes effect February 21, 2017. I joined Hedstrom on February 8, 1982, and after 35 years of service I leave knowing that I have done the very best I could through all of the company changes, including two bankruptcies, equity firm buy-outs, the formation of a Joint Venture, four BBS acquisitions and market disruptions to name just a few. Continue reading