SFSA CASTEEL REPORTER
Steel Founders' Society Of America
OCTOBER - 2014

Casteel Commentary

Selling value is the topic of this month’s Casteel Commentary. We need to avoid trying to sell on value that makes price the main topic. We need to sell solutions that allow us to capitalize on our technology and closeness to the customer.

Technical & Operating Conference

Register and pay before October 30 to take advantage of the reduced registration fees for the 68th SFSA Technical & Operating Conference. The conference will be held December 11-13 at the Drake Hotel in Chicago, with a Workshop session on the afternoon of Wednesday December 10. The conference program is available online. The T&O committee has worked hard to put together a program of over 40 papers (over ¾ of which are being contributed by SFSA members). Take a look at the program - we believe you will agree that attending this year's conference will be of great value to SFSA members.

SFSA Annual Meeting

The SFSA Board of Directors has decided to rename two of our annual meetings to reflect the program and purpose more adequately. The traditional Annual meeting has for years been more focused on leadership issues in our industry. The Fall SFSA annual meeting will become the SFSA Fall Leadership Conference. The Spring Management meeting will also be renamed the SFSA Spring Leadership Conference. We will be expanding the subjects and programs to deliver more for those attending.

This year’s Annual Meeting program was a strong success based on survey feedback from attendees. Members indicated that the SFSA Forecast for 2015, the analysis of the industry capacity, and the experience of the roundtable session is reason enough to attend the conference each year. In addition, this year’s program also included presentations on product liability, energy management for steel foundries, Impact of U.S. economic trends, and more. The presentations from the meeting are located here for your use. Please save the date for next year’s Fall Leadership Conference which will be held in Washington DC on September 12-15, 2015.

Kent Peaslee Scholarship

Our industry lost a supporter, advocate, recruiter and technology leader when Dr. Kent Peaslee, the Chair of Steelmaking Technology and Curators’ Teaching Professor of metallurgical engineering at Missouri University of Science and Technology, unexpectedly passed away last year. The SFSA Board of Directors recognized Kent’s contributions by awarding him the SFSA Barlow award. We will be presenting this award at the SFSA T&O Conference this December. In addition, SFSA is developing a scholarship fund in his memory. As a support for this effort, the SFSA Board has decided to match your contributions dollar for dollar until the end of the year. Our current fund is over $17,000. We would like to more than double that amount by the end of this year. Your contributions are fully tax deductible including any personal contributions. I would encourage you to be generous in your support. Contributions should be made payable to the Steel Founders’ Society and please indicate on the check that it is for the Kent Peaslee Scholarship Fund.

New Member Program - Grainger

SFSA has established a new affinity program with Grainger to save members money on all industrial supply purchases. All US members that spend less than $100,000 annually with Grainger are eligible and automatically enrolled in the program to benefit from a minimum 10% discount on all catalog and online purchases in addition to free ground shipping. Deeper discounts are available for products frequently purchased in metalworking environments.

Steel Casting Wiki

SFSA staff and members have made some significant progress on the Steel Wiki website which improves how the Society serves our members in two important areas: access to up-to-date information, and collaboration and exchange of ideas between SFSA members. The wiki is intended to be updated, changed and improved as needed to best serve our industry. The wiki will also become an important resource of the artisan program for the technical and management leadership in your organization to share their knowledge for future generations. We are urging SFSA members to sign up for an account on the wiki and start using it. Go to http://wiki.sfsa.org/index.php/Get_an_account and sign up.

SFSA Trend Cards

 

AISI Weekly Steel Production

Upcoming Meetings

2014
Dec. 10 , Chicago, IL
Dec. 10--13 , Chicago, IL
2015
Jan. 13 , Rosemont, IL
Jan. 24--25 , Florida
Jun. 16--20
Sep. 12--15 , Washington, DC

Market News

Steel casting shipments appear to have stopped declining but still remain relatively stagnant. Both stainless and steel casting shipments showed some improvement in May and bookings are positive compared to the prior year. The backlog still shows slow market conditions with steel and stainless steel castings having backlogs less than 8 weeks.

Steel mill production, which is tightly correlated with steel casting output, showed improvements in March through August but have fallen to lower levels since then.

Capital Goods orders continue a slow rise but are not rising fast enough to indicate improving conditions for steel castings.

Iron and steel casting shipments are also correlated tightly with steel casting sales and they show modest growth this year.

Casteel Commentary

We are taught in business that the key to making a sale and retaining the business is to have a compelling value proposition. I think this approach is fundamentally misguided. This approach empowers our customer to use competition to reduce the price, make our products a commodity subject to global market conditions and does not allow us to differentiate ourselves based on expertise and capability.

I heard a marketing consultant propose that he could not necessarily increase your sales but he could reduce your wasted time. His proposal was to ask a new prospect who was there current supplier and then to assert that if the current supplier was capable, they should keep the business. If the purchasing agent then said that they were always looking for new suppliers, your time is wasted with that prospect. He will be happy to try to get innovative approaches from you to improve his current supplier and to get an aggressive price to use in negotiating with his current supplier. Unless the purchasing agent indicates that they have a problem, a systemic issue, with their current castings, your opportunities are severely limited.

So clearly we are not primarily selling value. Our most compelling sales point is solutions. If we can with our technology or casting capability, solve a systemic problem for a customer, we can make a sale. This sale will not be as price sensitive our as subject to competitive displacement since we own and know the solution to our new customers problem.

Large companies talk about value but they are fundamentally driven to avoid risk. Changing suppliers is risk. Using competitive bids to reduce the price from existing suppliers is not risk.

Purchasers can only succeed by lowering costs or solving problems. We need to sell solutions not lower costs.

Contact Raymond Monroe

 

 
october14.pdf
(781kB)
The October 2014 Casteel Reporter
august14.pdf
(419kB)
The August 2014 Casteel Reporter
may14.pdf
(251kB)
The May 2014 Casteel Reporter
february14.pdf
(375kB)
The February 2014 Casteel Reporter
december13.pdf
(297kB)
The December 2013 Casteel Reporter
october13.pdf
(244kB)
The October 2013 Casteel Reporter
august13.pdf
(302kB)
The August 2013 Casteel Reporter
may13.pdf
(321kB)
The May 2013 Casteel Reporter
april13.pdf
(295kB)
The April 2013 Casteel Reporter
february13.pdf
(233kB)
The February 2013 Casteel Reporter
january13.pdf
(326kB)
The January 2013 Casteel Reporter
Forecast2013.pdf
(881kB)
The 2013 SFSA Market Forecast
december12.pdf
(275kB)
The December 2012 Casteel Reporter
october12.pdf
(158kB)
The October 2012 Casteel Reporter
july12.pdf
(256kB)
The July 2012 Casteel Reporter
may12.pdf
(420kB)
The May 2012 Casteel Reporter
march12.pdf
(482kB)
The March 2012 Casteel Reporter
nffsseminar.pdf
(247kB)
NFFS Foundry Noise Exposure Seminar information
february12.pdf
(301kB)
The February 2012 Casteel Reporter
december11.pdf
(243kB)
The December 2011 Casteel Reporter
forecast2012.pdf
(1.3MB)
The 2012 SFSA Market Forecast as presented at the 2011 Technical & Operating Conference
october11.pdf
(530kB)
The October 2011 Casteel Reporter
september11.pdf
(1.1MB)
The September 2011 Casteel Reporter
july11.pdf
(475kB)
The July 2011 Casteel Reporter
june11.pdf
(295kB)
The June 2011 Casteel Reporter
april11.pdf
(438kB)
The April 2011 Casteel Reporter
march11.pdf
(1.3MB)
The March 2011 Casteel Reporter
january11.pdf
(442kB)
The January 2011 Casteel Reporter
november10.pdf
(475kB)
The November 2010 Casteel Reporter
october10.pdf
(770kB)
The October 2010 Casteel Reporter
august10.pdf
(483kB)
The August 2010 Casteel Reporter
201008eqp.pdf
(37kB)
Equipment available
july10.pdf
(688kB)
The July 2010 Casteel Reporter
SFSA Directory Information Form.pdf
(180kB)
The form used to update foundry listings in the Directory of Steel Foundries
june10.pdf
(770kB)
The June 2010 Casteel Reporter
may10.pdf
(545kB)
The May 2010 Casteel Reporter
march10.pdf
(651kB)
The March 2010 Casteel Reporter
february10.pdf
(451kB)
The February 2010 Casteel Reporter
january10.pdf
(410kB)
The January 2010 Casteel Reporter
FR74-209 CO2.pdf
(573kB)
CO2 Emissions reporting rule
Combustible Dust FR ANPR 10-21-09.pdf
(319kB)
Federal Register notice seeking input on development of a standard for combustible dust
december09.pdf
(352kB)
The December 2009 Casteel Reporter including graphs and attachments
toptenoshaviolations09.pdf
(29kB)
Top Ten OSHA Violations
october09.pdf
(1.3MB)
The October 2009 Casteel Reporter
steelbus1009.pdf
(236kB)
Business report and market trend graphs
september09.pdf
(464kB)
The September 2009 Casteel Reporter
MagmaSoft Tax Credit.pdf
(112kB)
MAGMATIMES article on Federal Research & Experimentation tax credit.
august09.pdf
(1,008kB)
The August 2009 Casteel Reporter
MIEEE.pdf
(644kB)
Midwest Industrial Energy Efficiency Exchange information
july09.pdf
(896kB)
The July 2009 Casteel Reporter
FEF CIC Ad 2009.pdf
(532kB)
Foundry Educational Foundation College Industry Conference
april09.pdf
(868kB)
The April 2009 Casteel Reporter
march09.pdf
(924kB)
The March 2009 Casteel Reporter
february09.pdf
(1.2MB)
The February 2009 Casteel Reporter including business trend information, graphs and attachments.
steelgurujan2009.pdf
(744kB)
Steel market condition information.
yrc0209.pdf
(756kB)
SFSA's Yellow Freight and Roadway discount program.
january09.pdf
(1.3MB)
The January 2009 Casteel Reporter including business trend information, graphs and attachments.
Company FMLA policy (federal).pdf
(304kB)
Federal FMLA Policy.
employee under fmla.pdf
(104kB)
U.S. Department of Labor poster on Employee Rights and Responsibilities under FMLA.
Certification of Illness or Injury to a Covered Service Memb.pdf
(188kB)
FMLA Leave Certification of Serious Illness or Injury for a Covered Service Member.
october08.pdf
(140kB)
The September 2008 Casteel Reporter including business trend information and graphs and attachments.
steelguruoct2008.pdf
(636kB)
Steel market condition information.
september08.pdf
(272kB)
The September 2008 Casteel Reporter.
steelbus0908.pdf
(180kB)
Business trend numbers and graphs only.
steelgurusep2008.pdf
(76kB)
Steel market condition information.
august08.pdf
(644kB)
The August 2008 Casteel Reporter
steelbus0808.pdf
(396kB)
Business trend numbers and graphs only.
steelguruaug2008.pdf
(376kB)
Steel market condition information.
july08.pdf
(408kB)
The July 2008 Casteel Reporter
steelgurujul2008.pdf
(244kB)
Steel market condition information.
ITAR-Info.pdf
(268kB)
Part 121 - The United States Munitions List
ITAR-Info-Violation.pdf
(92kB)
Part 127 - Violations and Penalties
DEEDGrantApp053006.pdf
(108kB)
Demonstation of Energy-Efficient Developments grant application. To be submitted by the utility company.
DEED-Members.pdf
(80kB)
Utility companies participating in the DEED program.
june08.pdf
(64kB)
The June 2008 Casteel Reporter
steelgurujune2008.pdf
(80kB)
Steel market condition information.
may08.pdf
(64kB)
The May 2008 Casteel Reporter
steelgurumay2008.pdf
(92kB)
Steel market condition information.
april08.pdf
(200kB)
The April 2008 Casteel Reporter including business trend information, graphs and attachments.
steelbus0408.pdf
(28kB)
Business trend numbers and graphs only.
steelguruapr2008.pdf
(84kB)
Steel market condition information.
march08.pdf
(124kB)
The March 2008 Casteel Reporter including business trend information, graphs and attachments.
steelgurumar2008.pdf
(96kB)
Steel market condition information.
MoldThickness2.pdf
(56kB)
Calculation of Minimum Mold Thickness in Steel Casting - Jacob Thole, Dr. Christoph Beckermann, University of Iowa.
february08.pdf
(736kB)
The February 2008 Casteel Reporter
steelgurufeb2008.pdf
(88kB)
Steel market condition information.
january08.pdf
(880kB)
The January 2008 Casteel Reporter
steelgurujan2008.pdf
(208kB)
Steel market condition information.
AFSAreaSourceSummary.pdf
(128kB)
AFS Summary of the EPA Area Source Rule.
FR-AreaSourceFinal.pdf
(524kB)
40 CFR Part 63 - EPA National Emission Standards for Hazardous Air Pollutants for Iron and Steel Foundries Area Sources; Final Rule
  Due to the Technical & Operating Conference, no newsletter was published for December 2007.
november07.pdf
(448kB)
The November 2007 Casteel Reporter
futureleaders1107.pdf
(96kB)
Future steel foundry industry leaders meeting notice.
eqp-auction1207.pdf
(96kB)
Equipment available - auction ends Dec. 6 2007
october07.pdf
(240kB)
The October 2007 Casteel Reporter
steelguruoct2007.pdf
(188kB)
Steel market condition information.
ofr2007-1257.pdf
(4.7MB)
Cr, Cu, Mn, Mo, Ni, and steel price drivers. US Geological Survey
september07.pdf
(64kB)
The September 2007 Casteel Reporter
steelgurusep2007.pdf
(72kB)
Steel market condition information.
Docket2007N-0330.pdf
(12kB)
Docket 2007N-0330 Presidential Interagency Working Group on Public Safety (Import Safety)
fr17se07P.pdf
(224kB)
Proposed EPA Area Source Rule for Iron and Steel Foundries
august07.pdf
(36kB)
The August 2007 Casteel Reporter
steelguruaug2007.pdf
(112kB)
Steel market condition information.
IEEE Workshop1007.pdf
(28kB)
IEEE Industrial Energy Efficiency Workshop information
july07.pdf
(55kB)
The July 2007 Casteel Reporter
steelgurujul2007.pdf
(96kB)
Steel market condition information
june07.pdf
(64kB)
The June 2007 Casteel Reporter
steelgurujune2007.pdf
(44kB)
Steel market condition information
may07.pdf
(92kB)
The May 2007 Casteel Reporter
steelgurumay2007.pdf
(88kB)
Steel market condition information
finemanbio.pdf
(44kB)
Biography of Howard Fineman, speaker at the 2007 SFSA Annual Meeting
SBB Steel Markets.pdf
(304kB)
Steel - Global Impacts to North American Minimill Competitiveness, by Thomas A. Danjczek, President, Steel Manufacturers Association - speaker at the 2007 SFSA Annual Meeting
april07.pdf
(152kB)
The April 2007 Casteel Reporter
steelguruapr2007.pdf
(380kB)
Steel market condition information
march07.pdf
(1.5MB)
The March 2007 Casteel Reporter
steelgurumar2007.pdf
(240kB)
Steel market condition information
hexcr-fiore.pdf
(112kB)
Information on Hexavalent Chromium
february07.pdf
(52kB)
The February 2007 Casteel Reporter
steelgurufeb2007.pdf
(192kB)
Steel market condition information
january07.pdf
(56kB)
The January 2007 Casteel Reporter
steelgurujan2007.pdf
(260kB)
Steel market condition information
december06.pdf
(544kB)
The December 2006 Casteel Reporter
internapp.pdf
(56kB)
SFSA Internship sponsorship information and form
steelgurudec2006.pdf
(220kB)
Steel market condition information
november06.pdf
(136kB)
The November 2006 Casteel Reporter
steelgurunov2006.pdf
(352kB)
Steel market condition information
october06.pdf
(48kB)
The October 2006 Casteel Reporter
september06.pdf
(331kB)
The September 2006 Casteel Reporter
august06.pdf
(420kB)
The August 2006 Casteel Reporter
steelbus0806.pdf
(28kB)
Industry business numbers and graphs only
july06.pdf
(660kB)
The July 2006 Casteel Reporter
steelbus0706.pdf
(124kB)
Industry business numbers and graphs only
China6-22-2006.pdf
(296kB)
Evaluation of Chinese Economy and Trading Practices
Chinese Steel Subsidies Paper.pdf
(396kB)
The China Syndrome: How Subsidies and Government Intervention Created the World's Largest Steel Industry
RL32333.pdf
(184kB)
CRS Report for Congress - Steel: Price and Policy Issues. Update June 26, 2006
june06.pdf
(132kB)
The June 2006 Casteel Reporter
China tour tentative list-0606.pdf
(16kB)
Tentative list of plants to be visited on the tour of China
may06.pdf
(540kB)
The May 2006 Casteel Reporter
steelbus0506.pdf
(28kB)
Industry business numbers and graphs only
HexCr monitoring.pdf
(76kB)
Exposure Monitoring Guidance for Compliance with the new OSHA Standard fro Hexavalent Chromium
KFTA comments.pdf
(400kB)
U.S.-Republic of Korea Free Trade Agreement: Written Comments Concerning the Probable Economic Effect of Providing Duty-Free Treatment for Imports
AMMEX EERE-ITP.pdf
(28kB)
EERE's Industrial Technologies Program: Proven Returns on Federal and Industrial Investments
april06.pdf
(80kB)
The April 2006 Casteel Reporter
emsguide.pdf
(1MB)
Environmental Management Systems Implementation Guide for the foundry sector, USA EPA
AreaSourceUpdate.pdf
(168kB)
Iron & Steel Area Source rule
march06.pdf
(124kB)
The March 2006 Casteel Reporter
monroe-outlookSpring2006.pdf
(756kB)
Economic outlook presentation given by Raymond Monroe at the SFSA Spring Management Meeting on March 9, 2006
lashinsky-outlook2006.pdf
(36kB)
Economic outlook presentation given by Bernard Lashinsky at the SFSA Spring Management Meeting on March 9, 2006
keramida-annual compliance calendar.pdf
(148kB)
Regulatory Compliance Calendar for Steel Foundries by Keramida
keramida-Env Audits.pdf
(48kB)
Environmental Audits in the Primary Metals Sector - Jim Schifo, Keramida
keramida-Regulatory Calendar - 2006.pdf
(1.1MB)
Common Environmental Compliance Deadlines - Keramida
February06.pdf
(496kB)
The February 2006 Casteel Reporter
china exports surge.pdf
(20kB)
China steel exports surge due to domestic overcapacity
2005CHINASD_0106.pdf
(68kB)
Chinese Steel Industry - Record Steel Output with Big Decline in Net Imports in 2005
Measurement Error - ISU.pdf
(388kB)
Measurement Error of Visual Casting Surface Inspection - Iowa State University
january06.pdf
(51kB)
The January 2006 Casteel Reporter
december05.pdf
(495kB)
The December 2005 Casteel Reporter
USCCCHINAexec_summ_05.pdf
(82kB)
USCC Executive Summary on China Trade
november05.pdf
(83kB)
The November 2005 Casteel Reporter
hexcr-nov05.pdf
(1,041kB)
Congressional letters on Hexavalent Chromium
october05.pdf
(79kB)
The October 2005 Casteel Reporter
rdtaxcredit.pdf
(77kB)
Presentation on the R&D Tax Credit given at the 2004 SFSA Annual Meeting
september05special.pdf
(15kB)
Special September 2005 Casteel Reporter about the possible impact of a natural disaster on the steel casting industry
september05.pdf
(81kB)
The september 2005 Casteel Reporter
testbars.pdf
(1,043kB)
"Test Coupons and Casting Quality" and "Mechanical Properties of Test Bars Compared to Castings"
august05.pdf
(455kB)
The August 2005 Casteel Reporter
MoriciSteelPrices.pdf
(62kB)
Manufacturing and Steel Prices, by Peter Morici, February 2005
China prices 7-2005.pdf
(385kB)
Prices of Castings, Foundry Raw and Auxiliary Materials in Some Regions of China
pub3771.pdf
(3,110kB)
US ITC Publication 3771, Foundry Products: Competitive Conditions in the U.S. Market
july05.pdf
(70kB)
The July 2005 Casteel Reporter
WFO2005 Paper.pdf
(305kB)
World Foundry Organization paper on the last 20 years of steel casting research
june05.pdf
(54kB)
The June 2005 Casteel Reporter
SFIC Washington Forum OSHA.ppt
(164kB)
Presentation on OSHA Proposed PEL for Hexavalent Chrome, in PowerPoint format
SFIC Washington Forum OSHA.pdf
(453kB)
Presentation on OSHA Proposed PEL for Hexavalent Chrome, in PDF format
may05.pdf
(197kB)
The May 2005 Casteel Reporter
MACT-Scrap.pdf
(159kB)
Amendments to the Scrap metal and Inspection provisions of the Iron and Steel Foundry MACT
april05.pdf
(115kB)
The April 2005 Casteel Reporter
IntlTradeEvents.pdf
(38kB)
International Trade Events
equipment0405.pdf
(49kB)
Equipment Available
march05.pdf
(590kB)
The March 2005 Casteel Reporter
february05.pdf
(624kB)
The February 2005 Casteel Reporter
january05.pdf
(483kB)
The January 2005 Casteel Reporter
afs-gac.pdf
(568kB)
AFS Government Affairs Conference Information
december04.pdf
(292kB)
The December 2004 Casteel Reporter
november04.pdf
(445kB)
The November 2004 Casteel Reporter
october04.pdf
(223kB)
The October 2004 Casteel Reporter
september04.pdf
(489kB)
The September 2004 Casteel Reporter
august04.pdf
(414kB)
The August 2004 Casteel Reporter
antitrust.pdf
(59kB)
General Rules of Antitrust Compliance & Antitrust Policy Statement of Steel Founders' Society of America
july04.pdf
(278kB)
The July 2004 Casteel Reporter
june04.pdf
(242kB)
The June 2004 Casteel Reporter
may04.pdf
(840kB)
The May 2004 Casteel Reporter
Nolan_Dollars.pdf
(6,013kB)
Dollars and "Sense" presentation by John Nolan, Vice President, Steel Dynamics, Inc.
Nolan_Dollars_Sequel.pdf
(3,103kB)
Dollars and "Sense" "The Sequel" presentation by John Nolan, Vice President, Steel Dynamics, Inc.
april04.pdf
(333kB)
The April 2004 Casteel Reporter
march04.pdf
(428kB)
The March 2004 Casteel Reporter
  Due to our office move, the February 2004 Casteel Reporter was not produced.
january04.pdf
(211kB)
The January 2004 Casteel Reporter
december03.pdf
(522kB)
The December 2003 Casteel Reporter
november03.pdf
(253kB)
The November 2003 Casteel Reporter
october03.pdf
(232kB)
The October 2003 Casteel Reporter
september03.pdf
(322kB)
The September 2003 Casteel Reporter
august03.pdf
(219kB)
The August 2003 Casteel Reporter
july03.pdf
(550kB)
The July 2003 Casteel Reporter
june03.pdf
(175kB)
The June 2003 Casteel Reporter
may03.pdf
(175kB)
The May 2003 Casteel Reporter
april03.pdf
(277kB)
The April 2003 Casteel Reporter
march03.pdf
(377kB)
The March 2003 Casteel Reporter
february03.pdf
(256kB)
The February 2003 Casteel Reporter
january03.pdf
(266kB)
The January 2003 Casteel Reporter
december02.pdf
(500kB)
The December 2002 Casteel Reporter
  Due to circumstances beyond our control, the November 2002 Casteel Reporter is not available online.
october02.pdf
(204kB)
The October 2002 Casteel Reporter
september02.pdf
(251kB)
The September 2002 Casteel Reporter
august02.pdf
(159kB)
The August 2002 Casteel Reporter
june02.pdf
(324kB)
The June 2002 Casteel Reporter
may02.pdf
(497kB)
The May 2002 Casteel Reporter
april02.pdf
(518kB)
The April 2002 Casteel Reporter
march02.pdf
(255kB)
The March 2002 Casteel Reporter