Best Practices When Selling Special Tools

Although there is a wide array of standard drills, taps and endmills available from our BLACKBOOK™ suppliers there is still a high demand for custom design tools. This may be due to complex part design, size & tolerance restrictions, material issues or a variety of other reasons. Special tools may represent an opportunity for significant sales. In fact those that handle the special needs of the customer in a well & timely manner may have a better chance of obtaining the easier standard tool sales opportunities.

In order to best process a special tool opportunity, there are basic questions that should be asked of the customer. This information varies slightly depending on whether the tool is an end mill, drill or tap. The better prepared you are to ask these questions, the better the chance you will have of obtaining the order. This will allow you to get the vital data needed as well as portray to the customer your technical competence & understanding in helping him solve his problem. Please see the following list of questions, as recommended by Regal Cutting Tools, to gather relevant information from your customers:

Special Taps

If you answer the following Top Ten questions we will be able to make taps that will perform efficiently and meet your productivity needs.

  1. What are the Size, Pitch and Class of Fit or Limit you need?
  2. What is the specific material being tapped?
  3. What is the diameter of the hole being tapped?
  4. What is the depth of the hole being tapped?
  5. Is it a through or blind hole?
  6. Is the operation vertical or horizontal?
  7. What are the coolant details?
  8. Is this a production or maintenance job?
  9. What machine will be used?
  10. Are there coating requirements?

Special End Mills

If you answer these Top Ten questions we can provide you with high performing end mills specific to your job.

  1. What is the diameter of the end mill?
  2. What is the specific material being cut?
  3. What is the length of cut?
  4. Is it a profile, slot, contour or roughing cut?
  5. Is the tool center cut or non-center cut?
  6. How many flutes?
  7. What machine will be used?
  8. Is the application horizontal or vertical?
  9. What are the coolant capabilities?
  10. Are there coating requirements?

Special Drills

Top Ten Questions to manufacture a special drill.

  1. What is the hole size and tolerance, or drill diameter?
  2. Is it an initial hole or enlarging one, how deep?
  3. Is it a through or blind hole?
  4. Is there a step, counterbore or countersink section?
  5. What is the shank diameter, flute and overall length?
  6. What is the specific material being drilled?
  7. What machine is used, horizontal or vertical?
  8. What are the coolant capabilities?
  9. Is this a production or maintenance job?
  10. Are there coating requirements?