From why there is still confusion in load testing, to why Handling Systems International (HSI) is expanding its online tool Qutinator for on-demand quotations, Business Development Director Bret Lussow talked with Hoist about the challenges the company faces today.

HSI launched Qutinator last year, using SolidWorks' DriveWorks platform to provide scaled drawings and quotations for its NikoRail enclosed rail cranes, standard jib cranes and gantry cranes.

Since 2017, it has been using DriveWorks to automate the design process of its cranes through DriveWorks Solo, but realized that it wanted to create a customer-oriented online tool, so it upgraded to DriveWorks Pro.

At HSI, cranes vary in length from 6 feet to more than 300 feet, and can handle a variety of capacities from 500 pounds to 40,000 pounds. Part numbers can also range from 80 for small systems to thousands of large systems, which makes them very configurable.

Since purchasing DriveWorks Pro, the company has been committed to Qutinator, which uses DriveWorks and SolidWorks to provide scaled drawings and quotations, which can be accessed through its distributors on the HSI website. Quotinator conducted two months of internal beta testing before launching to distributors and doubled as a sales tool because it can track who interacts with the site.

"The feedback we get from customers is that they need more quotation tools to make quotations faster, more accurate, more drawings and more 3D CAD," Lussow said.

"Quotation speed is the key. Everyone wants to get information faster. I find that usually, the person who can provide information the fastest is the person who receives the order. No one has time to shop. HSI developed the Qutinator, It can provide customers with quotations and 3D AutoCAD drawings within a few minutes, and the market response has been amazing."

HSI continues to improve and adjust the configurator and product options in response to customer needs, and now it wants to integrate DriveWorks into its CRM system. It also utilizes the form building tools in DriveWorks to enhance the look and feel of the UI, making Qutinator more user-friendly, especially on mobile phones.

As for Lussow, he has more than 28 years of experience in this industry, having previously worked and managed his family's rigging shop; Thompson Sling Co. of Houston, Texas joined Harrington Hoists as a business in Mannheim, Pennsylvania Prior to Vice President of Development and Kito Americas, he has now worked at HSI in Chicago for four years.

"Business has changed because there are fewer "connections" than ever before. Our industry is about relationships. With Covid and a younger and younger workforce becoming more dependent on computers and the Internet, sales and presentation opportunities are more than ever It's harder any time," he said.

"Like all industries, there are some good years and some bad years. The obvious poor years are 2001, 2009, and to some extent 2020, but strong years (mid-2000s, 2010s) Mid-term) surpassed the poor years, which is why this industry is so interesting. When everything goes well, it is an interesting industry. People in our industry are sincere and hardworking, and are not afraid to get their hands dirty."

He said the best part of this job is to "visit the end users who use our products, learn about the products they produce and understand their business and products." "I was fortunate to see some great factories and travel the world to find the next big opportunity. I also really like the social aspect of sales, especially at the end of a hard day with some great colleagues drinking cold drinks. But I am the most What I don't like are travel time (at the airport or in the car), hotel rooms and fast food," Lussow added.

“Considering Covid’s concerns, sustainability may be more important than ever. The impact on workers, climate, and materials is important. People want to know what they are buying and from whom. Just claiming that the business is sustainable Is not enough.

"We have seen a lot of good ideas from young people in our industry, but it is difficult to get the "old school" to think differently. As the workforce rotates, you will see more and more innovations. Material choices are changing , The new electronic technology provides unprecedented new choices."

His only complaint is "What happened to good sales skills and customer service?"

"There was a time when you could talk to people, solve problems, explain needs and concerns. How do you express this in email or chat rooms? I hate seeing us move from person to person. Business is still about relationships Yes, if you take it away, what value does any one of us really provide? We need to be the customer’s strategic consultant, any of us can be the executor, but the best salesperson will help the customer determine the needs," He said.

For Lussow, load testing is always a hot topic because there still seems to be confusion at the end user level.

"We are often asked the question,'Does my crane need to be load tested after installation?" The short answer is, yes. Although we manufacture prefabricated cranes, HSI cannot perform this test on cranes because we will not They are assembled before shipment; once assembled on site, the end user or installer will perform this task," he added.

Cranes manufactured by HSI have a specific deflection value, however, the value of this formula is a theoretical value and will be increased during the field load test due to the following variables: installation, foundation stiffness or piping, tubing, steel plate, and sheet metal. Some changes above (or below) the deflection defined by the manufacturer are considered normal.

When measuring the deflection of the safety standard, the deflection is measured at 100% capacity (L/150 of HSI 351 heavy jib crane) instead of the 125% load test. During the 125% deflection load test, the value will be greater than the published deflection. Using this formula, "L" (meaning length or span) measured in inches/150 will result in a theoretically calculated deflection. Load testing at 125% of rated capacity plus other variables may result in higher deflection.

"Yes, load test your new crane and save these records in a file, remembering that the deflection will vary depending on whether you load test at 100% or 125%," Lussow said.

Regarding Industry 4.0, Lussow said that he is still "old school", but he does recognize the benefits of embracing technology. "This does not mean that I always agree with these ideas or see the benefits, but of course we all need to accept the new ideas that arise. Most of them are good," he said.

His parting words for the next generation of employees is that even at the sales level, you also need to understand CAD or SolidWorks: "If there are no detailed drawings, it is almost impossible to quote them. We can't wait for a separate department or individual to create these documents. We need to provide customers with good details and a quick quotation (drawings in this case) because it is the'new name for the game'."

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