Experiences of a Metrologic Dealer The UK’s Leading Range of 3D Measurement & SPC Solutions.

Experiences of a Metrologic Dealer

The UK’s Leading Range of

3D Measurement & SPC Solutions

Measurement SolutionsMeasurement Solutions

Measurement Solutions was formed in 1998 after 6 years as Managing Director of CE Johansson in the UK ( joined CEJ originally in 1989 )

Johansson started to use Metrolog software ~1996 (Jowin) as the standard software for new CMM’s

Earliest version – Metrolog II v.1.38 (on floppy disks !)

We now have 5 people ;

1 Manager

1 Full-time Sales Engineer

1 Applications / Service Engineer

1 Full-time Service Engineer

1 Administration

We are advertising right now for 2 more people

All 4 engineers have the ability to provide sales &

applications support


We are based in Peterborough, approx. 1 hour North of London

Our office includes a busy demo room with ;

CNC CMM with PH10 plus TP20 and SP25

Kreon Laser Scanner

Handyscan3D Handheld Laser Scanner

Faro Platinum and Silver Arms

Modular Fixture Systems

Photogrammetry System

We have an agreement with Faro such that we can loan a Faro laser tracker for demonstrations

A dedicated training room with 6 PC work stations

Expected turnover in 2007/2008 > €1million

Approx. 25% of turnover is CMM service, training & support


Measurement Solutions became the UK Dealer for Metrologic Group in 1998

Our product range was Metrolog II – that’s all we had !

We have worked with Metrologic Group as it has grown into the company we all know now, with a strong product range ;

Metrolog XG

Silma XG

Metrolog V5

Silma V5

-Log XG

Metrologic CMM controllers and hardware


In addition to Metrologic products, Measurement Solutions also offers a range of products / services ;

QDAS SPC Software

Handyscan3D handheld laser scanners

Kreon laser scanners

Used CMM’s

New CMM’s - AEH (China)

EasyFix modular fixtures

Aicon Photogrammetry

CMM Calibration and Service

The product line may appear to be big for a small company, but ALL products have one common link …..

….. They all work in some way with Metrologic software !

The UK MarketThe UK Market

The UK MarketThe UK Market

The UK market is extremely competitive, with too many players trying to sell into a market that is reducing in size

What software do we see in the UK market ?

Hexagon - PC-DMIS

Metris - CAMIO, STUDIO

Wenzel - Metromec, Open DMIS

Delcam – PowerInspect

Zeiss - Calypso

Other OEM software e.g. Virtual DMIS, Cosmos

Others – Axel, CMM Manager, Origin, CappsNT, Aberlink

The UK market is driven by hardware manufacturers – customers buy hardware with software, not software for hardware i.e. they prefer to buy hardware AND software from the same supplier

The market is driven by PRICE – discounting is expected and it is unusual to get an order without some discount being offered

How We CompeteHow We Compete

We have to accept that we cannot compete on price ;

Lower profit margins

Reduces the “value” of our products

The big OEM’s will drop prices significantly to win orders

We offer excellent levels of service and have built a family of very happy customers ;

High quality training

High levels of expertise – know your product

Excellent product support – be there with help and advice

Provide solutions – be able to offer hardware solutions as well as software

Make alliances – have good working relationships with other key players e.g. Faro

Build a strong reputation within your own customer base

How We CompeteHow We Compete

We know from experience that the competition provide bad service ;

The average wait for a service callout with Hexagon is 2-3 weeks

If you call the “warm-line”, you always have to wait for a call back

Check out any of the internet forums for “happy” customers ;

www.pcdmisforum.com

www.cmmtalk.com

www.yourcmm.com

http://forum.delcam.com

You won’t find entries for Metrolog – they are all happy customers !

Make sure your existing customer base receives high levels of service

High levels of service can bring added value - ~70% of licences in UK have maintenance contracts !

Demonstrate to WinDemonstrate to Win

How We Prepare and Handle

A Metrolog Demonstration


Before arranging a demonstration, make sure you know exactly what the customer wants to do with the software

Be prepared to customise the demo to suit his needs and application

If at all possible ;

Use his equipment (use the “Detector” application)

Use his parts and CAD data

Only use a “demo block” to demonstrate specific functions where the customer’s part is not suitable or does not have the right features

Make sure you visit before the demo to test the interface, check connections, etc.

Insist on using your own PC – make sure it has lots of memory and is reliable !


At the demo, ask the customer for 30 minutes before the demo ;

Prepare the interface connection

Check machine speeds – make sure the machine runs smoothly, and at least as fast as it does with the old software

Set up the MASTER reference sphere location

Qualify the probe head to run an automatic calibration

If possible, import the CAD file in advance

Start the demo by NOT showing them Metrolog

Instead, start the Setup Assistant


Show the user the list of direct connections available

Explain that they can use the same software with any device

Tell them that they can buy ANY CMM in the future, unlike our competitors who will effectively “force” you to buy their equipment

Explain that if they have service issues in the future, we can offer a relatively easy hardware upgrade and they will still be able to run their existing programs

Did You Know …Did You Know …

No other software has a list No other software has a list of machine connections like of machine connections like

MetrologMetrolog

Optimise software performance by making best use of graphics hardware


Also use the Setup Assistant to show the user how we can ;

Use multiple devices in the same measuring session

Select a variety of probing systems including specialist OEM equipment

Select the use of laser scanners

Error map the machine removing the need for expensive OEM calibration services

Now you are ready to start the demo …Did You Know …Did You Know …

Delcam PowerInspect has Delcam PowerInspect has no option to error map or no option to error map or

adjust a machine’s accuracyadjust a machine’s accuracy


Start by calibrating probes ;

Have a probe file ready, and run the automated probe calibration

Explain that there is no need to build up probes (like PCDMIS) – the software is automatic

Show how easy it is to add probes

Save the probe file and explain that even if the power fails, the probes are saved

Show the user the automated backup – everyone has had Windows crash at some point !

Emphasise how quickly you can be ready to measure


You can’t measure in PCDMIS You can’t measure in PCDMIS without defining the probe setup without defining the probe setup

in detail and it only supports in detail and it only supports standard styli – you can’t make standard styli – you can’t make

your own special stylusyour own special stylus


Don’t spend too much time doing simple manual measurements – this is a demo, not a training course !

Only use the blue demo block if you have to – we still haven’t found a company that makes blue blocks !


LK often use 2 screens LK often use 2 screens for CMM demonstrations for CMM demonstrations

as 1 is not enough !as 1 is not enough !

Highlight the easy to use interface including ;

Dockable tool bars

Customisable toolbars

Split screen functions

DRO functions (especially for manual devices)

Special toolbar and status window for Laser Trackers


As soon as possible, import the CAD file

When importing the CAD file ;

Show the ability to import multiple CAD models

Highlight the list of CAD import options available e.g. CATIA, ProE, etc.

Explain the filter options – we use the analogy of a complete aircraft, and the need to measure the light on the end of the wing

Highlight the possibility to be able to import HUGE CAD files


Most software needs Most software needs “clean” CAD data“clean” CAD data

Show the CAD Database panel ;

Show the ability to easily manage CAD data

Explain that we don’t need “clean” CAD data as we can deal with the problem in Metrolog - quickly create a layer, then hide it


If possible, have a large set of CAD data available – we have managed to acquire complete car bodies for several cars


Some softwares Some softwares consider >50 Mbytes consider >50 Mbytes

as “huge” !as “huge” !

Load the file(s) and show the customer the size of the data

Include ALL files when displaying file size i.e. the SU3 files AND the original IGES files – it makes the files appear bigger and Metrolog appear faster !

Show the ability to handle multiple CAD file assemblies


Try not to spend too much time showing specific details – keep the demo moving and interesting

Only show the “sexy” items that will impress – customers have a limited ability to remember a demo ;

The “GD&T Wizard” - does not require the user to understand GD&T symbols

Highlight the array of alignment options, especially the flexibility of the best fit, including scaling, limitations and the ability to select restrictions on individual features

Automatic CNC path generation – show the options available (a cylinder is often best so you can show the “thread” function)


PowerInspect can’t recall PowerInspect can’t recall an alignment – you must an alignment – you must

recreate it each timerecreate it each time


ALWAYS show the reporting features of Metrolog

Download the customer’s logo from their website and include when creating a simple report layout

Have lots of sample report layouts using different logos and include pictures of parts on the report

Explain the “Auto-sticker” feature – nobody else has this

Use the function “Create all stickers” and point out that none of the sticker lines cross and that views have been automatically created – this always impresses !

Explain XG Office and how you can transfer data to an Excel spreadsheet automatically


At the start of the demonstration, open the Program window, click Record, then hide it again

Part way through the demo, open the window again and show that everything has been recorded – easy !

Copy the start of a program, then paste it into a new program – see how easy it is to manipulate programs !

Use the Grouping function to make a program easier to read


If you need to edit a If you need to edit a program in PowerInspect program in PowerInspect it is quicker to start again it is quicker to start again

from the beginning !from the beginning !


When competing with PCDMIS ;

Have a sample GM2 program and the “same” program in DMIS (this is what the user will see when using PCDMIS) – ask them which is easier to understand

Invest in a printed copy of the DMIS standard, and tell the customer he needs to know this to use DMIS – it’s big, it’s heavy and it usually works !

VERYHEAVY

Demonstrate to Win Demonstrate to Win

At every demonstration, create a customer folder in a central “CMM Parts” folder

When opening / saving files, make sure a list of customer names is seen in the Explorer window – leave the window on the screen long enough for the customer to see lots of names

This always impresses, even if they are not actually customers !

Demonstrate to Win Demonstrate to Win

At the end of the demonstration, with any luck the computer has not crashed !

If there is no crash, make sure you point this out to the customer


It is normal for PCDMIS to It is normal for PCDMIS to crash during a demo – most crash during a demo – most users do not use the latest users do not use the latest version due to instabilityversion due to instability

Point Clouds Point Clouds

Point cloud analysis is definitely the next BIG THING

Traditional cloud software (Geomagic, etc.) has limitations ;

Only good for comparing to nominal CAD – without CAD, they are next to useless

A post process – when you finish measuring, you still don’t have a result as the data needs to be processed

Require the whole part to be scanned


Geomagic can’t generate a Geomagic can’t generate a report if the point cloud is not report if the point cloud is not

compared to nominal CAD datacompared to nominal CAD data

Metrolog is able to use point cloud data “on-the-fly” and extract measurements in real-time

Metrolog does not need nominal CAD data to generate results

Metrolog only needs to scan the areas of the part where measurements are actually required

Point Clouds Point Clouds

Be aware that PowerInspect appears to have some strong point cloud functionality

They also have some nice features that we don’t have in Metrolog

This is probably our biggest competition for -Log, NOT Geomagic etc.

The good news …

… none of our traditional competitors i.e. PCDMIS have point cloud functionality !

… and Metrolog is probably the only solution for laser scanning with a CNC CMM

CMM Service - Use Every Opportunity CMM Service - Use Every Opportunity

We offer a service to verify the accuracy of portable arms (equivalent to ISO10360)

The service is one day, on site (Faro require the user to send the arm to a service centre, taking 2-3 weeks)

Our engineer always uses Metrolog for the verification

This way, the customer sees a demonstration of Metrolog …

… and pays us to provide the demo !

When servicing machines with other software, our engineer always shows -Log or Metrolog to users

USE EVERY OPPORTUNITY TO SHOW THE SOFTWARE TO CUSTOMERS AND GENERATE NEW LEADS !

Maintenance Contracts Maintenance Contracts

ALWAYS try to sell software maintenance contracts

The majority of UK licences have a valid maintenance contract

Offer the maintenance as a standard part of the quotation – not as an additional option

If the user wants to remove it from the quotation, it is his decision to reject maintenance

Sell the benefits – don’t emphasise the “penalties” of not having maintenance ;

2 new releases every year

Telephone and applications support

New Windows drivers with each release – this is VITAL now that many PC’s have automatic Windows updates

Updates for new processor types, graphics cards, etc.

Use the Internet Use the Internet

>50% of all enquiries come to us via the Internet

Keep your website up to date

Register on search engines – Google, Yahoo, etc.

Conclusions Conclusions

When demonstrating Metrolog, you have a limited time to impress – use the time wisely and prepare well

Try to use the customer’s parts for the demo – you must know your product and be confident

Have the possibility to show Metrolog on a variety of measuring devices ;

Beg, steal or borrow a portable arm, laser tracker, etc.

Practice, practice, practice !

Show the products at every opportunity ;

Make sure your service engineers can give a basic demo

If they can’t, use the demo CD

If you know any weak points about the competition, spread the word and tell the rest of us !

Experiences of a Metrologic Dealer

Thank You

… and Good Luck !

Experiences of a Metrologic Dealer The UK’s Leading Range of 3D Measurement & SPC Solutions.

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