What is my take on AM?

You see a need, they see a way to sell you what you don't need

There are various ways to approach this, but fundamentally, I view AM as just one piece of the puzzle in creating a successful, usable part. My belief is that my success is tied to my customer's success, not merely in selling them something.

This perspective has posed professional challenges for me, as businesses often prioritize what they can sell and deliver, rather than focusing on the customer's success. While they recognize that a successful customer is likely to return for more parts, this isn't the primary focus. I've always been transparent and honest with customers, whether working in an equipment supplier or part supplier role, and I can effectively advise companies against using AM for their existing parts.

Just as I discuss with customers the realities of what they can produce, I'm also candid about what's required to establish an AM operation from a safety and facility perspective. I often advise against purchasing equipment unless companies have the budget for all necessary components and are prepared for the learning curve and development costs. Without embracing the complete picture, customers rarely succeed in adopting the technology and often become disillusioned, avoiding AM processes for years.

AM is not a panacea for manufacturing. Early in my career, I resonated with my friend Ian's view that "AM is a solution without a problem." This perspective highlights the need to identify core issues that AM can address, such as design optimization, material limitations, development efficiency, and lead time. Until a genuine issue is identified, AM remains a novelty, used to claim cutting-edge status in manufacturing. Often, initial projects merely attempt to replicate parts designed for machining, casting, or assemblies. Parts are truly valuable and effective when designed for their production methods.

I've been advised to avoid the sales aspect at trade shows or events promoting AM as a universal solution, as I tend to counter the sales team's efforts to convince people to buy parts. I empathize with customers, questioning why AM is presented as a solution to all problems and when they can receive honest answers about its potential to help them succeed.

I genuinely believe that the only way to expand AM adoption and its use in real manufacturing is by enhancing the foundational knowledge and understanding of its capabilities. This means moving away from the overhyped, inflated "AM Hammer" mentality that pushes AM as a replacement for existing methods and looks down on those not adopting it. Just as casting houses don't showcase EDM capabilities or EDM shops don't offer 5-Axis milling, these technologies don't fit into their strengths.

The phrase "Why can't we be friends?" echoes in my mind at events where different technologies compete to be the sole consideration, regardless of what the customer truly needs for success.