FABTECH reporter’s notebook: 3 keys to prototyping success

Scott Sawyer, chief technology officer at Paperless Parts, presents insights of prototyping and business expansion in metal fabrication at FABTECH 2021.

“You’re going to see so many cool things here at FABTECH, and it’s not just going to be about cutting and forming sheet metal.”

So said Scott Sawyer, chief technology officer at Boston-based Paperless Parts, during the morning FABx event (modeled after the popular TED Talks) that kicked off the metal fabrication industry’s first major event in nearly two years.

During his presentation, Sawyer talked of the origins of industrial design, referencing a quote that sprung from longtime industrial design firm IDEO. “Enlightened trial and error succeeds over the lone genius.”

In the context of metal fabrication, trial and error shouldn’t abound in production, of course, but it’s a key part of design and prototyping. If a custom fabricator can excel in prototyping and, especially, show a customer a clear, cost-effective road to production, opportunities abound.

So how does a fab shop excel in prototyping? Sawyer boiled the process down to three principal steps.

1. Conceptualize and prototype. “Iterative design is important to make a successful product,” he said. “Shops that are good at prototypes set up a dedicated space and people who work under a different mentality.” Mixing prototype or first-run jobs amid production can work, but the nature of first-part prototype work, including the iterative process of identifying the best tools and programming strategies, can cause significant bottlenecks in production. Setting prototypes apart, physically and mentally (with dedicated talent programming and operating the machines), “transforms prototyping from a pain point into a high-margin job.”

2. Expedite. “If you’re buying parts [for prototyping], you’re more interested in the schedule rather than costs,” Sawyer said. “Faster turnaround means you [as a product designer] can have more design cycles. Prototype buyers aren’t buying cut and bent material. They’re buying time.”

He added that even if a fabricator doesn’t have the capacity, the company should think twice before turning down prototype work outright. “At what price point would you be happy to turn a prototype job within just days or a few weeks?” He added that it’s not unusual that custom fab shops who deliver quickly enjoy incredibly healthy margins.

3. Communicate. “’Engineers used to know how stuff is made!’ That’s what we hear all the time,” Sawyer said “And yes, engineers today have never been further from the shop floor. But this is an opportunity for you. You’re the manufacturing experts. You can use this situation to build strong relationships with your customers.”

This includes asking for the CAD model and giving ample information with the quote, including cost estimates and strategies for ramping a certain product up to production. “They’ll appreciate the communication,” Sawyer said. “You’re helping them do their jobs and making their lives easier. And that will help you form a really good relationship.”

Sawyer ended by expanding on that idea of relationships, which remain the true driver of commerce in metal fabrication. “The shops we see today growing the fastest aren’t just investing in the latest laser cutter or press brake. They’re forming strong relationships with their customers using digital tools. That really is the key.”