Quality plus service equals success
Jumbo Steel Machinery was established in 1986. Its current general manager, Sandy Kuo, began her career with the company as a sales assistant and general factotum. Kuo’s consistently outstanding work caught the eye of the company’s founder, who eventually put her in charge of the company. When she worked in sales, Kuo was always ready for her customers’ questions, immediately providing them with reams of information, and sometimes even answering questions they hadn’t yet gotten around to asking. She made a strong impression on customers, who then naturally thought of her the next time they needed machinery.
Jumbo sold all kinds of equipment in its early days. When the company later began to get large numbers of orders for drinking-straw machines, it shifted its focus, eventually covering every aspect of the drinking-straw field.
“When our sales took off, we started thinking about developing new technologies to highlight our company’s value.” Kuo mentions a customer in Chicago that supplied drinking straws to McDonald’s and ordered both straw-making and packaging machines. Jumbo developed a transfer system that linked the two machines, which gave it a competitive advantage.
Jumbo’s straw-making system now produces 1,000 straws per minute and packages them automatically, saving the buyer the cost of employing two workers and the floorspace required by four packaging machines. “The set costs about US$80,000, versus US$50,000 for just the straw maker alone. When you consider that the straw maker from a big-name manufacturer that they were already using cost US$290,000, it’s very clear why customers choose Jumbo.”
With North American and European environmental policies beginning to limit the use of plastics, Jumbo implemented a sustainability program. Four years ago, it also began working with a Taiwanese manufacturer that had developed an environmentally friendly straw. In addition to tweaking its machines to work with the sugarcane bagasse fibers used to make the new straws, Jumbo upped their production speed to their current level of 1,000 straws per minute. The company has made further contributions to conservation by helping upgrade the machines used by American and Japanese firms that manufacture environmentally friendly marine-biodegradable PHA and PHBH straws.
Kuo insists on careful quality checks on each machine Jumbo makes, repeatedly testing each unit to minimize post-sales service requirements. She also asks employees to look for ways to increase the operating speed and ease of use of the company’s machines.
Taiwan’s manufacturers have built customer loyalty into their manufacturing brands with their high-quality products and their quick, 24/7 after-sales service. In Kuo’s view, this is the foundation of their success. Jumbo therefore keeps frequently replaced parts in inventory to ensure that it can deliver them to customers as soon as they are needed.
Jumbo is one of the few Taiwanese companies building both machines to make straight drinking straws and straw bending machines.