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FEBRUARY 2019 I SMT007 MAGAZINE 39 Beaulieu: I have a feeling that it's going to be non-U.S. companies that are more interested in this than U.S. companies. China, Taiwan, and Europe seem to be the most interested in what GreenSource is doing. When contacts from the countries I've men- tioned talk to us, they discuss building a shop in the U.S. to do some product-leader stuff, particularly in automotive. As you know, the automotive pre-production orders are very big for our country, and international firms are looking. I have one in particular who is looking at building a shop that will cost $40 million to deliver automotive work with 25 people. In the U.S., I hope we'll have companies who look at this and have it create an impetus for them to move forward in that direction too. Matties: When you look at the way that they approached it, GreenSource picked their path. They said, "Here's what we're going to do, how we're going to do it, and how we're going to win with this strategy and leave everybody else behind." I think they've accomplished that and are at the begin- ning of that strategy in full production. Beaulieu: Yes, and I'm really anxious to go there. Years ago, there was a company that was one of the first to nest many part numbers on a single panel. Their marketing and advertising was all by hand. They would send out postcards. If you placed an order with the company, you never got rid of them. Their competitors were up in arms about this like they were cheating somehow, but they were just doing it a differently—not the way that GreenSource is doing it, but on a much smaller scale. For years, people complained that they dared to advertise and complained that they were putting many part numbers on a panel, which a lot of people do now. Again, that was a game-changer that people didn't like. Matties: Yes, and that's good; when you're in a crowded space, create a new strategy that makes everybody else irrelevant. We've talked about GreenSource Fabrication, but not every- body is going to be a GreenSource customer. There's certainly a lot of business still for those that are not competing head-to-head with GreenSource and that technology. Beaulieu: Find a way. So many times, we'll come up with an idea for somebody, and the first in- stinct is to come up with 50 reasons why that idea won't work. Well, try it. I'm sure Green- Source didn't get it right the first time. They had to think, go to their drawing board, and figure things out; now, they have this gem, but you have to try it first. I'm sure some people said it wouldn't work or questioned how they would do it. That's the wrong attitude to have. That's not a good American attitude be- cause that's not the way we made this country. Matties: Great ad- vice, Dan. When it comes down to it, people have to look at the value that they bring, identify how it's unique and how they can separate themselves apart from the com- petition bringing value, and communicate that story. Thank you very much for your time. Beaulieu: Thank you. SMT007 Dan Beaulieu is president of D.B. Management Group and an I-Connect007 columnist. To read past columns or contact Beaulieu, click here. Read more about GreenSource Fabrication; see our coverage in the October 2018 issue of PCB007 Magazine. Click here.

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