Issue link: https://iconnect007.uberflip.com/i/1278896
AUGUST 2020 I PCB007 MAGAZINE 45 ing guidelines and restrictions remains fluid, keeping would-be business travelers in a state of flux. This, in turn, makes budgeting deci- sions that much more difficult. How long does a company wait before it decides to redirect monies to a certainty? As noted previously, we made a conscious decision earlier this year to enter the world of contract manufacturing. The decision had little to do with—but was definitely sped up by— the onset of the pandemic, as the company advertised its services to other manufacturers in need. Among some of the sales and mar- keting strategies planned to promote its new initiative, our company registered to attend/ exhibit at several trade shows. As the pandemic widened, these trade shows were either can- celed or postponed and have remained that way today. In the early days of the pandemic, it was the Biogen Leadership Conference held at the Boston Marriott Long Warf Hotel that led to 77 of the first 95 reported COVID-19 cases in Massachusetts. There were a sparse 175 reg- istered attendees at the event. Some of the shows we planned to attend draw 60,000+ attendees annually. Additionally, we're getting ready to launch several new branded products later this sum- mer and early fall. In keeping to schedule, ICM Controls has had to resort to less effective vid- eo conferencing and virtual training strategies to educate its sales force on the new product offerings. Sales and marketing have essentially had to rethink and retool its product roll-out strategies overnight. Of even greater concern are the lingering questions over the health of the supply chain. Will OEMs that pushed out orders at the height of the pandemic suddenly request to expedite those orders upon their reopening? For us, in some cases, it has been yes, but not in other cases. This can result in scheduling nightmares to ensure timely deliveries of components, as well as getting machine time on the production floor. Do companies override their ERP models to purchase excess material to build up inven- tory at the risk of the country falling into a pro- longed economic slump? Pulling the trigger too fast could put too ma- ny unwanted products on the shelf. Wait too long to order parts, and you might run into a component shortage from everyone else trying to buy at once, resulting in exceptionally long lead times that might force your customers to turn elsewhere for products. Throughout the lockdown, we worked close- ly with our key suppliers and OEM customers on forecasting and scheduling. In many cases, OEMs struggled and could only guestimate de- mand and how quickly their production lines would ramp back up to full capacity. Everyone remains optimistic as they try to gain visibility several extra steps down the supply chain, but no one is certain. Compounding the issue is whether there will be a change in consumer confidence when states fully reopen. Prior to the lockdown, con- sumer confidence was strong. Unemployment was low. Families were spending money freely and buying new to replace the old. Consumer confidence plummeted in April but appeared Worker tests a control board on the final assembly line. You'll notice the plastic sheet that divides/protects/ shelters her workspace from the person who sits across from her. ICM Controls now has plastic dividers like this throughout the final assembly area.