Issue link: https://iconnect007.uberflip.com/i/759357
44 The PCB Magazine • December 2016 A GLIMPSE INTO PCB SALES • Takes the time to learn how we prefer to work and customizes responses to fit as best as possible • In-depth knowledge of the PCB market, new materials, supply issues, etc., and provides information on what might be important to us To recap: Knowledgeable about PCBs and the industry, organized, strong communication skills and customer focused. From PCB Manufacturers: • Persistence and tenacity to follow through and listen more than they talk • In-depth understanding of the customer, how they like to work and what additional business is available • Respond quickly and thoroughly • Consistently find new opportunities and new business • Great follow-up, know their customers, aggressive when they need to be and very personable. Did I mention organized? To recap: Knowledgeable about customers' needs, organized, strong communication skills and brings in new business. These two lists are actually pretty similar. ——————————————————— Question #2: What do you wish PCB salespeople did that they currently don't do, or don't do well? From PCB Users: • Advocate for annual cost savings on behalf of the customer. This would foster trust and repeat business. • Understand our systems and market pressures outside of ordering the PCB. There are a lot of different considerations and decisions made that may not be apparent to the PCB manufacturer but are critical to us. • Proactivity. Offer suggestions for cost or lead-time reductions. We are not the experts in PCB design and would be interested in how we can improve. • Provide the very best price the first time, especially with larger programs. Don't come back with reduced pricing after I give you feedback. That wastes time and resources for both of us. To recap: Detailed knowledge of customer's business and proactively advocate for your cus- tomer's best interest. From PCB Manufacturers: • Ask for the PO and know how to sell value, not just on price!