Issue link: https://iconnect007.uberflip.com/i/937683
64 PCB007 MAGAZINE I FEBRUARY 2018 has to offer. Otherwise it just will not work. Our customers are counting on us to always be there for them providing them with whatever technol- ogy they will need to be suc- cessful. Beaulieu: How do you sell at MCL? Thau: We use the consultative approach to sales. We want our customers to feel educated, prepared and comfortable with their decision to use MCL. We want them to trust us which means trusting their salespeo - ple. Everything is fully transparent when you deal with us. We have no hidden fees. We have a full in-house support team, so our custom - ers will never have to worry about language is- sues or talking to someone overseas because we handle all of that for them. Beaulieu: How about marketing? How do you get your name out there? Thau: MCL gets a lot of referrals, which tells us that we are living our mission statement. We also make what we call "warm calls" to poten - tial customers and consult them from a man- ufacturing standpoint about their new designs that are coming up. We have produced many pages of useful industry content and put it on our website. This drives customers to our web - site since they are always looking for informa- tion about the technology they require both to- day and in the future. As I mentioned before, w e are in the business of educating our custom- ers, which is a service they truly seem to value. Beaulieu: Where would you like to see your company in five years? Thau: Our plan is to continue growing in the PCB marketplace. We plan to do this by con- tinuing to bring on top quality vendors that can supply our customer s with the highest tech- nology boards they require. We will continue to sta y on the cutting edge of technology that will keep us at the forefront of the industry. We'll continue to grow into niche markets, always seeking new ones to penetrate. Our plans include growing our business in this Central PA facility. In terms of technologies, we have noticed an increasing need for ceram - ic PCBs that have higher ther- mal conductivities and we are making investments in time and relationships to support those needs. Beaulieu: Are you looking for new vendor part- ners? Thau: Yes, of course we need good vendor part- ners. We don't just accept any new vendor as a partner. All our vendors must operate with the same mindset in which MCL operates, which is being a strategic partner down through the line. We are also always looking for good and passionate salespeople as well. Our growth has been consistently substantial enough to keep us on the lookout for good people to service our customers. Beaulieu: Dan, do you have any final thoughts? Thau: We at MCL have noticed a growing need and demand for a PCB distributor who is high- ly knowledgeable and willing to take the time to consult with his customer base, helping them to make informed decisions. This is es- pecially vital during the beginning phases of the design process. Done right from the start, this will help customers save a lot of time and money in the end. As technologies and materi- als continue to push the envelope, PCB suppli- ers will have to adapt and adapt quickly, mak- ing their sure they can assist their customers by being their PCB experts. Beaulieu: Well said. Once again, thank you for your hospitality and especially for having this talk with me today. Thau: It was my pleasure. PCB007 Figure 3: A peek inside MCL.