Issue link: https://iconnect007.uberflip.com/i/1111672
52 SMT007 MAGAZINE I MAY 2019 manufacturing side and the PCB fabrica- tion side if applicable. Be specific about what kind of test requirements you have and any other special considerations you might have for the quote or build. The second answer was a clean data- set. You would think that with all the advancements in software and develop- ment tools, that all of the datasets that we receive would be very clean, but it's amaz- ing how many times we're missing part numbers on a bill of materials (BOM) or even reference designators. Some custom- ers won't have CAD drawings or assem- bly drawings. A clear and concise dataset takes away the hassle of going back and forth to figure out what's in the package. Third, we need timely responses. Questions will come up during the process, whether it's the quote process or if we're starting to get into the build. So, being available and responding quickly to questions that arise helps to make a smoother transition and customer experience. Johnson: Can you quantify how much smoother it can be when a customer is well-prepared? Garcia: The difference can be night and day. The example that I gave earlier of us being able to turn something around from starting a board layout to delivering product took two weeks. Sometimes, with a front-end delay, if the data package is not clean or communica- tion is unclear, that can eat up 2–4 days of that cycle, which is a waste of time. So, it's sig- nificantly better and faster when we get clear communication, a clean dataset, and the cus- tomer is responsive to questions and clarifica- tions. Johnson: The customer's going to have to make those decisions anyway; you're either going to coax it out of them, or they're going to offer it willingly. Garcia: True. Johnson: Do you see customer needs or require- ments changing? Garcia: Not really. Technology constantly changes, but the voice of the customer, in my experience at Green Circuits, is that they're still looking for flexibility, quick turnaround, and someone that's very responsive as an EMS partner. The customers that have been through this before, either at their existing company or somewhere else, realize that there are going to be challenges. And, for the most part, they are willing to work through them as long as we are transparent and run our operation as a true extension of their manufacturing solu- tion. Transparency, communicating often, and demonstrating a consistent ability to be flexi- ble, fast, and responsive while delivering qual- ity product are the common needs that, in my 20 years in this industry, have been what cus- tomers have always wanted. Johnson: Is Green Circuits looking for some new business areas? Garcia: We're always looking for areas to grow our capabilities and stay at the forefront of technology development in our industry. Because we are located in Silicon Valley, we're fortunate to work with a customer base that typically puts themselves at the bleeding edge of technology. So, we are involved early on in developing processes to support their latest design or their latest program. In some cases, we're at the forefront of designing something Pick-and-place machine in action at Green Circuits.