Issue link: https://iconnect007.uberflip.com/i/1288481
24 PCB007 MAGAZINE I SEPTEMBER 2020 (coating, tack drying, developing, etc.), then you reduce the margin for error in each of these steps. Moreover, the eco-friendliness of inkjet can be a major driver, too. States have differ- ent laws and costs associated with removing waste chemicals, and inkjet produces virtually no waste. For OEMs, it's the potential applications and the possibility of more easily bringing PCB manufacturing in house. If OEMs can bring it in-house, then they can more closely control the process, quickly innovate and, most impor- tantly, keep their technology secret. Matties: Are fabricators challenging their cus- tomers to buy into this or approve this as a process? For a fabricator's customer, there is no obvious advantage for them, right? Why would a customer be motivated to spec inkjet versus just ordering a board with traditional because they're not gaining any cost savings, are they? Harding: Fabricators are already presenting our panels to their customers for evaluation, as well as evaluating the feasibility for them- selves. As it gets more widely adopted, the cost savings will be significant. Matties: Who gets the cost savings? Are the fabricators passing that on or trying to recoup profit? Harding: One would expect them to pass their savings onto the customer in good faith and to be more competitive in the market. Also, OEMs are often interested in fabricators who are keeping up with technology. But you can also make a case where OEMs are demand- ing features only achievable by inkjetting legend like serialization for improved trace- ability. You can do this with solder mask as well; you can have traceability built into the solder mask layer to reduce handling and er- rors, etc. Matties: My point is that it's an easy sell for the fabricators due to the value. As you start out- lining the steps that they would eliminate, it's significant. There's a quick return on invest- ment, but their customers—the OEMs—have to go through an approval process. Any time a process changes, that change creates doubt, risk, or variables. Harding: I agree, but as it becomes more com- monplace and the understanding that the inks perform exactly the same as traditional LDI or LPI masks, then it will be less of an issue. We have had fabricators reach out to do multiple tests just to send samples to their customers for evaluation and had very posi- tive results. Matties: When you're selling, are you out sell- ing to the OEMs as much as you are to the fabricators? Harding: We have quite a bit of business with OEMs. We have some printers that allow them to experiment with inks and build prototypes in-house before they send out their order to large PCB manufacturers. But the bulk of our business is still with fabricators. Matties: Would you want them to spec your ink as well? Harding: Of course, but if they are only inter- ested in a specific ink, then we accommodate that. Matties: What challenges do you meet when you're marketing to the OEMs? What are they looking for? Harding: They're mainly looking for quality and reliability. We're working with an OEM in States have different laws and costs associated with removing waste chemicals, and inkjet produces virtually no waste.