JUNE 2021 I SMT007 MAGAZINE 61
I still believe that this is a rela-
tionship business. I remember
my first job interview with my
old director. He was concerned
because it's a complicated
product and wasn't confident
that salespeople could get up
to speed quickly. I looked at
him and said, "But aren't they
already buying what I'm sell-
ing?" He said, "Well, yeah, I
guess." I replied, "So I just have
to convince them to buy it from
me," and he said, "Well, yeah, I
suppose that's the case."
is is a relationship busi-
ness. Those customers are
going to buy circuit boards.
People like doing business with people
and companies they like. ICAPE Group
or ICAPE USA are companies that ever y-
body should love, and I am hoping that as
things get back to normal, that personal
interaction will be allowed. I haven't visited
my customers face to face for an entire year
and I miss some of the people that I interact
with, people I've done business with for five
years. I know them, their husbands, their kids,
where they vacation. I miss them.
ey're great people and I enjoy spending
time with them and going out to lunch, and
50% of the time we're not even talking busi-
ness. I hope that we can get back to that at some
point. It really makes our jobs a lot more fun,
and it's a great differentiator, too, when we're
competing with direct relationships in China.
Being able to have those per-
sonal interactions is a benefit to
us and it's always been part of
our strategy.
Johnson: ank you, Roger. It's
been a delight.
Harts: ank you, Nolan. SMT007
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