Issue link: https://iconnect007.uberflip.com/i/1477844
38 SMT007 MAGAZINE I SEPTEMBER 2022 Johnson: Chris and Joe, any final thoughts? Lentz: I want to emphasize that we are expand- ing on the relationships we have with our sup- pliers—our distributors—on the programs we're setting up with them to get material in BOM, to get material on VMI. We're trying to go direct on everything. We're working with our suppliers—our customers—to set up pro- grams that will help us ensure supply. Garcia: I think an organization like ours exists to solve problems, be creative, and not just stick to a cookie-cutter approach. at tailored solu- tions approach has really helped us be as nimble as anybody in this crazy time. It's not to say we haven't been bitten. Our inventory has swelled a bit, but it's to the benefit of our customer. ere are millions of dollars in product that we could ship if we can just get those last parts in. We fully expect that will happen. Our approach has always been to be responsive, flexible, and open-minded, and we'll continue to look for ways to solve these problems creatively. Johnson: What's your advice to your EMS com- patriots? Lentz: I had a meeting earlier with a major manufacturer and their local rep. ey told me a story about one of our other New England partners, a smaller CM, that actually went to their major customer for a loan to stay in business. All I can say is that you must engage with your cus- tomers and partner with them. When you identify those long lead time components, don't make it a surprise to them. Engage them early. You know, I feel for these guys. I spent a couple years at a tier four, as a family-owned EMS provider. You must be open with your customers, get the rela- tionship with your distributor as strong as you can. Don't be afraid. When I talk to some of the manufacturers, they say the CM is almost begging them to improve on a 52-week part that they need in 10 weeks, yet they haven't told their customer. ey don't want to go to their customer with that news. You've got to do it. It's not seen as a weakness. If it is, shame on the customer. It is what it is. For the smaller guys, when I heard about them asking for a loan, it was the first time I'd heard that, but their customer actually gave them the loan to keep them in business. at was amazing to me. It's about relationships. e relationships with your customers and your suppliers. It's one of the things I have loved about Emer- ald, aer coming from a tier one, where sup- pliers were looked at as the other side. Here, it's about relationships and taking advantage of the programs offered by our distribution part- ners. I loved it. It's not all roses, I'm not saying that, but we've been able to solve some issues we're very proud of, and our customers are very happy. Johnson: Chris and Joe, it's been a pleasure. ank you for your insight. Lentz: You're very welcome. anks. SMT007