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48 SMT007 MAGAZINE I AUGUST 2023 Editor's note: Indium Corporation's Ron Lasky continues this series of columns about Maggie Benson, a fictional character, to demonstrate continuous improvement and education in SMT assembly. Hal Lindsay really wanted to make this sale of two component placement machines to Ben- son Electronics. e selling price was $599,000 for the two Excel placement machines and he would get a generous commission when the A Tale of Two Lawn Mowers deal went through. But he knew Benson Elec- tronics had a close relationship with Professor Patty Coleman, and she had cost him a consult- ing job some years back. She used some highfa- lutin' mumbo jumbo calculations that unfairly convinced the customer not to retain his ser- vices. Well, he was prepared if she showed up. He knew the customer was looking for the lowest cost of ownership and he had the data to show that the Excel machines he wanted to sell were the best. To ensure he was prepared, Maggie Benson's Journey by Dr. Ronald C. Lasky, INDIUM CORPORATION

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