PCB007 Magazine


Issue link: https://iconnect007.uberflip.com/i/937683

Contents of this Issue


Page 17 of 101

18 PCB007 MAGAZINE I FEBRUARY 2018 Feature Article by Andy Shaughnessy, Patty Goldman, and Stephen Las Marias, I-CONNECT007 For the upcoming issue of our I-Connect007 magazines, we interviewed Nolan Johnson of Sunstone Circuits, and Dan Beaulieu of DB Management—our regular columnist—on the topics of knowing your customers, the chal- lenges in dealing with customers, and provid- ing excellent customer satisfaction. Johnson has been with Sunstone for about 12 years now. His background is in computer science and then in capital equip- ment and display technologies, as well as PCB manufacturing. Curr ently, he is a project marketing manager at Sunstone. He's also on special assignment to their in-house sales team and doing some special projects around for that. Beaulieu, meanwhile, has been in the con- sulting business for 20 years now. He works with PCB companies and contract manufac- turers, helping them with their strategies, and sales and marketing, primarily for growth. Patty Goldman: One of the things we hear in our ongoing expert meetings is that there is not enough communication between the dif- ferent parts of the supply chain—the supplier and customer. There is a lack of communica- tion; working together is not what it should be. Beaulieu: It's very interesting because what's going on lately is that even my customer's cus- tomers are starting to come to me. I've had a few calls where a long-time buyer at Draper Labs, which is one of the highest technology buyers in the country, told me he has such a problem with board shops. And I told him it's because he doesn't communicate with them as well as he should. Going back to the old days when our customers, the Martin-Mariettas and the Raytheons, used to literally move into a board shop and work side-by-side with us on products that "no one" could build. And that's kind of gone by the wayside as we get into the no-touch stuff, which I picture as a kind of counter communication, if you will. And it's not the fault of the people that offer the no- touch service, it's kind of the fault of the cor- porations. This is the way I envision it: it's almost like down in the basement of one of the large companies are designers and engineers who don't want to go upstairs to the traditional

Articles in this issue

Archives of this issue

view archives of PCB007 Magazine - PCB-Feb2018