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Surface Mount Technology Laboratory Sales Introduction PowerPoint PPT Presentation


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Surface Mount Technology Laboratory Sales Introduction. General Information. These presentations are provided to allow you, the Sales Engineer, to best represent the capabilities of the SMT Laboratory in either brief or detailed format.

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Surface Mount Technology Laboratory Sales Introduction

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Surface mount technology laboratory sales introduction

Surface Mount Technology Laboratory

Sales Introduction

SMT Lab Failure Analysis - Rev F


General information

General Information

  • These presentations are provided to allow you, the Sales Engineer,

  • to best represent the capabilities of the SMT Laboratory in either brief

  • or detailed format.

  • Due to the difficulty of estimating Laboratory Services the appropriate

  • Lab Engineer will quote the job. You can expect a quote within the

  • business day. We are organized for quick response for both quotations

  • and problem resolution.

  • Each member of the laboratory staff is available to discuss an

  • application with you and the customer. Please contact us for help.

SMT Lab Failure Analysis - Rev F


What do we have to sell

What do we have to sell?

  • SMT Laboratory services

    • Failure Analysis - Cost is dependant upon details but range from $500

      to $20,000.

    • Prototyping - Cost varies depending upon complexity of assembly. Our

      current jobs have been between $2,000 and $52,000.

    • Process Audit - Daily charge of $2,800 applies and audits typically require

      2 to 4 days. Travel costs are in addition to daily charge.

  • Area Array Consortium

    • First Year Member = $75,000 per year

    • Second Year member = $50,000 per year

SMT Lab Failure Analysis - Rev F


Who are our potential customers

Who are our potential customers?

  • SMT Laboratory services

    • Contract manufacturers

    • OEM manufacturers

    • Component manufacturers

    • Component packagers

  • Area Array Consortium

    • Contract manufacturers

    • OEM manufacturers

    • Component manufacturers

    • Component packagers

    • Materials Suppliers

SMT Lab Failure Analysis - Rev F


Sales approach

Sales approach

  • First time contact with customer

  • Experience shows that Failure Analysis (FA) of a current process or

  • materials problem that identifies the “Root Cause” is an easy sell.

  • The primary advantage that we offer over any other analytical laboratory

  • is the ability to interpret and explain the data in the context of the

  • assembly process and specific material set in use.

  • Follow - up visits with customer

  • Our repeat rate for FA has been excellent. Generally when a customer

  • finds that we can provide much more than a typical analytical lab

  • we get repeat business and testimonials such as that by Reptron at

  • our first “Road Show” in Florida.

SMT Lab Failure Analysis - Rev F


Sales approach continued

Sales approach continued

  • Follow - up visits with customers

  • Process Audits will frequently be a logical extension of a FA. We can

  • have significant impact on the process yields, long-term reliability

  • and profitability of customers products with modest investments on

  • the customers part.

  • Customers will often be looking for ways to have product prototyped.

  • Due to our broad development experience we have a significant

  • advantage when new processes are required.

  • Process implementation at the customer site is a normal follow-on

  • to the prototyping activity. Once the process has been developed

  • in the SMT Laboratory it can be readily transferred to another

  • manufacturing site. UIC based and customer site based training is

  • readily arranged.

SMT Lab Failure Analysis - Rev F


How to get in touch with us

How to get in touch withus.

  • George R. Westby - Director SMT Lab / Director Area Array Consortium

    • Office 607-779-5258

    • Cell 607-768-2154

  • Dr. Peter Borgesen - Manager Area Array Consortium

    • Office 607-779-7343

    • Cell 607-768-2132

SMT Lab Failure Analysis - Rev F


Surface mount technology laboratory sales introduction

Equipment

SMT Lab Failure Analysis - Rev F


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