Essential Sales Training for Electronics Manufacturing
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Questions and Answers

What does SMT stand for?

  • Surface Manufacturing Technique
  • Systematic Manufacturing Tool
  • Surface Mount Technology (correct)
  • Semiconductor Mounting Technology

    • What is the main reason for the replacement of ThrougHole Technology (THT) by SMT?

  • Higher soldering quality
  • Improved component longevity
  • Increased manufacturing automation and reduced costs (correct)
  • Better compatibility with PCBs

    • What is the primary purpose of Moisture Sensitive Levels (MSL) for semiconductors?

  • Preventing potential damage from moisture during SMT reflow process (correct)
  • Optimizing component placement
  • Enhancing electrical conductivity
  • Improving thermal dissipation

    • How are moisture sensitive devices classified according to IPC standards?

    <p>Into 6 classes based on handling time</p> Signup and view all the answers

    Which acronym represents a typology of SMT line production that requires frequent changes in the production line and high material movement?

    <p>HMHV</p> Signup and view all the answers

    When did the EMS industry take off with the establishment of Solectron?

    <p>Late 1970s</p> Signup and view all the answers

    Which of the following is NOT a part of the business model for the EMS industry?

    <p>Designing and manufacturing products in small batches</p> Signup and view all the answers

    In the EMS industry, what revenue range does Tier 3 typically fall into?

    <p>$100 million to $500 million</p> Signup and view all the answers

    What is the main reason for the replacement of Through-Hole Technology (THT) by Surface Mount Technology (SMT)?

    <p>SMT allows for faster and more automated assembly</p> Signup and view all the answers

    What trend followed the OEMs outsourcing PCB assembly (PCBA) on a large scale by the mid-1990s?

    <p>Establishment of EMS players like Solectron</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What does SMT stand for in the context of electronics manufacturing?

    <p>'Surface Mount Technology'</p> Signup and view all the answers

    What is the significance of HMLV in SMT line production?

    <p>It requires a long setup time and minimal material movement</p> Signup and view all the answers

    What is the main reason for the replacement of ThrougHole Technology (THT) by SMT?

    <p>Increased manufacturing automation, reduced costs, and improved quality</p> Signup and view all the answers

    What is the primary purpose of Moisture Sensitive Levels (MSL) for semiconductors?

    <p>To prevent potential damage from moisture during the SMT reflow process</p> Signup and view all the answers

    How are moisture sensitive devices classified according to IPC standards?

    <p>Based on their handling time and moisture sensitivity levels</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface-mount technology (SMT)</p> Signup and view all the answers

    Which acronym represents a typology of SMT line production that requires frequent changes in the production line and high material movement?

    <p>HMHV</p> Signup and view all the answers

    In the EMS industry, what revenue range does Tier 3 typically fall into?

    <p>$10 million - $50 million</p> Signup and view all the answers

    When did the EMS industry take off with the establishment of Solectron?

    <p>Mid 1970s</p> Signup and view all the answers

    What does SMT packaging typically include?

    <p>Reels, steaks, and JDEC trays</p> Signup and view all the answers

    What trend followed the OEMs outsourcing PCB assembly (PCBA) on a large scale by the mid-1990s?

    <p>&quot;Electronics Manufacturing Services&quot; (EMS) concept adoption</p> Signup and view all the answers

    What is the main focus of the training for essegi automation's sales managers?

    <p>Understanding the concept and benefits of EMS industry</p> Signup and view all the answers

    What does EMS stand for?

    <p>Electronics Manufacturing Services</p> Signup and view all the answers

    What is the primary focus of the EMS industry's business model?

    <p>Specializing in large economies of scale in manufacturing</p> Signup and view all the answers

    Why did EMS players like SCI and Avex struggle to exist in the early 1990s?

    <p>OEMs would pull contract or change vendors constantly</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What action did many OEMs take by the end of the 1990s and early 2000s in response to the compelling advantages of the EMS concept?

    <p>Sold their assembly plants to EMSs</p> Signup and view all the answers

    What revenue range does Tier 1 typically fall into in the EMS industry?

    <p>&gt; $5 billion</p> Signup and view all the answers

    What is the significance of moisture sensitive devices according to IPC standards?

    <p>They classify devices based on their sensitivity to moisture</p> Signup and view all the answers

    What led to the replacement of Through-Hole Technology (THT) by Surface Mount Technology (SMT)?

    <p>Demand for rapid assembly of electronics</p> Signup and view all the answers

    In which year did the EMS industry take off with the establishment of Solectron?

    <p>1995</p> Signup and view all the answers

    What is the purpose of learning specific tools as mentioned in the training?

    <p>To enhance expertise in surface mount technology (SMT)</p> Signup and view all the answers

    What did industry acronyms help establish as mentioned in the training?

    <p>Understanding of market segments</p> Signup and view all the answers

    What is the significance of outsourcing PCB assembly in large scale as mentioned in the text?

    <p>It enabled OEMs to focus on responding to sudden spikes in demand</p> Signup and view all the answers

    What is the primary reason for wanting the IT manager present in the meeting according to the text?

    <p>To identify and address any negative aspect that no one else noticed</p> Signup and view all the answers

    What is the significance of having the IT manager absent from the meeting, as mentioned in the text?

    <p>It can lead to a poor experience similar to the example with water depuration systems</p> Signup and view all the answers

    What role does the IT manager play in addressing technical questions during presentations?

    <p>Speaking on behalf of production and warehouse areas to identify negative aspects</p> Signup and view all the answers

    What is the hot topic mentioned in the text, which becomes clearer with the presence of the IT manager during presentations?

    <p>Integration</p> Signup and view all the answers

    In the electronics manufacturing industry, what led to the replacement of Through-Hole Technology (THT) by Surface Mount Technology (SMT)?

    <p>The reduced size and weight of electronic components in SMT</p> Signup and view all the answers

    In what context does the text suggest that speaking the 'IT language' can make everybody happy and confident?

    <p>During presentations to clarify integration doubts</p> Signup and view all the answers

    What is the primary focus of the training for essegi automation's sales managers?

    <p>Mastering the selling techniques and specific tools for selling essegi products</p> Signup and view all the answers

    What potential issue arises if the IT manager is not present during a presentation, as indicated in the text?

    <p>Uncertainty and doubt among the audience</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What role does the IT manager play in relation to additional projects, according to the text?

    <p>Having another project added on his/her shoulders</p> Signup and view all the answers

    What does SMT stand for in the context of electronics manufacturing?

    <p>Surface Mount Technology</p> Signup and view all the answers

    Based on the text, what is emphasized as a potential advantage of having the IT manager present during a presentation?

    <p>Reassuring everybody of the goodness of connectors by speaking the IT language</p> Signup and view all the answers

    When did the EMS industry take off with the establishment of Solectron?

    <p>Mid-1990s</p> Signup and view all the answers

    What is the significance of Moisture Sensitive Levels (MSL) for semiconductors?

    <p>Assessing their reliability during assembly</p> Signup and view all the answers

    What action did many OEMs take by the end of the 1990s and early 2000s in response to the compelling advantages of the EMS concept?

    <p>Increased in-house manufacturing of PCBAs</p> Signup and view all the answers

    What trend followed the OEMs outsourcing PCB assembly (PCBA) on a large scale by the mid-1990s?

    <p>Consolidation of EMS companies</p> Signup and view all the answers

    What is the primary focus of the EMS industry's business model?

    <p>Providing manufacturing services for other companies</p> Signup and view all the answers

    What is the significance of outsourcing PCB assembly in large scale as mentioned in the text?

    <p>Reduced costs and increased automation</p> Signup and view all the answers

    What trend followed the OEMs outsourcing PCB assembly (PCBA) on a large scale by the mid-1990s?

    <p>Expansion of Surface Mount Technology (SMT) production</p> Signup and view all the answers

    Which acronym represents a typology of SMT line production that requires frequent changes in the production line and high material movement?

    <p>HMLV</p> Signup and view all the answers

    What revenue range does Tier 3 typically fall into in the EMS industry?

    <p>$1 billion to $5 billion</p> Signup and view all the answers

    What is the primary purpose of Moisture Sensitive Levels (MSL) for semiconductors?

    <p>To prevent damage from moisture expansion during the SMT reflow process</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What did industry acronyms help establish as mentioned in the training?

    <p><strong>First In, First Out (FIFO)</strong> systems</p> Signup and view all the answers

    What is the primary focus of Essegi Automation's sales managers' training?

    <p>Developing ad hoc solutions for potential customers</p> Signup and view all the answers

    In which year did Essegi announce its full automation solutions?

    <p>2020</p> Signup and view all the answers

    What technology did Essegi develop in 2005 to improve material control in electronics manufacturing?

    <p>Intelligent system</p> Signup and view all the answers

    Which company began distributing Essegi products worldwide in 2013?

    <p>Juki</p> Signup and view all the answers

    When did Essegi and Juki form a closer relationship and begin assembling machines in Japan?

    <p>2016</p> Signup and view all the answers

    What was Essegi before it started offering repair and small EMS production?

    <p>Spare parts reseller</p> Signup and view all the answers

    What is the primary difference between OEMs and OdMs?

    <p>Ownership of intellectual property</p> Signup and view all the answers

    What is the main characteristic that distinguishes EMS providers from OEMs?

    <p>Manufacture and assembly of electronic components</p> Signup and view all the answers

    What is the primary focus of Essegi's core business?

    <p>Providing storage solutions for electronics manufacturing companies</p> Signup and view all the answers

    What is the key purpose of having the right people present during product presentations according to the text?

    <p>To ensure a successful outcome</p> Signup and view all the answers

    How did COVID-19 impact Essegi's growth in 2020?

    <p>Slowdown in growth</p> Signup and view all the answers

    What is the main reason for the slowdown in Essegi's growth in 2020?

    <p>COVID-19 pandemic</p> Signup and view all the answers

    What distinguishes Essegi's products in terms of compliance with standards?

    <p>Compliant with IPC standards</p> Signup and view all the answers

    What industry does Essegi primarily cater to with its modular solutions?

    <p>Electronics manufacturing companies</p> Signup and view all the answers

    How many partner companies are part of Essegi's extensive distribution network?

    <p>17 partner companies</p> Signup and view all the answers

    What is the main role of Essegi's customer support team?

    <p>Developing custom applications for ERP, MES, and pick and place software</p> Signup and view all the answers

    What milestone did Essegi achieve in 2016?

    <p>Formed a closer relationship with Juki</p> Signup and view all the answers

    Which company is a leading vendor of pick and place machines and started distributing Essegi products worldwide in 2013?

    <p>Juki</p> Signup and view all the answers

    What was Essegi before it started offering repair and small EMS production?

    <p>OEM</p> Signup and view all the answers

    What industry sector does Essegi primarily cater to with its specialized material handling solutions?

    <p>Electronics manufacturing</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What is the significance of moisture sensitive devices according to IPC standards?

    <p>Classifying semiconductors</p> Signup and view all the answers

    What is the main characteristic that distinguishes EMS providers from OEMs?

    <p>Intellectual property ownership</p> Signup and view all the answers

    What is the primary focus of Essegi Automation's sales managers' training?

    <p>Moisture sensitive levels for semiconductors</p> Signup and view all the answers

    What is the role of the IT manager in relation to additional projects, according to the text?

    <p>Addressing technical questions during presentations</p> Signup and view all the answers

    What is the primary purpose of Moisture Sensitive Levels (MSL) for semiconductors?

    <p>To classify moisture sensitive devices according to IPC standards</p> Signup and view all the answers

    What is the significance of having the IT manager absent from the meeting, as mentioned in the text?

    <p>Potential issue in addressing technical questions during presentations</p> Signup and view all the answers

    What distinguishes Essegi's products in terms of compliance with standards?

    <p>Comprehensive focus on moisture sensitive devices according to IPC standards</p> Signup and view all the answers

    What technology allowed for the rapid assembly of electronics on printed circuit boards (PCB)?

    <p>Surface Mount Technology (SMT)</p> Signup and view all the answers

    What industry does Essegi primarily cater to with its modular solutions?

    <p>Automotive industry</p> Signup and view all the answers

    What is an important factor to consider during product presentations, according to the text?

    <p>The size of the company, from small operations to large factories</p> Signup and view all the answers

    What has been a significant trend in Essegi's growth until 2019?

    <p>A 35% compound average growth rate</p> Signup and view all the answers

    What is the primary role of Essegi's customer support team?

    <p>Integration and developing custom applications for ERP</p> Signup and view all the answers

    What is a key characteristic of Essegi's modular solutions?

    <p>Catering to companies of all sizes</p> Signup and view all the answers

    What industry does Essegi primarily cater to with its modular solutions?

    <p>Automotive</p> Signup and view all the answers

    What is the significance of Essegi's products being compliant with IPC standards?

    <p>It simplifies the compliance process for manufacturers</p> Signup and view all the answers

    What is the primary focus of the training for Essegi Automation's sales managers?

    <p>Speaking to the right people during sales visits</p> Signup and view all the answers

    What is a crucial factor during the first meeting with potential customers, according to the text?

    <p>Having key decision-makers present for the second appointment</p> Signup and view all the answers

    What is the primary purpose of having the IT manager present during presentations according to the text?

    <p>To identify negative aspects that others may have missed</p> Signup and view all the answers

    What is the hot topic mentioned in the text, which becomes clearer with the presence of the IT manager during presentations?

    <p>Integration</p> Signup and view all the answers

    What potential issue arises if the IT manager is not present during a presentation?

    <p>Inability to identify negative aspects nobody else saw</p> Signup and view all the answers

    What did the presence of the IT manager during presentations help to achieve, as per the text?

    <p>Clear any doubt or question related to integration in front of everyone else</p> Signup and view all the answers

    What technology did Essegi develop in 2005 to improve material control in electronics manufacturing, as mentioned in the text?

    <p>HMLV</p> Signup and view all the answers

    What distinguishes Essegi's products in terms of compliance with standards, as mentioned in the text?

    <p>Compliance with moisture sensitive device standards</p> Signup and view all the answers

    What is the main reason for the replacement of Through-Hole Technology (THT) by Surface Mount Technology (SMT), as per the text?

    <p>Rapid assembly of electronics on printed circuit boards (PCB)</p> Signup and view all the answers

    What is the primary role of Moisture Sensitive Levels (MSL) in the context of semiconductors?

    <p>To prevent damage from moisture expansion during the SMT reflow process</p> Signup and view all the answers

    What does EMS (Electronic Manufacturing Services) primarily involve?

    <p>Providing manufacturing services for other companies</p> Signup and view all the answers

    What is the main purpose of the IPC-M-109 standard?

    <p>Defining the handling and packaging of semiconductors</p> Signup and view all the answers

    What is the distinguishing characteristic of High Mix Low Volume (HMLV) production lines in electronics manufacturing?

    <p>Frequent changes in the production line and high material movement</p> Signup and view all the answers

    What distinguishes EMS providers from OEMs in the electronics industry?

    <p>Providing design and production of equipment for other companies</p> Signup and view all the answers

    What is the significance of Through-Hole Technology (THT) in relation to SMT?

    <p>It is still used for larger components not suitable for surface mount</p> Signup and view all the answers

    What is the primary purpose of having High Mix Medium Volume (HMMV) production lines in electronics manufacturing?

    <p>High complexity and medium volume of units produced</p> Signup and view all the answers

    What represents a typology of SMT line production that requires frequent changes in the production line and high material movement?

    <p>High Mix Low Volume (HMLV)</p> Signup and view all the answers

    Study Notes

    • SMT (Surface-mount technology) and SMD (Surface mount devices) are methods in which electronic components are mounted directly onto the surface of a Printed Circuit Board (PCB).

    • SMT has largely replaced ThrougHole Technology (THT) due to increased manufacturing automation, reducing costs and improving quality. Both technologies can be used on the same board.

    • SMT packaging is typically reels, steaks, and JDEC trays, while THT packaging can be reels, boxes, or steaks.

    • Moisture Sensitive Levels (MSL) are packaging and handling precautions for semiconductors due to potential damage from moisture during the SMT reflow process.

    • IPC released IPc-M-109 moisture sensitive components standards and guidelines manual and classifies moisture sensitive devices into 6 classes based on handling time.

    • HMLV (High Mix Low Volume), HMHV (High Mix High Volume), LMHV (Low Mix High Volume), LMLV (Low Mix Low Volume), HMMV (High Mix Medium Volume), and MMMV (Medium Mix Medium Volume) are acronyms for different typologies of SMT line production.

    • HMLV requires a long setup time and minimal material movement, while HMHV requires frequent changes in the production line and high material movement.

    • EMS industry took off in the late 1970s with the establishment of Solectron, the first electronics manufacturing services (EMS) company, offering flexibility and easing human resources issues for smaller companies doing limited runs.

    • SMT (Surface-mount technology) and SMD (Surface mount devices) are methods in which electronic components are mounted directly onto the surface of a Printed Circuit Board (PCB).

    • SMT has largely replaced ThrougHole Technology (THT) due to increased manufacturing automation, reducing costs and improving quality. Both technologies can be used on the same board.

    • SMT packaging is typically reels, steaks, and JDEC trays, while THT packaging can be reels, boxes, or steaks.

    • Moisture Sensitive Levels (MSL) are packaging and handling precautions for semiconductors due to potential damage from moisture during the SMT reflow process.

    • IPC released IPc-M-109 moisture sensitive components standards and guidelines manual and classifies moisture sensitive devices into 6 classes based on handling time.

    • HMLV (High Mix Low Volume), HMHV (High Mix High Volume), LMHV (Low Mix High Volume), LMLV (Low Mix Low Volume), HMMV (High Mix Medium Volume), and MMMV (Medium Mix Medium Volume) are acronyms for different typologies of SMT line production.

    • HMLV requires a long setup time and minimal material movement, while HMHV requires frequent changes in the production line and high material movement.

    • EMS industry took off in the late 1970s with the establishment of Solectron, the first electronics manufacturing services (EMS) company, offering flexibility and easing human resources issues for smaller companies doing limited runs.

    • Essegi specializes in providing autonomous material transportation solutions for SMT lines using AGV or AMRS technology.

    • Essegi has experienced significant growth with a 35% compound average growth rate until 2019, followed by a slowdown in 2020 due to COVID-19 and a rapid recovery in 2021 and 2022.

    • Essegi has sold over 1300 systems and leads the market in SMT towers.

    • Essegi designs, develops, and owns the hardware, software, and firmware for their products.

    • Essegi has a customer support team of 5 people dedicated to integration and developing custom applications for ERP, MES, and pick and place software.

    • Essegi's solutions serve a wide range of industries, including automotive, aerospace, military, and telecommunications.

    • Essegi's products are compliant with IPC standards, simplifying the compliance process for manufacturers.

    • Essegi's modular solutions cater to companies of all sizes, from small operations to large factories like Flex.

    • Essegi has an extensive distribution network of 17 partner companies and additional coverage through the Juki Asian distribution network.

    • Essegi's core business is providing storage solutions for electronics manufacturing companies.

    • Key customers include major EMS companies like Flex, Sanmina, and Kimball, as well as automotive companies like Toyota, Magneti Marelli, Valeo, and many others.

    • During product presentations, it is crucial to have key decision-makers present, including the production manager, warehouse manager, and IT manager.

    • During the first meeting, focus on gathering information about the potential customers and the specific people who will be attending the second appointment.

    • In the past, the speaker emphasized the importance of having the right people present during sales presentations to ensure a successful outcome.

    • In the early stages of the speaker's career, he learned the importance of speaking to the right people during sales visits to maximize the chances of a successful sale.

    • During the second meeting, the production manager and the warehouse manager are particularly important to have present for a product presentation focused on material handling processes.

    • The warehouse manager may initially resist the presentation, but acknowledging their hard work and expressing surprise at the industry standards can help overcome resistance.

    • Surface-mount technology (SMT) is a method of mounting electronic components directly onto the surface of a printed circuit board (PCB), resulting in increased manufacturing automation and reduced costs.

    • SMT components are referred to as surface mount devices (SMD), and production lines using this technology are commonly called SMT or SMD lines.

    • SMT has largely replaced Through-Hole Technology (THT), which involves mounting components through holes in the PCB, due to increased automation and cost savings.

    • Both SMT and THT can be used on the same board, with THT often used for larger components not suitable for surface mount.

    • Moisture Sensitive Levels (MSL) is a standard related to the handling and packaging of semiconductors, to prevent damage from moisture expansion during the SMT reflow process.

    • IPC-M-109 is a standard created by the IPC (Association Connecting Electronics Industries) for handling moisture sensitive components.

    • Production lines can be categorized by the mix (complexity) and volume of units produced, including High Mix Low Volume (HMLV), High Mix High Volume (HMHV), Low Mix High Volume (LMHV), Low Mix Low Volume (LMLV), High Mix Medium Volume (HMMV), and Medium Mix Medium Volume (MMMV).

    • EMS (Electronic Manufacturing Services) and OEM (Original Equipment Manufacturers) are different types of companies in the electronics industry, with EMS providing manufacturing services for other companies and OEMs designing and producing their own equipment.

    • Other acronyms in the text include ERP (Enterprise Resource Planning), MES (Manufacturing Execution Systems), and supermarket, buffer, kamban, FIFO (First In, First Out), FEFO (First Expired, First Out), splicing, splitting, Slave, and master.

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    Description

    Join the training for essegi automation's sales managers to learn about the material flow in electronics manufacturing companies, the challenges they face, and the solutions essegi can provide. Gain insight into successful selling techniques tested by experienced professionals in the field.

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