43 Questions
What is the primary reason for wanting the IT manager in the meeting?
To ensure clarity on integration-related doubts or questions
What role does the IT manager play in technical discussions during the meeting?
He/she ensures the goodness of connectors and reassures everybody
What may happen if the IT manager is not present during the presentation?
There will be a problem in clarifying doubts or questions related to integration
What is the potential outcome when the IT manager is absent during a presentation, as per the author's experience with water depuration systems?
A poor experience in dealing with water depuration systems
What is the main focus of the training for essegi automation's sales managers?
Understanding material flow in electronics manufacturing companies
Who is the trainer for the essegi automation's sales managers?
Jose Luis Ciccio
What is the role of Scotty Allen in the training?
To provide a clear idea of how an electronics manufacturing company works
What is the purpose of introducing acronyms in the training?
To familiarize participants with industry-specific terminology
What is the goal of teaching specific tools to sales managers?
To enable sales managers to provide solutions to customers and distributors
According to Jose Luis Ciccio, what is mandatory for Essegi sales managers to know?
The equipment involved in electronics assembly and their role in the process
Which technology involves mounting components directly onto the surface of a printed circuit board (PCB)?
Surface-mount technology (SMT)
What is the standard related to the handling and packaging of semiconductors to prevent damage from moisture expansion during the SMT reflow process?
Moisture Sensitive Levels (MSL)
Which type of company provides manufacturing services for other companies in the electronics industry?
Electronic Manufacturing Services (EMS)
What does THT stand for in electronics manufacturing?
Through-Hole Technology
What is IPC-M-109 related to in the electronics industry?
Handling and Packaging Standards
Which production line category involves a high mix and high volume of units produced?
High Mix High Volume (HMHV)
Which acronym stands for First In, First Out in the context of electronics manufacturing?
FIFO
'Kamban' and 'FIFO' are related to which aspect of electronics manufacturing?
'Supermarket', 'buffer', and 'kamban'
'Slave' and 'master' are commonly associated with which concept in electronics manufacturing?
'ERP' and 'MES'
What do EMS companies provide in the electronics industry?
Manufacturing services for other companies
What is OEM responsible for in the electronics industry?
Designing and producing their own equipment
What concept is represented by FIFO in electronics manufacturing?
Inventory management
What is the primary focus of Essegi's specialized material handling solutions?
Enhancing productivity in electronics manufacturing
Which year did Juki begin distributing Essegi products worldwide?
2013
What type of company is an ODM (Original Design Manufacturer)?
A company that designs and manufactures products, owning the intellectual property
What does EMS stand for in the context of electronics manufacturing?
Electronic Manufacturing Services
When did Essegi announce its full automation solutions?
2020
What was Essegi's initial business activity when it started in 1997?
Manufacturing spare parts for electronics industry
In which year did Essegi and Juki form a closer relationship and begin assembling machines in Japan?
2016
What does an OEM (Original Equipment Manufacturer) primarily do?
Designs and develops products, then rebrands and sells them by other businesses
What category can OEMs be classified into based on production volume?
High mix, low volume production only
'Essegi Automation' was formed when which department demerged from the original company?
Storage solution department
What is the main focus of OEMs according to the text?
Rebranding and selling products designed by others
What is the distinguishing factor between OdMs (Original Design Manufacturers) and OEMs (Original Equipment Manufacturers)?
OdMs own the intellectual property and produce only a small number of products, while OEMs handle high volume production.
What type of technology does Essegi specialize in for providing material transportation solutions for SMT lines?
AGV and AMRS technology
How much did Essegi's sales grow at a compound average growth rate until 2019?
35%
Which standards are Essegi's products compliant with, simplifying the compliance process for manufacturers?
IPC standards
How many systems has Essegi sold?
Over 1300 systems
What type of companies do Essegi's solutions serve?
Automotive, aerospace, military, and telecommunications
How many partner companies does Essegi have in its distribution network?
17 partner companies
For which type of companies do Essegi's modular solutions cater to?
Companies of all sizes, from small operations to large factories
Who are some of Essegi's key customers?
Flex, Sanmina, Toyota, Magneti Marelli
How many people are in Essegi's customer support team dedicated to integration and developing custom applications?
5 people
Study Notes
- 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.
Test your knowledge about Original Design Manufacturer (ODM), Electronics Manufacturing Services (EMS), and Contract Electronics Manufacturing (CEM). Learn about the roles and differences between these terms in the manufacturing industry.
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