Essegi Automation Sales Managers Training PDF

INTRODUZIONE Hello and welcome to the training for essegi automation's sales managers. My name is jose luis ciccio’ i’m sales manager for essegi automation and i have been selling essegi products around the world in the last eight years. In this class you will learn more about the logics behind mate...

INTRODUZIONE Hello and welcome to the training for essegi automation's sales managers. My name is jose luis ciccio’ i’m sales manager for essegi automation and i have been selling essegi products around the world in the last eight years. In this class you will learn more about the logics behind material flow in electronics manufacturing companies, the challenges those companies face and the solutions essegi can provide. I will teach you the selling techniques that we have succesfully tested throughout the years. You will also learn to use specific tools that will allow you to become a reference point to your customers and distributors. What are you waiting? Let’s get started! HOW EMS WORK As a first step i want you to have a clear idea of how an electronics manufacturing company works. It is mandatory for the Essegi sales to know what are the equipment involvedin the assembly and what is their role in the process. To do this i have chosn scotty allen – storyteller at strange parts. Enjoy his video https://www.youtube.com/watch?v=24ehoo6rx8w https://www.youtube.com/watch?v=xsopnjtch5i ACRONYMS Alright… i hope the video of scotty gave you a good idea of how pcb assembly works. You may have heard, while watching the video, some acronyms that, if you are not from this industry, may not sound so familiar. As any other market, electronics manufacturing has its own language, and as an area sales manager you must learn this language. It is part of your daily conversations with customers and distributors. SMT – SMD – PCB – PTH - THT Let’s start with Smt, smd, pcb, pth, tht Surface-mount technology (smt) is a method in which electronical components are mounted directly on the surface of a printed circuit board-(pcb) An electrical component mounted in this manner is referred to a surface mount device (smd). You will often hear smt line or smd line reffering to the production lines that use this technology. In the industry this approach has largely replaced the through- hole technology (tht) or also called pin through hole technology. (pth), construction method of fitting components, in large part because smt allows for increased manufacturing automation which reduces costs and improves quality. Both technologies can be used on the same board, with the through hole technology often used for components not suitable for surface mount such as large transformers and heatsink power semiconductors. The packaging for smt components is normally only reels, steaks and jdec trays. The packaging for tht can be either a reel, or a box or a steak… let me show you some examples. TEST Per cosa stà SMT? Spiega la differenza tra la tecnologia SMT e THT con le tue parole. MSL – MSD – FLOOR LIFE Msl, msd, floor life what are all those acronyms? Msl stands for moisture sensitive level, and it relates to the packaging and handling precautions for some semiconductors. (let me show you a sample package) The msl is an electronic standard for the time period in which moisture sensitive devices can be exposed to ambient room conditions. Increasingly, semiconductors have been manufactured in smaller sizes. Components such as thin fine-pitch devices and ball grid arrays could be damaged during smt reflow when moisture trapped inside the component expands. The expansion of trapped moisture can result in internal separation (delamination) of the plastic from the die or lead-frame, Wire bond damage, die damage, and internal cracks. Most of this damage is not visible on the component surface. In extreme cases, cracks will extend to the components surface. In the most severe cases the component will bulge and pop. This is known as the "popcorn" effect. Ipc (association connecting electronic industries) created and released ipc-m-109 moisture sensitive components standards and guidelines manual. Moisture sensitive devices are packed in a moisture barrier antistatic bag with a dessicant and a moisture indicator card which is sealed. The mad components are classified in 6 classes. Msl 6- mandatory beche before use Msl 5a - 24 hours Msl 5 - 48 hours msl 4 - 72 hours Msl 3 – 168 hours Msl 2a – 4 weeks Msl 2 – 1 year Msl 1 – unlimited You will see in the following videos that the ism towers can be equipped with dehumidifiers and software to track the exposure time, thus ensuring electronics manufacturing companies that damaged components will never end in their products. TYPES OF PRODUCTION By now you are probably tired of acronyms. I’m sorry 😊 let’s add a few more that will be useful to categorize the typology of stm line production. 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) Mmmv (medium mix medium volume) The mix refers generally to the complexity or different models of the pcb assembly. Volume refers to the number of units built, with products like consumer electronics on the high end and prototype, medical electronics or machinery on the low end. Typically, lower tier ems provide hmlv and higher tier provide hvlm. You will see in the coming sessions how the typology of production can impact the role of ism products and the application of the same for each type of production. Let me give you a few examples. An smt line running lmhv will require an initial preparation of the smt line with the needed components, this is called setup. Once the production starts it can last for many days without the need of changing the setup of the line. Material will be moving from the warehouse to the smt line, but no material will be returning to the warehouse until the production is finished. An smt line running hmlv instead will require, as for the lvhm, the initial setup and the material to feed the line. Since the volumes are low the production can last a few hours, half a day or a day. This will require to move back and forth to the warehouse, within the same day, a lot of material. The two scenarios you have seen here need a differten configuration both in terms of hardware and software. Also, the roi is different. We will see these cases in more detail in the next lessons MORE ACRONYMS ERP, MES, supermarket, buffer, kamban, FIFO, FEFO, splicing, splitting, Slave, master, EMS AND OEM Hello, Now that you have a better understanding of this market, let’s talk about the differences between ems and oems. The activities of an original equipment manufacturer (oem), an original design manufacturer (odm), an electronic manufacturing service (ems) provider and a contract electronics manufacturer (cem) are often confused. The confusion stems, partly, from the fact that these terms are relatively new and in part, because the activities of these service providers frequently overlap. The terms oem, odm, ems and cem are becoming increasingly commonplace in the world of electronics manufacturing. This is a result of the rapid expansion and fragmentation of the electronics products industry. This change has been caused by a fast-moving global trend for digitalisation and the increased connectivity that has come with it. What is an oem, an odm, an ems and a cem? An oem is a company that produces parts and equipment that may be marketed and retailed by another manufacturer. However, increasingly oems are focusing on product innovation and development, and outsourcing some or all of the manufacturing to partners, such as mpe electronics. An odm is a company that designs and manufactures a product that is subsequently rebranded and retailed by another business (which doesn’t carry out any manufacturing). Odms are similar to cems, but odms usually make only a small number of products and own the intellectual property relating to these products. An ems provider is a contract electronics manufacturer that makes products, such as electronic components and assemblies, for oems, and provides specialist assistance in a range of related areas, including design, software development, supply chain management, testing, distribution and repairs. A cem is similar to an ems provider. They manufacture products and assemblies under contract for other companies, often for oems in major industries. However, while cems offer support with regard to design, supply chain management, testing and distribution, they generally do not provide services relating to software and applications. It is important to underline the difference in terms of production typology that we can see between ems and oems. I will now generalize, but obviously we can have some exeptionts. Very often, an oem will work in low mix, medium or high volume. An ems instead will often work in high mix low or high volume. This makes a big difference in the way those two types of company take advantage of the solutions provided by essegi. We will talk more about those differences in the future. PREPARING TO VISIT A POTENTIAL CUSTOMER Before visiting a potential customer Just as we prepare for a vacation by researching information about the place we are going to visit, we need to research some key information. Here is a list of the most important ones: -sector of application (automotive, aerospace, telecommunications etc) - annual revenue - number of sites - services offered - number of smt lines (many companies insert this information in the company website) Let’s see together a quick example https://www.elemaster.com/en/ You will better understand in future lesson why is it important to you to know how many smt lines and which sector is working your potential customer. Esempio per il test: https://www.tstronic.eu/en FIRST APPOINTMENT First appointment Alright, you now have the information about the company you have targeted, and you fixed the first appointment. Unless the company has been looking for your products, most likely you will not have all the people you need during this first appointment. Your job will be to make sure you earn the trust and interest of the customer to make a second appointment with the right people where you will present an ad hoc solution. You may be selling other equipment and may be tempted to talk about other products. Remember, you have targeted this company to offer them essegi solutions, do not get distracted and don’t get the customer confused with too many products. I will now give you a short demonstration of how your first appointment could look like. The customer contact i have is the process optimization engineer. He already anticipated to me that he has only 30 minutes to dedicate for this appointment. It is not a lot of time, so let’s be efficient and effective. Hello mr. Brown, Thank you for your time today. I know you are a busy man so i will try to be as efficient and effective as possible during the next 30 minutes. Please feel free to interrupt my presentation any time. As i have anticipated via email essegi automation is a company specialized in providing solutions for material handling designed specifically for the electronics manufacturing market. Let me share with you a quick power point presentation. Essegi starts more than 30 years ago as a spare part reseller. The company is located in the veneto region close to venice. In 1997 ,essegi system service(this is the original name of the company), started to work on reparations and small ems productions. Understanding the need of better material control in electronics manufacturing and seeing a new business opportunity, essegi designed and developed a intelligent system to store electronics components. This system was designed to reduce human mistake both in the picking and repositioning of material, rise the quality of the products, through material traceability, exact fifo, msl traceability, and empower productivity. Thanks to the solution the smt line was able to call material automatically with the result that the smt line will never stop for lack of material. So, in 2005 the first prototype was developed. It was very successful in the italian market, so essegi decided in 2009 to participate to productronic. The show was very successful, but the company was yet too small and the distribution network unexperienced to sell this kind of equipment. In 2013 juki, a 1 billion dollars company top five vendor of pick and place machines and leader worldwide for sawing machines, saw the business opportunity and started to distribute essegi products worldwide. In the meantime, more models and typologies of solutions were developed, like the ism 500, a pick to light dry cabinet. In between 2016 and 17 the relationship between essegi and juki got stronger to the point that juki started the assembly of machines in nakita japan under license, to cover the demands of the asian market. More products are developed, like the incoming material station to receive material in the company, and the expansion module to increase the capacity of an ism3600, and in 2019 juki decides to participate with 49% shares in essegi automation. The storagesolution department demerged from the original company to give birth to essegi automation. Since then, the development of new technologies continues. In 2020 the full automation solutions was announced. This technology includes the use of agv or amrs for the autonomous transportation of material to the smt lines. The growth of essegi has been impressive, with a compound average grouth rate of 35% until 2019 with a slowdown in 2020 due to covid, but a rapid recovery in 2021 and 2022. Today essegi has sold more than 1300 systems being the leader in the market of smt towers. Essegi master this technology, not only because we come from the electronics manufacturing market, but also because we own the product. Hardware, software and firmware are designed and developed by essegi. Since 2016 the company has opened a department dedicate to support our customer on the integration of our solutions to erp, mes and pick and place software. Today within our team we have 5 people dedicated to support customers and develop when needed custom integration applications. Our products serve companies in any sectors. Automotive, aerospace, military, telecommunications etc. Our solutions are compliant to ipc standards and help manufacturers comply with ipc standards without the need of complex processes, software pieces and numerous operators. The modularity of our solutions allows us to serve from one line company to a mega factories like flex, with tens of smt lines per plant. We have an extensive distribution network of 17 partner companies. This is not including the juki asian distribution network. As you can see our core business is providing storage solutions for electronics manufacturing companies. Amongst our customers you can find big ems like flex, sanmina, kimbal. In the automotive, toyota, magneti marelli, valeo, military and aerospace like safran, raytheon, aselsan and many others. To finish this presentation let me show you a 10 minutes video that shows briefly our solutions. Mr. Brown. Thank you for allowing me to present the essegi products. If you are interested, i would like to come back to visit you and present an ad hoc solution for your production. For this purpose, next time, i will ask you to take a tour of the production and warehouse to collect some important data. After this analysis which will only take 15 minutes, i will be able to introduce you and a your team a taylormade solution to improve your material handling processes. I would ask if it is possible to involve in the next meeting at least the production manager, the warehouse manager and the it manager. Those are the key people i would like to talk to next time. THE RIGHT PEOPLE IN THE MEETING The importance of having the right people in the second meeting 16 years ago, while studying in rome, i was working for a company selling water depuration systems. I used to receive a list of potential customers from the office. I was short on budget for the gasoline, so i had to maximize my trips and sales results. To achieve this, i will always call the potential customer to collect a few information. Amongst others, the most important question i would always ask was: “is your husband or is your wife or partner going to be there when i come to visit you?” And the i would add, ”i need both of you to be there”. I will never fix an appointment unless i had the people i needed for my demonstration. I knew if either of them missed the appointment, i would either lose the sale or take extra trips and longer time to close the deal. The presentation that i would have made to the individual would have lost more than 90% of the power of persuasion and clarity, when, in the absence of the seller (me), they would have spoken and discussed the decision to be taken. A poor explanation generates doubts and questions, and since the salesman is already gone, no answer will be given, and no doubt will be solved until the next appointment…if you can get the next appointment. For this reason, you have heard in the previews video that i have asked to mr. Brown, to invite specific people to the second appointment. Let’s talk now about those people. Why it is important they participate? What thrusts and resistances do you meet? And how can we overcome those resistances? In the best scenario we want to have     A decision maker The production manager The warehouse manager The it manager A decision maker is always welcome to a product/solution presentation. It is not always possible, but we should strive to have him/she at this appointment. This can accelerate the sales process. The production manager is normally the most interested person in essegi solutions. Today he/she struggles to run the smt line without interruptions. He/she is responsible for the smt line performance. He/she struggles to keep up with sudden changes and missing material. He/she will listen with great interest on the product presentation. The warehouse manager may represent an obstacle most of the times. Not every time, but most of the times. Do not approach this guy as a first contact. You may slow down the project. Unless is a young person, the warehouse manager has been working for many years with his/her own radiated methods. You are there basically and implicitly saying “this warehouse is a mess; i have the solution for you”. Remember that during the analysis you will do in the second visit, during the tour in the warehouse and the production, you will try to identify all the inefficiencies, wastes and problems to taylormade a presentation that will bring up those problems and show the solution essegi can provide. So, what can we do to avoid a political incident? Very simple. After the tour in the company, you will look in the eyes of the warehouse manager and say. “thank you for allowing me to visit the warehouse area. I’m impressed of the work you have done until today. I visit many companies in this industry and i can assure, you would be surprised to see how big firms are working.”. There you go, you have a friend in the table. Again… i’m generalizing and making a caricature of the people i’m talking about. The it manager is the smartest guy in the room. He/she knows everything and sometimes even will speak on behalf of production and warehouse areas with technical questions with the clear intention to identify a negative aspect no one else was able to see. On top of this you are there to add another project on his/her shoulders. More work!!!“another software!!!! No no no no So why do we want the IT in this meeting? At a certain point you will talk about integration. This is the hot topic in any company. If he/she is there during the presentation you can clear in front of everyone else any doubt or question, he/she may rise. You can reassure everybody of the goodness of our connectors. You will speak for a few minutes the it language, and this will make everybody happy ad confident. If he/she is not there than you have a problem. Like in the example of my experience with water depuration systems, he/she will get a poor explanation of the product and project, will ask many questions, rise doubts an pull the break on everybody enthusiasm. I hope is now clear why we want to have them in the meeting. What if we can’t have all of them since the very beginning? Well, if we can’t, and we must choose one out of the list, it will be either the decision maker or the production manager. THE SECOND APPOINTMENT ENG Your first meeting went very well. You managed to arrange the second appointment with the key people. Throwing yourself into a generic presentation of the company and the product is not the most effective way. You would risk focusing your presentation on points that may not be of interest to the prospect. In addition, you would deprive yourself of the possibility of using a powerful tool, the numbers of your potential customer. We will talk about it in a moment. The time you have for the second appointment could range from one to three hours. This availability depends on many factors that I will not discuss this time. The fact is that three hours are not enough to describe the Essegi products and possible configurations. For this reason you will have to choose what to talk about and what to present to the prospect. You will do this in the first 15 minutes, during the warehouse and production tour. It may be that the person you spoke to last time forgot about this detail. As soon as you enter the room, even before opening your PC and sitting down, you might say “Ours solutions are modular, scalable and can serve a one SMT line company as a big site with 50 SMT lines. I'd like to present you a tailor-made solution. Is it possible to take a short tour of the warehouse and production? I need to collect some data to present you a concrete solution, which will improve YOUR unique internal processes ". In most cases they will all be happy to accompany you. In some companies you will be told that a tour in production is not possible. You will reassure the prospect by saying that it is not a problem and that you will need to ask them a few questions before sharing your presentation. -THE ANALYSIS ENG You have succeeded in obtaining permission to take a brief company tour. Your goal is to gather as much information as possible about the prospect's way of working, and to identify any critical issues that may turn in your favor or be an obstacle to sales. For this purpose, we have prepared Form M-P-02, where you will find a complete list of questions and information that would be useful to gather during this meeting. The form contains much information that you will not be able to collect in 15 minutes. This form can be sent before or after your visit to refine your analysis and give you more elements to choose the best configuration and help the client in calculating ROI. Back to the company tour. You will need to arm yourself with a pen and paper to take notes on the data you collect at this stage. We start in the material receiving area. What we want to understand immediately is whether the customer applies a unique ID label to each package, reel, stick, etc. Often times when we ask "do you apply a unique ID on each package?" we are told yes. Don't stop at the first answer because it could be that they are referring to the Part number a number that identifies a type of component that is not unique to each package. You may also find that the unique ID is created at a later time and that the information is saved in a software other than the ERP. Be sure to ask them to show you the unique ID printed on the label. By eye you should be able to judge whether it is a code that is easily readable by the camera or not. At this time you might ask if you can take an example label with you to test reading in the Essegi demo room. Ninety percent of Essegi's functionality is based on the use of a unique ID for each package. Understand that this information is extremely important because, in case the company does not use unique IDs, it will be essential to present a solution that provides a system for creating unique IDs, unless the customer wants to stop at 10% of the benefits offered by the Essegi solution. In summary, to learn more about the material receiving process you might ask the following questions: - Do you use a unique ID, i.e., a unique ID for each package? Can I see it? - Is the recorded data saved in your ERP? Also the unique code? - How many people work on receiving the material? - How much of their time is devoted to this activity? - How much material is received per day on average? It is understood that this list is not exhaustive and does not cover all the cases that are out there in the market. Time and experience will help the vendor to be increasingly detailoriented and to ask the right questions at the right time. MAGAZZINO ENG Let's turn to the warehouse and take a close look at the storage type, the degree of order or chaos, and the amount of space available. - Do they use shelves? - If they use shelves, are the locations fixed by part number or can material be stored in any location? - Are the shelves full or empty? Is space used efficiently? - Do they use vertical warehouses? What kind of material is stored in these? - Is the warehouse divided into a main warehouse and a supermarket or line buffer? - How is material passed from one to the other? By what logic is the supermarket or line buffer replenished? - What tool is used to determine what material will be used? Is it the management system or other software? - Does the material picking list indicate a list of unique IDs to be collected or a total by part number? If the list is by part number, how do you ensure fifo and that the required quantity of reels gets to the production lines? - How does the preparation of a material kit for production take place? - How long in advance is a kit prepared? - How many operators work on kit preparation? How many hours per day? How much of their time is devoted to this activity? - How many shifts are worked per day? - How many setups are prepared per day? - On average, how many reels does a setup consist of? - How much material is moved to the production lines each day? - How much material comes back from the production lines? - What percentage of your reels are 15" and 7"? - Is the material counted each time after it is used? Is there an operator dedicated to this operation? How much time is dedicated? - How is FIFO guaranteed? - How is the flor-life of MSD components tracked? THE PRODUCTION LINES Let's move on to pro-duction, and here again we look at the degree of order or chaos. We want to understand what type of production each line is intended for. HMLV etc. - Do line interruptions occur due to lack of material? (We will explore this question in more detail in a dedicated section.) - What brand of pick and place is used? - What software is used on the line? - Is there a software connection between ERP or MES and production lines? - If there is not, how is material information transmitted to the production line software? We have finished our analysis and have enough data to present an ad hoc solution. -THE PRESENTATION ENG Good work. You have collected the data that will allow you to present a concrete solution to a number of problems that you identified during your analysis. You have returned to the meeting room and will make an initial presentation very similar to the first appointment, but you will not show the Essegi technology summary video. The goal is to focus on the analysis you just completed highlighting the critical issues you identified and then demonstrate that Essegi can solve those problems. I will now demonstrate how to use the power point you have available. Deliberately, some key concepts are repeated throughout the presentation. This is to imprint in the minds of our listeners the benefits of Essegi solutions. Thank you for the tour you allowed me to take in production. I have collected enough data and am ready to present a solution in line with your needs. Let me briefly summarize the benefits of Essegi solutions: - Flexibility - Time savings - Space optimization - Modularity - traceability - increased productivity. - Moisture control and traceability - Elimination of human error If I identified during the company tour that a unique ID is not being used, I will dwell on the next slide and explain the importance and benefits of using a unique ID. If not, you will not dwell on this slide. I have seen that you do not use a unique code to identify your material. Essegi systems work with unique code. This allows us to guarantee many of the benefits just listed. We can also work with part numbers only, but this limits the functionality of the system to a simple box with automatic positions. Using a unique code will allow you to: - Improve traceability. Today you do not have a system that allows you to know how many coils you have for each component and how many components are in each coil. The moment you do a management analysis and it tells you that you can handle a production, you cannot be certain until you have all the material in hand and even then you are not certain of the amount of material for each reel unless you have built in an additional process to label the material with the amount left after each production. It will be the operator who has to do the sum of the components of each reel to arrive at the total indicated in the pick list. - Have real traceability: that is, you will know exactly where the material is, how many reels are available, and what quantity is available for each one. - Adhere to FIFO. Today, FIFO management is done manually and cannot be guaranteed. The operator can easily make mistakes. If you use a unique ID this will allow you to guarantee FIFO management. - If connected with production lines, you will be able to import line data for each reel remaining at the end of production. In this way the accuracy of the data for each reel will be very close to reality even without counting the material at the end of production. - With stock control, production planning becomes more agile and it is easy to detect material shortages much earlier, so that delays or line stoppages can be avoided. I will present later a product that can facilitate the creation of unique codes to improve material traceability within your company. Translated with www.DeepL.com/Translator (free version) ______________ ENG The next slide shows a warehouse with fixed-position shelving. You will find this type of storage in 90 percent of the companies you visit. Here is how you might present this slide and the next slide. I have seen that you store material on shelves with fixed positions. This creates space problems. Some positions are overloaded with material, while others house nothing or little material. This causes the warehouse to require more space than would actually be needed. Companies like yours, in seeking solutions to the ever-increasing need for space consider purchasing vertical carousel solutions. This type of warehouse works very well for compacting space, taking advantage of heights and storing materials of all kinds. However, it is not suitable for the accuracy and speed required for picking material for electronic manufacturing. - The time required to prepare a coil element, or anything else, does not drop below a minute unless you ignore FIFO completely. - You have an output point for thousands of coils. This becomes a bottleneck. If the warehouse were to stop it would be a real problem. - The operator still has to search for the correct reel inside boxes. This generates loss of time and possibility of error. - FIFO is manual - It is impossible to load and unload material simultaneously. So it will be necessary to coordinate these activities - It will be impossible to access the material in case there is a failure - It is not possible to guarantee a protected environment for MSD components. - And others. To sum up, today electronic manufacturing companies like yours experience more or less the same problems: Lack of space for an ever-increasing quantity of material - Sometimes "Just in case" Lack of real traceability High number of people to store and collect material Components counting. Repack and relabel MSD components Poor MSD floor-life traceability Kits almost ready with one or a few missing reels Pick and Place line stoppage for lack of material Other... The most important and most expensive problem is Pick and place line stoppage. Essegi can solve all these problems. This sentence is very powerful. We have just listed a whole series of problems that the company is experiencing, and we have just stated that we can solve all these problems. Now we have the attention of everyone in the meeting. Note that so far none of those present have seen the product except in a brief passage during the first part of the presentation. You didn't talk about the product!... We are bringing solutions and the product is but a part of that. Here is a short video of how most companies work in preparing materials. After printing out a material list, the operator manually picks up the components from the shelves, one by one. He has to read the codes and make sure he picks up the correct material. This way of working, as you already know, leaves room for possible errors that cause delays, wasted time, and in the worst cases, defective products that need rework. ______________ COME LAVORA ESSEGI ENG This Slide is not to be shown to the customer, but is only a remainder for the salesperson that it is time to show the Essegi software in this way: Let us now see how Essegi works. Let me make a parenthesis. Essegi software is integrated with The Managerial. This can be done through the use of APIs, database connection, or file exchange. Essegi software is not necessarily the master of information or decisions. This can work as slave or master. (At this point you may get some questions from company IT. We will devote a lesson to talking about software integration that will give you the elements to have a technical and comprehensive conversation with IT.) In this tab we see the list of part numbers. The list is imported from management. Each record can contain a whole range of information normally handled by the management system with the addition of some parameters such as component thickness for tracking component backing, or information for handling solder paste. In the next tab, called reels, we find the list of all unique codes created in the company. In this area of the software we find some very interesting information. We can quickly locate the list of material committed to a production or reserved for future productions. Thanks to the coloring of each record, the operator can quickly figure out the status or location of the material. For example, a purple colored line indicates an expired MSD component. Other useful information in this screen allows us to view the status of the material at the time of registration (this is if you use the Essegi table for material registration) and at the time it is loaded into the machine. For MSD components you will be able to view an automatic, detailed floor life report. Since Essegi warehouses are equipped on demand with relative humidity control systems, the software can automatically track the exposure by starting or stopping the clock whenever the component moves from a protected area to a relative humidity above 5 or 10 percent depending on your setting preference. Let's move on to the boards tab. In this screen we see the list of products imported from the manager normally. Boards can also be created manually, but in most cases we import them. Two useful options are that of alternatives and work account. You can assign alternate part numbers and define whether the components used should be those of a specific customer or supplier. This feature means that we do not have to dedicate specific space within the warehouse for customers and that we do not have to create a new part number every time we acquire a new customer. The next section, on the other hand, is where we can go to prepare the picking list and organize production. ESSEGI software gives you the ability to easily decide what and when to produce. There are several ways to do this. Using the order planner is one of them. We have here a list of possible productions which could be the list of the week of the month or the period we want. By pressing the "Analysis" button, the software will go and check which productions are feasible based on the material available in stock by prioritizing the jobs on the list starting from the top. By shifting the order of priority, we can easily identify what alterations our stock availability will undergo and identify any shortages ahead of time. We are also able to print a list of shortages and identify products for which we are using alternate components. Once the production order is defined, we can convert the actual work session schedule in this way. Another simple way to organize the order in which production will occur is by using this screen. By dragging a session that has already been analyzed with the order planner onto an existing session we can block material and identify in-line components needed for the next production run. _______________ ENG Returning to the example of how we work today, and thus with a printed list and manual picking, let's look at how instead the picking list is created with Essegi and how material preparation takes place. By pressing the "start" button, the material picking queues can be created. We have two lists. The top one is the setup material. We can also possibly filter out MSD material if we want to keep it inside the dry cabinets until a few minutes before launching production. The bottom list, on the other hand, shows the material that is needed to feed the line. Both lists can be pulled at one time p at two different times. By pressing the "generate extraction queues" button, the software creates the collection lists. It will then be sufficient for the operator to press the play button and the preparation of the material will take place automatically, without errors and without the use of operator time. The software starts tracking the floor life of MSD components. FIFO/FEFO is guaranteed without any picking errors. (The potential customer at this point should be thrilled. Now it is time to use a whiteboard or tablet to show the potential customer a very important piece of data using some of the numbers collected during the company tour. The next few slides are intended to help you remember what data and how to use it.) We have seen that you prepare about 5 setups per day. Each setup consists of an average of 120 reels. This means that you move to the lines 600 reels per day. We have also seen that 30% of these return to the warehouse when production is finished. So that's 200. There are 4 operators per day who spend 90% of their time preparing and storing the new material and it comes back from the production lines. We can say that if on average 400 coils are consumed, then we will have the same amount coming in each day. So if we add 600+200+400, we will have that 1200 coils are moved per day. Let us now go on to calculate the time required for operators to move the material: 4 operators x 8 hours per day x 60 (because we want minutes) x 0.9 (because they work 90 percent of their time on these tasks). We therefore have a total of 1722 minutes. If we then divide 1722 minutes by 1200 reels we will have that 1.43 minutes are required to handle a reel. Whether it is loading or collecting. This means that about 45 minutes are required to handle 30 reels. Let us now see how much time is required with Essegi. The operator only has to open the front accumulator door and pull out the trays. We can clearly see the huge difference in the time taken and the accuracy of picking and tracking. For repositioning material returning from production, the same reasoning applies. Repositioning 30 reels will take your operator an average of 45 minutes. In fact, it will have happened to you, and not a few times, that boxes of material used in production remain for hours or entire days, waiting to be repositioned in the warehouse. This is due to lack of time, lack of personnel or overloaded production. With the Essegi system, repositioning material in the warehouse is very simple. Simply load the material into the accumulator and press the "load" button. The material will be loaded automatically without any additional operator intervention. A camera located inside the accumulator will read the unique ID printed on the label affixed to the reel, JDEC or item in the tray, and a photo will be saved to track the status of the loaded material inside the warehouse. Automatically, the ISM Software will be able to communicate the location of the material to the management software and will stop the floor life count automatically. One advantage that I like to remind those of you who are exploring the possibility of implementing this technology in your production is that unloading and loading the material is a very simple operation. So simple that I who am a salesperson can visit any of our customers and prepare the workday kits, without having any knowledge of the products, part numbers, etc. _______________ (ora siamo pronti a parlare delle caratteristiche del prodotto) CARATTERISTICHE ULTRAFLEX E VASSOIO ENG An ISM 3600 like this one you see on the screen has a width of xx, a depth of xx, and a height of xx. It can hold a maximum of 3600 reels should you only store 7" 8mm reels. The machine can be configured to store 7" and 15" coils with heights ranging from 8 to 88mm. Thanks to the tray, you can store anything not just reels as long as there is a label attached. We can store Jdec trays, a box a bag, etc. The tray allows for agile transportation and ensures that components will always be safe and never handled by a robotic arm that could damage them. One advantage that customers who have chosen this technology often point out to us is that it is no longer necessary to block the reel guide tape as is usually done. You place the reel inside the tray and it is done. The technology is called ULTRAFLEX because it allows flexible height management. Any other system on the market, requires you to preconfigure the automated warehouse for different heights. So we will have x positions for 8mm coils, x for 16mm, x for 24, and so on. Should you want to change the configuration, you will need to empty the magazine. Access the interior to change the internal space division, map the new positions to software, recalibrate the system, and finally reload the material. These operations can only be performed by an experienced operator. With ULTRAFLEX technology, on the other hand, it will be sufficient to apply a plastic shim to the tray. By changing the height of the tray, we have changed the internal configuration of the machine. No physical or hardware intervention is required. The system is intelligent. Another advantage of the machine you see on the screen is what we call quick exit. I mentioned earlier that Essegi machines can be integrated with production lines. The SMT line can call material as needed. Rapid exit ensures that the SMT line is always operational. If a loading or unloading of material is in progress, and the line sends a material call, it will take priority over the loading/unloading. The accumulator interrupts the current operation for a few moments to supply the material called from the SMT line through the drawer, as you see on the screen. (If we know that the customer is considering other competitors the next slide may be useful to point out some differences.) If we compare Ultraflex technology with other players in the market, it is easy to see how much more compact ESSEGI solutions are. For example, to match an ISM 3600 will require 4 ASM cubus. Let's also just think about simple maintenance. One maintenance VS 4 maintenance. I will not dwell on listing all the differences but just think about the fact that only Essegi machines allow 27 trays to be loaded in one go. With other solutions you can load one coil at a time; therefore, you need at least one operator always available in front of the machine. ______________ ENG We have already mentioned integration. I reiterate that connection with other systems is made possible by flexible software ready for communication via API, connection to external DBs or file sharing. We can connect to any management system, MES, and major Pick and place brands such as Fuji, ASM, Juki, yamaha, Panasonic, mydata, universal, and other less popular brands. Since 2016 the company has opened a department dedicated to support our customer on the integration of our solutions to erp, mes and pick and place software. Today within our team we have 5 people dedicated to support customers and develop when needed custom integration applications. (Following in the ppt presentation we have three videos. The first video shows how the double position tray per reel is managed with Essegi warehouses. Today it is no longer necessary to use it, since the single reel tray machine is available from January 2022. The second shows the ETL case, a German company that had to choose between, buying a new hall to expand its production or using the existing warehouse area and converting it to production + warehouse area. In the video you can see how the ESSEGI system helped ETL reduce the space occupied by material by 70%, making way for 4 SMT lines. This video can be useful to highlight the compactness of automated warehouses if during the warehouse tour we noticed lack of space. Often the customer himself states the space problem. Instead, we will not dwell on this video if this problem was not highlighted during the tour or stated by the customer. The third video, on the other hand, is very useful to start talking about a very important concept, which we have not mentioned so far during our presentation) Essegi's automated solutions are modular and designed to work as a line buffer, a supermarket, or a complete warehouse. For small companies we can go as far as covering the entire warehouse. For medium and large companies, on the other hand, we position ourselves as a line buffer or supermarket or wip area. So we position ourselves between the production lines and the main warehouse. The management of material that is not stored within automated warehouses (reels, trays, pcb boards, cables, tht material, etc.) can be managed as shown in the following video. In companies using the Essegi system as a buffer area or also called a supermarket, we developed in 2020 a very powerful software option. What this option is capable of doing. Let me explain it using a whiteboard. ________________ ENG (as I said before, it is very important to keep emphasizing the Essegi advantages several times during the presentation so that they stick in the mind of the listener) Thus, briefly summarizing the Essegi advantages: - Increase P&P lines production P&P set up preparation time saving - Operator time saving - Space saving - No human error - Modularity - MDS controlled environment (RH ˂5%) and traceability - Traceability and complete stock control - Money saving - Fast ROI (The potential customer should be very interested at this point. It is essential to give him all the elements he will need to properly evaluate ESSEGI solutions even if he receives a visit from a competitor. Many of them, in fact, speak ill of the Essegi tray. It is important to leave a good memory of all the benefits. So now let's go into more details about the technology) As we said before the tray allows us to avoid having to do this operation. It gives us the ability to store not only reels, but anything that goes into the tray and that has a unique ID label applied. The tray can handle up to a weight of 4.5 kg. In reality, the motor could handle higher weights but at lower speeds. The tray allows us to never have to touch the component with the robotic gripper. This guarantees us seamless machine operation. Having the tray always have the same consistency and size, once calibrated, an Essegi machine never stops. All technologies, on the other hand, that handle coils directly, especially when this has been used in production, and therefore no longer in their original form, have a high error rate. Thanks to the tray, the material is easily transported. The material inside the warehouse is orderly and is always a plus point especially for EMSs that receive audits from their customers. THE camera inside the accumulator can read any type of code and 27 trays can be loaded in one go. The machine is designed to be easily accessible by anyone. Even if there is an interruption for any reason, For example a broken PC, it does not prevent the retrieval of the material. By accessing the server, it is always possible to easily find the material within the warehouses even manually. (The presentation will conclude by giving more details about the incoming material station or other products depending on the customer's interest. You will find videos dedicated to each hardware and software product as a continuation of the course.) _________________ CONCLUSIONE ENG The prospect at this point is enthusiastic about the Essegi solution, but they have no experience in how to apply the technology to their production. They understand, however, that you are on the ball. You know what you're talking about. You have done a very thorough analysis of their production in a very short time, bringing clarity to their mind on points they had not yet considered so thoroughly. It is critical that you leave the second appointment stating what you think may be the way forward. In 85% of cases the Essegi solution will go to the Buffer or supermarket area. In some cases, only partially initially and then expand to the entire buffer area. For example, some customers start by implementing the system to feed only one of the SMT lines. Or they dedicate automation to only one of the major customers, or to the exclusive handling of MSD material. In 5 percent of cases you might go right out and cover the entire warehouse. This may be the case for smaller companies, or companies such as ETL, who find investing in an automated warehouse that handles all their material a very beneficial ROI due to special circumstances such as not having to invest in a new facility. In the remaining 10 percent, the customer may need or want to start with just an IMS and then later go on to implement automated warehouses. No potential customer will tell you their spending budget, at least not at this stage. Therefore, it will be important for you to understand whether you are talking to a company that has budget or not. _________ FARSI UN IDEA DEL BUDGET DI SPESA DEL CLIENTE ENG I will give below some useful indicators for estimating the purchasing power of the potential customer. These indicators are not a mathematical rule to be applied indiscriminately. It is said that we should not judge the book by its cover, and this is absolutely true, but often the cover can give us some indication of the content of the book. In the lesson where I talk about preparing for the first meeting, we gather some very important information. Among them we have: - The industry in which the company works - The type of service it offers - The size in terms of turnover and production sites - The type of machinery used The aerospace and military sectors are sectors for which production standards are among the highest. The boards produced are often very expensive and provide excellent margins. These companies are also likely to have government funding available. For the automotive and medical sectors, standards are also very high here. Especially In the automotive The volumes can be large and, depending on the type of board and its importance and function in the final application, the margins can be extremely good. A company producing LED lights intended for domestic use will have lower margins than led lights installed on an airstrip. Also The complexity of the electronic board can give us a useful indication of the company's earnings. The type of services offered and certifications can be a useful indicator. To close, there are some brands for equipment that are positioned as tools used by the midto high-end. When you go to production for the analysis observe the brands of machinery. I make a sample list here: Fuji, ASM, Panasonic, koiung, siemens, ersa, spea, dek,rem, smt, nordson, viscom We could add other useful points, but for the purpose of this course we will stop at this list. ____________ CONCLUSIONE DELLA PRESENTAZIONE SECONDO APPUNTAMENTO- CALCULATING THE CONFIGURATION TO OFFER ENG The time has come to greet the prospect, but not before giving an indication of the configuration we are going to offer. We have but a very few minutes. We must be quick. For illustrative purposes: I have collected the following data from the client: - 600 reels moved daily to the production lines. - 70 % of these are 7" diameter: so 400 - The remaining 30 % are 15: so 200 - 30% of the material used on the line returns to the buffer zone. - The customer has three yamaha pick and place lines with two machines per line. - The material is created twice. First in SAP and then in the software of the pick and place lines. To date there is no connection between the two - The ERP is SAP and is the master of the information - The customer has a very complex material registration process that takes at least one minute per component - Material management is manual - MSD traceability is critical I want to provide the customer with a buffer that will cover at least three days of production, with MSD control, connection to the ERP and pick and place machines, and external dynamic storage with PDA. Since the registration process is quite complex today I will also offer the Incoming Material station. I have seen quite an interest when I showed the video about it. The first thing I need to do is to determine how many machines I need to cover three days buffer. I know from experience that 7" reels are mostly 8mm high. The 15" ones on the other hand are 16, 24mm and above. You have two methods to determine the possible machine configuration. Let's look at the first method: This method is approximate but quick. I know that a 3600 7" only has a capacity of 3600 7" 8mm reels. So, if I consider 500/600 7" reels per day (which could correspond to 400 reels of different heights between 8 ,16 and 24mm)----- times--------- three days is 1800 reels. About half the machine. So we can easily say that a three-day buffer can be stored in two machines at most. This is because in an ISM 3600 15" only we can fit 900 reels 8mm height. The customer moves about 200 15" reels per day, or 600 every 3 days. The 15" reels are usually much taller than the 7" reels. The mix of heights can vary greatly depending on the type of product assembled by the customer. If I want to keep on the safe side, I will offer an ISM3600 7+15 + an ISM 3600 15" only. If, on the other hand, I want to give more storage space for the 7" and stay on the edge or risk being slightly short with the 15" ones I may quote a 7" only and a 15" only. I know the total of the two quotes does not vary so I play it safe. Let's look at the second method which is more accurate: Based on experience gathered over the years, I have created a simple Excel spreadsheet that can be useful for making an estimative breakdown of reels by heights. The figure produced by this Excel needs to be confirmed with the actual data at a later time, because in some cases the scenario may change dramatically when the customer does a verification and gives you the actual data, especially for 15” reels. If the prospect can give you the percentages by height immediately, even better. I enter in cell B4 of the Configuration tab the number of 7" reels moved to the production lines each day. In Cell B5, on the other hand, I enter the number of 15" reels moved to the production lines each day. In Cell C16 I enter the percentage of reels returning from the production lines daily. In cell number B12 I enter the number of buffer days I want to achieve. The "customer reels height mix" table shows the breakdown of reels by height and diameter for the given buffer days. You can change the percentage for each height if the customer provides them. ____________ ENG We need now to open the browser and go the partners area and use the configurator. We check the box double reel and select the machines we want to involve in the analysis. We enter the various calculated heights into Excel and press the "calculate configuration" button. This tool gives us a number of machines while also indicating how much space remains available for each machine. We can see in this example that we have a significant surplus for 7" reels. Basically, we can provide a buffer of about 4 days for 7" reels and just over 3 days for 15" reels. I may offer two 3600s or one 3600 plus one 3900. I do a quick check to see if one extraction point is enough to provide a good material flow and not create a bottleneck. I edit cell B12 and enter the number 1, i.e., the movements for one day. I move to the TAB "AMM-Extraction doors." I enter the value 1 in Cell C6. I do a check for the 3600 + 3900 hypothesis. I enter in cell C17 the number of shifts per day and in C18 the number of hours for each shift. We go to the "results" TAB. Cells H15 and J15 show us the number of estimated machine hours for loading and unloading material handling. In this example the total hours from 15 and the total hours from 7" are 9 hours. The company works 16 hours per day. Therefore, I can confirm that we do not create difficulties for the customer by offering a 3600 + a 3900. ______ CONCLUSIONE SECONDA VISITA ENG CONCLUSION SECOND VISIT I have done a quick calculation and based on my experience I think that the best solution is to start with a three-day buffer. This means One ISM 3600 + an expansion module 3900. I will also include in the configuration the connection to the pick and place so that you can avoid registering the material twice and keep your stock updated by retrieving the real consumption from the SMT line software. I have also seen that we can help reduce your material registration process. I suggest including also the incoming material station to register material easily and without errors. I will also quote a connection to the ERP. This bridge will make possible the connection to the SMT lines. I will estimate a standard connection data flow, but we will need to meet on teams with our application manager. I want to make sure that we are all aligned on the data flow you want to achieve and fine tune the quotation. Well done. You have concluded your second visit. You have done an excellent analysis and are ready to generate a budgetary offer. Provide the client with the MM-P-02 document and ask them to fill it out and get it to you as soon as possible to confirm the estimate you made and prepare the ROI for them. _____________________ THE ROI ENG It doesn't matter how much I have to spend, as long as I have the money, of course. If the investment I'm considering returns thousands after only a year or two and I can prove it, then that's it. Less structured companies do not always take care to calculate ROI and PBP. For the more structured ones, on the other hand, this is a necessary step. Indeed, the manager who makes the decision must make sure that his choice will not lead him to lose credibility in the eyes of his bosses. He certainly does not want to lose his job or suffer