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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, MARKET HISTORY Now that you understand how the electronics manufacturing works, and the language of this industry, you are ready to go to the next step and get to know better this market. It is always good to know the history of a market. So, let’s go together to see how everything started. The ems industry took off after the late 1970s when solectron was established (solectron corporation was an electronics manufacturing company for original equipment manufacturers (oems). It was the first electronics manufacturing services (ems) industry in 1977. It has been acquired by flextronics in 2007. Solectron's first customer designed and distributed an electronic controller for solar energy equipment). At the time, most electronics manufacturing for large-scale product runs was handled by the in-house assembly. These new companies offered flexibility and eased human resources issues for smaller companies doing limited runs. The business model for the ems industry is to specialize in large economies of scale in manufacturing, raw materials procurement and pooling together resources, industrial design expertise as well as create added value services such as warranty and repairs. This frees up the customer who does not need to manufacture and keep huge inventories of products. Therefore, they can respond to sudden spikes in demand more quickly and efficiently.[4] The development of surface mount technology (smt) on printed circuit boards (pcb) allowed for the rapid assembly of electronics. The early 1990s saw oems rapidly installing smt lines. Ems players like sci and avex struggled to exist, because oems would pull contract or change vendors constantly. By the mid-1990s the advantages of the ems concept became compelling, and oems began outsourcing pcb assembly (pcba) in large scale. By the end of the 1990s and early 2000s, many oems sold their assembly plants to emss, aggressively vying for market share. A wave of consolidation followed as the more cash-flush ems firms were able to buy up quickly both existing plants as well as smaller ems companies. MARKET SEGMENTS Let’s talk now about market segments: The ems industry is commonly divided into tiers by their revenue: Tier 1: >$5 billion Tier 2: $500m to $5b Tier 3: $100m to $500m Tier 4: <$100m There is no hard rule on the actual revenue designation at this time. Other categories have been suggested by stepbeyond/ems insider and circuits assembly: micro tier (<$50m); tier 4 <10m and "tier mega" referring to the big 2, foxconn and flex. Another distinction is drawn between ems that specializes in high mix low volume (hmlv) and high-volume low mix (hvlm). 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. During technology's late-1990s heyday, ems players routinely acquired assets in high-cost locations. Ems players largely focused on printed circuit board fabrication, leaving system assembly to the oems. Ems companies largely disdained industries outside the world of information processing (computers) and communications. In recent years, ems players have shifted production to low-cost geographies; embraced non-traditional industries including consumer electronics, industrial, medical and instrumentation; and added substantial vertical capabilities, stretching from design and odm through system assembly, test, delivery and logistics, warranty and repair, network services, software and silicon design, and customer service. Ems has also started to provide design services used in conceptual product development advice and mechanical, electrical and software design assistance. Testing services perform in-circuit, functional, environmental, agency compliance, and analytical laboratory testing. Electronics manufacturing services are located throughout the world and provide numerous benefits.[5] they vary in terms of production capabilities and comply with various quality standards and regulatory requirements. Notable companies Companies engaged in high volume low mix (hvlm) production: Foxconn Pegatron Wistron Solectron Compal electronics Quanta computer Flextronics Neotech Funai Hosiden Orion electric Jabil Inventec Clevo Celestica Dixon technologies Companies engaged in medium mix medium volume (mmmv) production: Zollner electronics Enics Key tronic Escatec Companies engaged in high mix medium volume (hmmv) production: Zollner electronics Vexos 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 Il tuo primo incontro è andato molto bene e sei riuscito ad organizzare il secondo appuntamento con le persone chiave. Lanciarti in una presentazione generica dell’azienda e del prodotto non è la soluzione più efficace. Rischieresti di focalizzare la tua esposizione su punti che potrebbero non essere di interesse per il cliente. Inoltre, ti priveresti della possibilità di utilizzare uno strumento molto potente. I “numeri” del tuo potenziale cliente. Ne parleremo tra un attimo. Il tempo che avrai a disposizione per il secondo appuntamento potrebbe andare da una a tre ore. Questa disponibilità dipende da molti fattori che non approfondirò in questo momento. Sta di fatto che tre ore non sono sufficienti per descrivere i prodotti e le possibili configurazioni Essegi. Per questo motivo dovrai scegliere di cosa parlare e che cosa presentare al potenziale cliente. Questo lo farai nei primi 15 minuti, durante il tuo tour in magazzino e in produzione. Può darsi che la persona con cui hai parlato la volta precedente si sia dimenticata di questo dettaglio. Appena entrato in sala, prima ancora di aprire il PC e sederti, potresti dire “vorrei presentarvi una soluzione su misura. È possibile fare un breve giro in magazzino e in produzione? Vorrei raccogliere alcuni dati utili in modo da presentarvi una soluzione concreta, che vada a migliorare i VOSTRI processi interni”. Nella maggior parte dei casi saranno tutti felici di accompagnarti. In alcune aziende ti verrà risposto che non è possibile. Rassicurerai l’altra parte dicendo che non c’è alcun problema e che avrai bisogno di fare loro alcune domande prima di esporre la tua presentazione. 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 Sei riuscito ad ottenere il permesso di fare un breve tour aziendale. Il tuo obbiettivo è quello di raccogliere quante più informazioni possibili sul modo di lavorare del cliente ed identificare eventuali criticità che possono volgere a tuo favore o che rappresentano un ostacolo alla vendita. A questo scopo abbiamo preparato il modulo M-P-02 dove trovi una lista completa di domande e delle informazioni che sarebbe utile raccogliere durante questo incontro. Il modulo contiene molte informazioni che non sarai in grado di raccogliere in 15 minuti. Questo modulo può essere inviato prima o dopo la tua visita per affinare la tua analisi e darti maggiori elementi per scegliere la migliore configurazione e aiutare il cliente nel calcolo del ROI. Torniamo al tour in azienda. Sarà necessario munirsi di carta e penna per prendere nota dei dati che si raccolgono in questa fase. Si parte dalla zona di ricevimento materiale. Ciò che vogliamo capire immediatamente è se il cliente applica un’etichetta con ID unico su ciascun pacco, rolla, stecca ecc. Spesse volte quando domandiamo “applicate un ID unico su ciascun pacchetto?”, ci viene risposto di sì. Non fermarti alla prima risposta perché potrebbe essere che si stiano riferendo al codice prodotto e quindi a un numero che identifica una tipologia di componente che non è univoco per ciascun pacchetto. Potresti anche trovare che l’ID unico viene creato in un secondo momento e che l’informazione è salvata in un software diverso dal gestionale aziendale. Assicurati di chiedere di mostrarti il codice univoco stampato sull’etichetta. Ad occhio dovresti saper valutare se si tratta di un codice facilmente leggibile dalla telecamera o meno. In questo momento potresti chiedere se puoi portare con te un’etichetta esempio per testare la lettura nella sala demo Essegi o del distributore da cui sei accompagnato. Il 90% delle funzionalità Essegi si basano sull’utilizzo di un ID unico per ogni pacchetto. Capisci bene che questa informazione è estremamente importante perché, nel caso l’azienda non utilizza ID unico, sarà fondamentale presentare una soluzione che prevede un sistema per la creazione di ID unici, a meno che il cliente non voglia fermarsi al 10% dei vantaggi offerti dalla soluzione Essegi. Riassumendo, per conoscere meglio il processo di ricevimento materiale potresti porre le seguenti domande:      Utilizzate un ID unico, vale a dire un codice unico per ciascun pacchetto? Posso vederlo? I dati registrati vengono salvati nel vostro gestionale? Anche il codice Univoco? Quante persone lavorano al ricevimento del materiale? Quanto del loro tempo è dedicato a questa attività? Quanto materiale viene ricevuto mediamente al giorno? È sottinteso che questo elenco non è esaustivo e non copre tutti i casi che sono là fuori nel mercato. Il tempo e l’esperienza aiuteranno il venditore ad essere sempre più attento ai dettagli e a fare le domande giuste al momento giusto. 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 Passiamo al magazzino ed osserviamo con attenzione la modalità di stoccaggio, il grado di confusione o di ordine, la quantità di spazio disponibile.        Utilizzano scaffali? Se utilizzano scaffali, le posizioni sono fisse per codice prodotto o è possibile stoccare il materiale in qualsiasi posizione? Gli scaffali sono pieni o vuoti? Lo spazio viene sfruttato in modo efficiente? Utilizzano magazzini verticali? Che tipo di materiale viene stoccato in questi? Il magazzino si divide in un magazzino principale e un supermarket o buffer di linea? Come avviene il passaggio di materiale da uno all’altro? Con quali logiche si ricarica il supermarket o il buffer di linea? Quale strumento viene utilizzato per determinare che materiale verrà utilizzato? È il gestionale o un altro software?              L’indicazione di raccolta materiale indica una lista di codici univoci da raccogliere o un totale per codice prodotto? In caso la lista sia per codice prodotto, come si riesce a garantire il fifo e che la quantità di bobine necessaria arrivi alle linee di produzione? Come avviene la preparazione di un kit di materiale per la produzione? Quanto tempo prima viene preparato un kit? Quanti operatori lavorano alla preparazione dei kit? Quante ore al giorno? Quanto del loro tempo è dedicato a questa attività? A quanti turni si lavora? Quanti setup vengono preparati al giorno? Mediamente di quante bobine si compone un setup? Quanto materiale viene mosso ogni giorno verso le linee di produzione? Quanto materiale torna dalle linee di produzione? Che percentuali delle vostre bobine è da 15” e da 7”? Il materiale viene contato ogni volta dopo che viene utilizzato? C’è un operatore dedicato a questa operazione? Quanto tempo viene dedicato? Come viene garantito il FIFO? Come viene tracciato il flor-life dei componenti MSD? LE LINEE DI PRODUZIONE Passiamo alla prodizione e anche qui osserviamo il grado di ordine o caos. Vogliamo capire a che tipo di produzione è destinata ciascuna linea. HMLV ecc.      Si verificano interruzioni di linea per mancanza di materiale? (approfondiremo meglio questa domanda in una sezione dedicata) Che marca di pick and place viene utilizzata? Che software viene utilizzato in linea? Esiste una connessione software tra ERP o MES e linee di produzione? Se non esiste, come viene trasmessa l’informazione del materiale al software delle linee di produzione? Abbiamo terminato la nostra analisi e abbiamo dati a sufficienza per presentare una soluzione ad hoc. 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. Translated with www.DeepL.com/Translator (free version) -THE PRESENTATION Ottimo lavoro. Hai raccolto i dati che ti permetteranno di presentare una soluzione concreta a una serie di problemi che hai individuato durante la tua analisi. Sei tornato nella sala riunioni e farai una prima presentazione molto simile a quella del primo appuntamento, ma non mostrerai il video riassuntivo della tecnologia Essegi. L’obiettivo e di concentrarti sull’analisi che hai appena portato a termine evidenziando le criticità che hai individuato per poi dimostrare che Essegi può risolvere questi problemi. Ora ti dimostrerò come utilizzare il Power point che hai a disposizione. Volutamente, durante la presentazione vengono ripetuti alcuni concetti chiave. Questo è per imprimere nella mente di chi ci ascolta i benefici delle soluzioni Essegi. Grazie per il tour che mi avete permesso di fare in produzione. Ho raccolto dati a sufficienza e sono pronto a presentare una soluzione in linea con le vostre esigenze. Lasciatemi riassumere brevemente i vantaggi delle soluzioni Essegi: - Flessibilità - risparmio di tempo - Ottimizzazione degli spazi - Modularità - tracciabilità - incremento della produzione - Controllo e tracciabilità dell’umidità - Eliminazione dell’errore umano Se durante il tour in azienda ho individuato che non viene utilizzato un ID unico, mi soffermerò sulla prossima slide e spiegherò l’importanza e i vantaggi derivanti dall’ utilizzare un codice univoco. In caso contrario non ti soffermerai su questa slide. Ho visto che non utilizzare un codice univoco per identificare il vostro materiale. I sistemi Essegi lavorano con codice univoco. Questo ci permette di garantire molti dei vantaggi appena elencati. Possiamo lavorare anche soltanto con il codice prodotto, ma questo limita le funzionalità del sistema ad una semplice scatola con posizioni automatiche. L’utilizzo di un codice univoco vi permetterà di:  Migliorare la tracciabilità. Oggi non avete un sistema che vi permette di sapere quante bobine avete per ciascun componente e quanti componenti ci sono in ciascuna bobina. Nel momento in cui fate un’analisi a gestionale e questo vi dice che potete gestire una produzione, voi non potete esserne certi fino a che avete tutto il materiale in mano e anche in questo caso non avete la certezza della quantità di materiale per ogni bobina a meno che non abbiate integrato un processo aggiuntivo per etichettare il materiale con la quantità rimasta dopo ogni produzione. Sarà l’operatore che deve fare la somma dei componenti di ciascuna bobina per arrivare al totale indicato nella lista di prelievo.     Avere una tracciabilità reale: vale a dire che saprete esattamente dove si trova il materiale, quante bobine sono disponibili e che quantità è disponibile per ciascuna di esse. Rispettare il FIFO. Oggi la gestione del FIFO avviene in modo manuale e non può essere garantito. L’operatore può facilmente commettere errori. Se utilizzate un ID unico questo vi permetterà di garantire la gestione del FIFO. Se collegati con le linee di produzione, sarà possibile importare i dati di linea per ciascuna bobina rimasta a fine produzione. In questo modo l’accuratezza del dato per ciascuna bobina sarà molto vicino alla realtà anche senza dover contare il materiale a fine produzione. Grazie al controllo dello stock la pianificazione della produzione diventa più agile ed è facile individuare mancanze di materiale molto prima, in modo da evitare ritardi o fermi di linea. Vi presenterò più avanti un prodotto che può agevolare la creazione di codici univoci per migliorare la tracciabilità del materiale all’interno della vostra azienda. 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) ______________ La slide successiva mostra un magazzino con scaffali a posizioni fisse. Troverai questo tipo di stoccaggio nel 90% delle aziende a cui farai visita. Ecco come potresti presentare questa slide e quella successiva. Ho visto che stoccate il materiale su scaffali con posizioni fisse. Questo crea problemi di spazio. Alcune posizioni sono stracariche di materiale, altre invece ospitano nulla o poco materiale. Questo fa si che il magazzino richieda più spazio di quanto sarebbe effettivamente necessario. Aziende come la vostra, nel cercare soluzioni al sempre più crescente bisogno di spazio valutano l’acquisto di soluzioni a carosello verticale. Questo tipo di magazzino funziona molto bene per compattare gli spazzi, sfruttare le altezze e stoccare materiale di qualsiasi tipo. Non è però adatto all’accuratezza e velocità richiesta per la raccolta di materiale per la produzione elettronica. - Il tempo richiesto per preparare un elemento bobina o altro, non scende sotto al minuto, a meno che non si ignori il FIFO completamente. Avete un punto di uscita per migliaia di bobine. Questo diventa un collo di bottiglia. Se il magazzino dovesse fermarsi sarebbe un vero problema. L’operatore deve comunque cercare la bobina corretta all’interno di scatole. Questo genera perdita di tempo e possibilità di errore. Il FIFO è manuale E’ impossibile caricare e scaricare materiale simultaneamente. Quindi bisognerà coordinare queste attività Sarà impossibile accedere al materiale in caso vi sia un guasto Non è possibile garantire un ambiente protetto per componenti MSD. E altri… Riassumendo, oggi le aziende di produzione elettronica come la vostra vivono chi più chi meno gli stessi problemi:  Lack of space for an always 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... Il problema più importante e più costoso e il fermo della linea Pick and place. Essegi può risolvere tutti questi problemi. Questa frase è molto potente. Abbiamo appena elencato tutta una serie di problemi che l’azienda sta vivendo e abbiamo appena dichiarato che possiamo risolvere tutti questi problemi. Ora abbiamo l’attenzione di tutti i presenti alla riunione. Da notare che fino a questo momento nessuno dei presenti ha visto il prodotto se non in un breve passaggio durante la prima parte della presentazione. Tu non hai parlato di prodotto!... Stiamo portando soluzioni ed il prodotto non è altro che una parte di questa. Ecco un breve video di come lavorano la maggior parte delle aziende nella preparazione del materiale. Dopo aver stampato una lista di materiale, l’operatore raccoglie manualmente i componenti dagli scaffali, uno ad uno. Deve leggere i codici e assicurarsi di prelevare il materiale corretto. Questo modo di lavorare, come già sapete, lascia spazio a possibili errori che causano ritardi, spreco di tempo e nei casi peggiori, prodotti difettosi che necessitano rilavorazioni. 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 Questa Slide non va mostrata al cliente, ma è soltanto un remainder per il commerciale che è arrivato il momento di mostrare il software Essegi in questo modo: Vediamo ora come lavora Essegi. Lasciatemi fare una parentesi. Il software Essegi viene integrato con Il gestionale. Questo può avvenire tramite l’utilizzo di API, connessione a database o scambio file. Il software Essegi non è necessariamente il master delle informazioni o delle decisioni. Questo può lavorare come slave o master. (a questo punto potresti ricevere alcune domande dall’IT dell’azienda. Dedicheremo una lezione a parlare di integrazione software che ti fornirà gli elementi per intrattenere una conversazione tecnica ed esaustiva con l’IT). In questo tab vediamo la lista dei codici prodotto. La lista viene importata dal gestionale. Ogni record può contenere tutta una serie di informazioni normalmente gestite dal gestionale con l’aggiunta di alcuni parametri come lo spessore del componente per la tracciatura del backing dei compenti, o informazioni per la gestione della pasta saldante. Nel tab successivo, chiamato reels, troviamo la lista di tutti codici univoci creati in azienda. In questa zona del software troviamo alcune informazioni molto interessanti. Riusciamo ad individuare rapidamente la lista del materiale impegnato in una produzione o riservato per produzioni future. Grazie alla colorazione di ogni record, l’operatore può capire rapidamente lo stato o la posizione del materiale. Per esempio, una linea di colore viola indica un componente MSD scaduto. Altre informazioni utili in questa schermata ci permettono di visualizzare lo stato del materiale al momento della registrazione (questo se utilizzate il tavolo Essegi per la registrazione del materiale) e al momento in cui viene caricato in macchina. Per i componenti MSD sarà possibile visualizzare un rapporto automatico e dettagliato del Floor life. Essendo i magazzini Essegi equipaggiati su richiesta con sistemi per il controllo dell’umidita relativa, il software può tracciare in modo automatico l’esposizione avviando o fermando l’orologio ogni qualvolta il componente passa da un’area protetta ad una umidità relativa superiore al 5 o al 10 % a seconda delle preferenze di settaggio. Passiamo alla scheda delle board. In questa schermata vediamo la lista dei prodotti importata dal gestionale normalmente. Le board possono essere anche create manualmente, ma nella maggior parte dei casi le importiamo. Due utili opzioni sono quella delle alternative e del conto lavoro. È possibile assegnare codici prodotti alternativi e definire se i componenti utilizzati debbano essere quelli di un cliente o fornitore specifici. Questa funzione permette di non dover dedicare spazi specifici all’interno del magazzino per clienti e di non dover creare un nuovo codice prodotto ogni qualvolta acquisiamo un nuovo cliente. La sezione successiva invece è quella che ci permette di andare a preparare la lista di prelievo e ad organizzare la produzione. Il software ESSEGI dà la possibilità di decidere facilmente cosa e quando produrre. Vi sono diversi modi per farlo. Utilizzare l’order planner è uno di questi. Abbiamo qui una lista di possibili produzioni che potrebbero essere la lista della settimana del mese o del periodo da noi desiderato. Premendo il pulsante “Analisi”, il software andrà a verificare quali produzioni sono fattibili in base al materiale disponibile a magazzino dando priorità ai lavori in lista partendo dall’alto. Spostando l’ordine di priorità possiamo facilmente identificare che alterazioni subirà la nostra disponibilità a magazzino ed individuare anzitempo eventuali mancanze. Riusciamo anche a stampare una lista dei mancanti e ad identificare prodotti per i quali stiamo usando componenti alternativi. Una volta definito l’ordine della produzione, possiamo convertire la pianificazione delle sessioni di lavoro reali in questo modo. Un altro semplice modo per organizzare l’ordine con cui avverrà la produzione è utilizzando questa schermata. Trascinando una sessione già analizzata con l’order planner su una sessione esistente possiamo bloccare il materiale ed indentificare componenti in linea necessari alla produzione successiva. 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.