Printed Circuit Design & Fab Online Magazine

Focus on Business

Susan Mucha In an EMS environment built on controlled chaos, dashboards help program managers catch problems early and keep accounts on track.

The electronics manufacturing services (EMS) industry is controlled chaos by design. The basic EMS value proposition is that outsourcing relieves original equipment manufacturers (OEMs) of manufacturing challenges. The EMS provider covers fixed costs during manufacturing and carries the associated inventory costs on its balance sheet. Market slowing down? Revise your EMS provider’s forecast.

Read more: Dashboards and Controlled Chaos

Jake Kulp You’re going to make some mistakes!

Having led different-sized sales forces over the years, I’ve made some massive hiring mistakes. This isn’t a “how to avoid all hiring mistakes” piece; everyone will make hiring errors over a long and active career. It is how you respond to those mistakes that can make a big difference in your company.

Read more: Lessons From My Worst Sales Hires

Susan Mucha When EMS gets treated like a commodity, quality becomes the hidden surcharge.

One trend in the electronics manufacturing services (EMS) industry that I don’t like is the commoditization of services. This isn’t new. It’s been going on for decades, but it has been getting worse. Part of the problem, I think, is that the EMS value proposition has gotten lost. The lengthy period of material constraints and forecast instability changed many business behaviors, not necessarily for the better. Also, purchasing organizations have undergone a generational shift. The result has been several unrealistic expectations that harm the business relationship on both sides.

Read more: Revisiting the EMS-OEM Partnership

Jake Kulp Don’t let derailments break your sales spirit.

In the past four years I have sustained numerous injuries from my “hobbies.” Why do I do this, and how does this relate to business? The easy answers are to slow the aging process, challenge myself, achieve some goals I’ve arbitrarily set and overcome some fears … well, maybe some of all of that.

Read more: Embrace the Grind! Selling Means Always Getting Back on that Bike