On Selling Contract Manufacturing Services

Contract manufacturing is a service not a product. As CEMs, we are actually building someone else’s product, someone else’s baby. Our customers are putting the fate of their companies in our hands. If we build the product incorrectly our customers will be the ones to pay. In the end they are the ones who have their name […]


Let me tell you about my good friend Marty Petersen. He was one of the most intriguing people I have ever met, and had the pleasure to work with. Marty was always all in whatever task he undertook. When I met him, he was handling the purchasing for us at Automated Systems, the PCB shop […]

Open-Minded Selling

Great sales people will try anything. There is a theory that goes, “Look at the way a person dresses today, and you can tell when he went to high school” Try it out, and you’ll see that most of the time it’s true. Khakis and button-down oxford cloth shirts?  Pre-hippie days sixties. Gray haired ponytails? […]