One contact does not make an account. If you have only one contact at a customer, you do not have an account. You have a contact. Maybe that person likes you. Maybe she answers every call, sends you requests for quotations, and tells you what is happening. That feels like a strong customer relationship—until she […]
AI Is Eating the Electronics Supply Cha
Artificial intelligence may live in the cloud, but there is nothing light or invisible about the infrastructure supporting it. Every AI model, data center, high-performance computer, and advanced server requires a staggering amount of physical hardware. That means printed circuit boards, advanced substrates, laminates, copper, components, connectors, power supplies, cooling systems, test equipment, manufacturing capacity, […]
Stop Asking for Quotes and Start Bringing Answers
There was a time when a salesperson could pick up the phone, call a customer, and ask, “Do you have anything I can quote?” The buyer might have had a stack of drawings waiting, the approved vendor list might have been short. Those days are gone. Today, that question does not sound helpful. It sounds […]
The Companies That Will Dominate Tomorrow Are Building Their Brands Today
I have been fortunate to spend more than five decades in the electronics manufacturing industry. During that time, I have watched incredible changes reshape the way we design products, manufacture technology, build supply chains, and serve customers. I have seen the rise of surface mount technology, the explosion of globalization, the evolution of HDI, flexible […]
The Companies That Will Dominate Tomorrow Are Building Their Brands Today
There was a time when being a great manufacturer was enough. If you built quality products, delivered them on time, and treated your customers fairly, your reputation spread through word of mouth. Purchasing managers talked to one another. Engineers shared recommendations. Salespeople spent their days knocking on doors, making calls, and building relationships one customer […]