1Company Confidential SMT Lab Failure Analysis - Rev F

Surface Mount TechnologySurface Mount Technology Laboratory Laboratory

Sales IntroductionSales Introduction

2Company Confidential SMT Lab Failure Analysis - Rev F

General InformationGeneral Information

• These presentations are provided to allow you, the Sales Engineer,

to best represent the capabilities of the SMT Laboratory in either brief

or detailed format.• Due to the difficulty of estimating Laboratory Services the appropriate

Lab Engineer will quote the job. You can expect a quote within the

business day. We are organized for quick response for both quotations

and problem resolution.• Each member of the laboratory staff is available to discuss an

application with you and the customer. Please contact us for help.

3Company Confidential SMT Lab Failure Analysis - Rev F

What do we have to sell?What do we have to sell?

• SMT Laboratory services

• Failure Analysis - Cost is dependant upon details but range from $500

to $20,000.

• Prototyping - Cost varies depending upon complexity of assembly. Our

current jobs have been between $2,000 and $52,000.

• Process Audit - Daily charge of $2,800 applies and audits typically require

2 to 4 days. Travel costs are in addition to daily charge.

• Area Array Consortium

• First Year Member = $75,000 per year

• Second Year member = $50,000 per year

4Company Confidential SMT Lab Failure Analysis - Rev F

Who are our potential customers?Who are our potential customers?

• SMT Laboratory services • Contract manufacturers

• OEM manufacturers

• Component manufacturers

• Component packagers• Area Array Consortium

• Contract manufacturers

• OEM manufacturers

• Component manufacturers

• Component packagers

• Materials Suppliers

5Company Confidential SMT Lab Failure Analysis - Rev F

Sales approachSales approach

First time contact with customer • Experience shows that Failure Analysis (FA) of a current process or

materials problem that identifies the “Root Cause” is an easy sell.• The primary advantage that we offer over any other analytical

laboratory

is the ability to interpret and explain the data in the context of the

assembly process and specific material set in use.

Follow - up visits with customer• Our repeat rate for FA has been excellent. Generally when a

customer

finds that we can provide much more than a typical analytical lab

we get repeat business and testimonials such as that by Reptron at

our first “Road Show” in Florida.

6Company Confidential SMT Lab Failure Analysis - Rev F

Sales approach continuedSales approach continued

Follow - up visits with customers• Process Audits will frequently be a logical extension of a FA. We can

have significant impact on the process yields, long-term reliability

and profitability of customers products with modest investments on

the customers part. • Customers will often be looking for ways to have product

prototyped.

Due to our broad development experience we have a significant

advantage when new processes are required.• Process implementation at the customer site is a normal follow-on

to the prototyping activity. Once the process has been developed

in the SMT Laboratory it can be readily transferred to another

manufacturing site. UIC based and customer site based training is

readily arranged.

7Company Confidential SMT Lab Failure Analysis - Rev F

How to get in touch with us.How to get in touch with us.

• George R. Westby - Director SMT Lab / Director Area Array Consortium• Office 607-779-5258

• Cell 607-768-2154

• Dr. Peter Borgesen - Manager Area Array Consortium• Office 607-779-7343

• Cell 607-768-2132

8Company Confidential SMT Lab Failure Analysis - Rev F

EquipmentEquipment