Surface Mount Technology Laboratory Sales Introduction

Company Confidential SMT Lab Failure Analysis - Rev F 1

General 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.

Company Confidential SMT Lab Failure Analysis - Rev F 2

What do we have to sell?

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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.

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Area Array Consortium

• • First Year Member = $75,000 per year Second Year member = $50,000 per year Company Confidential SMT Lab Failure Analysis - Rev F 3

Who are our potential customers?

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SMT Laboratory services

• Contract manufacturers • • OEM manufacturers Component manufacturers • Component packagers

Area Array Consortium

• • • • • Contract manufacturers OEM manufacturers Component manufacturers Component packagers Materials Suppliers Company Confidential SMT Lab Failure Analysis - Rev F 4

Sales approach

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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.

Company Confidential SMT Lab Failure Analysis - Rev F 5

Sales 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.

Company Confidential SMT Lab Failure Analysis - Rev F 6

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 Company Confidential SMT Lab Failure Analysis - Rev F 7

Company Confidential SMT Lab Failure Analysis - Rev F 8