From Factory Floor to ‘The Component Store’

Estimated reading time: 7 minutes

Daniel Beauvois began his career in PCB manufacturing 15 years ago with zero industry experience—just a willingness to learn. Daniel immersed himself in every step of circuit board production, from hanging out on the factory floor to giving plant tours. Now, as founder of The Component Store, he’s an independent sales rep known for integrity, persistence, and deep technical knowledge. In this interview, Daniel reflects on his journey, the realities of being an outside rep, and what it takes to earn—and keep—a customer’s trust in an ever-evolving electronics industry.

Marcy LaRont: Daniel, you and I met in 2009. What’s been happening since then? Tell me about your journey.

Daniel Beauvois: I started my career in a board shop, not even actually knowing what a circuit board was. The owner actually wanted to hire someone new to the industry, and mold them into what they wanted. I spent my first year in the factory, spending time at each station. I went from inside sales to CAM, plating, drilling, and the whole shebang. I learned so much that I started giving tours to customers.

LaRont: That hands-on experience is so valuable. My very first board shop was a rigid-flex and we were really lean when it came to personnel. If we were short in an area, they'd have us go down and run the dry film machine or work in shipping, whatever was needed. I am so grateful for that.

Beauvois: I realized that most people go about their regular day without understanding how many circuit boards are in their spaces, and that those boards are being manufactured in a factory. It was pretty eye-opening that circuit boards are in so many things all around us, and that most of us have no clue as to what it takes to actually make a circuit board. It piqued my interest.

LaRont: So, five years into your PCB career, you started your own company. How did that come about?

Beauvois: When the company I was with got acquired, and many of the factory folks were going to be laid off, I figured I would just find another job. But during lunch with one of my customers, he asked me, “Why don't you just become a rep?” I didn’t even know what he meant, but he helped me understand.

So, I did some digging, and got in touch with my contacts from exhibit shows and other reps in the field. I decided I would try being a rep, but I didn’t want to be a manufacturer’s rep; I would see if I could just go out independently and sell boards. Lo and behold, a year later, I reengaged with my old customers and started to think about the taxes, and that’s when I decided to become a real, independent business.

LaRont: The name of your business doesn’t really have anything to do with printed circuit boards.

Beauvois: Yes, oddly enough, I was at a traffic light here in Phoenix, Arizona, and in front of me there stood this very popular franchise store at that time, called The Room Store, that sold furniture. It struck me, so I typed “The PCB Store” into my little Razer phone. The name was taken, so I tried some other ones, and came to “The Component Store,” which wasn't taken. I pulled into a Borders bookstore, which I knew would have free internet, got online, and bought the URL name for $4. I remember thinking, “Hey, I might use it. You never know.”

LaRont: That’s a great origin story on your name, but has the name ever caused any confusion given your focus on PCBs?

Beauvois: Yes. I am a PCB guy, and some people see PCBs as components, depending on the technology and the end market. PCB fabricators would say that is not the case, but in the greater market, that perception does exist. So, it has not really caused confusion for me or my customers.  

I have thought about representing a component distributor, using ‘the component store’ as a pass-thru sales channel.  It’s very common today, many companies are used as an additional online platform to stream in more sales as 3^rd party transactions.  But thus far, I have not been presented an opportunity to convince my efforts.  Hopefully, that changes in the near future and some big shot will knock on my door.

Over the last couple years, I’ve been selling a fair amount of test & measurement equipment to engineers.  I’m the exclusive southwest sales representative for Testworld, Inc.  They’re a domestic T&M distributor located in Rocklin, CA.  Excellent company, great owner.  

The Component Store, the way I intended it, can encompass everything. But my core expertise is printed circuit boards and, because it is always changing, I am still learning.

LaRont: It sounds like a lot of growth and development since you began. Aren’t you starting down a big anniversary this year?

Beauvois: Yes, this is my 15th year in business. I've kept my head down. Surviving the COVID years was very challenging because I couldn’t see customers in person. But I would talk to them on the phone, and soon I realized they were okay with it. Even more comforting was they would share that they wouldn’t be taking extra risks during COVID uncertainty, so my place as their PCB vendor was relatively safe.

LaRont: That makes sense. As an independent rep, I am sure you breathed a huge sigh of relief. Being an independent rep always has its challenges. What has been the most challenging and unanticipated part about it?

Beauvois: The most difficult challenge has been realizing that companies always change. They get bought out, and some don’t make it. Things always change, and it's not personal. When you get a customer—and I still have an original customer from my original board manufacturer—those customers are truly blessings and gifts. That won’t be the case for most of your customers. No customer is forever.

From a business standpoint, I had to realize that you must always be working your wheel to get new customers. You will always have attrition. Sometimes, technology pushes you out. Sometimes, a company is acquired, and the mandate is to use only the acquiring company’s approved supplier list.

LaRont: Looking back over the past 15 years, what are you most proud of?

Beauvois: That I'm still in business, man. But seriously, some people can’t believe I’m still doing this. I think through what has transpired over the last 15 years here in the U.S., and how people have really trusted me with their PCBs. I am proud of that. Also, I have never burned a bridge, and I’ve even lost some sales because of it.

I didn't want to overpromise and say I could do something when I didn’t know if I could. I know many salespeople who are no longer in the business because they burned bridges. My integrity meansdb more to me than making a sale. People know they can trust me.

LaRont: Daniel, what are some of the important things a young salesperson should know to do their job well?

Beauvois: One of the most important things is to always invest in yourself by increasing your knowledge of your customers and partners, their needs and potential solutions, and what you can offer them as a service. Grow yourself to be an expert on whatever it is you are selling, so you can educate your customers. If you can educate your customers, you will have a customer. That's key. If you can educate an engineer, you are golden.

LaRont: Become experts in your customers and then become technical experts in what you sell.

Beauvois: I still have a lot to learn, but if you can educate your customer in even the smallest thing, you have earned a reason to see them again. That's what I try to do.

LaRont: That's a great way to look at it. What do you find most rewarding?

Beauvois: There will always be new technology. If you're still in the industry, that means you’ll get a chance to be in that game. People will trust me first. They’ll talk to me first about something new because they know me and trust me more than someone brand new. That is the rewarding part. It is also rewarding to see all these new innovations, technologies, and new engineers. It is pretty exciting.

LaRont: Any final thoughts as we wrap this up?

Beauvois: Being an outside sales rep company has truly been more about the journey, the relationships, and the experiences than the money. Of course, I need the money. I make my living this way. But this job is never boring. I love the experiential aspect of being a rep. I would have never made it with a mundane type of job.

LaRont: Daniel, it's always good to catch up with you, and congratulations on 15 years.

Beauvois: Thank you, Marcy.