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Switzer: It’s constantly changing and we really do not compete in any single market. We attend different market trade shows to get leads as well as Internet leads, which can be from multiple markets. Regardless of the market, the most common and biggest challenge we see is pricing.
Beaulieu: Where do you see technology going in the future?
Switzer: There seems to be a lot of interest in flex and rigid-flex.
Beaulieu: Now let’s talk about service, what do you consider good service?
Switzer: Obviously, everything depends on how you execute when it comes to quick responses to RFQs, such as emails and phone calls, but it is actually much more than that. It is how you treat the customers and how you let them know that you are in business for them—if they succeed you will succeed. After all, the customer is why we are in business. I also feel that our responsiveness to all facets of the business—sales, production flexibility, support, and on-time delivery makes us a preferred service provider in the end.
Beaulieu: What do you think your customers are looking for when it comes to service?
Switzer: Unfortunately, many of them are just looking for the lowest price —with brokers involved in the PCB industry, they often use Asia manufacturing, which sets the target dollars for U.S. manufacturers. We try to show them the value that a company like ours can bring them. By using our complete package we can save them thousands of dollars in both time and real money. This is what we try to convey to them.
Beaulieu, Calvin as you have already proved, In order to stay at the top of the technology ladder you have to invest in the future. What are your capital investment plans for the near future?
Switzer: We are always looking to invest in the future. If you don’t keep up with capital investments you will fall behind in a big way, it’s as simple as that. So with that in mind we are looking to invest in a plating line that can produce higher aspect ratios for the board shop and additional assembly equipment for the additional 10,000 square foot assembly space we have added to our facility, which we are looking to do in the very near future. We are also looking at purchasing a new lamination press and LDI for the board shop and additional equipment for the assembly facility.
Beaulieu: And what new technologies and services are you looking at?
Switzer: We’re looking at continuous evaluation throughout the shop with ongoing upgrades as needed. We have completed most process areas over the past few years, but we are always evaluating. We also want to do more total concept from circuit design, layout, fabrication, electronic assembly, test, and box build.
Beaulieu: Let’s talk about the fact that you are in New Jersey. There are not many shops left on the East Coast today. How does this affect you?
Switzer: I think we get a fair amount of jobs from companies on the East Coast. OEM manufacturing in general on the East Coast is down over the years, which makes it tougher to develop new business. There seems to be an overabundance of CMs on the East Coast and those numbers keep increasing yearly, which means that we will be seeing new business opportunities through those companies.
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