Winning and retaining customers through engineering services
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Winning and retaining customers through engineering services Capital Markets Day 2021 October 06, 2021 Andreas Thomann Head of R&D Services
Transcript of Winning and retaining customers through engineering services
Winning and retaining customers through engineering servicesCapital Markets Day 2021
October 06, 2021
Andreas ThomannHead of R&D Services
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Research in technologies Product development HW/SW development Consulting Mechanical construction PCB layout Tool design
Overview of engineering servicesWinning and retaining customers through engineering services
Integrated test concepts Test systems development Electrical and functional tests Quality data management
R&D services Test engineering
Production technology Production process
development and validation Component engineering Supplier evaluation and
qualification Obsolescence management
Process & component engineering
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The role of EMS companiesIn the life cycle and value chain of a product
Research andProductDevelopment
NPIBusiness Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Acto
rs Suppliers Buyers
Lead Firms (Customers)
EMS Companies
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
Packaging
Outbound logistics
Support services
ProductUpgrades
Repairs
Recycling
Marketing materials
User manuals
Distribution channels
Sales
Prod
ucts
& S
ervi
ces
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Segmentation of customersDevelopment and engineering competences and needs
Development Strategy
RequestedDevelopment Support
NPI
Typically bigcompanies
In-house electronics & softwaredevelopment
Focus on new products
Resource balancing in HW/SW development
Sustaining DfM, DfT PCB designs
SMEs, startups orbig companies with a strong focus on the application
Application specificdevelopment know-how (e.g. medical, mechanical, etc.)
No in-house electronics & software development
Completedevelopment projects
Process Engineering and Validation
Test Development
Tool development
Component Engineering
Supplier Qualification
+
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Focus on the application and the market
Access to specific knowledge
Electronics
Electronics manufacturing (DfM, DfT)
Specific regulatory aspects (RoHS, REACH, etc.)
One stop shop
Continuous load of the development resources
Cost and time savings
Advantage of outsourcing engineering servicesFrom the customer’s point of view
Research andProductDevelopment
NPIBusiness Case and UseSpecification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Focus on the application and the market
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Advantages of offering engineering services for EMS companiesValue added
Research andProductDevelopment
NPIBusiness Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Acto
rs Suppliers Buyers
Lead Firms (Customers)
EMS Companies
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
Packaging
Outbound logistics
Support services
ProductUpgrades
Repairs
Recycling
Marketing materials
User manuals
Distribution channels
Sales
Prod
ucts
& S
ervi
ces
Value added
Based on: Global value chains in the MedTech industry: A comparison of Switzerland and the Czech Republic”, Vlckova/Thakur-Weigold 2019
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Advantages for CicorCustomer binding
Research andProductDevelopment
NPIBusiness Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Acto
rs Suppliers Buyers
Lead Firms (Customers)
EMS Companies
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
Packaging
Outbound logistics
Support services
ProductUpgrades
Repairs
Recycling
Marketing materials
User manuals
Distribution channels
Sales
Prod
ucts
& S
ervi
ces
Customer binding
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Advantages for CicorCustomer binding – Example: Regulatory involvment
Research andProductDevelopment
NPIBusiness Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Acto
rs Suppliers Buyers
Lead Firms (Customers)
EMS Companies
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
Packaging
Outbound logistics
Support services
ProductUpgrades
Repairs
Recycling
Marketing materials
User manuals
Distribution channels
Sales
Prod
ucts
& S
ervi
ces
FDA registered manufacturingsite for specific products
Customer binding
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Advantages for CicorCustomer binding – Example: Test development
Research andProductDevelopment
NPIBusiness Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
PCBA Assembly
Device Assembly
Distribution Marketing & Sales
After-salesservices
Acto
rs Suppliers Buyers
Lead Firms (Customers)
EMS Companies
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
Packaging
Outbound logistics
Support services
ProductUpgrades
Repairs
Recycling
Marketing materials
User manuals
Distribution channels
Sales
Prod
ucts
& S
ervi
ces
Product specific test systemsintegrated into manufacturing process
Customer binding
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Advantages for CicorCustomer binding – Example: Product development
Research andProductDevelopment
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Acquired applicationand market know-how
Output:- Production
data- Firmware
Business Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
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Advantages for CicorCustomer binding – Example: Product development
Research andProductDevelopment
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Acquired applicationand market know-how
Output:- Production
data- Firmware
NPI
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
Business Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
DfM - Design for ManufacturingDfT - Design for Testability
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Advantages for CicorCustomer binding – Example: Product development
Research andProductDevelopment
Research
Usability Engineering
Software Development
Hardware Development
MechanicalDevelopment
PCB Design
Acquired applicationand market know-how
Output:- Production
data- Firmware
NPI
ProcessEngineering andValidation
Test Development
Tool development
ComponentEngineering
SupplierQualification
Business Case and UseSpecification
Product Idea
Business Case
ApplicationKnow-how
RegulatoryRequirements
UseSpecification
PCBA Assembly
Device Assembly
Purchasing
Inbound logistics
PCBA Assembly
Programming
Testing
Device Assembly
Device Testing
DfM - Design for ManufacturingDfT - Design for Testability
Feedback Loops
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Development of the control units (electronics and firmware) for more than 12 years
Test development, components and process engineering for all of the products (about 35 different PCBAs and modules)
Series manufacturing of several thousand units per year
Conclusion: Long term releations with customersApplication example
