Case Study: A successful model for PCB fabrication in an ever-changing market
ing distribution and design of PCBs for keeping customers updated on ones that
prototype and production manufacturing are open. Jackie Beauchamp, customer ser-
both domestically and off shore. ITAR vice manager has been with the company
registration was necessary for producing for 12 years. “With us, the same software
military boards. program traces the order by purchase order
Consistent quality comes from good number, and lead times vary, depending
most of them will be from 10-30% smaller
planning at every step, not from inspecting on the production and size of the order,”
this year. Approximately 60% of P.D.’s
and testing after the process. “We are big said Beauchamp. An order might be for
customers are contract manufacturers;
in the IT side of things,” said Wolff. In 100 boards, high-mix/low volume, shipped
40% are OEMs. Customer size ranges from
1999, the company developed proprietary when finished to the customer, or it could
tier one to others as small as mom-and-pop
software that is specifically designed to be for a larger order that is kept in inven-
companies.
help operating efficiencies by automat- tory at P. D. Circuits and shipped out as
“When you look at our customers by
ing and linking many functions from the needed.
industry, many of them make industrial
initial quote process through the final Four employees are certified IPC
controls, chemical plant equipment, electri-
inventory control. The software has proven trainers, and they can certify other people
cal grid equipment and electronics for
to be a valuable control and analysis tool as well. When setting up the office for
energy and petroleum production. It’s not
that allows employees to access critical data P.D Circuits in China, the staff at this
sexy business like telecom, but we don’t
on a real time basis. location were certified to IPC 600 as well.
have the swings of that type of industry
Andy D’Agostino, quote department Each facility used to manufacture boards
either.” The closer a provider is to con-
manager, showed us how the software undergoes an analysis by qualified PD
sumer products, the higher the aptitude for
works, beginning with the RFQ (request staff, including analysis of quality systems
profitability fluctuation in a bad economy.
for quote) process. If the prospect has Ger- in place; an audit of ISO, QS and MIL
The firm’s mix does include 15% medical,
ber files, they simply send in the files with documents and verification; and capabil-
12% telecom and 5% military as part of a
the RFQ for a competitive pricing quote ity testing. Quality assurance inspection
balanced customer portfolio.
for board production. Some of the specifics includes XRF testing for plating thickness
Joe Helms, the regional sales director,
needed in addition to contact information and composition; cross section analysis
works with direct sales and independent
includes board specs (size, layer number, for stack-up, plating and hole quality; x-ray
representatives as well. His background
trace/space size, surface finish, material, analysis; and visual inspection.
of 28 years in design, purchasing and
copper layers, thickness), SMT information
sales support started with an education in
(pitch, percent SMT/thru hole, double/ conclusion
mechanical and electrical engineering from
single side), gold plate (thickness, fingers), At P. D. Circuits, the company responds
Triangle Institute of Technology and Gan-
silkscreen (colors, sides), soldermask (type, quickly to customers, keeping up with
non University. He assists at all levels in an
sides), hole data, fabrication (sizes, routing quotes, and handling prototype lead times
organization to provide what the customer
info), inspection (type including electrical, in 24 hours to 3 weeks. The on-time deliv-
needs. The majority of customers are
IPC/Mil tests and controlled impedance) ery record is more than 96%. By keeping
concentrated equally east of the Mississippi
and the data provided. the control and consistency at each step,
and in the Mid Atlantic areas. Boards tend
“The quote department is hopping and using the PDC2009 software that fits
to be of every type with flex, flex-rigid,
right now averaging 75 quotes per day,” their operation to a T.
many layered, RoHS-compliant or not as
said D’Agostino. “We used to get printed “We originally planned to lease out
specified, and others.
out hardcopies, but now it’s 100% digital. half of our building back in 2000, but
The most common boards have 2 to 18 lay- somehow, we filled it,” said Wolff. Good
software-controlled, consistent
ers, and only rare boards have embedded business just works right.
quality
components.” Over the past year, P. D. has
P. D. Circuits has become known for
been attracting larger customers.
supplying consistent quality. It is ISO
Customer service helps process orders,
9001:2000 registered for inspection, test-
www.globalsmt.net Global SMT & Packaging – June 2009 – 47
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