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Schmoll Asia-Pacific Embarks on New Business Strategy
March 25, 2009 |Estimated reading time: Less than a minute
Part 3 in a series:
For years, Chinese capacity build-up has fueled sales of new equipment. As new equipment sales become more difficult to attain, capital equipment companies have to adjust to a stark new reality in a bleak economic climate.
PCB007 visited with several companies last week at the CPCA Show in Shanghai and discovered that many of them are looking to create new business with current customers-helping PCB manufacturers to survive in down times by improving current manufacturing processes. The idea is to help fabricators reduce cost, remain profitable and simultaneously strengthen relationships.
With this strategy, capital equipment vendors create new process value where before they might have been more focused on the strengths of their respective equipment sets. A stronger relationship developed during hard times should lead to new sales when good times return-which they inevitably will.
In Part 3 of our look at evolving business models, Schmoll Asia-Pacific President and CEO Joe Ruff details what his company is doing to make sure it can service its customers in full force while positioning itself for whenever the market recovers. The company must now adjust to the current recession and a burgeoning used equipment market.