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Ventec International: The Importance of Being Different
March 29, 2011 | Pete Starkey, I-Connect007Estimated reading time: 3 minutes
The CPCA 2011 Show in Shanghai presented PCB007 Technical Editor Pete Starkey with the opportunity to get together with Mark Goodwin, Jack Pattie and Thomas Michels of Ventec International Group and invite them to explain how Ventec differentiates themselves from other Asian laminate manufacturers in their overseas markets.
Established in Suzhou, China, in 2000 and managed by a team from Taiwan that has been in the laminate business for over 20 years, Ventec have four factories in China producing laminates and prepregs for a wide range of PCB applications.
During the past four years Ventec has developed an integrated supply network to service their European and North American markets, establishing businesses in the UK, Germany and Switzerland, and re-structuring their operations in the U.S.
"We believe that it's very important in the overseas market to be close to our customers in terms of inventory, flexibility, fabrication facilities and technical support," said Mark Goodwin, General Manager of Ventec's European operation. "When our customers talk to Ventec in the overseas markets, they're talking directly to the manufacturer of the material and not to a third-party distributor. We are all one company and have a well-developed channel from our manufacturing facilities to all markets and vice versa."
"Besides creating our own distribution channel to connect directly to customers for added support and service, Ventec are also unique in the way, as an Asian manufacturer, we've done business in the United States--most notably with the recent merger of Global Laminates' North American Ventec distribution business with Ventec USA, bringing the U.S. distribution channel in house."
"I think Ventec has incredible vision for their export markets," said Jack Pattie, Chief Executive Officer of Ventec USA. "They realise that there is a lot of volume in China, but volume really isn't what drives them into export markets. They want to be involved in the technology--to understand not just what's coming next year, but five years from now."
"What's also unique about Ventec in the U.S. is that we have two press facilities, one on the East Coast and one on the West Coast, both owned by Ventec, who understand the high-mix, low-volume, quick-turn business which characterises our market. In my experience, no other Asian manufacturer has properly recognised the needs of our market and this is the one thing that really differentiates Ventec from the rest. Also, I think our commitment to the market makes us unique, certainly in times like this with crisis in the world and people worried about supply and demand. Ventec have made a commitment to support our overseas customers and that's because of the close relationships that we have built."
According to Thomas Michels, Managing Director of Ventec Central Europe, this same commitment is key to Ventec's success in the German market. "In Germany, the market is very automotive driven. We have all the OEMs over there and they like to talk to the manufacturer; they don't want to talk to distributors. This is vital because they have to have an understanding of the technology of the company that manufactures the laminates. Due to the fact that Ventec has a great offering, from standard regular Tg140 up to Tg250 laminates, this is exactly what they like to see. Ventec are open, we listen to our customers and develop products to suit our customer's needs."
"Ventec offers a very broad product range, from standard and phenolic cured FR4s, filled FR4s, halogen-free products with mid and high Tg, as well as low-Dk epoxy products. We have recently made a big push into no and low flow prepregs, where we are establishing a clear market identity due to the quality and consistency of our products. Other than that, we also offer a full range of polyimide products to support Europe's military and aerospace requirements."
"Ventec's very particular rise and evolution as a supplier is quite different than what has become expected from Asian manufacturers. With our ability to address the specialist marketplaces that are now found in Europe and United States, we believe we are well-placed and well-structured to service these markets for many years to come."