Right. When you can see or feel quality, many are willing to pay extra to
get that. E.g. if you have a garage and repair cars, you'll soon find, that
it's profitable to buy Belzer or Stahlwille or Bacho tools instead of
buying cheap hobby ones. The Belzer tools are very expensive, several times
more than the tools you buy for your home. But they are 'impossible' to wear
out. You don't need persuade talk, those guys are already quality thinking.
And visa versa, a ignorant garage owner, when he sees the price label, he
will leave that store and look for cheap tools from the East. If he could
see a bit into the future, he would realize that buying cheap tools was
waste of money, moreover, with the cheap tools he got rounded hexnuts, lost
grip and hurt his hands, demolated the screws with bad bits and so on.
Simple metaphors, but it illustrates the importance of having the ability to
get a customer quality-conscious. We have discussed this often at my job,
how to open a customer's mind so that he can see the results of buying the
respective choices. Maybe one should start with your salesmen?
Well, I think we don't come further.......
best
Inge
--------------------------------------------------
From: "Ioan Tempea" <[log in to unmask]>
Sent: den 10 May 2010 14:52
To: <[log in to unmask]>
Subject: Re: [TN] Quality & Capability
> Inge,
>
> I am talking to customers daily about these issues and life is not easy.
>
> Disclaimer: I'm not talking about all the designers, since many of the
> members of this forum are very sensible to quality and reliability.
>
> But a typical OEM seems to only be concerned with function and cost. And
> most don't even design their own PCBs, but sub-contract this as much as
> assembly. Moreover, they do not budget in a person with assembly or PCB
> background, so they have no idea what happens after the schematic is being
> pushed out!
> The only thing that exists after the design is finished is a desire of
> quality, that they can't even assess, as many have no idea IPC standards
> exist. Therefore they believe their PCB design subcontractor, PCB house
> and EMS produce quality by default and the only thing an OEM has to do is
> to push for price reduction.
> In this world, reliability is not even known. The life of a product is
> assessed in terms of component MTBF, joints and vias cannot fail.
>
> So how to convince your customers to pay for quality and the quasi-unknown
> reliability, when they don't know this exist? Find the answer to this
> question and you will win, not the war, but a battle.
>
> Good luck,
>
> Ioan Tempea, ing.
> Ingénieur Principal de Fabrication / Senior Manufacturing Engineer
> T | 450.967.7100 ext.244
> E | [log in to unmask]
> W | www.digico.cc
>
> N’imprimer que si nécessaire – Print only if you must
>
>
>
> -----Original Message-----
> From: Inge <[log in to unmask]>
> To: [log in to unmask]
> Sent: Sun, May 9, 2010 5:06 pm
> Subject: [TN] Quality & Capability
>
>
> Werner,
> Selbstverstandlich (german ae). That's why we have spent lots of money on
> concurrent engineering, LEAN, 6S and lots of other technical religions. Q
> is: how do we convince customers to select and pay for these two? German
> understand and appreciate such arguments, but they are not our only
> customers. Let's take a dream example. The scientists needed thousands
> of very advanced detectors to get one or two 'pings' when a neutrino hit
> the detector. All but cost was discussed. Imagine to get such an order! I
> have been involved in some SPACE affairs. Could never stop marvel about
> what they are willing to pay. A 90 degree SMA launcher is 10 times std
> ones. But in the whole SPACE is a small market. I think Cornflakes is 100
> times bigger. I disassembled my two Creative Ipods to see what was in.
> They seem to be in the Q&C world today. Art of the state, but to
> reasonable price. But take a typical nose radar. If you really want
> adapt best Q&C and disqualify all craps, the total will frighten the
> customers. (Those who work with MIL know that the quality demands are not
> on the same high level as they were 20 years ago). Not an easy equation
> to solve. If I go to our Q and tell him to 'cast put these
> potentiometers, because they are shit' , then he sends me to the purchaser
> and he will tell the project manager and he will tell the economist who
> will say nay. They TALK about best Quality, but it does not mean: it's an
> order. I know. I'm stuck in the past. Incurable. Methusalem.
> Thanks anyway for debating, Werner. I use to find a golden grain here and
> silver seed there speaking with you all. Bev's 0105s, 0.3 mm pitch etc
> were such findings.
>
> Inge
>
>
> ______________________________________________________________________
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