When EMS gets treated like a commodity, quality becomes the hidden surcharge.

One trend in the electronics manufacturing services (EMS) industry that I don’t like is the commoditization of services. This isn’t new. It’s been going on for decades, but it has been getting worse. Part of the problem, I think, is that the EMS value proposition has gotten lost. The lengthy period of material constraints and forecast instability changed many business behaviors, not necessarily for the better. Also, purchasing organizations have undergone a generational shift. The result has been several unrealistic expectations that harm the business relationship on both sides.

Don’t let derailments break your sales spirit.

In the past four years I have sustained numerous injuries from my “hobbies.” Why do I do this, and how does this relate to business? The easy answers are to slow the aging process, challenge myself, achieve some goals I’ve arbitrarily set and overcome some fears … well, maybe some of all of that.

Staying on course and supporting colleagues in challenging situations fosters trust and respect.

Leadership and interpersonal skills are essential for all electronics manufacturing services (EMS) management team members. These skills become even more critical in program management and sales roles, where individuals often need to execute with little or no authority over the teams they rely on. I teach these skills in a range of programs. Over the past year, I’ve had a surprising journey that reinforced how important it is to practice that knowledge daily.

Lessons from a chaotic EMS warehouse.

Many years ago, after punching out of a negative-culture electronics manufacturing services company, I interviewed with a smaller, family-run EMS. After numerous phone interviews, I flew to their facility and met with the president and the newly hired COO. After spending some time addressing a Q-and-A session in the president’s office, we took a facility tour, starting in the warehouse.

We never made it to the SMT lines before things went off the rails. What happened?