Can Companies Expand Business Opportunities as Capacity Expansion Reduces?
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 2 of our look at evolving business models, Orbotech Vice President of Marketing and Sales Yair Alcobi has seen the best of times and now the worst of times in China. Rather than waiting for an upturn to improve their fortunes, his company is taking a new approach to the current recession: expanding business opportunities through helping fabricators maximize market share, minimize cost and push into advanced technology manufacture.
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