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EMS firm MC Assembly continues to successfully execute its new business acquisition strategy, developing and signing tens of millions of dollars in new business contracts across its three North American manufacturing facilities this year.
The new contracts give MC Assembly an expanded reach in the aerospace/defense, industrial, medical and telecommunications market sectors. They also help MC Assembly stabilize and become more immune to down-cycles driven by a specific industry segment slump.
The new account wins extend MC Assembly’s electronic manufacturing services with market applications in “green energy” power controls, airborne commercial and military radios, products controlling or eliminating hazardous fluid spills, railroad safety products, military sensors, ruggedized pressure and temperature switches, HVAC, medical products directly supporting patients as well as leading edge medical research, ultra-high speed electronics used in DSP applications, city network systems and four different commercial aircraft platforms; making MC Assembly more immune to down-cycles within any one specific industry segment.
"As we continue to expand our operational capabilities and processes, we periodically re-assess our demand creation processes as well," said Jake Kulp, vice president of New Business Development for MC Assembly. "The final measure of success relates to the accumulation of the targeted market wins at each of our three operations in the Americas and sends a message that the process and targeted market approach remains sound."
According to Kulp, the company’s go-to market strategy involves utilizing both regionally based business development managers and independent manufacturer reps to identify prospective clients for MC Assembly. While many EMS companies struggle to execute a balanced sales program between their direct managers and the manufacturer rep organizations, MC Assembly has refined its process, leading to positive outcomes for our clients, our reps and for MC Assembly, Kulp said.
The role of New Business Development, according to Kulp, is to find OEMs within MC Assembly’s targeted markets with outsourcing opportunities, understanding how and if they place a value on MC Assembly’s service offerings, identifying the most appropriate manufacturing facility to compete for the business, and winning the business at a sustainable profit margin with executable terms and conditions that are fair and reasonable to both MC Assembly and our customers.
When the MC Assembly management team assesses its past wins they are pleased with both the dispersion between the plants as well as the percentage by market contributions from the Industrial, Aerospace/Defense, Medical and Telecommunications markets.
While MC Assembly executes to their existing strategy, the addition of a focused automotive market penetration is their next investment into the future of the company. The company expects the industry to see a more visible business engagement effort in this market later in 2017.
"This balanced approach to running our business ensures that MC Assembly will remain a leading mid-tier EMS provider leaving our mark on the challenging electronics manufacturing services industry we are part of," Kulp said.
About MC Assembly
MC Assembly (http://www.mcati.com), based in Melbourne, Florida, with additional operations in Billerica, Mass., and Zacatecas, Mexico, is a national leader in the contract manufacturing arena with annual revenues of approximately $200 million. It provides turnkey solutions to original equipment manufacturers and focuses on assembly of medium volume, medium mix printed circuit boards assemblies (PCBAs) and box builds. MC Assembly’s capabilities include surface mount and pin-through-hole interconnection technologies, PCB and box build, DFM, DFT, DFA engineering, in-circuit, functional and environmental testing, and full box-build direct order fulfillment.