Business Model A Concept for the Western PWB Hemisphere?

摘要

The dramatic economic downturn of the PWB industry starting in the forth quarter of 2000, which resulted in a reduction of 1/3 of the demand and corresponding supply chain within one year, has changed our industry fundamentally. There is now a slow recovery, however, it does not take place worldwide but is concentrated in low cost regions. Many of the established PWB companies in the Western World are confronted with the question: "Is there a business model enabling a Western company to survive and be successful again?" AT&S, almost bankrupt at the beginning of the nineties, was given a new direction by the new owners and management with the MBO in 1994. This direction consisted mainly of changing from a low price supplier dependent on one big customer to a competent partner for locally and globally acting companies. We followed a total cost approach according to the principal "Who can afford to buy cheap?" or "Paying a higher price for a product is often the less expensive solution, no matter whether it is a component or a finished product". Essential for this business model is to find the right balance between the factors: quality, technology, supply chain, optimization of customer solution, responsiveness and proximity to customers. The intent is not to focus on one of them following just a temporary trend. These items are decisive for building up customer confidence and trust to become a partner of competence. Their right balance leads to a total cost approach with the aim to offer the customers the best solution for their final products in order to enable them to meet competitive price levels for their own products.