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Dragon innovation manufacturing_overview

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  • 1. Getting Started g Manufacturing in China Scott N. Miller President Dragon Innovation, LLC. Updated:  6‐June‐2011 R Copyright © 2011 Dragon Innovation, LLC.  All rights reserved. www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 2. Overview • Why China? Why China? • Current manufacturing landscape • Selecting the right manufacturing partner S l i h i h f i • Controlling cost, schedule and quality • Protecting IP • Upcoming challenges Upcoming challenges R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 3. Reasons to Manufacture in China Reasons to Manufacture in China • COGS Sensitivityy • Manual Labor • Production Volume Production Volume • Leverage existing Manufacturing Technology • Tolerance for Supply Chain and Logistics • Robust IP R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 4. Typical Communication Challenge Product Designed in USA Database Sent to China Tooling Manufactured R Parts Molded Product Assembled Final Inspection & Shipping www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 5. Current Manufacturing Landscape in China i hi • Lead Paint + Economy + Labor Laws => Lead Paint + Economy + Labor Laws =>  Dominance of Top Tier Contract  Manufacturers (CM) Manufacturers (CM) • Greater selectivity by CMs • Ri k Risk averse credit and payment terms di d • Importance of relationships R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 6. How to Select the Right CM How to Select the Right CM • Relationships • Quality • Similar products Similar products • IP Protection IP Protection • Team Skills • Strong Code of Conduct • Manufacturing Capability Manufacturing Capability • Location • Fish vs. Pond Sizing • Hunger • Access to Top Management • Financing Opportunities • Stability • Government Relationships • Working Capital  • Business Terms Costing R • www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 7. RFQ Process RFQ Process • Select four to six CMs • Release RFQ Package Containing: – Company Overview, Management Bios, Funding, Sales and Marketing Plan, Product  description. – Questions for CM’s response:  team, why a good fit, describe similar projects, engineering  input, payment terms, NRE, etc. – BOM Template:  make transparent.  Plastics (shot weight, resin cost, cycle time, mold tonage,  etc), EE cost, lead time, separate into under USD 1 and over USD 1.  Labor, markups (std,  special, consigned).  Push for open book costing. – Schedule (fill in the blanks) ( ) • Compare Results “Apples to Apples” – Margins (std, special, consigned) – Normalized COGS (remove special components with high price variability). – Payment Terms • Follow Up R – Clarify any incomplete answers – Push for lower margins and better terms Push for lower margins and better terms – Component pricing:  push for lowest common denominator pricing www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 8. Control the Manufacturing Triangle Control the Manufacturing Triangle Cost Schedule R Quality www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 9. Control Costs Control Costs 1. Disassemble BOM into the most basic Disassemble BOM into the most basic  elements 2. Separate special components and apply  2 Separate special components and apply separate markup 3. Ensure mathematical transparency 3 E th ti l t 4. Compare to standards 5. Negotiate inclusions (“free” samples, etc). R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 10. Control Schedule Control Schedule • Back out schedule from required in store date Back out schedule from required in‐store date • Track and correct with small milestones • Shorten lead‐times, use buffer stock Sh t l d ti b ff t k • Plan contingency • Use onsite intelligence to avoid surprises R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 11. Control Quality (1) • Definition: ‐ Quality = Customer Satisfaction = Performance – Expectations ‐ Fitness for Use • Will make or break a product and a Company! Will make or break a product … and a Company! • Strong indicator of long term success of a product. • Rarely considered in the engineering phase by startups due to Rarely considered in the engineering phase by startups due to  schedule, cost and technical pressures. • Be aware of the “unknown unknowns”. R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 12. Control Quality (2) • Incoming Quality Control:  Use a reputable factory and start  with good ingredients. • Build and test along the way.  Use sub‐components. • Use Statistical Process Control (SPC) / Yield.  Find out now, not  later. • Sample Testing:  Temp/Humidity; Transportation; Drop; T/T;  Small Parts; Heavy Metals; Compliance; Functional; Life.  How  Small Parts; Heavy Metals; Compliance; Functional; Life. How do tests match reality? • Final Inspection / Acceptable Quality Levels (AQL) • Have an onsite presence. R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 13. Protect IP Protect IP Sources of Leaks • CM • Industrial spying by competitors • Reverse engineering by competitors Protection • Work with reputable factories • Work on a “Need to Know” basis • Apply common sense • Protect a critical component • Pay NRE • Split manufacturing • Work with a factory with strong ties to the local government R • File patent protection www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 14. Upcoming Concerns • Currency Exchange Rate / RMB float • Exponential Labor Cost:  20‐30% increase yoy • Price of Oil impacts shipping Price of Oil impacts shipping • Politics:  Growing tension between the US &  China.  Potential tariffs, etc. China Potential tariffs etc • Acts of God:  Environmental and Health R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 15. Reference Material R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 16. Typical Milestones Typical Milestones • Hand Over / Kick‐Off • Pre‐Production Milestones – Form CM Team – Tool Release – C Contact Lists / Roles and  Li / R l d – Tool Start (TS) T lS (TS) Responsibilities – First Shots (FS) – ME and EE File transfer – Engineering Pilot 1 (EP1) – Works Like / Looks Like Samples – EP2 – CM trip to the US if possible (access  – EP3 to models and team, relationship  – Final Engineering Pilot (FEP) building). – Factory Input – Production Pilot (PP) • Components • Production P d ti – Engineering – Production Start (PS) – Quality – Ramp – Production Planning (interface with • Production Planning (interface with  Engineering Change Notice (ECN) Engineering Change Notice (ECN) Sales) • Sustaining (Quality Up / Cost Down) – Sourcing / MA / Costing R • Sunset – Logistics – Process / Procedure / d – Financial (modeling and payments) www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com
  • 17. Why Many Companies Fail in China Why Many Companies Fail in China – Do not know the right people Do not know the right people – Pick the “wrong” factory – Lack of Trust Lack of Trust – Failure to communicate R www.DragonInnovation.com scott@DragonInnovation.comwww.DragonInnovation.com Scott@DragonInnovation.com