The document discusses innovation in the printed circuit board (PCB) manufacturing industry through interviews with three PCB innovators. It summarizes their key innovations which include increasing automation and efficiencies through real-time data and custom software (Brian Paper of Bay Area Circuits), adapting production techniques to new markets and technologies through R&D (Chetan Shah of Flex Interconnect), and bringing new materials and adapting processes to emerging trends (Mike Vinson of Averatek). It emphasizes the importance of recognizing market trends, building customer relationships, and investing in new technologies to drive innovation in the PCB industry.

1. 1
Innovation
Manufacturers
AmongPCB
ThreeInnovatorsShareTheirStory

2. 2
INTRODUCTION
The printed circuit board industry has a long history of development and advancement. Since 1925 when Charles Ducas
first filed a patent for creating an electrical path directly on an insulated surface, PCB manufacturers have risen to meet the
challenges of supporting rapidly progressing industries.
At every challenge, PCB industry leaders have risen
to the occasion and ensured that the best possible
solution was developed and implemented. Now, the
demand for advanced PCBs has never been greater.
Ushered in by the Internet of Things revolution and an
insatiable consumer appetite for all-things-connected,
the PCB industry must once again embrace
innovation as a means of meeting marketplace
demands.
An overwhelming outcry from many PCB
manufacturers is that the industry lacks innovation;
that the commoditization of the industry has
squashed invention and led to stagnation. At
SQMedia, we heard this cry first-hand when we met
with industry leaders.
Createdouble-sided
PCBs(1947)
CreatemultilayerPCBs(1960)
Incorporatehot-soldering
methods(1970)
ReleaseRS-247Xdata
format(1986)
IntroduceGenesis2000
software(1992)
DevelopHDI(HighDensity
Interconnected)PCBs(1995)
Fabricatemorethan$10
billioninPCBs(2000)
However, our experience working within other industries has shown us that commoditization is not a death sentence for
innovation. On the contrary, it provides a second round of opportunity; one in which specialized providers that continue to
innovate find unbarred success. This is true for both commoditized products such as smartphones and automobiles; and
commoditized services such as data storage and air travel.
In the industries that generate the highest revenues, commoditization is a common theme – but it has not robbed the best in
their markets of the ability to innovate.
This eBook is the result of some of those conversations we had with leaders in PCB manufacturing; those who want to see a
culture of innovation revived within the industry and who are willing to lead the charge.

3. 3
BRIANPAPER
BayAreaCircuitsisaprinted
circuitboardmanufacturer
locatedinSiliconValley.
BAY AREA CIRCUITS
Its focus is prototype work,
produced very fast. BAC offers
traditional B2B sales as well as
an e-commerce store to serve
customers interested in smaller
or less specialized orders.

4. 4
KEYINNOVATIONS
Equipment&
automation
Cateringtostudents
andhobbyists
BayAreaCircuitshasmachinesthattrimhoursofftheproductiontime,sometimesduetoanewprocessandsometimes
duetotheaccuracyofthemachine–gettingthingsdonerightthefirsttime.Theyputalotofemphasisonsoftware
andautomation,eliminatinghumanerror,andsupplyingrealtimedatatopeopleonthefloor.
The real time data comes from the customization in the ERP/CRM system. Once the sales team collects
information from the client it automatically filters to where it needs to go. This eliminates the human
error from entering information multiple times.
The same goes for online orders. A client can design a board using DipTrace enterprise software or the
free lite version, PCB Creator. Once the design is ready to go, the client prices and orders the board
electronically and the order funnels directly to be manufactured and shipped by Bay Area Circuits.
This allows students and hobbyists the same speedy and accurate service as larger B2B clients.

5. 5
Recognize the opportunity presented by the maker movement.
The company offers additional tools to make their products more accessible as well. They feature
an InstantDFM tool on their website as well as blog posts catered to individuals with lower levels of
technical knowledge and expertise, just trying to get their feet wet in PCB products.
We’vetriedtocreatethings,be
itcontentorpricing,etc.,that
makesiteasytoworkwithus,
andIthinktheseeffortswill
continuetopayoff.
Bay Area Circuits also sponsors
robotics teams, solar car
competitions and the like to
promote their brand to STEM
students. “We really try to expose
the students to our services so
that when those students move
on and get into the workforce
they think of us.”
$30 “StudentscandownloadfreePCBdesignsoftware,designtheirownboardand
haveitproducedforaslittleas30dollarsbyplacinganorderonourwebsite.”
RECOMMENDATIONS

6. 6
CHETANSHAH
FlexInterconnectstartedin1998andbuiltitsreputationas“SolutionsProvider”
byhelpingcustomerswithwell-designed,highlyreliableflexcircuits..
FLEX INTERCONNECT TECHNOLOGIES
The Silicon Valley-based company has experienced an aggregate of 28 percent growth year-over-
year, retaining the same specialization for the past 18 years. Flex Interconnect currently focuses on
five industries:
1 2 3 4 5
Medical Aerospace Military Industrial Wearable/Consumer
Electronics

7. 7
KEYINNOVATIONS
Increasing
efficiencies
Keepingupwith
markettrends
1
Shah places a lot of focus on keeping his company lean, cutting down the cost of waste
such as scrapped parts, by getting the parts built right the first time, and improving
productivity. The company also minimizes operational cost by generating very little
hazardous waste by simply using very minimal water in production. Low overhead equates
to less risk in a competitive market.
SaysShah,“Evenwhenthemarketgoesdown,wehaveenoughmarginto
breakevenormakeaprofit.Whenthemarketgoesup,you’regoingtogrow
rapidlyandmakealotmoremoney.”

8. 8
2
The second focus is on keeping current, not simply
doing things they have always done, and capturing
market share by offering unique solutions.
This includes working with startups that are innovative and exploring new areas of growth such as
Internet of Things.
“Wehavebeenquiteinnovativeintechnologyand
beingabletoproduceaverybroadspectrumof
flexcircuitsthatmanyofourcompetitorsarenot
abletoproduce.”
“We have done work for a company that makes smart credit card, another
company that makes this product called Vessyl, which helps you monitor how
much liquid you are taking in every day. Other wearable electronics products
that measure biometrics. We don’t know which of these products is going to
eventually be an iPhone.”

9. 9
RECOMMENDATIONS
China can come in with a lower price, but they are never going to be able to offer the upfront face-to-
face solution that a local company can.
Build relationship. If something isn’t currently buildable, a manufacturer can work with the customer
on R&D basis to see what it takes to build it. “Often, the customers will work with us and pay for the
development.”
Invest in new technology. Flex Interconnect is the first company of its kind to build embedded
capacitance in flex, has produced the thinnest rigid-flex in the world, and is the only one currently
building stretchable hinged flex. Finding out which way the technology is going, or the next area the
customer is moving towards, is key to capturing new market space.
Youhavetobeabletogiveyourcustomer
agreatexperience.Alwaysberesponsive
tothemandbringthemvaluablesolutions.
It’sbigforacustomertobelieveinyouand
becomeafan.

10. 10
MIKEVINSON
AveratekisaspinoutfromSRIInternationalandhas
beeninthePCBmarketforabouteightyears.
AVERATEK
The company was founded on a
proprietary ink technology and its
primary focus is metal coatings for fine
line circuitry – building up metal in a
variety of thicknesses for conducive
traces to be used for electrical circuits.

11. 11
KEYINNOVATIONS
Adaptingto
markettrends
Bringinginnovative
materialsintothe
industry
In 2012, Averatek began using its technology for fine line circuitry, hoping to grow its potential to serve
that market. Using an in-house research and development team, it worked to modify its processes to
fit the requirements of newer trends, such as flex circuitry.
It works with licensees to adapt its technology to the new market, developing new processes to fit
their applications, which they can then test out with their own customers.
“IthinkthatintermsoftheR&Dweseebeingconductedbythemajor
manufacturers,itisnotassignificantaswhatwehavebeenabletodowithour
verysmallcompany.”

12. 12
RECOMMENDATIONS
He admits that the industry is very slow to change, due to the nature of
the product. “No one wants to take the risk of damaging the value
or reliability of a (PCB). I think it would be a good idea to get around
that innovation shyness.” As things become more and more finite, it
lends itself to more innovative approaches. This includes technology
related to IOT.
According to Vinson, the first step in keeping up with the
market is recognizing trends, such as miniaturization, that
are going to require new techniques and materials. These
trends will require thinner and more high performance
materials, he said, and
“webaseourbusinessonthefactthatweare
bringinginnovativematerialsintotheindustry.”

13. 13
ABOUTOMNIPCB
ABOUTSQMEDIA
Omni PCB, a technical manufacturer’s rep organization uniquely specialized in the printed circuit board industry,
offers engineering support and technology ranging from standard designs to high-end HDI, including 1 mil line and
space and stacked micro vias. Specialties include flex, rigid flex, RF microwave designs, and microelectronics with
capabilities to the 5 micron level.
Omni PCB is also a founding member of Geek-A-Palooza. These regional events provide all aspects of the local
electronic industry with a unique networking experience focused on expanding resources and knowledge, building
relationships and bringing the industry together in a social atmosphere.
SQmedia is a global digital marketing and innovation agency based in Dallas, Texas since 2011. By developing
systems that deliver powerful results while lowering marketing risk we effectively increase the overall
marketing budget value of our clients. Our unique agency model and a proprietary marketing methodology/
philosophy are the foundation of our results-first, low-risk marketing platform.
We work with B2B technology companies for whom our research has revealed a roadmap to a minimum 300% net ROI
first year. Our platform is designed to lower the risk of digital marketing by:
1) lowering the cost of digital marketing overall,
2) increasing width and breadth of talent /collaboration and
3) enabling the prediction of minimum ROI prior to a twelve month engagement, then delivering like clockwork.
We would love to learn about your business.