PCB/PCBA Buyer: Questions from your supplier about how to make the quotation are a good thing

I have heard many PCB/PCBA buyers complain that their suppliers have many problems before quoting.

I have also heard many suppliers (salesmen) complain that customers (buyers) always do not answer their questions in full or simply do not respond to requests about how the quote should be made.

Supplier: Could you please tell me the PCB specification for quoting?

Buyer: I have sent the files. Please make a quotation according to the files.

Supplier: I have checked the files but did not find the PCB specification.

Buyer: Please quote based on common specifications.

Supplier: Could you please clarify the fabrication requirements like thickness, material, cooper weight, and finishing?

Buyer: Other suppliers sent me quotations without these questions.

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Supplier: Could you please tell the Qty and test requirements for the quote? Is alternative P/N acceptable for components? Do you need a conformal coating for PCB Assembly?

Buyer: I need 1200pcs. Alternative P/N is okay.

Supplier: Do you need conformal coating? Do you have testing instructions?

Buyer: ... (NO REPLY)

Supplier: Hi, would you please tell me all the requests? So I can make the quote completely. Or I will quote for 10pcs samples and 1200pcs, alternative P/N, with coating, without any tests. Is it OK for you?

Buyer: ... (NO REPLY)

Well -- yes, communicating many details can be annoying, and I understand the instinctive feeling you get when your supplier asks a lot of questions. Usually, buyers like suppliers to provide quotations quickly and efficiently, but also show professionalism at the same time. Such a request is indeed a bit too high.

Buyers should appreciate these questions. The number of questions asked is directly related to the completeness and detail of the quotes received.

Can the supplier assume and proceed without asking the customer? Certainly. But should they? Buyers should not expect all suppliers to be professional enough to provide multiple, complete quotes.?

I know that the buyer usually sends RFQ to many suppliers at the same time, and the time to collect quotations is tight, and his supervisor may want to get the proposal as soon as possible. However, the more detailed and complete the information you provide, the more efficient you will be in getting a good quote in theory.

EMS suppliers hope to be able to understand the needs of customers clearly and grasp the accuracy of quotations. Their questions help both parties complete the quotation more efficiently and enter the cooperation negotiation stage faster.

Therefore, it is well worth taking the time to prepare a request for quotation ahead of time and to answer the supplier's questions clearly and completely.

PCB Fabrication Notes, e.g.:

1. Build Standard: IPC-6012A Class 2 or better

2. Material: FR4, Tg170, UL 94V-0, RoHS

3. Thickness: 0.062 inch (1.6 mm) nominal, +/-10%

4. Finished Copper: 1 oz. inner, 2 oz. outer

5. Finishing: ENIG, 1U”

6. Solder mask: Green, top and bottom

7. Silkscreen: White, top and bottom

8. Tolerance: a. Rout: +/- 0.010 inch

9. Impedance: 50 ohm for 33.5 mil traces on the Top layer with respect to Mid-layer 2

10. Test request: Perform electrical open/short test in accordance with IPC-9252

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PCB Assembly Manufacturing Notes, e.g.:

1. Qty for quotation: samples qty, volume qty (each production/each order)

2. Whether alternative P/N for the component is acceptable or not

3. Are tests (X-RAY/ ICT/ FCT) needed?

4. Programming and FCT Test Instructions

5. Is conformal coating needed??