Author Archives: danielong

Future-Proof Your Devices With Phoenix Contact Modular Housing

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Housing is one of the key fundamentals for every household. Having the flexibility and availability of the right home will allow one to adjust comfortably when the family nucleus changes with time. Imagine a young couple that is planning for a family but is financially strapped and cannot afford a large home, obviously they will have to settle with a home that is smaller and more affordable. After a couple of years, their parents and children start to live with them. If they are more financially sound by then, the couple would need a place that is larger to accommodate a family of 7 people. The availability of homes in the market is key for the family of this size. 20 years down the road, the children would have grown up and moved out, and the family nucleus has strung back to just the couple living together. They will have the flexibility to downsize their home, or stay where they are currently residing.

In the same way, any device will need a housing to encapsulate the PCB. PCB design changes with time and with the demands and needs of the market, the PCB can become larger or smaller. A suitable electronic housing will need to provide the flexibility to adjust to the needs of the PCB and components.

Phoenix Contact offers a wide range of housing for our customers. From DIN-rail mounted, desk or wall mounted, to outdoor applications and handheld types.

For this blog, we would like to touch on the latest addition to our electronic housing family, the modular ICS housing system mounted on the DIN-rail that is for future-oriented automation devices.

What is so special about this product compared to other housing products that are available in the market? How is Phoenix Contact ICS modular housing unique from rest in the market?

Let’s start from the beginning, from the R&D standpoint.

Say today the R&D team needs to redesign a din rail mounted controller to be integrated with their new machine, they need to come up with the concept and proof of concept within 2 months. With Phoenix Contact ICS modular housing, we can fulfil their needs, taking into consideration of their demands of:

  1. Tight timeline
  2. Unique design required with their company logo
  3. Reasonable cost

Phoenix Contact has an online configurator that allows the customer to configure and select the right housing for their needs. The available options for the R&D engineers in our online configurator would consist of:

  1. Size of the housing to fit the size of the PCB.
  2. Single or twin PCB allowed in the housing.
  3. Accessories options on the upper and lower side of the housing – such as connectors, heatsink & fillers with vent, USB, RJ45, D-sub or antenna.
  4. If customer has any customise cut out required, we can do it accordingly with our existing fillers.
  1. T-bus connector available for the requirement of additional I/O modules.
  2. Front cover design options: Hinged transparent cover, flat closed cover or individualised custom cover. Customised printing and cut outs are also available for a nominal fee.
    No additional tooling charges involved!
  1. 3D simulation and CAD files available for download together with the part numbers of all selected parts and accessories.
  2. Heat simulation available if used for IC or electronic components that generate lots of heat.
    While many other companies charge for the thermal simulation, these are all freely available online!

Only Phoenix Contact provide such extensive product offerings and services which translate to:

  1. Cost effectiveness – No tooling fee on a new housing design with the advantage of our semi-customisable housing and free thermal simulation.
  2. Unique housing designed by the customer – Custom housing with printing and individualised covers.
  3. Quick sample service – samples can be requested online or through an email to the local representative.
  4. Future-proof and full proof design – Engineers can switch to the same series of housing with different sizes for future designs and Phoenix Contact will constantly be adding more accessories and services to value-add to the customers.

After all the designs are completed, engineers will need to transfer the information to their purchasing team and prepare for mass production. From the online configurator, you can download the part numbers of every piece part in an excel spreadsheet. This will seamlessly translate the information from the R&D team to the purchaser with extensive information in terms of:

  1. Drawings
  2. Pricing
  3. Piece parts and manufacturing part numbers
  4. One supplier for the fully established housing requirements from material, printing, and customisation.

A well-thought-out product, the ease of the production process cannot be neglected. Phoenix Contact has designed a mounting device that is able to assemble all the different housing configurations, and shorten the assembly process to mere seconds. That is both innovation and cost saving. To find out more about the mounting device and the operation, see this link.

Reach out your local Phoenix Contact sales team to find out how we can help launch our new projects effective and efficiently.

Looking forward to hearing from you soon.

7 Habits of Highly Effective People (Part 1)

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Do you sometimes feel lousy, sluggish and lethargic? Recently, I was telling myself, “Hey, I need to do something to better improve my mind-set and be more productive”.

One fine afternoon as I was walking past our in-house library shelf, a prominent book caught my eye, “The 7 Habits of Highly Effective People” by Stephen R. Covey. I picked it up and, deciding to step out of my comfort zone, started reading.

There are 3 parts to this book, and in this series of blog articles, we will be covering part 1. It speaks of the private victory that needs to be inculcated as a personal habit. Private victory means to have self-mastery in our personal life and to become independent with 3 pointers, the first of which is shown below.

  1. Be Proactive

Imagine 2 sales people, one of middle age who is only ever complaining about how tough it is to do sales today and how customers are ever demanding and always comparing prices. Moreover with the high cost of living, the stress level is overwhelming. His habit: always reactive.
The other, a young chap who understands and seeks to improve the situation by finding ways to gain more commission from his sales, in order to generate passive income to better provide for his family. His actions: always proactive.

Being the first guy is the easy way out, it requires less effort and all that is needed is to be negative and compliant. On the other hand, being the young chap requires the spending of countless hours to understand the customers, to propose solutions to upsell to them and research on the best options that can allow him to make passive income to the best of his abilities.

Responsibility – ‘response ability’ is the ability to choose your response. With this ability, the freedom to choose based on self-awareness, imagination, independent will and conscience, our proactive response will be determined.

Recently, taking over a key customer from the previous sales person, there were many gaps and unknowns such as:

  • No customer part number tag to manufacturer part number
  • No project names of existing orders
  • No project names of upcoming models
  • Uncertain about the allocation of the awarded parts.
  • No annual usage
  • No account plan

Two options were available, to sit there and complain about the missing information and put the blame on everyone else who is and was involved for not doing a good job, or to take the initiative to go to the customer and fill up the gaps and missing information.
Coming up with a proactive plan in mind to understand the customer, giving customers the assurance and security that we are interested in their business and to provide the best support that they can get, is the game plan.
It is not an easy path, but the rewards will be reaped after we sow the seeds.

Finally, I will leave you with some food for thought.

Stay tuned for the other 2 habits in my future blogs.

A Winning Formula for an Ex-Customer

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In late 2015, the DC sales team was tasked to identify a list of lost and new customers to work on in order to increase the company’s sales turnover. There was one particular customer who used to purchase parts through a channel partner of Phoenix Contact. However, there were no longer any orders from this customer since 2010. After conducting some research on the customer’s business and what they manufacture, the decision was to win back this customer that was lost for more than 5 years. The big question was, “What caused the loss of this customer? Why did this customer go to our competitor and why choose our competitor over Phoenix Contact?”

Due to the confidentiality of the customer and for the ease of writing, let’s call this company “SCIT.”

As SCIT was not upfront with us in the beginning and had reservations to use Phoenix Contact parts, we had to make a few assumptions.
There were a few possible causes why we lost SCIT:

  1. Competitor gave better pricing
  2. Bad service & support from channel partner
  3. PxC product quality was not up to mark

At that time, one of the members of the sales team was tasked to win this customer back and so many persistent sales calls were made. And yes, you have probably guessed,  it was all of the above that caused the customer to walk out the door.
Way back when SCIT stopped purchasing Phoenix Contact parts, it was handled by a distributor and they gave poor support, high pricing and abhorrent service to the customer.

So what formula did we undertake to win this customer back?

  1. Find out the reason they chose our competitor

The first step is was to understand why the customer left and chose our competitor over us. There can be many reasons and probing with the right questions will allow us to find out the underlying problem, subsequently devising the appropriate solution/strategy to win the customer back.

  1. Be persistent and genuine

To have the “never-say-die spirit” is another important factor. The customer can be reluctant to provide any information, orders or chances. This is when constant follow-up is necessary to demonstrate to the customer that we are interested in them. And in order to do this, being genuine is the key to unlocking the closed door and allowing them to open up. Customers need to know that we are also genuinely interested and they must know and can feel that we are there to help them achieve their targets and create a win-win situation.

  1. Delivering over and beyond customer’s expectations

Hai Di Lao is a perfect example of a company that goes beyond the call of duty to provide the best customer experience. With the long waits and queue, Hai Di Lao provides free manicure services, free fruits and drinks and comfortable sitting areas while you wait for your turn to dine in. A case in point, there was an instance when a family happened to walk past the shop and the servers offered ice cream to the kids, even though this family was not patronising the shop! That’s what a memorable experience is all about.

Keeping the “wow factor” in customers constantly and consistently will cause SCIT to keep us in their mind not just in times of troubles but they will also give others in the industry good feedback about us and refer others to us. Something as simple as a speedy quotation, or calling them back when we missed their call will make them feel important and give them the assurance they can count on us to fulfil our promises. When good service is provided, customers come back, referrals are introduced and business grows.

Going all out to help customers resolve their problems and providing a solution for their issue will help to keep them as a valued customer. In this case, MOQ was high and leadtime was long, causing the customer to keep lots of stock in order to reduce leadtime. So we provided a solution of lesser MOQ and shorter leadtime with a fair price, helping to resolve their critical problem with high exposure and inventory cost.

  1. Building customer’s confidence in us

Offering a wide range of products and support, along with product knowledge, are vital to build the customer’s level of confidence in us. With the vast range of products we offer in Phoenix Contact, they can procure more than just a certain type of products with us, allowing us to upsell more products to SCIT. Starting with just terminal blocks, circular connectors and markers, we moved on to sell even tools. In the future, as they move towards more projects, we will have opportunities to sell industrial electronic products such as surge arrestors and power supply to them as well.

Having the different product managers who champion their own product range helps to clarify doubts and provides information to SCIT when it is needed. Customer service support and timely delivery from logistics are also contributors in rebuilding the branding and SCIT’s confidence in Phoenix Contact.

Without the whole team in place and working together, recapturing the customer would not have been achievable.

In conclusion, there is no one hard and fast formula to winning back a customer but there are certain values that you need to inculcate to win back your customers. From all these, there is only one vital key and that boils down to building a long term RELATIONSHIP with the customer.

Multi-functional Enclosure – ME-PLC

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Phoenix Contact ME-PLC enclosureIn a recent application design, a customer was looking to replace their standard metal communication rack as they want something more versatile. They needed an off-the-shelf solution but yet offered flexibility to be customized to suit the needs of their customers.

Multi-functional Enclosure, ME-PLC – The Obvious Choice

The ME-PLC was the obvious choice. Together with a large PCB (Printed Circuit Board) assembly area, this multi-functional enclosure system offers a high functionality for a wide range of applications. The ME-PLC enclosure offers enough space for a large PCB so as to accommodate complex circuitries.

Phoenix Contact's ME-PLC in a cabinet

If more PCB cards are required, the din rail T-bus connectors will allow chained connections for different configurations and setup. Moreover, the customer can build standard cards and allow end-users to choose the final configuration.

ME-PLC LED displayLEDs and 7 segment displays can be placed, on the top front of the housing, for identification and notification purpose based on the users design and purpose of the PCB which is critical for customer’s design.

ME-PLC enclosure with leverSince the product is a communication device, the plug-in front connection comes with a lever that enables easy disconnection. This is an advantage especially when there is a need for rewiring in tight spaces where accessibility to the housing is a challenge .

Currently, no enclosure in the market allows for such versatility and high functions in one package.

More Than Just Cost Savings

The customer sees the benefits of using a multi-functional enclosure like the ME-PLC instead of using metal racks to house the PCB cards, as it will help save:

  1. Cost of housing material (8 sets of ME-PLC can bring about 30% saving from traditional metal racks)
  2. Space in the cabinet when din rail mounted
  3. Easy connect and disconnection when troubleshooting

Besides PCB terminal blocks, different connections can be applied on this enclosure such as USB, D-subs, RJ45, etc. All that is required is to laser cut the flat front cover for the opening of the connectors required. The connector options are endless.

So now you understand how a Phoenix Contact customer in communication device will benefit from the ME-PLC. Other suitable applications for ME-PLC include:

  1. Driver cards
  2. Alarm and remote control systems
  3. Measurement systems

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Look no further as there is no other housing like the ME-PLC. Check out our website to find out more or leave us your contact at marketing@phoenixcontact.com.sg and I will get in touch with you as soon as I can.

Environment Case System – All-weather protection for PCB Applications

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As the world’s climate continue to change and the weather becomes evermore unpredictable, the need for an ideal enclosure to protect the printed circuit board (PCB) has just became more important.

Phoenix Contact has just the solution. Introducing the Environment Case System (ECS)!

The applications for this enclosure are endless. From a control unit on the exterior building to a sub electronic board on the top of a lamp post, the ECS is a suitable enclosure for even adverse weather condition.

5 Features of the Environment Case System

So what benefits do you get with the Environment Case System (ECS)?

  1. Since it is designed for most outdoor use, the ECS is able to withstand operating temperatures of -40˚C to +85˚C, UV exposure, and it is even able to reduce pressure build up that occurs when an environment has temperature swings through an optional pressure compensation membrane. Therefore, providing an IP67 rating which is dust proof and jet water resistant.

    Environment Case System - Pressure compensating membrane

    Environment Case System – Pressure compensating membrane

  2. It has tamper protection via a cable binder to indicate proof if the closure has been opened after installation.

    Environment Case System - Anti-tamper

    Environment Case System – Anti-tamper

  3. It is robust and hardy. Tests have been carried out with more than 100KG force applied with no distortion or damage.
  4. Pole-mount accessories facilitates easy installation on a pole rather than requiring a wall to drill and secure the enclosure to.

    Environment Case System - Pole Mount

    Environment Case System – Pole Mount

  5. Although the ECS is a standard product, the enclosure can be semi-customise of cut-outs is possible on any flat surface.

Market Applications for ECS

With such a lineup of features, what applications can you use the Environment Case system for?

  1. Telecommunication locations
  2. Outdoor building automation
  3. Green energy such as wind and solar energy
  4. Unmanned utility vehicle
  5. Testing & monitoring equipment
  6. Agriculture equipment

Contact us now at marketing@phoenixcontact.com.sg for a sample to secure your PCB from any harsh environment.