Daiichi Jitsugyo India Pvt Ltd. (DJK), a famend provider of commercial manufacturing merchandise, is making its mark globally with a presence in over 18 nations. In a current technical interview, Rahul Chopra and Sharad Bhowmick from EFY sat down with Shigenori Yuki, the Managing Director of DJK India, to delve into the dynamic world of electronics manufacturing. With Yuki’s intensive expertise within the trade, the dialogue revolved across the methods employed by DJK to navigate the ever-evolving panorama, deal with international market fluctuations, and handle buyer calls for. Moreover, Yuki make clear the popular manufacturing gear within the Indian market and presents useful insights into the challenges and developments shaping the realm of electronics manufacturing.

Q. How did you evolve into electronics manufacturing merchandise?

A. Really, initially we began promoting injection moulding machines in Saudi Arabia, catering to prospects who wanted plastic elements manufacturing. From there, we expanded our operations and commenced manufacturing plastic elements ourselves. About 30 to 40 years in the past, we ventured into meeting companies positioned in Japan, producing consumable merchandise. Over time, our prospects began increasing to the US, and so they expressed a necessity for digital chip mounters. Round eight years in the past, we established a enterprise partnership with Panasonic, and began promoting chip mounters in India. Our collaboration with Panasonic led us to diversify past chip mounters and in addition concentrate on peripherals and different buyer necessities. This marked the start of our journey into electronics manufacturing.

Q. At the moment, what’s the profile of the agency? What number of nations are you in?

A. We’re at the moment current in 18 nations, with our foremost operations concentrated in thirty-six areas.

Q. Are you primarily concerned in reselling gear or manufacturing digital gear? How do you outline DJK now?

A. We now have six enterprise segments and one of many enterprise segments is electronics. At the moment, about 30% of Panasonic’s chip mounter gross sales are coated by DJK. Other than that, we’ve publicity to the Chinese language market, Southeast Asian market, US market, and European markets, together with the Indian market.

Q. Since Panasonic additionally sells in some nations instantly, are you their unique distributor, or are there different distributors in several geographies?

A. There are different distributors as nicely. We collaborate with Panasonic by a number of methods, however we even have our personal manufacturing capabilities.

Q. What’s the distinctive energy of DJK, and the way have you ever maintained your dealership?

A. One in every of our key strengths is that lots of our international prospects are increasing their manufacturing areas worldwide. Consequently, DJK has established subsidiaries in numerous nations, permitting us to supply direct engineering and gross sales assist to our prospects. We now have engineers positioned in several areas who can help prospects on-site. This mix of technical experience and direct assist has been a major consider sustaining our dealership relationships. To summarise the reply, we’ve buyer base that’s increasing, and our assist group ensures a seamless expertise for our prospects.

Q. Does most of your prospects from Japan, or do you serve international prospects as nicely?

A. We now have prospects from numerous areas, together with China, Taiwan, and Korea, along with Japan. Our buyer base extends globally.

Q. How lengthy has DJK been in India?

A. We established DJK in India in 2006. Initially, our foremost buyer was Samsung, as they started manufacturing cellphones by knockdown operations. Since then, we’ve been supporting them and have witnessed important development in our buyer base.

Q. How has DJK India grown since 2006? What’s the development trajectory you’ve gotten noticed?

A. In 2016, we had two to a few prospects for electronics and in 2017 we had round 27 prospects. Nonetheless, over time, the quantity elevated to 68 prospects within the electronics sector. Regardless of the challenges posed by COVID-19, we’ve skilled substantial development. We imagine that extra prospects will enter the Indian market, and we’re dedicated to supporting them.

Q. If a worldwide buyer asks you whether or not they need to spend money on India, what could be your message to them?

A. Right this moment, I’d strongly comply with spend money on India. The Indian economic system is increasing, and the federal government is concentrated on enhancing infrastructure. Previously, infrastructure was a weak level for India, however the authorities’s initiatives have led to important enhancements. This makes it a beneficial time to ascertain a manufacturing unit in India and manufacture merchandise.

Q. Are there any main areas in India the place you see excessive demand?

A. We at the moment have three areas in India: New Delhi, Bangalore, and Ahmedabad in Gujarat. We at the moment are establishing our new workplace in Chennai. Andhra Pradesh and Tamil Nadu are additionally selling buyer funding. Northern facet, Delhi, and Southern facet, Chennai are notably attention-grabbing for us as a result of buyer curiosity and authorities initiatives selling funding in these areas.

Q. Do you’ve gotten group members positioned in Pune?

A. Sure, we’ve a gross sales employees member from Maharashtra and an engineer from the northern facet. They’re devoted to offering assist and constructing relationships with prospects in India.

Q. Does DJK promote solely new gear, or do you additionally deal in used gear?

A. We take care of each new and used gear. We now have a marketplace for used gear in Southeast Asia and Japan as nicely.

Q. In India, do you observe extra demand for brand spanking new gear or used gear?

A. The mindset is shifting in direction of new gear in India. Whereas up to now, prospects most popular buying used machines, they now wish to spend money on new machines.

Q. If a buyer asks whether or not they need to select used or new gear, how do you assist them decide?

A. The choice is dependent upon the particular necessities of the client. In the event that they want the newest expertise, we advocate new machines. We assess their wants and recommend the most suitable choice accordingly.

Q. These days, new machines typically include options like IoT that may scale back labour prices.

A. That’s an attention-grabbing query. Whereas labour prices are decrease in India, there’s important curiosity in IoT and machine-to-machine communication. Many individuals in India are intrigued by IoT and its potential advantages. Due to this fact, they search the newest expertise, together with IoT options, within the gear they spend money on. As DJK, we at all times introduce the newest IoT expertise to our prospects, and their response has been constructive.

Q. Do you additionally assist in coaching their group members?

A. We now have options for that. We now have our technical centre in Noida. Generally we offer coaching to prospects on expertise. There are occasions when 5 to 10 folks from a buyer’s group come to our expertise centre, and we give them hands-on coaching on the machines and clarify the structure to them.

Q. So, the coaching you present is hands-on coaching the place they really use the machines and get educated on them, or is it extra of a concept?

A. Sure, they get hands-on coaching on the machines. We cowl operation coaching, upkeep coaching, and troubleshooting as nicely.

Q. Panasonic chip mounter is your primary product. What are the opposite two or three merchandise or manufacturers which can be additionally common?

A. The Panasonic chip mounter is one in all our key merchandise. Second involves Keysight ICT & FCT gear’s. We even have the Board Dealing with Unit, SPI (Solder Paste Inspection) machine, Automated Optical Inspection (AOI) machine, Reflow Oven and printer. These are a number of the merchandise which can be in demand.

Q. Are all of those machines made by Panasonic, or are there different manufacturers you signify?

A. These merchandise are from totally different manufacturers. Whereas Panasonic manufactures chip mounters & printers, we’ve a number of different manufacturers as sources for the opposite gear.

Q. Are many of the manufacturers you signify Japanese, or are there additionally Korean or Chinese language manufacturers?

A. We primarily signify Japanese manufacturers, however we additionally collaborate with Korean and Chinese language manufacturers. Some prospects have particular excessive specs and necessities, so we offer options for the center and low-end vary as nicely.

Q So, you may cater to prospects who wish to do each high-volume manufacturing and low-volume manufacturing.

A. Sure, precisely. We offer options for purchasers throughout the spectrum, from high-volume manufacturing to low-volume manufacturing. We now have choices for all sorts of shoppers.

Q Do you additionally obtain inquiries from prospects who solely wish to do prototype-level manufacturing? Do you’ve gotten gear for them as nicely?

A. Sure, we do. Some prospects particularly wish to concentrate on prototype-level manufacturing, and we will accommodate their wants. We now have suppliers who cater to those necessities.

Q. How would you just like the DJK model to be identified within the minds of your prospects?

A. It’s a key issue for us. We organise webinars and seminars ourselves to advertise DJK. We now have held our personal seminars a number of occasions, we additionally collaborated with Panasonic and had a number of bodily seminars in locations together with in Gurgaon, Chennai and in Bangalore and on-line. It helps us set up a robust presence.

Q. Are the audio system at these seminars your group members or consultants from the amenities you signify?

A. Sure, many of the audio system at our seminars are our group members or consultants from the amenities we signify. We make sure that our seminars present useful insights and information to our prospects.

Q. What are some widespread misconceptions that individuals have, particularly concerning chip shooters and different gear?

A. I typically attend joint conferences with executives and prime administration of organisations. I at all times emphasise the important thing level that CPH (Chips Per Hour) is not only in regards to the worth but in addition about efficiency. It’s vital to not overlook the efficiency side. I request prospects to think about this side rigorously.

Q. How do you clarify this to them, particularly to leaders who could focus solely on the worth?

A. I clarify it to them primarily based on the fabric and data we offer. We now have international key prospects who perceive this level. Whereas worth is a consideration, a low worth with low efficiency doesn’t make sense. We wish to assist our prospects’ manufacturing, so we emphasise the significance of efficiency and the worth we offer by our merchandise and after-sales assist. This can be a key issue for us.

Q. What’s manufacturing assist?

A. Manufacturing assist includes serving to prospects optimise their manufacturing processes. For instance, we work on decreasing downtime and minimising changeover time to enhance General Gear Effectivity (OEE) and maximise productiveness. This can be a key focus for our prospects.

Q. So, whenever you promote a machine, your group displays its OEE, utilization and assists prospects in decreasing downtime and enhancing productiveness, proper?

A. Sure, precisely. We now have a variety of shoppers, and so they typically examine their productiveness to remain aggressive. Our engineers and gross sales employees have the information and expertise to assist maximise productiveness and supply ongoing assist to prospects. It’s an integral a part of our firm’s strategy.

Q. Do you additionally assist prospects in decreasing wastage?

A. Sure, we will technically assist in decreasing wastage. We will talk about particular specs and options to handle wastage issues.

Q. With the developments in expertise, similar to synthetic intelligence, there are machines that may detect counterfeit parts and carry out inspections.

A. Sure, this expertise is coming to India as nicely. Panasonic, for instance, is already utilising these capabilities. A few of our prospects also can profit from applied sciences that may detect counterfeit parts and enhance productiveness. It’s an thrilling improvement. These corporations are utilizing AI to maximise productiveness.

Q. Are there any future applied sciences that you just imagine can be coming quickly, globally or in Japan?

A. Sure, I imagine Trade 4.0, IoT, and M2M (Machine-to-Machine) applied sciences are important traits. Manufacturing processes will proceed to shift in direction of adopting extra superior applied sciences. Automation and using robots will doubtless improve, even changing sure guide duties. Our headquarters is already exploring and introducing these applied sciences to prospects.

Q. Have there been any deployments of robots in India for manufacturing?

A. Sure, robots are getting used within the automotive sector in India as nicely. A few of our prospects are utilising this expertise for sure processes, however not for every part.

Q. So, guide labour continues to be predominant in India?

A. Sure, there are cases the place guide labour continues to be prevalent. Nonetheless, I’ve an attention-grabbing story to share. For instance, in a single case, the gear needed to work 24 hours and the operators needed to carry out changeovers throughout nighttime, which led to a 30% lower in productiveness. By implementing automated specs and utilizing robots, the changeover time was diminished, resulting in improved productiveness.

Q. I recall listening to about one other model that showcased a 28% improve in productiveness utilizing robotic expertise.

A. Sure, expertise performs an important position. In such instances, system integrators utilise robotic expertise and design the system accordingly.

Q. So, if a buyer requires the involvement of a system integrator, do you’re employed with different corporations or companions?

A. Sure, we collaborate with system integrators when essential.

Q. In India, do you promote on to prospects, or do you even have resellers or brokers?

A. We promote on to prospects in India, however we’re open to having companions who can promote our merchandise instantly sooner or later.

Q. If somebody desires to grow to be your companion, do you’ve gotten plans in place for that?

A. Sure, we’re open to having a number of distributors in India. We imagine it’ll contribute to our development.

Q. What are your development plans for the following 5 years?

A. Our aim is to realize 5 occasions the gross sales income of the present yr. To perform this, we plan to ascertain satellite tv for pc places of work in several nations and areas, with gross sales employees, engineers, and web site managers.

Q. Do you’ve gotten particular targets when it comes to the variety of purchasers or income?

A. Our goal is to realize 5 occasions the gross sales income of the present yr.

Q. Once you have been requested to come back to India, what was your response?

A. It was very attention-grabbing and I used to be extraordinarily excited. I’ve been supporting our enterprise in numerous nations, together with Japan. After I got here to India, I used to be shocked by the potential of the Indian market. It’s a captivating place.

Q. So, you’re nonetheless enthusiastic about India dwelling in India?

A. Sure, in fact. Actually, my household has additionally relocated to India. We now have been right here for six years already, and we discover it to be an ideal alternative for each private and enterprise development. We plan to dwell in India for a very long time.

Q. Which a part of India are you staying in? How are you discovering it?

A. We’re staying in Gurgaon and having fun with our time right here. It has been expertise for my household, and we admire the market alternatives India presents.

Q. For the reason that previous few years international economics has taken an enormous toll. So, what adjustments did you make in your technique when it comes to procuring and gross sales?

A. Previously two years, we additionally confronted important challenges and struggled rather a lot. The worldwide electronics market skilled a downturn, and it was tough for our headquarters to grasp what was occurring. We held brainstorming classes with our gross sales group to provide you with new methods and visions. One profitable consequence was our concentrate on the Indian market, the place we collaborated (with DG Calles and Chipper) (Test with the speaker), which proved useful through the tough occasions. This technique will proceed to profit us sooner or later.

Q. Are there any main challenges you foresee in attaining the 5 occasions development goal?

A. As I discussed earlier, establishing the DJK model in India and making our prospects conscious of us are vital challenges. We additionally plan to ascertain a brand new manufacturing subsidiary in India, following our technique for electronics.

Q. Are you dealing with all companies of DJK or focusing solely on electronics?

A. I belong to the electronics division in Japan, so my focus is totally on electronics however right here I cowl all enterprise segments.

Q. Are you witnessing extra development within the automotive phase or every other phase when it comes to demand?

A. Sure, we’re seeing development within the automotive part, notably in promoting prospects with out electronics. We now have noticed a major demand from automotive prospects.

Q. Historically, Japan has been betting on hybrid automobiles. What’s your tackle that, and do you see India transferring in direction of hybrid automobiles or battery-only automobiles?

A. We’re observing each hybrid and non-hybrid options in India. We now have options to supply in each areas, and we’ll introduce them accordingly.

Q. Do you’ve gotten any particular options for battery administration that differentiate you from conventional electronics producers?

A. We now have options for battery administration, and we’ve acquired over 100 inquiries from Indian prospects up to now two years. Nonetheless, they have a tendency to want less expensive options, which makes it difficult for us to fulfill their necessities.