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Saga VI – Semiconductor and Electronics: Uncover opportunities and increase revenue
March 2019 Sales Accelerator Campaign
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Uncover Opportunities and Increase Revenue – Agenda
Semiconductor and ElectronicsPatricia Heredia, Industry Marketing Manager
SECS/GEMNick Infelise, Product Engineering Manager
Front End and Back End Traceability and InspectionHarper Zwicky, Application Engineer
IPC in SemiconductorClark Kromenaker, Product Manager
Success Story: Lunch and Learn @TELMichael Frommelt, Regional Sales Manager
Sales Accelerator Campaign – Industry Solutions
• Saga I Food & Commodities
º Traceability
• Saga II Food & Commodities
º Package Sortation
• Saga III Automotive
º Traceability
• Saga IV Semiconductor and Electronics
º Traceability
• Saga V Automotive
º Traceability: Focus on the “M” of MVRC
• Saga VI Semiconductor and Electronics
º Uncover Opportunities and Increase Revenue
Semiconductor and Electronics – Uncovering OpportunitiesGlobal industry association representing the electronics manufacturing supply chain
Omron (Japan) has been a member since 1996
OEI (Industry Marketing Group) became an active member since 2017
The Fab Owners Alliance, a SEMI Strategic Association Partner, is an international group of semiconductor & MEMS fab owners and industry suppliers
In November 2018, OEI became part of the Fab Owners Alliance (FOA) in the Service Providers modality
As a result of the FOA quarterly meetings, Omron has been able to meet with main semiconductor vendors and service providers, such as TEL, Global Foundries, AMAT, Intel, among many others
Semiconductor and Electronics – Tokyo Electron Success Story
Customer
TEL – Chaska, MN
Omron Industry Solution
SECS/GEM + inspection + IPC
Success Story
02/27 Onsite Lunch and Learn
Semiconductor and Electronics – Tokyo Electron Success StoryAttendees
Product Design Engineering Manager
entire teams: Electrical, Mechanical
and Product Engineering
Uncovered Opportunities
• Liquid leakage sensor application
• Wafer position, see through glass
• SECS/GEM and OCR reading
• Color detection on Argon jet to determine flow
• IPC, remote monitor
• EtherCAT for pressure sensors, transducers, vacuum valves
Semiconductor and Electronics – Tokyo Electron Success Story
Working with our team
How was your experience? Michael Frommelt - Regional Sales Manager
Lunch and Learn – Semiconductor and Electronics Concept
Solution
SECS / GEM + inspection + IPC
___________________________
Demos
NJ5 demo with HMI
FH inspection system
IPC
Scanning station
___________________________
Target audience
Engineering teams
Electrical and Mechanical
Most Semiconductor Equipment Needs a PC
Features and Benefits for Semiconductor
Compact Size
Allows multiple IPC to be installed in a 1RU rack space
OS Independence
Allows preferred OS to be used instead of Windows
Performance
Independent testing by one of our good customers confirms our performance exceeds the competition
Omron IPC in SemiIPCs are used extensively in Semiconductor industry
Focus on Omron’s compact IPC, performance, quality, machine version to replace Beckhoff.
A successful sale could result in many IPCs per year. We can do better in pricing for quantities. Don’t think we can’t meet price.
Objections you will run into:
• We use rack mount computers-19” EIA telecommunications rack
• A clean room application doesn’t need an industrial computer
• We need a VESA mount for mounting the monitor on an arm.
Rack mount PC
VESA Mount Monitor
CONFIDENTIAL
Target ProfileSince SECS communications are used in Flat Panel Display and LED industries as well as semiconductor industry, FPD and LED industries should be included in accounts you may visit
Equipment BEquipment A
MC+SECS/GEM(One CPU)Monitoring system(Ex. FDC)SECS Middleware
HOST
HUB
SECS-Ⅱ
HOST
SECS-Ⅱ
Equipment A Equipment B
DIO.AI.RTD DIO.AI.RTD
Ethernet or serial comm.
EtherCAT
HOST
SECS-Ⅱ
EtherCAT
Equipment
Unloader Loader
Temp. control
1. System configuration is 1:1 or 1:N betweenNJ501-1340 with equipment.
2. Middleware NJ501-1340 has connect with equipment by Ethernet or serial comm..
3. Incase of SEMI Backend user, The main processing machine is required to use the 1:1 configuration, sub system is 1:N for datacollection.
1. System configuration is 1:1 or 1:N betweenNJ501-1340 with equipment.
2. NJ501-1340 has install the DIO, AI for FDCmonitoring signals.
3. NX-IO Block is an best solution for SEMI Backend industry, the module/program blocks is easy to use for production line re-layout.
1. Integration Machine Control and SECS/GEM communication functions in One CPU system.
2. The machine software designer usesthe same variables between SECS host comm. and control program.
3. Proposal OMRON knowhow for automations,especially the vibration and temp. control.
Three SECS/GEM system application models for target industries
SPIN Questions – NJ501-1340 (SECS/GEM)
SITUATION
SECS Middleware (typically at end-user)
How many middleware PC’s are on the FAB floor interfacing to your HOST?
How old are they?
Can you easily add or modify messaging events at the tool?
Do you ever need to add data being sent from the tool?
Monitoring System (end-user or tool manufacturer)
Do all of your tools interface to a HOST using SECS/GEM?
If not, is this being mandated for traceability needs?
All-In-One (tool manufacturer)
Do you utilize PLC’s as the control platform on your tools?
If so, does your current platform require a PC as middleware to the end users HOST system?
SPIN Questions – NJ501-1340 (SECS/GEM)
PROBLEM
SECS Middleware (typically at end-user)
Are you seeing the need to replace PC’s due to age or failures?
Are there issues of old software unable to run on new PC’s?
How challenging has it been integrating in your new PC’s?
Monitoring System (end-user or tool manufacturer)
Do you now require to have tools that do not communicate to The HOST do so?
Would those tools need to be modified by yourself or your supplier?
All-In-One (tool manufacturer)
Are your end users requesting SECS/GEM as well?
Are your PLC’s actually PC based needing many firmware updates and possibly susceptible to security issues?
How long does it take you to develop the programming for a tool?
NEEDS-PAYOFF
How would you benefit from an improvement in all tools having SECS/GEM capability?
What would be the impact of simplifying the integration of your next system?
If you could prove to your customers that you are able to provide SECS/GEM to meet their requirements, what would that mean for your business?
IMPLICATION
What is the cost of replacing PC’s and getting custom code re-written and compiled for new OS?
How has the complexity of integration impacted your line startup time and cost?
What impact does not being able to incorporate SECS/GEM have on your or your customers’ production process?
SPIN Questions – NJ501-1340 (SECS/GEM)
CONFIDENTIAL
Omron NJ501-1340 (typically takes 1 month or less to develop)
o No address conversion is needed Same tags generated for SECS/GEM variables are imported to NJ
o SECS messaging generation is needed (takes about 10 minutes/message)
o Fast, easy FB library as well as pre-written code by OEI ATC is available to shorten overall development.
Competitive Comparison
Advantage
Three competitive scenarios exit in this marketplace
o PC running custom developed software (Scenario A)
o PC or PC based PLC running packaged software (Scenario B)
o PLC with C co-processor module running special software (Scenario C)
Scenario A (typically takes 6-8 months to develop)
o A team software engineers with extensive knowledge of SECS/GEM is needed
o Each customer would require custom code to meet the specific needs of each
Scenario B (typically takes 3 months or more to develop)
o Address conversion is needed
o SECS messaging generation is needed (takes about 1 hour or more/message)
o Middleware to PLC is required
Scenario C (typically takes 2 months or more to develop)
o Address conversion is needed
o SECS messaging generation is needed (takes about 30 minutes or more/message)
o Learning the special software is required
FH and FH-V7
• OCR
• 2D Codes
• Measurement
• Presence / Absence
• Counting
• System Integration / Ease of Use
• Sysmac Studio
• Back-End Chip Inspection
• MDMC Lighting
• Photometric Stereo Lighting
• Ask questions
ZW Series Measurement Sensors
• High level of resolution
• Static Resolution of 0.25µm
• Planar measurement
• Thickness Measurement
• Coordinated Measurement
ZW Series Measurement Sensors
• Additional Examples
MicroHAWK and MicroScan Product Applications
• MicroHAWK• Small Reader for ID and MV applications
• Embeddable into machines
• Traceability
º Tracking chips during assembly
º Pass/Fail matchcodein assembly
• Blemish and defect detection
• Presence / absence detection
• MV-4000• C-Mount Lenses (high quality optics)
º Very Accurate Visual Inspections
• High Speed
• Direct connection to monitor for HMI
Tokyo Electron – TEL
What is this customer
looking for?
Which Customers are suitable for this concept?
E1 E2 OEMSubsystems and EMS
(Electronics Manufacturing Services)
Where Do We Find These Customers?
Company Name City State/Province Omron RSM SalesForce Link Address Zip
MiQro Innovation Collaborative Centre (C2MI)Bromont Quebec Frank Pennimpede https://omron.my.salesforce.com/0015000000wqc05?srPos=0&srKp=00145 boulevard de l'AéroportJ2L 1AQ3
Teledyne DALSA Bromont Quebec Frank Pennimpede https://omron.my.salesforce.com/00100000002Qeo6?srPos=0&srKp=001
AOS Hillsboro Oregon Kurt Tahira https://omron.my.salesforce.com/00150000015PXWz?srPos=0&srKp=0013131 Ne Brookwood Pkwy97124
Digital E1 San Jose California Christoph Wimmer Digital E1 3725 North First Street 95134-1700
Digital E1 Santa Clara California Christoph Wimmer Digital E1 3250 Scott Boulevard 95054
Argonne National LaboratoryArgonne Illinois John Tomczak https://omron.my.salesforce.com/00100000004Q869?srPos=0&srKp=0019700 South Cass Avenue60439
Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0013404 East Harmony Road80525
Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0014380 Ziegler Road 80525
Broadcom (was Avago) Fort Collins Colorado Darren Henderson https://omron.my.salesforce.com/00138000019rLw2?srPos=3&srKp=0014380 Ziegler Road 80525
Cypress Semiconductor CorporationAustin Texas Mike West https://omron.my.salesforce.com/0013800001DOI9S?srPos=0&srKp=0015204 East Ben White Blvd.78741
Elume, Inc. Newbury Park California Darren Henderson None 587 Ventu Park Rd, Thousand Oaks, CA 9136091320
Entrepix Inc. Tempe Arizona Darren Henderson https://omron.my.salesforce.com/00100000005Ou7Y?srPos=0&srKp=0012315 W. Fairmont Dr. 85282
Globalfoundries Essex Junction Vermont Ed Santangelo https://omron.my.salesforce.com/0013800001Jv5ds?srPos=3&srKp=0011000 River Street 05452
Headway Technologies, Inc.Milpitas California Kurt Tahira https://omron.my.salesforce.com/00100000005gn0F?srPos=0&srKp=001682 South Hillview Drive
Honeywell Incorporated Plymouth Minnesota Michael Frommelt https://omron.my.salesforce.com/00100000004QAC0?srPos=22&srKp=00112001 Highway 55 55441
IBM Microelectronics East Fishkill New York Ed Santangelo https://omron.my.salesforce.com/00100000004QAFc?srPos=28&srKp=0011580 Route 52 12533
IBM Microelectronics Yorktown Heights New York Ed Santangelo https://omron.my.salesforce.com/00100000004QAFe?srPos=12&srKp=001Route 134 Kitchewan Road 1101 Kitchawan Road, Route 13410598
Infineon Mesa Arizona Darren Henderson None for Mesa location 550 W. Juanita Ave. 85210
Intel Chandler Arizona Darren Henderson https://omron.my.salesforce.com/0010000000702EP?srPos=1&srKp=0014500 South Dobson Road85248
Where Do We Find These Customers?
Where Do We Find These Customers?
Another great tool:
As simple as doing a quick search
“secs gem education”
350+ results
• Identify top G10/G100 Semiconductor and Electronics targets in region
• Contact Industry Marketing Manager/ Product Marketing Manager/Advance Sensing Sales Team/Product Engineering Manager
• Schedule on-site Lunch and Learn
Call To Action
FY19-1H Key Events
Industry Training
Semicon West 2019
FY19-Q1 FY19-Q2
Available content: www.omron247.comCase studies, industry applications, white papers, presentations, videos and more
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