Calling themselves a comprehensive solution provider, how is a company ensuring component authenticity, managing pricing, fabricating and assembling, then offering cost-effective bulk solutions? Agalya Kondappan from Glonix unveils strategies to EFY’s Nitisha Dubey.
Q. How did your company evolve from PCB design to providing comprehensive turnkey solutions?
A. We began our journey in 2017 as a private limited company, initially specialising in printed circuit board (PCB) design. With expertise in design software, we excelled at PCB design. Gradually, we expanded into research and development (R&D) projects as well. Clients approached us with product ideas, and we transformed these concepts into finished products. We are now a comprehensive solution provider, from product design and development to mass production. Unlike other companies specialising in individual services like PCB design, fabrication, component supply, or assembly, we address the entire product lifecycle under one roof.
Q. Which companies are included in your clientele, and how do you ensure quality and reliability?
A. Our clientele includes prominent companies like Godrej, Daimler, Brakes India, and Exide Batteries. For Exide, we supply components to their Bengaluru and Gujarat plants and are exploring further opportunities to support them with electronics manufacturing service (EMS) solutions. We ensure that all materials we supply are 100 per cent original and rigorously tested. In cases where trading is involved, we source only high-quality components from trusted overseas suppliers. As I said, PCB fabrication, assembly, and testing fall entirely within our scope, ensuring seamless quality control.
Q. What industries do you serve?
A. We support drone development with essential components such as controllers, lenses, and cameras, and deliver advanced electronic systems tailored for robotics. Our expertise spans customised battery management systems and extends across power electronics, embedded systems, and consumer electronics. In addition, we contribute to medical and automotive technologies, including engine temperature sensing and efficiency analysis. Our services also cater to sectors like transportation, defence, military vehicles, and telecommunications. Notably, we have supplied components and PCBs as a third-party supplier to esteemed organisations such as ISRO and NASA.
Q. Where do you source components, and how do you prevent counterfeit parts?
A. While fabrication and assembly are done in-house, electronic components are sourced directly from manufacturers and authorised distributors. We rely on trusted manufacturers and distributors to avoid counterfeit parts for major components like ICs (active components) from brands such as Microchip and Xilinx. Passive components, including resistors, capacitors, and metal-oxide-semiconductor field-effect transistors (MOSFETs), are procured from reliable sources in countries like China, Taiwan, and Korea. By sourcing exclusively from trusted suppliers, we ensure the authenticity and quality of all components used in our projects. This approach helps us maintain high standards and eliminate risks associated with counterfeit or duplicate parts in the market.
Q. How do you ensure the authenticity and quality of components?
A. We ensure the quality and authenticity of components by sourcing them from authorised distributors and manufacturers. Although we are not authorised distributors ourselves, we collaborate with certified distributors who can provide test reports and Certificates of Conformance (COC). If the components are sourced locally, we can offer a COC with a 100 per cent replacement or refund guarantee in case of issues. Additionally, we perform secondary testing in trusted laboratories worldwide, including locations in Germany, the US, the UK, and China. We randomly test a sample of components, performing functional and electrical tests, and provide an uneditable test report to ensure the components’ reliability before they reach the client.
Q. What are your design capabilities, and what is your monthly maximum production capacity?
A. We specialise in designing high-speed impedance control boards, power control boards, and intensity boards. We can handle production volumes ranging from a minimum of five pieces to a maximum of 500,000 pieces, including fabrication.
Q. Can you maintain consistent quality while handling high-volume manufacturing demands?
A. Currently, 99.9 per cent of our boards are free from quality issues. However, we occasionally lose clients due to pricing concerns, as our prices tend to be slightly higher than those of suppliers from Mumbai, Delhi, or Gujarat. While clients may initially switch to these suppliers, they often return to us after a month or two, citing the superior quality of our boards. They frequently mention that boards manufactured elsewhere have lower error efficiency than ours. They often express curiosity about the materials and processes we use to achieve such high-quality boards. Any rare issues, which account for just 1%, usually stem from the components sourced from suppliers, not from our fabrication or assembly processes, which remain impeccable.
Q. Why do your clients have concerns regarding your pricing structure?
A. The base materials we select are superior to those used by suppliers in Mumbai and Pune. For instance, while their material costs might be around ₹1000, ours typically range between ₹1200 and ₹1400 due to higher quality standards. This reflects our commitment to using premium materials, even though it results in higher costs. Additionally, import duties and anti-dumping duties further contribute to the increased price of the bare boards we source, which is factored into our overall pricing.
Q. Do you provide support for customised PCB designs tailored to specific industrial applications?
A. Yes, we can handle it. Clients can provide us with their schematics, and we can also support customisation. They can share their concept and requirements if they require us to customise, such as the desired motor performance, output, and application functionality. We can then develop the necessary app or any other solution to meet their needs. Whatever the concept may be, we are equipped to provide full support in bringing it to life.
Q. What are your capabilities in producing multi-layer PCBs and advanced technologies like HDI, flex, or rigid PCBs?
A. Currently, we have in-house capabilities to produce up to eight-layer PCBs, specifically six to eight layers. We do not have an internal capacity for higher-layer PCBs at the moment. But we support our clients by sourcing these from trusted suppliers in Singapore and Germany. Our reliable overseas partnerships enable us to provide high-quality products at competitive manufacturer prices.
Q. What quality certifications does your company currently hold for its operations?
A. We hold an environmental pollution certificate, but we currently do not have Underwriters Laboratories (UL) certification due to lower production volumes. However, all the materials we use are sourced exclusively from UL-certified suppliers. We do hold an ‘International Organization for Standardization’ (ISO) certification and all necessary certifications for fabrication. Additionally, we are certified to fabricate medical devices, ensuring compliance with the required standards in that sector.
Q. How are the reliability and durability of PCBs ensured during manufacturing?
A. We have two primary testing processes: BBT (bargo board testing) and FBT (fireproof board testing). Most vendors conduct BBT after fabrication. During this process, the board is placed at a test point, and a thorough check is performed to identify any issues, such as short circuits or wire cuts. Each point is tested individually to ensure the board’s functionality and reliability. On the other hand, FBT is an added testing process we carry out in-house at our factory. Clients can observe this process during their visits. For FBT, the entire board is set up according to the specifications in our system. The machine then conducts an intensive test that lasts more than 24 hours, verifying the board’s performance and ensuring it meets quality standards.
Q. Do you provide testing services for assembled PCBs, such as functional or in-circuit testing?
A. Yes, we offer comprehensive product development services, backed by a dedicated team of R&D hardware engineers proficient in both hardware design and embedded programming. While clients typically provide the embedded code, our team handles the programming of integrated circuits (ICs) and performs rigorous testing to ensure proper functionality. We remain actively involved throughout the testing phase, working closely with clients by reviewing their test reports to verify indicators such as LED status, voltage levels, and specific functions like audible beeps—all confirming the board is functioning as intended. After assembly, we conduct detailed inspections to identify issues such as dry solder joints or other soldering defects. Finally, we carry out complete functional testing to ensure the board meets high standards of quality and reliability.
Q. Do you offer global shipping and manage the import-export process seamlessly?
A. I am heavily involved in component purchasing, playing a significant role in this area. Last year, our turnover was around ₹25.23 million, with ₹20 million coming from component supply alone. We have worked with several renowned companies, generating significant revenue from component purchases. Moreover, we hold an IEC (Indian Import Export Code) and certification, which authorises us to import and export materials. As we are deeply involved in component procurement, we also offer import-export services to our clients. Currently, we supply components to a German company that manufactures mobile controllers, and we regularly support them. We also have clients in Poland, the Netherlands, and several other countries, ensuring timely materials delivery.
Q. Can you consistently meet strict deadlines?
A. Yes. I can say 90 per cent of the projects on time, with delays typically occurring in the component supply phase, which accounts for about 10 per cent. Fabrication and assembly can be handled, so delays there are not a significant issue. If needed, I can even work 24/7 to complete the project. However, most delays arise from components, as I depend on suppliers who often provide a two-week lead time. Even after that period, delays can occur, as materials might still be in transit or undergoing testing. Since I test each component before importing, any delays are related to testing. While a two to three per cent deviation is possible, I always factor in buffer time during quotations and strive to meet deadlines 99 per cent of the time.
Q. What is the pricing structure for PCB fabrication and assembly services?
A. For PCB fabrication, we base the pricing on the square centimetre of the board. The price varies depending on the client’s dimensions and order quantity. For smaller orders, the cost is around 3 to 3.5 rupees per square centimetre, but for larger orders, it can drop to 0.45 rupees per square centimetre. For assembly services, we charge based on the number of points on the PCB. For prototypes, the rate may be 30 paise per point, and as the quantity increases, the cost decreases. The per-point charge could be as low as 15 paise for larger quantities.
Q. Are there any cost-saving options for bulk orders?
A. Yes, there are. Component prices fluctuate rapidly in the electronics market, especially with supply shortages. We suggest clients purchase components in bulk to avoid significant price increases. By procuring components in one lot and fabricating the boards at once, clients can lock in prices before they rise. We also maintain stocks of components in our warehouse, so even if market prices increase, we can still provide cost-effective solutions. If an order is cancelled, we can repurpose the components for other clients, minimising wastage and ensuring the budget is maximised.
Q. Can you address obsolescence challenges or provide suitable alternatives for older product designs?
A. Currently, we are working on insulated gate bipolar transistor (IGBT) components and achieving a 90 per cent success rate in sourcing the required parts. However, for specific obsolete components, it may take two to three years to procure them, and in the worst-case scenario, these parts might not be available in the market at all.
Q. How do you coordinate with multiple factions throughout the design-to-production cycle?
A. When we receive an inquiry, we immediately assess the current production status, the completion timeline for ongoing production, and when the next cycle can begin. This allows us to plan production efficiently. As the managing director, I regularly meet with the production managers for both assembly and fabrication to review the production cycle and determine when the next cycle can start. Typically, when a new order arrives, the current production is in its final stages. Once the ongoing project is completed, we either start the new project immediately or, if needed, run another production line simultaneously using our dual machinery setup.
Q. How is your manufacturing process structured across fabrication, assembly, and R&D operations?
A. We operate a fabrication plant in Bengaluru that is equipped with automatic and manual machinery. The plant was acquired from a vendor with over 30 years of experience in fabrication. Our fabrication process includes advanced cutting, drilling, and screening equipment, with multiple machines for each step. We use Yamaha machines for assembly, and our prototyping setup is equipped with cutting-edge technology. Our workforce includes 25-30 employees in the fabrication plant, 15 in the assembly plant, and another 15 at our head office. Additionally, we have a design R&D centre, which I personally oversee, with dedicated design engineers and two to three staff for component procurement and computer-aided manufacturing (CAM) works.
Q. Do you have any additional plans you would like to share with us?
A. We plan to establish a prototyping machine for PCB fabrication in Chennai to meet the growing demand for faster turnaround times. Clients often request PCB fabrication within two to three days, as the current standard of four to five days. This is offered by competitors, but usually extends to 10 days due to transit delays. To address this, we aim to deliver high-quality PCBs within two or three days, ensuring they meet professional standards suitable for prototyping developers. Furthermore, we plan to address the need for rapid assembly, as some clients require it within one or two days. You see, while specific tasks can be expedited manually, investing in advanced assembly machinery is essential to maintain quality and efficiency.
Q. What is your projected fiscal growth for the upcoming financial year?
A. Last year, our revenue was between ₹20-30 million. We expect it to exceed ₹50 million in the next financial year.
