In the internal discussions, prior to the meeting with Hectronic, the development engineers suggested to buy the CPU module from one supplier, the touch display from another supplier and to develop the carrier board and to integrate the system in-house.
The Purchasing Director always objected by referring to the problems that had occurred with the DC/DC converters. He wasn't pleased by the fact that the suggestion meant shared product responsibility between two suppliers and his own company. He wasn't particularly keen on managing the manufacturing of the carrier board himself either.
Hectronic's set-up to accomplish a similar semi-custom design in production was presented and his mood shifted when he realized that Hectronic offered to take the full product responsibility. The business deal was closed. Hectronic developed the carrier board to match the requirements in the medical technology products and put the board in production.
Hectronic supplied the medical technology company with units consisting of one carrier board with the CPU module (Hectronic's own product) mounted and a touch display supplied by one of Hectronic's suppliers. The OS image was loaded and the system fully tested prior to shipping. The medical technology company bought units including CPU module, carrier board, touch display and operating system from Hectronic at a price negotiated for the first 5000 units.