Electronic technologies constantly change the global economy and at the core of the transformation could be the electronic component industry. This evolution is forcing a paradigm shift in how electronic component distributors must conduct business, now and in the years to come, if they would like to succeed.
Some, but not all, distributors have adapted to this change by giving more than just a product. They have shifted from strictly distribution of components and connectors to include value-added services, such as for instance just-in-time (JIT), custom design capabilities, assembly and kitting, as well as engineering services.
Benefits for OEMs
Offering value-added services provides several benefits to original equipment manufacturers (OEMs) and their designers/engineers. OEMs are not always knowledgeable about the merchandise available in their mind or conscious of the most recent component technology. There clearly was a time when manufacturer’s representatives were the conduit through which customers were educated on the manufacturers’ product offerings. Today, manufacturers are dramatically reducing their outside sales forces, and so the duty of educating the OEM is currently the responsibility of the distributor. This places the onus on the distributor to be an expert in what they sell or face the effects of lost opportunities.
This shift benefits the OEM because a company does not look beyond a unique product line when assisting the designer/engineer with part design. A vendor with a wide variety of products and product knowledge can provide OEM viable alternatives they could not need known existed.
When designing a complete system, the designer/engineer is confronted with several challenges through the entire development of the project and may overlook problems that are imperative to the success of the design. Since the distributor services a number of customers from various industries, it’s confronted with diverse applications utilizing a variety of design concepts. The distributor can use this expertise to supply suggestions and alternative solutions to the OEM, possibly avoiding costly design mistakes.
Today’s distributor needs to utilize consultative selling. It needs the data to help the designer/engineer when troubleshooting problems such as for instance inter-connectivity issues or environmental concerns. Will it be exposed to gases, liquids, pressure as well as salt spray? What about the size, shape and configuration of the machine? Design panels do not at all times permit adequate space or unusual locations. What about mating? The distributor could offer alternative mating solutions so the OEM isn’t forced to rely on one manufacturer. The distributor must certanly be knowledgeable enough to judge the environment, size restrictions or obsolescence of the components being designed in, and then inform the designer/engineer of any possible issues while offering viable solutions.
Another change taking place at the distributor level is product customizations. For applications where standard products or solutions are not always available or a company isn’t willing to work well with the OEM on a brand new design, today’s value-added distributor can offer customization services such as for instance plating, custom cable assemblies and custom pin configurations. Not absolutely all distributors have this capability, but those that do add significant value with their relationships using their customers. Inturn, this creates loyalty, and it’s loyalty that keeps the customer coming back.
The New Distributor
Today’s successful distributor must stock a wide selection of inventory to really have a differential advantage in the marketplace. They could typically reduce manufacturers’ lead times from weeks to days. Like, BTC Electronic Components (BTC) – a value-added interconnect supplier – can offer 24 to 72 hour delivery on back panels and custom connectors to the aerospace and military markets that traditionally experienced lead times as high as 12 weeks.
Sales through distribution will continue to improve over the following few years. A big section of this is because OEM’s have started initially to be determined by theirs relationships with distributors a great deal more so than its relationship with the component manufacturer 토토총판 . OEM’s be determined by the distributor for their product expertise, as well as, design because redesign today simply costs an excessive amount of time and money. A correct solution must certanly be found quickly and on the initial go-round.
The electronics industry is continually evolving, and value-added distributors have their fingers on the pulse of new trends and technologies. They are in tune to these changing trends and will often have the resources to implement, and at times, perfect the idea. There are notable examples whenever a distributor has been in charge of an industry design that is now commonplace.
Component distributors cannot always be everything to everybody. What they can do is find their niche(s) and service their customers well. It is important for distributors to supply continuing education programs with their organizations, and keep current on emerging technologies and markets, as well as constantly changing old markets. Whether large, small or mid-sized, a distributor must offer quality products and on-time delivery. But most importantly, it must add value to the OEM and its engineers/designers.