Electronic technologies constantly change the global economy and at the core with this transformation is the electronic component industry. This evolution is forcing a paradigm shift in how electronic component distributors must work, now and in the a long time, if they want to succeed.
Some, but not all, distributors have already adapted to the change by giving more than a product. They’ve shifted from strictly distribution of components and connectors to incorporate value-added services, such as just-in-time (JIT), custom design capabilities, assembly and kitting, in addition to engineering services.
Benefits for OEMs
Offering value-added services provides several benefits to original equipment manufacturers (OEMs) and their designers/engineers. OEMs aren’t always proficient in the merchandise available to them or aware of the newest component technology. There was a time when manufacturer’s representatives were the conduit by which customers were educated on the manufacturers’ product offerings. Today, manufacturers are dramatically reducing their outside sales forces, and so the job of educating the OEM has become the responsibility of the distributor. This places the onus entirely on the distributor to be an expert in what they sell or face the consequences of lost opportunities.
This shift benefits the OEM because a supplier does not look beyond its product line when assisting the designer/engineer with part design. A vendor with a wide selection of products and product knowledge has the capacity to provide OEM viable alternatives they may not have known existed.
When designing a complete system, the designer/engineer is met with several challenges through the entire development of the project and may overlook issues that are vital to the success of the design. Because the distributor services a variety of customers from various industries, it’s subjected to diverse applications utilizing a variety of design concepts. The distributor has the capacity to make use of this expertise to offer suggestions and alternative methods to the OEM, possibly avoiding costly design mistakes.
Today’s distributor needs to work with consultative selling. It needs the knowledge to help the designer/engineer when troubleshooting problems such as inter-connectivity issues or environmental concerns. Can it come in contact with gases, liquids, pressure as well as salt spray? What about the size, shape and configuration of the unit? Design panels do not at all times enable adequate space or unusual locations. What about mating? The distributor can offer alternative mating solutions therefore the OEM is not forced to rely on a single manufacturer. The distributor should 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 occurring at the distributor level is product customizations. For applications where standard products or solutions aren’t always available or a supplier is not willing to work well with the OEM on a new design, today’s value-added distributor has the capacity to offer customization services such as plating, custom cable assemblies and custom pin configurations. Not all distributors have this capability, but those that do add significant value for their relationships using their customers. Inturn, this creates loyalty, and it’s loyalty that keeps the client coming back.
The New Distributor
Today’s successful distributor must stock a wide selection of inventory to truly 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 – has the capacity to offer 24 to 72 hour delivery on back panels and custom connectors to the aerospace and military markets that traditionally have experienced lead times all the way to 12 weeks.
Sales through distribution will continue to improve over the following few years. A large section of the reason being OEM’s have started initially to depend on theirs relationships with distributors far more so than its relationship with the component manufacturer. OEM’s depend on the 총판구인구직 distributor for their product expertise, in addition to, design because redesign today simply costs an excessive amount of time and money. A correct solution should be found quickly and on the very first go-round.
The electronics industry is constantly evolving, and value-added distributors have their fingers on the pulse of new trends and technologies. They’re in tune to these changing trends and normally have the resources to implement, and sometimes, perfect the idea. You can find notable examples each time a distributor has been in charge of an industry design that is now commonplace.
Component distributors cannot often be everything to everybody. What they are able to do is find their niche(s) and service their customers well. It is very important to distributors to supply continuing education programs for their organizations, and keep current on emerging technologies and markets, in addition to constantly changing old markets. Whether large, small or mid-sized, a vendor must offer quality products and on-time delivery. But most importantly, it must add value to the OEM and its engineers/designers.