Digital Element Distributors Have to Include Worth to achieve success
Electronic technologies constantly change the global economy and at the core with this transformation may be the electronic component industry. This evolution is forcing a paradigm shift in the way electronic component distributors must work, now and in the years to come, if they want to succeed.
Some, but not totally all, distributors have already adapted to the change by giving more than simply a product. They’ve shifted from strictly distribution of components and connectors to include value-added services, such as for example 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 aren’t always proficient in these products available for them or conscious of the latest component technology. 총판 There was a period 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 is currently the responsibility of the distributor. This places the onus entirely 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 its own product line when assisting the designer/engineer with part design. A vendor with a wide range of products and product knowledge can provide OEM viable alternatives they may not have known existed.
When designing a whole system, the designer/engineer is confronted by several challenges through the development of the project and may overlook issues that are essential to the success of the design. Since the distributor services a number of customers from various industries, it is confronted with diverse applications utilizing a variety of design concepts. The distributor can utilize this expertise to provide suggestions and alternative methods to the OEM, possibly avoiding costly design mistakes.
Consultative Selling
Today’s distributor needs to make use of consultative selling. It needs the data to help the designer/engineer when troubleshooting problems such as for example inter-connectivity issues or environmental concerns. Can it be exposed to gases, liquids, pressure as well as salt spray? What about the size, shape and configuration of the system? Design panels do not at all times enable adequate space or unusual locations. What about mating? The distributor can provide alternative mating solutions so the OEM isn’t forced to rely on one manufacturer. The distributor must be knowledgeable enough to evaluate the environmental surroundings, 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 aren’t always available or a company isn’t willing to work well with the OEM on a fresh design, today’s value-added distributor can offer customization services such as for example plating, custom cable assemblies and custom pin configurations. Not all distributors have this capability, but the ones that do add significant value for their relationships making use of their customers. Inturn, this creates loyalty, and it is loyalty that keeps the client coming back.
The New Distributor
Today’s successful distributor must stock a wide variety of inventory to have a differential advantage in the marketplace. They could typically reduce manufacturers’ lead times from weeks to days. As an example, 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 have had lead times of up to 12 weeks.
Sales through distribution will continue to increase over the next few years. A big element of this is because OEM’s have began to depend on theirs relationships with distributors a lot more so than its relationship with the component manufacturer. OEM’s depend on the distributor due to their product expertise, as well as, design because redesign today simply costs too much time and money. A correct solution must be found quickly and on the very first go-round.
The electronics industry is continually 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 at times, perfect the idea. There are notable examples each time a distributor has been in charge of an industry design that’s now commonplace.
Conclusion
Component distributors cannot always be everything to everybody. What they could do is find their niche(s) and service their customers well. It’s important for distributors to supply continuing education programs for their organizations, and keep current on emerging technologies and markets, as well as constantly changing old markets. Whether large, small or mid-sized, a vendor must offer quality products and on-time delivery. But most of all, it must add value to the OEM and its engineers/designers.