Electric powered Piece Distributors Want to Combine Significance to achieve success
Electronic technologies constantly change the global economy and at the core of this transformation is the electronic component industry. This evolution is forcing a paradigm shift in the manner electronic component distributors must do business, now and in the years to come, if they wish to succeed.
Some, but not absolutely all, distributors have previously adapted to this change by providing more than simply a product. They have shifted from strictly distribution of components and connectors to add value-added services, such as just-in-time (JIT), custom design capabilities, assembly and kitting, along with 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 proficient in these products available for them or conscious of the most recent component technology. There was a period 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 has become the responsibility of the distributor. This places the onus directly on the distributor to be a specialist in what they sell or face the results of lost opportunities.
This shift benefits the OEM because a supplier doesn’t look beyond its product line when assisting the designer/engineer with part design. A vendor with a wide range of products and product knowledge can offer the OEM viable alternatives they may not have known existed.
When designing an entire system, the designer/engineer is confronted with several challenges throughout the development of the project and may overlook issues that are imperative to the success of the design. Because the distributor services many different customers from various industries, it’s exposed to diverse applications utilizing a variety of design concepts. The distributor can make use of this expertise to offer 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 information to help the designer/engineer when troubleshooting problems such as inter-connectivity issues or environmental concerns. Does 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 necessarily allow for adequate space or unusual locations. What about mating? The distributor could offer alternative mating solutions and so the OEM is not forced to rely using one manufacturer. The distributor should be knowledgeable enough to gauge the 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 occurring at the distributor level is product customizations. For applications where standard products or solutions are not always available or a supplier is not willing to work with the OEM on a brand new design, today’s value-added distributor can offer customization services such as plating, custom cable assemblies and custom pin configurations. Not all distributors have this capability, but those who do add significant value with their relationships making use of their customers. In exchange, this creates loyalty, and it’s loyalty that keeps the consumer coming back.
The New Distributor
Today’s successful distributor must stock a wide variety of inventory to truly have a differential advantage in the marketplace. They are able to typically reduce manufacturers’ lead times from weeks to days. For instance, 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 boost over another few years. A big section of this is because OEM’s have started initially to be determined by theirs relationships with distributors far more so than its relationship with the component manufacturer. OEM’s be determined by 총판모집 the distributor because of their product expertise, along with, design because redesign today simply costs an excessive amount of time and money. A correct solution should be found quickly and on the first go-round.
The electronics industry is consistently 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.
Conclusion
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 essential for distributors to offer continuing education programs with their organizations, and keep current on emerging technologies and markets, along with constantly changing old markets. Whether large, small or mid-sized, a distributor must offer quality products and on-time delivery. But most of all, it must add value to the OEM and its engineers/designers.