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 do business, now and in the years into the future, if they would like to succeed.

Some, but not totally all, distributors have previously adapted to the change by providing more than simply a product. They’ve shifted from strictly distribution of components and connectors to incorporate value-added services, such as for example 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 the products available to them or alert to the newest component technology. There is an occasion 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 duty of educating the OEM has become the responsibility of the distributor. This places the onus directly on the distributor to be a professional in what they sell or face the effects of lost opportunities.

This shift benefits the OEM because a company doesn’t look beyond its own product line when assisting the designer/engineer with part design 총판모집 . A vendor with a wide variety of products and product knowledge has the capacity to provide OEM viable alternatives they might not need known existed.

When designing an entire 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 is confronted with diverse applications utilizing many different design concepts. The distributor has the capacity to use this expertise to provide suggestions and alternative solutions to the OEM, possibly avoiding costly design mistakes.

Consultative Selling

Today’s distributor needs to utilize consultative selling. It will need the knowledge to help the designer/engineer when troubleshooting problems such as for example inter-connectivity issues or environmental concerns. Will it come in contact with gases, liquids, pressure as well as salt spray? What about the size, shape and configuration of the machine? Design panels do not necessarily permit adequate space or unusual locations. What about mating? The distributor will offer alternative mating solutions and so the OEM isn’t forced to rely using one manufacturer. The distributor should be knowledgeable enough to evaluate 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 are not always available or a company isn’t willing to utilize the OEM on a brand new design, today’s value-added distributor has the capacity to offer customization services such as for example plating, custom cable assemblies and custom pin configurations. Not all distributors have this capability, but those that do add significant value with their relationships using their customers. In exchange, this creates loyalty, and it is loyalty that keeps the consumer 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 are able to typically reduce manufacturers’ lead times from weeks to days. For example, 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 experienced lead times of up to 12 weeks.

Sales through distribution will continue to boost over the following few years. A sizable element of the reason being OEM’s have began to be determined by theirs relationships with distributors a great deal more so than its relationship with the component manufacturer. OEM’s be determined by the distributor because of their product expertise, along with, design because redesign today simply costs too much time and money. A correct solution should 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 are in tune to these changing trends and usually have the resources to implement, and occasionally, perfect the idea. There are notable examples whenever a distributor has been accountable for an industry design that’s now commonplace.


Component distributors cannot often be everything to everybody. What they could do is find their niche(s) and service their customers well. It is important 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 above all, it must add value to the OEM and its engineers/designers.

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