I totally agree with contacting the niche distributors if you want the right technical details and a shortlisted product range which are available to you before you trigger a purchasing decision. This can help you make a precise decision. Also reasonable after sales support can be expected as the distributor knows that the customer is here at his doorstep because he needs the specialized technical support which distributors with a diverse line of products cannot deliver due to the impossibility of doing so due to the nature of their business.
Yes, you need to develope partnership with organization with similar needs. If big distributor does not give due importance, there is no point in working with them. Specialized distributor can give much better result.
I just started to understand the challenges in finding the right distributor partner for a supplier. Finding niche distributor who has a special line card with very good customer list is always a difficult thing considering the fact that many of the big oem's doesn't work with smaller distributors in general.
A large part of that process is trial and error. It may be painful in the beginning but when you find the rigth partners, you may be able to recoup the initial losses quickly.
I have found that some of the ditributors are a bit more like manufacturers reps, and there is a problem that I find with that. If the product is the best solution it works well, but the other side is that "when all that you sell is hammers, everybody's applications all look like nails". When I am in the searching stage and collecting information is not the time when I need sales calling me, when I was just checking to see if the product might be what I was looking for.
Of course, presently I am having problems with a specialized distributor who will not quote a price, even though I explained that when I get the price I will place the order the next day. I know that they have the product that I need and that the price is OK, so please sell to me but.... And I was willing to pay at the time of order, which is a zero risk deal for the seller.
Specializing a distributor or the distribution process is a good thing but don't you think it will complicate things for the supplier / retailer ? Process will not be streamlined
I've never used a specialized distributor, and i'm not sure i even know of any, and right, now i'm I don't see how it will make things easier for an OEM, especially one that is not very large having to go to multiple distributors to get products.
Well, those specialized distributors probably come with a higher price. As some point, the engineers need to establish the minimum requirements but also, when too good is bad (based on costs). Efficiency comes with buying what's good enough.
Although niche distributors tend to focus on high-end products, they don't necessarily determine the price of the product. That's up to the supplier. The specilaty model most often gravitates toward premium components becuase you really need something like that to compete against volume distributors. Being on a niche line card also helps suppliers. Let's say you have a pricey line: when someone quotes you on a BOM, you'll fail by comparison to less expensive lines on a broad line card. On a niche linecard, where everything might be pricier, it doesn't look quite as bad.
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Thailand Stages a Comeback Join EBN contributor Jennifer Baljko on Thursday August 23, 2012, at 11:00 a.m. EST for a live chat on how electronic manufacturers in Thailand have shored up their supply chain to reduce the impact of future natural disasters.
Euro-Crisis: What It Means for High-Tech Firms Join EBN Editor in Chief Bolaji Ojo and Contributing Editor Jennifer Baljko on Thursday, July 12, at 10:00 a.m. EDT for a Live Chat on high-tech and Europe's economic difficulties.
Microsoft Surface: Potential Winners & Losers What are the implications for the electronics industry supply chain of Microsoft Corp.'s decision to launch its own tablet PC? Join industry veteran and EE Times' systems and OEM expert Rick Merritt on Tuesday, July 3, at 12:00 pm EDT for a Live Chat on this subject.
Join EBN contributor Jennifer Baljko on Thursday August 23, 2012, at 11:00 a.m. EST for a live chat on how electronic manufacturers in Thailand have shored up their supply chain to reduce the impact of future natural disasters.
Peter Drucker famously said "Trying to predict the future is like trying to drive down a country road at night with no lights while looking out the back window." Yet in the razor's-edge world of electronics—with a lean supply chain and just-in-time demands—the need to know the future is vital.
While no one really can accurately predict the future, we can take guidance from another Drucker saying which is the best way to predict the future is to create it.
You've heard the saying "the No. 1 supply chain risk is your people." That hasn't always been the case. But today's complex global supply chain requires a new type of multitalented employee. It's one who understands, finance, marketing, economics, is savvy with technology, graceful with relationships and can think analytically.
Where are these people? Are universities properly preparing the next generation supply chain professionals? How do train your existing workforce for these new, demanding positions?
Brian Fuller, editor-in-chief of EBN, will lead a 60-minute Avnet Velocity panel discussion that will ask and answer these and other questions swirling around today's supply-chain talent challenges.
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