|
|
||||||
![]() |
||||||
![]() |
||||||
![]() |
||||||
|
||||||
![]() |
![]() |
![]() |
![]() |
![]() |
![]() |
![]() |
|
||||||
Choosing a Right-Sized Distribution Partner in the New EconomyChoosing the right-sized distribution partner can increase a manufacturer’s competitiveness. “Small” doesn’t have to mean limited capabilities or higher expense. In the new economy, customer is king again. In Distributors Secure Role With Extra Services, EBN outlined how the distribution channel strives to add value for both customers and suppliers. Manufactures shopping for a right-sized distribution partner want value. This includes customer experience, competitive pricing, and, ultimately, revenue generation. Personalized service, a nimble infrastructure, and a sense of ownership will ensure a manufacturer receives the best value proposition. When devising a distribution strategy, suppliers should compare total cost of ownership models by taking into consideration component costs, available support services, and time to market. Small or specialized distributors are organized to work closely with suppliers; understand their product roadmaps; and provide personal attention. The right-sized partner should be flexible enough to respond to industry trends and changing design needs. Fewer processes and people stand in the way to rapid market introduction. Larger manufacturers can benefit from utilizing the niche distributors as well: specialty channel partners focus on only a few lines so suppliers receive more attention. A good channel partner will have excellent personal contacts within the suppliers’ sales and applications teams. This can translate into a big advantage for any manufacturer. Suppliers should be able to consider their distributors as an extension of their technical staff, engineering, QA, or purchasing. A good distributor is an excellent conduit for ideas of entirely new products or adding features to an existing product. For customers, niche players provide value by means of pre- and post-sales support. This should include detailed product selection, extensive technical support, and worldwide project registration. Successful small distributors operate innovatively, listen to customer needs, and provide value through personalized services. They offer applications support and direct factory access and local inventory and flexibility in meeting logistics goals. (Remember the value of being remembered by name without navigating a huge phone tree?) In summary, the approach is customer first -- the value of each and every customer is always greater for small businesses. "Small businesses are the essential engine of the American economy, generating two-thirds of U.S. jobs and roughly half of our GDP," according to government reports. For a small or midsized manufacturer, finding the right-sized partner is a competitive advantage. |
![]() |
![]() |
![]() |
More Blogs from Peter Cornelius
Small and medium high-tech manufacturers with limited R&D budget can find support for their designs at specialized distributors.
Big component distributors offer numerous services to customers, but there are times when it's best to using a smaller, specialized distributor.
EBN Newswire
EBN Dialogue / LIVE CHAT
![]() EBN Dialogue enables you to participate in live chats with notable leaders and luminaries. Open to the entire EBN community of electronics supply chain experts, these conversations see ideas shared, comments made, and questions asked and answered in real time. Listed below are upcoming and archived chats. Stay tuned and join in!
Archived Dialogues
![]() Live Chat 01/15: CPOs Re-Shape Their Business Roles
Increasingly chief procurement officers (CPOs) are re-shaping their organizational role to focus on creating results far beyond cost controls. A new IBM survey explores how. ![]() Live Chat 11/12: Examining the Cyberthreat to Supply Chains
The number of cyberattacks is on the rise and hackers are targeting the supply chain. Drew Smith, founder and CEO of InfoArmor, will be on hand to discuss the reality of today's threat landscape and what to do about it. |
||
![]() |
||||||
![]() |
||||||
|
||||||
![]() |
||||||
![]() |
||||||
![]() |