關鍵字：分銷商 OEM 排名
可以問一下多年來費力地讓供應商和OEM客戶為增值服務付費的領先分銷商。最終，艾睿電子和安富利等分銷商認定，認為寧可放棄利潤率較低的業(yè)務，不再繼續(xù)吸收額外的成本。
業(yè)內許多最大和最難解決的問題最后都推給了分銷商。分銷商無數次因對實際需求“缺乏洞察力”、渠道中存在假貨、供需失衡等問題而備受指責。在過去的榮衰循環(huán)中，這些問題經常困擾產業(yè)。為了應對這些問題，分銷商投入資金開發(fā)或購置增強生產率的解決方案、防偽檢測設備和產品壽命周期管理軟件。實際上，許多分銷商解決供應鏈問題的能力強于OEM和EMS提供商。
但是，全球分銷市場向走向何處？是否存在全球性的分銷市場，該領域是否仍然嚴重依賴地區(qū)性支持？EBN/EE Times的最新全球25家最大分銷商排名顯示，這個問題沒有統(tǒng)一答案：分銷市場在北美和歐洲已經成熟，而在其它地區(qū)則仍然非常分散而且不確定。
北美市場經過激烈并購，最后形成幾家大型分銷商主導整個產業(yè)，規(guī)模較小的企業(yè)只能撿一些小生意。在日本，元件分銷市場仍然隸屬于該國的企業(yè)集團體制，在這種體制下，日本的領先電子OEM廠商決定哪些分銷商發(fā)展壯大，哪些分銷商永遠也擺脫不了夫妻店的地位。
在中國，該市場更加混亂，分銷商數以千計，都在拼命建立明顯領先的地位。但是即便在中國，領先的西方分銷商和臺灣大聯大(WPG Holdings)也通過利用與外國設備廠商及承包商之間的關系而成為主要角色。顯然，中國市場已經具備整合的條件，過去10年大型分銷商進入該市場最終將加快這一進程。
我們的報告專注于分銷業(yè)所面臨的許多問題，并記錄了市場領先廠商如何悄然果斷地深入供應鏈以增強自己的價值。供應商與設備生產商并不抵觸這種趨勢，相反卻歡迎分銷商目前所提供的額外服務。漸漸地，客戶也顯露出愿意為額外服務付費——只要分銷商能夠以具體的量化方式明確說明其對于客戶的好處。
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Distributors Hone 'Traffic' Control Skills
Bolaji Ojo
Component distributors occupy a central position in the electronics supply chain, acting like traffic officers to move parts and services swiftly and efficiently from suppliers to contract manufacturers and OEMs. Their role is increasingly significant, yet distributors sometimes are still treated as bit players.
Just ask the leading companies that struggled for years to get suppliers and OEM customers to pay for value-added services. Eventually, companies such as Arrow Electronics Inc. (NYSE: ARW) and Avnet Inc. (NYSE: AVT) concluded they would rather give up on lower-margin businesses than continue sucking up the extra costs.
Many of the industry's biggest and most intractable problems end up on distribution’s plate. Too many times, distributors get blamed for the "lack of visibility" into actual demand, the presence of counterfeit parts in the channel, and the supply/demand imbalances that have ravaged the industry in past boom and bust cycles. To combat those problems, distributors have invested in productivity enhancement solutions, counterfeit detection equipment, and product lifecycle management software. In fact, many of them are better positioned to solve supply chain problems than the OEMs and electronics manufacturing service (EMS) providers that buy from them and contract for their services.
But where, exactly, is the distribution market headed on a global basis? Is there even a global distribution market, or is the sector still overwhelmingly dependent on regional patronage? As the latest EBN/EE Times Top 25 Global Distributors ranking shows, the answer is a mixed bag: The distribution market has matured in North America and Europe but remains highly fragmented and uncertain elsewhere.
The North American market has been whittled down through an intense campaign of mergers and acquisitions to a few major players that dominate the sector, leaving their smaller counterparts to scramble for crumbs. In Japan, the components distribution market is still beholden to the country's kereitsu system, under which the nation's leading electronics OEMs decide which distributors thrive and which never rise above mom-and-pop status.
In China, the market is even more chaotic, with distributors numbering in the thousands, all struggling to establish a clear leadership position. Even here, however, the leading Western distributors and Taiwan-based WPG Holdings have emerged as top players by leveraging relationships with foreign equipment vendors and contractors. Obviously, China’s market is ripe for consolidation, and the movement of the major distribution players into the country over the past 10 years will eventually accelerate this push.
In our report, we focus on many of the issues facing the industry and chronicle how the market's leading players are quietly but resolutely inserting themselves deeper into the supply chain to enhance their value propositions. Rather than resent this, suppliers and equipment makers welcome the additional services that distributors now provide. Slowly, too, customers are showing some willingness to pay for the extra offerings -- as long as the distributor can clearly demonstrate the benefit to the customer in a tangible, easily quantifiable way.
Click here to read the report and download a PDF of the Top 25 Global Distributors.
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