EMS Sourcing
OnE sIzE dOEs nOT FIT All
Future Electronics has re-launched its FAI business to target small and emerging customers. Corporate Vice President of FAI Electronics Lindsley Ruth talks about FAI’s value proposition
Can you briefly explain FAI – how it fits in Future Electronics’ overall strategy?
FAI Electronics is targeting small and emerging customers, with a focus on increasing customer count worldwide while complementing the Future Electronics organization with lead management, development of greenhouse suppliers and other services to satisfy the needs of the evolvingmassmarket. In other words, FAI Electronics will not take away opportunity fromFuture Electronics; rather, it is addressing growing opportunities in newly emergingmarket segments. In addition, our supply base is looking for Future Electronics to stay focused on a greater level of design penetration into our existing customer base, while FAI Electronics focuses on nurturing new customers which will eventually grow into becoming Future Electronics’ customers.
Is there a specific type of buyer that is well suited to the FAImodel?
Every individual buyer and engineer we do not currently work with is a potential fit for ourmodel. We do not want to limit ourselves to a cookie cutter definition. Ultimately, our goal is to bring advanced supply chain services and design capabilities to those customers who cannot otherwise afford it or who haven’t yet seen it. We want to help the “little guys.”
How does FAI service these buyers in terms of logistics?
Froma warehouse/shipping perspective, we will serve themjust like Future Electronics does today with all of its customers.
16 | Annual Edition 2011
Customers looking for a one stop shop with access to the largest available-to-sell inventory and state-of- the-art distribution center capabilities throughout the world will be serviced behind the scenes by the same advanced processes and expert teams who serve our largest customers today.
FAI Electronics’ Lindsley Ruth What distinguishes FAI fromother distributionmodels?
Our greatest differentiator is our desire to service every customer with the highest level of support, regardless of size. You cannot buy trust or loyalty. Itmust be earned through outstanding service and support on each and every order. We are building a teamof talented people focused on developing great relationships around the world with an emphasis on execution and doing what we say we will do. We will build and win customers one at a time.
The industry is beginning to see lead times stretching out. What is your advice to buyers in this currentmarket?
Call 1-888 7FAI NOWand let us help you locate parts now.
Lindsley Ruth is corporate vice president for distributor FAI Electronics, Pointe Claire, Quebec
www.futureelectronics.com
www.electronics-sourcing.com
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