Top 50 Survey Results
HIGHER SALES NEEDED TOMAKE THE TOP 50
AVNET RETAINS TOP POSITION
Avnet took the top spot as the leading North American distributor with sales of nearly $11.0 billion, down from$11.5 billion, surpassing Arrow,which posted sales of $9.7 billion. Avnet recorded global sales of $25.2 billion, down from$26.7 billion in 2011. Arrow postedworldwide sales of $20.4 billion, slightly down from$20.5 billion in 2011.
Avnet vs. Arrow (North American sales, $ billions) Source: ESNA
DISTRIBUTORS CONTINUE TO GROWONLINE SALES
Sales transactions via theWeb remain relatively stable and a small percentage of the distribution industry's sales, according to ESNA's survey. Of the Top 50, 32 distributors offer online buying. Only 10 reported doubledigit sales via online purchases. Distributors that reported online buying in the double digits include
Air Electro, Allied Electronics, CDMElectronics, Cumberland Electronics, DigiKey, Fedco Electronics,Mouser Electronics, Newark element14, Sherburn Electronics, and Symmetry Electronics.
GLOBAL SALES FALL FOUR PERCENT
The top 50 North American distributors posted global revenues of $60.6 billion in 2010, falling 4 percent, down from$63.1 billion in 2011. The top 50 distributors still derive themajority of their sales fromNorth America at 50.5 percent, compared to 51.9 percent in 2011 and 51.8 percent in 2010. The top distributors garnered nearly $14 billion or 27 percent of
their sales fromEMEA (Europe,Middle East, and Africa) in 2012, down from$17.3 billion or 28.8 percent of sales in 2011. They also derived $11.5 billion in sales fromAsia, or 22 percent of sales,which matches last year's revenues. Roughly 1 percent of sales came from South America.
Global sales reach $60.6 billion (%of total Top 50 revenue, based on 45 respondents)
Catalog distributors post flatWeb sales (annual, $billions)
Online sales for catalog or highservice distributors remained stable at $1.4 billion.
Source: ESNA Several leading distributors that offer online buying, including Arrow,
Avnet, Future and DAC, did not report howmuch of their revenues are derived frompurchases via their websites. Highservice distributors continue to drive a bigger portion of their
revenues through online sales.DigiKey derived 85 percent of its sales from theWeb in 2012, up slightly from83 percent in 2011, and 76 percent in 2010. Mouser's sales via online buying reached 45 percent of its sales in 2012,
up from40 percent in 2011, and 39 percent in 2010. Newark element14 also increased its online sales, reaching 41 percent in 2012, up from39 percent in 2011, and 34.6 percent in 2010. Allied's online sales remained flat at 41 percent in 2012 and up from40 percent in 2010. Many leading distributors have designed their websites to be resource
centers for buyers. They providemany services including parametric searches, datasheet downloads, order tracking, saved parts list, realtime stock status and life cycle notification. They also allow buyers to request quotes and samples. Some distributor websites also allow buyers to upload their bill of
Source: ESNA 32 |May/June 2013
materials and save/share shopping carts, view past order history and provide technical resources such as live chat, training videos, design tools and new product introductions.
www.electronics-sourcing.com
Tomake ESNA's top 50 distribution ranking for 2012, distributors needed $5.3million in revenue, compared to only $3.7million in 2011. It's still down significantly from$6.9million in 2010 and $10.0million in 2009. Several distributors, including Component Distributors, Century
Fasteners, Electro Sonic, and Voyager Electronics,whichwere expected to make the top 50 ranking did not respond to this year's survey. The top 50 ranking also lost two distributors due to acquisitions. RS
Electronicswas acquired by a division of CarltonBates in January 2012, and USI Electronicswas purchased by Avnet in December 2012. However, one newdistributor, ARCO, joined the top 50 in 2012, and several returned, includingMaster Electronics,Metuchen Capacitors, NRC Electronics, and PSC Electronics.
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