DISTRIBUTION
The challenge of sourcing products in a specialist market
An overview by Duncan Grove, Multitron managing director W
hilst it is true that distributors now provide good engineering support for mainstream products, there is an issue with finding the best supplier for products in specialist markets where there are a huge range of options requiring in-depth support.
Don’t get tied in knots A good example of this dilemma is the market for light guides used in product lighting, either as a status indicator or as an “ambiance and mood enhancer”.
How do I select the best supplier in a specialist market?
Choose a supplier who is an exclusively contracted agent whose sole activities are to represent a single, well-established global manufacturer in a particular geographic location. Their dedicated in-depth knowledge can be tapped at the inception of a product design, offering guidance in sourcing a suitable standard component and advising on the possibility of modifications or a fully custom solution, if required.
What facilities should the supplier have?
The first thing is a UK-based stocking facility. It’s common for smaller suppliers to use a third-party logistics partner. This offers the best of all worlds; the smaller supplier is not burdened with their own stocking and distribution costs, and the customer is assured of rapid delivery of stock items.
single-LED illuminated switch & knob solutions and miniature light guides.
Direct access to the product specialist
The specialist needs to be available not simply before the sale, but during the entire end-product life-cycle, including mid-cycle upgrade challenges.
Thinking out-of-the-box Continuing with the light guide example, utilising the light output from today’s small but powerful LEDs and converting the light into homogenous, targeted light demands very specialised knowledge. Light guides can be used to create an ambiance to differentiate the end-product from the competition. Latest innovations include “area lighting” and flexible light guides that are so flexible they can be tied in knots and still let the light shine through!
But surely dealing with a smaller supplier has its risks?
If due diligence is carried out, the risk can be minimised. Don’t forget that the supplier is representing a global manufacturer with an established reputation and if something adverse happened to the supplier, the manufacturer would help out. Also, exclusive agents often have sub-distributors with a good degree of specialist knowledge.
Do they have an established office? A dedicated office will provide the reassurance that the supplier has a successful, ongoing commitment to their principal’s products.
Design Ideas
Many fully-developed technologies and solutions are available that have no recognised generic name and can be difficult to find on the web. Some examples from the light guide market include MENTOR’s
20 JUNE 2024 | ELECTRONICS FOR ENGINEERS
Only a dedicated manufacturer’s agent will have this level of knowledge and more importantly, direct access to many contacts within the manufacturer’s various product divisions. The importance of this access to a large number of relevant contacts cannot be overstated.
Summing it all up
Carefully selecting and working with a dedicated manufacturer’s distributor or agent can often be the best way forward when designing with specialised electronic components, but due diligence is essential.
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