Spotlight On
A spotlight on Anglia Components
October’s spotlight is shining on Steve Rawlins, CEO, Anglia Components. He talks about what is currently happening in Anglia Components and the electronic components market in general
driven by our FAE team and their willingness to roll up their sleeves and really get stuck into projects with customers. Our biggest challenge is getting the additional human resource that we need to grow the business further. With the market continuing to be strong, it is harder than ever to find people of the calibre needed, but Anglia is a burgeoning British business that has much to offer its employees.
You have teamed up with Renesas to provide some seminars and interactive workshops recently. Can you tell us more about those?
From our point of view, seminars and Steve Rawlins S
teve Rawlins joined the field sales team at Anglia in 1976 at the time the company was beginning to establish itself as a recognised and fast growing distributor. Steve was promoted to sales manager in 1983, and in the following year to the position of sales director. As the company continued its expansion into the industrial segment of the electronics industry, he was made managing director in 1997, group managing director in 2003 and chief executive officer in 2006.
Just over a year ago, you announced a five-year plan to grow your share to 10 per cent of the UK electronics component distribution market with a turnover of £100m. Where are you with that?
We are ahead of our plan at the moment and growing faster than expected. Our forward order book is as strong as it’s ever been. Anglia’s strategy for growth is based on exceptional service delivered by exceptional people. We have seen growth on our major semiconductor lines such as ST and Analog Devices, which really is
36 October 2018 Components in Electronics
www.cieonline.co.uk
workshops are a great and very time efficient way of getting our customers up to speed with new developments quickly. Much faster than individual visits. Customers really appreciate the interaction too, and we follow them up by putting free samples and development kits in their hands.
It is early days but the approach is working. We’ve seen great attendance and encouraging interactions at the events. It is important to get the formula right – engineer talking to engineer. Everyone is comfortable, in jeans and t- shirts and we limit the numbers to encourage individual interaction. Most events have 10-12 delegates, and the maximum is no more than 20. Our most recent seminar cycle with Renesas has been particularly successful. This is partly due to the appeal of the product. The Renesas micros really are a very low cost and quick way to get a project to market – we have seen engineers writing working code before they leave the door in the evening, and get to market in just months.
You have recently created a new Anglia Live website. Has this helped the company?
Anglia Live is now a point of reference for the industry. Customers use it to research technical specifications as well as current and future availability and current Anglia stock levels.
Customers can then choose. They can complete the transaction entirely online or pick up the phone to place the order. There is no difference in the commercial terms – and any negotiated pricing will be reflected in their invoice.
Why have so many passive components become obsolete this year? How are you helping customers manage this issue?
There has been an unusually large number of part terminations this year especially in the smaller passives, as manufacturers switch production to smaller sizes. A particularly valued feature of Anglia Live is End of Life tracking. Our site documents
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