Feature: Distribution
Tis time around, things are different.
Forewarned by previous excessive ordering, manufacturers and their channel partners have taken steps to minimise double-ordering. Measures include policies for allocating available stock, and contracts that discourage double-ordering by specifying limited cancellation rights.
Preparing for the future Some far-sighted distributors have used the past few years to improve and strengthen their operations and offerings in order to prosper regardless of future challenges. Farnell is one of these distributors,
which has built its strategy on four pillars: 1. Products: Range breadth and quality; 2. Product presentation to the marketplace: Website, sales teams, online tools;
3. Customer service: Regional customer service teams have become a single global team to provide a comprehensive offering. Te teams are managed globally to assure consistency of process and practice, but provide expert knowledge in local languages;
4. Support infrastructure: Investment in systems such as SAP (system applications and products), new warehousing, and developments in human resources and talent teams. Farnell has put a great deal of effort
into being the best e-catalogue and high- service vendor in the business. Tis is aided by the strength of Avnet, our parent company, which enables us to focus on what we do well: serving customers that value convenience – whether through ease-of-use, our ecommerce website or technical support teams that are readily accessible.
Key methods As the world settles into something resembling pre-pandemic trading conditions, carrying large stocks will no longer be one of the key factors that customers look for in a distributor – distributors will generally have stock or can easily source products at realistic lead times. However, distributors can stand out
further by focusing on three specific areas: 1. Ease of buying: Making products easy to
www.electronicsworld.co.uk April 2023 39
buy is essential, with ecommerce being the key to quick and easy ordering. Customers value online tools to pick and configure products, which means that website improvements, including their speed, are vital.
This time
around, things are different. Forewarned by previous excessive ordering,
manufacturers and their channel partners have taken steps to minimise
double-ordering
2. Customer service: It’s also essential to have great customer service. With a dedicated, enthusiastic team ready to help, customers can resolve project problems quickly, return goods and overcome any problems with orders or products. Beyond the digital aspects, customers want someone knowledgable on the phone, to discuss design issues with, who can help and give expert advice.
3. Back office: One of the factors oſten overlooked is what goes on behind the scenes to make everything run smoothly, including efficient financial systems and a skilled legal team to deal with special issues such as cross-border shipping, for example. Among the requirements is also an experienced HR team, to ensure the distributor gets the best talent available as staff shortages become critical in industries across the world. To survive and thrive, distributors will
need to invest in these less-visible aspects of their businesses, to ensure smooth operations.
Page 1 |
Page 2 |
Page 3 |
Page 4 |
Page 5 |
Page 6 |
Page 7 |
Page 8 |
Page 9 |
Page 10 |
Page 11 |
Page 12 |
Page 13 |
Page 14 |
Page 15 |
Page 16 |
Page 17 |
Page 18 |
Page 19 |
Page 20 |
Page 21 |
Page 22 |
Page 23 |
Page 24 |
Page 25 |
Page 26 |
Page 27 |
Page 28 |
Page 29 |
Page 30 |
Page 31 |
Page 32 |
Page 33 |
Page 34 |
Page 35 |
Page 36 |
Page 37 |
Page 38 |
Page 39 |
Page 40 |
Page 41 |
Page 42 |
Page 43 |
Page 44
