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Crest of a wave
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19/10/2007
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The design cycle moves at such a dizzying pace that, nowadays – and depending on the size of the customer – the sales engineer’s traditional ‘once a month’ phone call may miss a design in opportunity. Distributors are being forced to brave the breakers of rapid product evolution to provide greater levels of technical support through a variety of different channels in order to move with the ebb and flow of the customer’s requirements.
Indeed, the role of the distributor has undergone a transformation from simply being a fulfilment orientated components provider. It’s now equally important – particularly in attracting leading franchises – that the distributor demonstrates an ability to create demand for components through design activities, something with which broadline distributors have always struggled.
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Author
Mike Richardson
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