Analog Devices’ decision to appoint Anglia as a local distributor in the UK and Ireland goes pretty much against all the conventions of building a distribution network – and is to be welcomed.
Thirty years ago nobody in either a supplier or distributor would have batted an eyelid at this agreement.
Arrow and Avnet had not set foot in Europe, and the local distributors performed an excellent job for their suppliers.
Then came a pan-European trend, followed not long after by another shift to global distribution.
Consolidation within the volume distribution sector has limited choices even more, as successful , and even not very successful, local distributors are acquired.
Analog Devices is on a determined mission to grow its European sales, and it regards the UK and Ireland as fruitful ground to help with that strategy. I guess it had a choice. It could have offered inducements to persuade its existing distributors to step up their efforts. Instead it has thought out of the box and chosen a dedicated local. Anglia’s current linecard has little conflict with Analog Devices’ extensive product line. And you can bet your life Steve Rawlins will be having his team at Anglia bust a gut to make this a success. Analog Devices will enjoy a dedicated focus it could not achieve in bigger, volume distributors. Its smart thinking by this premier league analogue IC supplier, and I believe it will work.
It is a trend DistiBlog would like to see continue, though it has to be noted that the choice in local distribution has diminished dramatically.
I was therefore encouraged to read a piece by the doyen of electronics supply chain writers, Barbara Jorgensen at EBN Online. She reports on a start up distributor in north America which intends to remain local to that market and offer lots of technical support. http://www.ebnonline.com/author.asp?section_id=1071&doc_id=242236
Small beginnings, maybe it will encourage a few other brave souls to embrace a local distribution strategy.
Think Local, Act Local: Steve Rawlins, CEO of Anglia and Shalini Palmer, Regional Sales Director, North Europe, Analog Devices are all smiles following the two companies distribution agreement.
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