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.
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.