Accord unlocks new distribution deals
Article Abstract:
Accord Contract Services is a joint venture of Marshall Industries and Wyle Electronics designed to increase access to both companies' products and services. Accord, rather than OEMs, fills Marshall and Wyle orders and allows the sharing of resources between the two companies, which still compete on some sales efforts. By giving customers better options and lower costs, customers are expected to forge closer alliances with the distributors. It also makes the purchase of both domestically produced and foreign semiconductor lines possible through one source, breaking a previous unwritten agreement that distributors would not sell US semiconductors in direct competition with foreign semiconductors. Previous distribution alliances have attempted to solve this dilemma but failed. Accord was built by combining Marshall's information technology with Wyle's Liberty Contract Service operation.
Publication Name: Electronic Business Today
Subject: Electronics and electrical industries
ISSN: 1085-8288
Year: 1997
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Cyrix hopes to snag a top distributor
Article Abstract:
Semiconductor manufacturer Cyrix hopes to get a major distribution partner to help reach its goal of 20% market share for its Pentium-class processors. Cyrix's 6x86 chips are the basis of systems from Acer, Fujitsu, and AST. In mid 1997, Cyrix will introduce M2, a microprocessor designed to rival Intel's MMX-enhanced chips. A distribution partner could help Cyrix boost revenues and market share in the distribution market, currently around 5%. However, some analysts see promoting Cyrix's new line of chips and associated technological advances as the only way for the company to strengthen its position. Cyrix and AMD are challenging the near-complete Intel monopoly. Analysts predict that a general softening of the PC market could cause excess supplies of Intel chips, which would seriously weaken the smaller chip makers, who do much of their business when Intel chips are unavailable.
Publication Name: Electronic Business Today
Subject: Electronics and electrical industries
ISSN: 1085-8288
Year: 1997
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Distributors court the contract manufacturer
Article Abstract:
The contentious relationship between distributors and contract manufacturers in the electronics industry has mellowed of late, resulting in plans by some distributors to develop strategies to attract contract manufacturers. Recently, both Bell Industries of Los Angeles and EBV Electronics of San Diego have created sales teams to target contract manufacturers. At the beginning of the 1990s, contract manufacturers saw as unfair distributor's privileges and sections of supplier agreements, while distributors looked upon contract manufacturers as attempting to colonize their market. The current friendlier climate is being spurred by original equipment manufacturers (OEMs). OEMs are demanding that the materials management function of contract manufacturers be given to distributors, according to Steven Ashley of investment firm Robert W. Baird & Company Inc.
Publication Name: Electronic Business Today
Subject: Electronics and electrical industries
ISSN: 1085-8288
Year: 1997
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