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September 17, 2007 Volume 8, Issue 18

Who's quoted in this week's issue?

Mario Arjona, Mike AtLee, Jeff Bawol, Paul Benge, Bryan Brady, Bryan Carter, Chris Cooper, Fred Cuen, Jon Ellis, Harley Feldberg, Steve Haynes, Gerhard Hundt, Jeff Ittel, Anna McDermott, Jack Morris, John Paget, Steve Phillips, Johannes Schroeder, Dave Sulak, Ramani Sundaresan, Roy Vallee, Jan van Vlerken, Tony Vottima, Stephen Wong

Avnet India crosses $100 million mark

Stephen Wong and Ramani Sundaresan

As seen in EFYtimes.com -- The Indian business of Avnet Electronics Marketing (EM) has crossed $100 million of its business in Asia. With over 300 top clients in India and a workforce of over 80 professionals, the company has considerably enhanced the service level to customers not only by expanding geographical coverage in key cities of India through its offices in Bengaluru, Hyderabad, New Delhi and Pune, but also by providing a wider product portfolio.

"We are pleased that Avnet achieves a major milestone in the country by crossing $100 million for the fiscal year 2007. With the largest share of the market, Avnet is a leading and dominant player in India in our business," said Stephen Wong, president, Avnet Electronics Marketing, Asia. "Going forward, we will continue our commitment to the Indian market and focus on delivering what we call 'support across the board', enhanced services to support our customers in the region."

"We set goals to focus on new and emerging markets, expanding customer base and offering customers both design help through the demand creation and integrated supply chain services to customers. For every strategy established, we set our hearts and minds to outshine as a leading provider to service our customers," said Ramani Sundaresan, country head, Avnet Electronics Marketing, India.

As part of its expansion plans, and keeping the future in mind, Avnet Electronics Marketing recently moved to a large new facility on Old Madras Road to cater to the increase in workforce and specialised equipments in the company lab, which, in turn, enables the team to extend its technical and design support especially in segments such as low-power wireless designs.
Full Story>>

Distributor buyers face challenges

Paul Benge

As seen in Purchasing -- The challenges that buyers at electronics distributors face are often different than the issues that purchasers at OEMs and electronics manufacturing services (EMS) providers need to deal with.

After all, the distributor business model is different than an OEM’s or EMS provider’s. Distributor buyers purchase parts for resale and buyers and OEM and EMS buyers purchase components just for their own companies for the equipment they manufacture. Buyers at distributors need to make strategic and opportunistic purchases of parts.

“We need to make sure we always have parts on the shelves for when a customer opportunity presents itself at the sales desk,” says Paul Benge, senior vice president, director of materials management for Avnet, headquartered in Phoenix. “We have to have inventory availability to ship from stock.”

In addition, buyers at distributors need to make sure there is stock for customers who are serviced by vendor manage inventory (VMI) programs provided by the distributors. Buyers at OEMs and EMS providers only need to worry about whether there is stock for VMI programs for their company.

Still there are some similarities in purchasing between OEMS and distributors.

“We share the same issues in the timing piece,” says Jim Seifert, vice president product management, Arrow North America Components in Denver, Colo. He is in charge of purchasing for Arrow.

“We both need to have the right product on the shelves at the right time at the right pricing point to support the market,” he says. “We have the basic common needs of managing that piece of our business to help us achieve our working capital.” However, purchasing is different because distributors have to buy a lot of products to support a wide base of customers. A buyer at an OEM is buying just for his own company and an EMS provider purchaser may buy parts for a limited number of customers.
Full Story >>

Avnet-Chef Gerhard Hundt: »Wir planen weitere Übernahmen«

Gerhard Hundt

As seen in Heise Resale, Germany -- Rechnet mit zweistelligem Wachstum im Enterprise-Bereich, Gerhard Hundt, Geschäftsührer Avnet Technology Solutions Deutschland

CRN: Herr Hundt, sie haben zusammen mit EMEA-Chef Dick Borsboom ihre und die Magirus-Mitarbeiter von der Übernahme informiert. Wie waren die Reaktionen?

Hundt: Sicherlich gab es Fragen und Ängste. Und nicht jeder hat gleich Hurra gerufen. Denn Übernahmen sind immer ein heikles Thema, vor allem wenn mit der Akquisition auch die Beschäftigten übernommen werden. Doch ich kann die Mitarbeiter damit beruhigen, dass wir weiter wachsen wollen. Zu diesem Wachstum benötigen wir alle Mitarbeiter von Avnet und die, die von Magirus hinzukommen. Wir wollen in allen Teil- und Produktbereichen die Nummer Eins in Deutschland werden. Es gibt also keinen Grund sich Sorgen zu machen.

CRN: So äußern sich die meisten Unternehmen in einer solchen Situation.

Hundt: Ich weiß, das sagen alle. Aber ich sage das, weil es meine tiefste Überzeugung ist und weil wir noch längst nicht die Führungsposition am Markt haben. Die aber strebe ich an.

CRN: Wann will Avnet die Nummer Eins im IBM- und HP-Enterprise-Geschäft werden?

Hundt: Einen Zeitraum anzugeben wäre unseriös. Mit solchen Prognosen hat sich schon mancher Geschäftsführer die Finger verbrannt. Mein Ziel lautet: Den Marktanteil auszubauen, den Avnet derzeit mit IBM- und HP hat. Und zwar über jenen Anteil, den wir derzeit zusammen mit Magirus haben.

CRN: Wie groß ist der Enterprise-Bereich bei ATS, mit welchen Wachstumsraten rechnen sie?

Hundt: Derzeit beträgt der konsolidierte Umsatz in Europa etwa 1,2 bis 1,3 Milliarden Euro. Das schließt ein unser Sun, IBM und HP Geschäft, sowie das mit der Access-Übernahme verbundene Sun-Geschäft und natürlich das jetzt akquirierte Magirus-Geschäft mit IBM und HP in Höhe von etwa 400 Millionen Euro. Daraus wollen wir in Deutschland und auch in den anderen europäischen Ländern mehr machen. Wir wollen in den nächsten zwei Jahren diesen Bereich weiter ausbauen und zweistellig wachsen, aber diese Erwartungen muss man auch im Zusammenhang mit der Gesamtkonjunktur sehen, die derzeit gute Zuwachsraten aufweist. Wichtig ist, dass wir auch in Ländern aktiv werden könne, wo wir bislang nur mit Sun vertreten sind, wie beispielsweise in Frankreich.
Full Story >>

Avnet evolving from VAD to SPD

Roy Vallee

As seen in eChannelLine -- As value-add distributor Avnet Technology Solutions said farewell to the Access brand, the name of the Sun VAD it acquired seven months ago and is now calling Sun Solutions, a new acronym was making the rounds at the (formerly Access) partner event, New Frontiers. It would appear that the paradigm shift sweeping both resellers and vendors is in the process of claiming another "victim." While SPD, or solutions provider distributor, will probably not make the grade, it is more in line with where Avnet is going, and a natural progression for the IT industry that is transitioning from developing products to meeting customer needs.

Solutions selling is an adjacency for a VAD, said John Paget, president of Avnet Technology Solutions worldwide. "We already have the pieces, we just need to bring them together." It's a complex task, and a tough culture change, which should take approximately three years to pull off, he said. By then the company will have an integrated sales force with a focus on solutions marketing as opposed to product marketing. And its customers should have made the transition, for those that haven't already done so, from VARs to solution providers.

According to research from IDC and HP, a reseller brining on a new technology is self-sustaining just over 20 per cent of the time after 12 months. "We have created an enablement strategy trying to move that up to 25 to 30 per cent," said Paget. "Our goal is to be self-sustaining in that new practice. We have built an indispensible relationship with our partners -- both vendors and resellers."
Full Story >>

Avnet Electronics paper discusses electronic component obsolescence

Bryan Brady

As seen in Military & Aerospace Electronics -- Every month, three percent of the global pool of electronic components goes obsolete. Yet military equipment and avionics manufacturers build products that are meant to last significantly longer. What can the industry do?

Avnet Electronics Marketing Americas, a division of Avnet Inc., has published a paper, "The Best Defense Is a Good Offense," which outlines a variety of tools and services that enable customers to take steps to position their supply chain to handle an obsolescence event -- often before the device manufacturer even makes the decision to discontinue a particular component.

With the support of authorized distribution partners, say Avnet representatives, OEMs can apply advance market intelligence to the new product design process and plan for the inevitability of obsolescence for both new and fielded product, thereby minimizing disruption, added costs and production delays typically associated with component obsolescence.

"The goal is to assure customers have the information and time they need to make sourcing decisions that maximize the sustainability of their systems, instead of reacting to an end-of-life notification and making choices out of desperation," says Bryan Brady, vice president, director Defense Aerospace Business Unit for Avnet Electronics Marketing Americas.
Full Story >>

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Avnet Ink Online is published every other Wednesday by Corporate Communications. Questions and comments can be directed to Jan Jurcy, VP, Corporate Communications, Avnet, Inc.

Archived Issues

Issue 17
August 22, 2007

Issue 16
August 8, 2007

Issue 15
July 25, 2007

[MORE]

Latest News Coverage

Avnet, Inc.

August 24, 2007

Avnet (AVT): Distributing Electronics Around the World

Manufacturers and resellers generally prefer to do business with large, well-established distributors. On the electronics side, one of the biggest such outfits is headquartered in Phoenix. It serves customers in 70 countries.

BloggingStocks

Sept. 9, 2007

Avnet's Tech Museum Puts a New Spin on In-world Marketing

Building an island in Second Life to promote a brand or communicate a marketing message is familiar territory for some high-tech companies, but building a museum is not. Avnet, Inc., the publicly-traded distributors of electronic components, opened a virtual technology museum in-world in August on Avnet island.

SLNN.com

Sept. 9, 2007

Музей технологий Avnet в Second Life

Создание островов в Second Life для рекламы товаров и услуг или для какой-либо другой деятельности стало обычным явлением для некоторых IT-компаний. Однако постройка музея – это что-то новенькое. Компания Avnet, дистрибьютор электронных компонентов, открыла в августе виртуальный музей технологий на острове Avnet.

SecondRussia

September 3, 2007

Avnet Boosts Infrastructure Efficiency with HP Software

Avnet Inc. is tapping into a Hewlett-Packard (HP) Co. software solution to streamline its processes for incident, request and change management.

eChannelLine

Avnet Technology Solutions

August 29, 2007

Avnet Adds LeftHand to Storage Rolls

Tech distributor Avnet is bolstering its storage lineup with the addition of iSCSI storage area network products from LeftHand Networks, of Boulder, Colo.

eWeek

August 29, 2007

IT Leasing and Financing Availability Critical in IT Selection

If vendors want to increase their revenue opportunities then they should consider offering financing and leasing options for every one of their IT sales as it influences customers' decisions on who they acquire IT resources from, according to a recent IDC study on IT procurement.

eChannelLine

August 28, 2007

Avnet Expands Storage Practice with LeftHand Networks Open iSCSI SANs

Avnet Technology Solutions and LeftHand Networks, a leader in open iSCSI SANs, sign agreement.

E-ChannelNews

August 28, 2007

Avnet Gaat Lefthand Distribueren

Value-added distributeur Avnet gaat de producten van storage vendor Lefthand networks distribueren. Daarmee krijgen de resellers toegang tot de open iSCSI SAN's van Lefthand.

ComputerPartner, Netherlands

August 27, 2007

Avnet To Distribute Gigabyte's Motherboards In India

Avnet will market and distribute Gigabyte's entire range of AMD-based motherboards and complementary graphic solutions to value-added resellers (VARs), system builders and PC assemblers in India.

EFY Times, India

August 27, 2007

Avnet Teams With IBM

Avnet Technology Solutions and IBM announce a unique program to help appliance vendors, embedded original equipment manufacturers

Byte and Switch

August 27, 2007

Distribution in Deutschland zwischen Kauflust und Margen-Frust

Von wegen Sommerloch. Magirus läutete mit dem Verkauf der HP- und IBM-Sparte an Avnet den heißen Sommer für die Distribution ein. Eine Übernahme jagte die andere und die Akteure bleiben weiter hungrig. Bleibt die Frage, ob Fachhändler um die Vielfalt ihrer Lieferanten fürchten müssen. Eine Bestandsaufnahme.

IT-Business, Germany

August 27, 2007

Avnet Launches Blog for HP Partners

Avnet is speaking The VAR Guy’s language. The distributor has launched a blog for Hewlett-Packard partners. The blog, apparently in beta mode, could provide a quick, easy way for Avnet to interact more closely with HP VARs. Curious? You can find the blog here.

TechIQ

Aug 25, 2007

Avnet Technology Solutions Touts Partner Program for Healthcare Technology Market

Avnet Technology Solutions announces its HealthPath practice in the Americas has accelerated growth for its VARs by more than 40 percent.

Macro World Investor

August 24, 2007

Avnet Technology Solutions Rolls Out New Partner Program

Avnet Technology Solutions has announced a comprehensive program aimed at increasing incremental revenue opportunities for partners in the U.S. government market , where IT spending is anticipated to reach $160 billion next year.

TMCnet

August 23, 2007

Avnet Krijgt een Salesorganisatie in Twee Vestigingen

Avnet krijgt na de reorganisatie een regionaal georiënteerde salesorganisatie voor de Benelux. Deze vervangt de vier vanuit EMEA aangestuurde salesdivisies.

ComputerParter, Germany

August 23, 2007

Storage = Wachstum

Note: Please refer to the attached PDF for the full text of the article.

ChannelPartner, Germany

August 22, 2007

Top 10 Highlights From Avnet New Frontiers Conference

So, what are Avnet Technology Solutions’ key messages to Sun partners? Here’s a look.

TechIQ

August 13, 2007

Avnet und Magirus Sichern das Jahresendgeschaft ab

Note: Please refer to the attached PDF for the full text of the article.

IT Business News, Germany

September 12, 2007

Avnet Memec to stock Cirrus Logic in the UK

Cirrus Logic has extended its European distribution agreement with Avnet Memec to cover markets in the UK, Ireland, France and Italy.

Electronics Weekly, UK

September 11, 2007

Avnet Expands Storage Offerings with Solid-State Technology

Avnet will distribute advanced storage products to embedded original equipment manufacturers.

Electronics Supply & Manufacturing

September 6, 2007

Exchange Equals Profits

One of the best and tried-and-true strategies for any solution provider is to find out where the customer has the most amount of pain and then offer a solution that promises relief.The first solution worthy of note is an appliance offering from Azaleos.

The Channel Insider

September 6, 2007

Gearing up for Euro Expansion

Acquisitions, vendor signings and growth are all on the cards for Avnet as the global distributor shifts up a gear for the final quarter of 2007.

CRN UK

September 4, 2007

Avnet Signs New Distribution Agreement With Elitegroup Computer Systems - Quick Facts

The Embedded Solutions group of Avnet will be providing Elitegroup Computer Systems' entire computing components to original equipment manufacturer, value-added reseller and system builder partners.

RTT News

September 3, 2007

Avnet Chief Alludes to Further UK Acquisitions

Avnet’s recent shopping spree in the UK is far from over, according to the distribution giant’s chief executive Roy Vallee.

CRN UK

Avnet Electronics Marketing

August 28, 2007

Embedded Linux dev Tools Demo'd Online

MontaVista will show off its Eclipse-based tools in a series of live web demonstrations this fall co-sponsored by EBV and Freescale.

LinuxDevices.com

August 27, 2007

Avnet X-Fest Seminar Series Wraps to Rave Reviews

Avnet Electronics Marketing and Xilinx, Inc. have concluded their 90-city global X-Fest technical seminars. More than 7,000 attended the technical sessions held across the globe. Attendance exceeded expectations in all regions.

EDN Asia

August 22, 2007

Avnet Marketing Updates Design Resource Center

Avnet Electronics Marketing has updated its Design Resource Center (http://em.avnet.com/drc) with an enhanced search engine said to speed the design process through quicker access to information and design resources.

Printed Circuit Design & Manufacture

September 5, 2007

Wavecom Expands Distribution Agreement with Avnet Memec to Reach Key European Markets

Avnet Memec, has extended its distribution agreement with Wavecom SA to Germany, France, Austria and Switzerland.

CRM Today

September 7, 2007
Avnet Launches Design Workshop Series Featuring High-Speed Interfaces for Lattice FPGAs

Designers, developers and engineers interested in leveraging the latest high-speed interface technologies with FPGAs can get hands-on experience by attending the Avnet Lattice High Speed Interface SpeedWay Design Workshops, scheduled to begin September 18, 2007, in locations throughout the U.S. and in Canada.

Programmable Logic DesignLine

September 7, 2007

Choosing the Right Input Caps for Your Buck Converter

With the variety of capacitor technologies available, choosing the appropriate input capacitors for your switchmode power supply (SMPS) can be very challenging.

Power Management DesignLine

September 3, 2007

Helpful Resources for the Electronics Supply Chain

Both Avnet Electronics Marketing and Newark have been making great efforts in the last few months to better reach the design portion of the electronics supply chain.

EDN

September 1, 2007

Avnet Eyes India for Growth

US-based $15 billion electronic components and technology solutions company, Avnet Inc, is eyeing Indian market for growth.

Business Standard, India

September 1, 2007

Distribution Walks a Fine Line

The role of the distributor is changing, particularly in the government channel.

GovernmentVAR

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