Ideanews May2012

News
May 2012
III - Q1 2012: much better everywhere compared with last quarter! VI - Who will pay for Technical Support VIII - Russia: spring fever in electronics IX - A new anti-counterfeit initiative in the USA X - South African Electronic Industry, a reflection on 2011 and prospect XI - Solar power: an effective and essential source of energy XII - Fortronic Technology Forums the most cost effective way to get to engineers? XIII - Power Fortronic: focus on efficient technology
n 2 - 2012
federatIon
INTErNATIoNAl DISTrIBuTIoN oF ElECTroNICS ASSoCIATIoN
IDEA
Megatrends and Distribution

by Wolfram Ziehfuss Executive Director FBDi e.V.
www.fbdi.de
Adam Fletcher Chairman of IDEA I am delighted that the inaugural IDEA Executive Conference on the 31st May in Milan is so well represented by participants from around the World. Not only do we have our Chinese Trade Association providing attendees with an insight into Asian market development but we also have major contributions from India, Germany, the UK, Russia and Italy together with keynote speeches from Arrow, Avnet, & Murata alongside market analyses from Malcolm Penn from Future Horizons and Arthur Visser from Bishop inc. Its not too late to attend!
Can the industry manage the seas of Change and boldly step into the future?
The past few years have brought us a wealth of trends and megatrends at ever-increasing speed. The number and frequency seem to increase with the complexity of our environment. The world has become so politically, economically, and technologically confusing that we automatically regard many things with great scepticism. A typical example is economic forecasts, which as a rule we consider unrealistic and therefore usually incorrect. In a world of unforecastability, trends and megatrends can be a guide for us. organizations of all kinds welcome the opportunity for more certainty in important decision making. However, trend researchers such as Jens Gbor Jnszky caution against relying too heavily on current forecasts. The truth behind trends is: Trends are developments, which are promoted or thwarted by market dominating stakeholders based on their own interests. These interests change over time and subsequently so do the trends.
the role of Web 2.0

Trends are also dictated by the technological capabilities of the Internet. Despite increasingly critical concerns over privacy protection and copyrights, the importance of social networks and their implications is increasing. The Internet affords consumers the opportunity to compare and evaluate brands, products, and services in terms of price and quality. As a result consumer behaviour has dramatically changed and will continue to develop further in terms of individualization and socialization. one buys to satisfy ones own desires and shares the experience with friends and acquaintances. The quest for quality of life and values is more important in the consumer purchase decision than the product itself.
ASSOCIATIONS
ADEC - South Africa
Association of Distributors of Electronic Components
ASPEC - Russia
Association of Suppliers of Electronic Components
ASSODEL - Italy CEDA - China
Associazione Nazionale Fornitori Elettronica China Electronics Distributor Alliance
ECAANZ - Australia
Electronic Components Association Australia and New Zealand
ECIA - United States
Electronic Components Industry Association
ECSN - United Kingdom ELCINA - India
Electronic Components Supply Network Electronic Industries Association of India
FBDI - Germany
Fachverband der Bauelemente Distribution
FEDELEC - Tunisia JEPIA - Japan SE - Sweden
Tunisian Federation of Electric and Electronic Industries Japan Electronic Products Importers Association The Swedish Electronics Trade Associations
the age of restraint

At the same time, there are trends that above all take into account our environment and availability of resources. What the Club of rome once proclaimed in the analysis The Limits to Growth is presented today in
www.ideaelectronics.com
SPDEI - France
MAY 2012
Syndicat Professionnel de la Distribution en Electronique Industrielle
Fornitori Elettronica
News
International Distribution of Electronics Association
The pressures are great, and the interests of the leading business and industry organizations are calling for change. At the same time the relevance of the European electronics market is decreasing: over the last 10 years its consumption in comparison to the rest of the world has declined from approximately 22 per cent to 13 per cent. However the strength of European design in the automotive electronics, industrial automation, and healthcare technology sectors, to name a few, remains unchanged. In the long run though it appears distribution and its production services will follow, migrating to be in closer proximity to their end markets. It is not surprising then that Europe must operate on the leading edge of technology and innovation if it wishes to maintain its standard of living. The demographic development of continental Europe and Germany in particular presents an additional trend factor. The emphasis on specific products and services will shift with the aging of the population. Europe can certainly bring its experience with the phenomenon to market, since it is not the only society affected. Japan and China will also experience similar developments in a few decades. and systems developed in conjunction with integrated circuit manufacturers are already included in the portfolio. Time to Market is the most critical element which European distributors must solve in the future with their customers and partners. Given the trend toward sustainability, product life cycles have lengthened, yet time to market has decreased with global competition forcing the pace. Between 2003 and 2010, European DTAM (Distribution Total Available Market) grew from 9.8B euros, representing 24 per cent of TAM (Total Available Market), to 16.2B euros or 26 per cent of TAM (source: Europartners Consultants). This trend is expected to continue. The most important trends for the coming years include the following: Appropriate presence in online social networks Increased use of the Internet as a knowledge platform Adequate technical and commercial training for employees to participate in technically demanding vertical markets Careful attention to market convergence (e.g., e-Mobility) Focus on energy efficiency market segments: lighting, power management, embedded solutions, design tools, and building management Despite the significant changes, the transformation of the consumer landscape presents many opportunities. Not only technical but also social challenges must be solved. New markets are emerging and various facets of sustainability are becoming increasingly important. When distributors manage to get involved in the trends and bring their strengths to bear in future developments all signs point to continued success.
INTERNATIONAL ELECTRONICS SUPPLIERS
Source: Chris Anderson, Editor-in-Chief, WIRED Magazine, 2005 Graphic: Trendbro, 2012
a tempered form as a trend toward sustainability and self-restraint. The leader of the Swiss think tank, Gottlieb Duttweiler Institute (GDI), David Brosshardt, paints a fascinating picture of a new prosperity formula for the Western world in his book The Age of Consorzio Less. di attivit e servizi
means that less is being purchased. Therefore it is important to understand these new consumer trends well (David Bosshardt).
unforecastability, trends and megatrends can be a guide for us
per Associazioni gruppi dimprese of e In a world
developments, which are promoted or thwarted by market dominating stakeholders based on their own interests. These interests change over time and so do the trends
Trends are
An important element of the development is the finding that over the past decades a change in values has taken place. More and more is possession being replaced by consumption.Increasingly one must understand the relationship patters. Its no longer about customer retention, rather about customer relationshi. Publicist Kevin Kelly says: Everything that can be shared will be shared. The beginnings of this development show up among other places in the common use of vehicles, homes, and leisure goods (tents, rVs, etc.), even in the virtual cloud. We already share space and computing time, rather than purchase a new PC. For retailers, however, sharing
opportunities for european distribution

In addition to the consumer landscape, the impact of these trends will also reach distributors of electronic components and their customers. Clearly as a megatrend, globalization has forced all market participants to undergo enormous change (Naisbitt, 1982). Today it remains a driver of new business models and social change. The quest for sustainability, the responsible handling of available resources, and increasing selfrestraint all play an important role here. In particular the European market will have to contend with the Brussels laws and regulations on energy efficiency (ErP), recycling (WEEE), and roHS or rEACH.
Everything that
can be shared will be shared
Above all European distribution will benefit from these prospects: like manufacturers, production is geared toward the consumer markets and focused on it. Distribution can thereby increase its share of value creation since design support, modular solutions,
II
News
Q1 2012: much better everywhere compared with last quarter!

1st Qtr. 2012 Total Com ponents Booking, Bil ling & Book:bill Q1 2012 TOTAL COMPONENTS BOOKING, BILLING & BOOK: BILL RATIO ratio
To tal d istrib utio n e le ctron ic co mpo n en ts bo oki ng , b ill ing an d Bo ok:b ill ra tio fo r G e rma ny, Fra nce , Ital y, UK , Sw ed en , Nor way, De nm ar k & Fin lan d
Authorised Distributor
Graphic T1
2000 1.16
1. 40
1500
0.96
1.33
1. 20 0.99
Billing
0.94
1.09
1.11
0.88
by Gary Kibblewhite
1.15
0.95
Boo king
0.95 1. 00
FORTRONIC
electronics f o r u m
1000
B2 B
0. 80
the electronic community
enjoy
1st Qtr. 2012 Just to remind readers. If you Total Com ponents YTD B ooki ngs Trend 0. 60 umu la would like toChavetive o rdoriginallectrocoicmp are d owne nts via distri bu tion r by co un try for cu rr en t ye a r to d ate the er s fo r E n co mp ith sa me p e rio d p rio yea r 0% graphics used in this article just 0 0. 40 Q 2-09 Q 3-09 Q 4-09 Q 1-10 Q 2-10 Q 3-10 Q 4-10 Q 1-11 Q 2-11 Q 3-11 Q 4-11 Q 1-12 email to the IDEA secretary at -5% www.ideaelectronics.com segreteria@ideaelectronics.com G r aph ic T -1 The IDEA statistics are taken from actual bookings and billings returns -10% made by a substantial percentage he first quarter of Q 1 But at least the trend is now of the electronic component 2012 achieved, almost -15% positive! 1st Qtr. 2012 To tal C om p o n ents Boo kin g Trend distributors in Europe, including all everywhere,lebetter po n en ts by c o un try com pa rin g Q 4 2 0 11 w ith p rio r qu a rter D istrib u ti on o rd e rs for E ctron ic co m the major distribution groups. Their (Q 1) an d sa -20% bookings and billings/Qthan m e q u ar te r p rio r yea r (Q /Q Y-1 ) book:bill has The overall sales represent circa 70% of the 50% total European distribution market last quarter but not so good risen slightly from 0.94:1 -25% 40% so the trends shown are truly Avg F r ance UK I taly No rd i c G erm an y when compared with the to 0.95:1 and although representative.
500
-18.5% -18.5% -18.2% -19.1%
Associazione Nazionale Fornitori Elettronica
The most advanced, multilingual, multicurrency mobile site for design engineers.
1.08
T
30% 20% -1 0 % -2 0 %
Percent
-11.4%
G rap h ic T -5
same quarter last year.

17.1% 5.5%
-22.2%
Consorzio di attivit e servizi per Associazioni e gruppi dimprese
40.2%
Percent change
Q1 2012
70%
1st Qtr. 2012 To tal Co m p on ents Tend en tial In de x by Co untry TOTAL COMPONENTS TENDENTIAL -1) 1 0 % by country (Q/QY-1) Graphic (Q/QY index
Tre nd sho w in g g ro w th/d ecli ne % in q ua rter ly sale s of a ll co m p on en ts th ro u gh distri bu tion spl it b y 0 co un try com pa re d w i th sam e q ua% r pr ior ye a r rte
T6
-11.4%
-18.5%
-18.5%
I ta l y
30%
-3 0 % A vg Fr a nc e
N o rd ic
Percent
UK FORTRONIC G e rm a n y
Ita l y
Q1 of 2012 was a
No r di c G er m an y
-22.2%
-19.1%
UK
-18.2%
50%
F ra n ce
it is below 1:1 the trend is in the right direction. My comment last quarter that Q1 should be a good quarter has certainly been confirmed.
17.6% Q / Q Y -1 0.8%
13.9%
Consorzio di attivit e servizi e gruppi dimprese
per Q / Q -1 Associazioni
Germany
+49 (0) 8952 04621 10

Czech Republic
Brno
Munich
+420 517070880
France
Brive-La-Gaillarde
+33 5 55 85 79 96
Israel
Raanana
10%
enjoy
G r a ph i c T -2
-1 0 %
much better quarter than Q4 last year!
-3 0 %
+972 9 7783020
Italy
Assago-MI
+39 02 575065 71
Q 2 -0 9 Q 3 -0 9 Q 4 -0 9 Q 1 -1 0 Q 2 -1 0 Q 3 -1 0 Q 4 -1 0 Q 1 -1 1 Q 2 -1 1 Q 3 -1 1 Q 4 -1 1 Q 1 -1 2
-5 0 %
G ra p h ic T -6
Graphic T1 shows the actual sales and orders across Europe together with the book:bill ratio. The sharp increase in both bookings and billings is good to see even though we are still below the level of the same quarter of last year. Secondly Graphic T6 shows that the billings are still declining across all the regions with cumulative
The Netherlands
+31 402 6476 57

Spain
Barcelona
Eindhoven
+34 936455263
Sweden
Upplands-Vsby
+46 8590 88 715

United Kingdom
High Wycombe Buckinghamshire
+44 (0) 1494-467490
m.mouser.com
The Newest Products for Your Newest Designs
Source: eurostat
mobile_42.4mmx246mm.indd 1
5/9/12 12:13 PM
III
News
Billings has started

to grow again in all regions
a growth over the prior quarter.
22% and France showing the least drop of 11%. All regions however showed
Quarterly sales by produCt family

Each quarter we look at both booking and billing trends by both product and by market.
Q1 2012 TOTAL COMPONENTS BOOKING, BILLING & BOOK:BILL RATIO Graphic T2 ratio
To tal d istrib utio n e le ctron ic co mpo n en ts bo oki ng , b ill ing an d Bo ok:b ill ra tio fo r G e rma ny, Fra nce , Ital y, UK , Sw ed en , Nor way, De nm ar k & Fin lan d
1st Qtr. 2012 Total Com ponents Booking, Bil ling & Book:bill
Source: eurostat
2000 1.16
1. 40
1500
0.96
1.33
1. 20 0.99
Billing
1.15
0.95
Boo king
0.94 0.95 0.88 1. 00
1.09
1.11
FORTRONIC
1.08
1000
B2 B
0. 80
enjoy
500 0. 60
0 Q 2-09 Q 3-09 Q 4-09 Q 1-10 Q 2-10 Q 3-10 Q 4-10 Q 1-11 Q 2-11 Q 3-11 Q 4-11 Q 1-12
0. 40
G r aph ic T -1
Q1 2012 SEMICONDUCTOR BOOKING, BILLING & BOOK:BILL RATIO ratio

1400
1st Qtr. 2012 Semiconductor Bookings, Billings & book:bill
Graphic S1
1st Qtr. 2012 Total C & book:bill ratio for Germany, France, Italy, Distribution semiconductor bookings, billingsom po nents Boo king Trend U K, 1.60 Sweden, Norway, Denmark & Finland
1.44
1200
50%
D istrib u ti on o rd e rs for E le ctron ic co m po n en ts by co un try com pa rin g Q 4 2 0 11 w ith p rio r qu a rter (Q /Q 1) an d sa m e q u ar te r p rio r yea r (Q /Q Y-1 )
40.2%
1.40
Billing
1.19
1.13
1.17
Source: eurostat
k
1000
40%
1.12
1.20
1.08
30%
0.95
800
Booking FORTRONIC
Percent change
sales, compared with the prior year. The rate of decline has however slowed.
5.5%
The book:bill ratio

improved again for the second quarter running
0.96
17.1%
0.87
20%
13.9%
600
17.6%
1.00
the electronic community Q / Q -1 Consorzio
enjoy
0.93
0.91
0.92
B2B
400 10% 200 0%

-1 0 % 0
0.80
di attivit e servizi e gruppi dimprese
per Q / Q Y -1 Associazioni
0.8%
0.60
Graphic S-1
Ita l y
-22.2%
eConomiC baCKground
on the negative side the latest Eurostat investment analysis shows that the business investment rate of non-financial corporations dropped back at the end of 2011, I have a feeling that this may have been another Q4 effect and we will see a rise for the first quarter of this year. However, the latest stats on Industrial production show an increase at the beginning of 2012.
-18.5%
-18.5%
-3 0 % A vg Fr a nc e
-19.1%
-2 0 %
-18.2%
Q2-09
Q3-09
Q4-09 Q1-10
-11.4%
0.40
Q2-10 Q3-10 Q4-10 Q1-11 Q2-11 Q3-11 Q 4-11 Q1-12
250 50%
48.5%
Sadly, unemployment continues to rise sharply in most countries, not a good omen!
UK
No r di c
G er m an y
1st Qtr 2012 rSemiconductor Booking Trend G a ph i c T -2 Q1 2012 PASSIVE COMPONENTS BOOKING, billing & book:bill ratio Graphic P1 1st Qtr 2012 Passives booking, billing & book:bill ratio
same quarter ratio year ( Q/QY-1) Passive components Bookings, billings & book:bill prior for Germany, France, Italy, UK, Sweden, 60% Norway, Denmark & Finland Distribution orders for semiconductors by country compared with the prior quarter (Q/Q1) and the
1.40 1.30 1.20 Q/Q-1 Billing Q/QY-1 1.10 1.00 0.90 0.80
-18.4%
40%
Percent k
1.01
0.96
2.9%
0.97
Total components Graphic T2 shows that, on a quarterly basis, the decline in quarterly bookings, compared with the same period prior year, has continued, with Nordic suffering the worst drop of
0.92
0.98
150 10%
5.3%
eleCtroniC Component sales in Q1 oVerVieW
17.8%
1.14
1.13
1.13
13.2%
1.06
1.02
20%
1.09
16.2%
30%
200
Booking
di attivit e servizi FORTRONIC
electronics
0%
-7.5%
0.89
Consorzio
-10% -20% -30% -40%
100
per Associazioni B2B

f o r u m
e gruppi dimprese
0.70
-27.3% -24.6%
enjoy
-24.3%
50
-22.7%
0.60 0.50
All
France
UK
Italy
Nordic
Germany 0.40
Q2-09 Q3-09 Q4-09 Q1-10 Q2-10 Q3-10 Q4-10 Q1-11 Q2-11 Q3-11 Q4-11 Q1-12
Page | 7
Graphic P-1 Graphic S-2

1st Qtr 2012 Passive components Booking Trend

Distribution orders for passive components by country comparing Q1 2012 with the prior quarter (Q/Q-1) and the same quarter prior year (Q/QY-1)
35.7% 37.5%
IV
50%
%
40%
News
Q1 2012 EMECH COMPONENTS BILLING TREND 1st Qtr 2012 Emech Components Billings Trend Graphic E4
Distn sales of emech components comparing current qtr with prior qtr ( Q/Q-1) and same qtr prior year ( Q/QY-1) plus YTD trend
30% 22.6%
in all regions in Q1 with Italy performing best.
20% 12.7%
Q/Q-1 Q/QY-1
Percent
Quarterly sales and orders by geographiC region

f o r u m
17.3%
6.5%
10% 3.8%
FORTRONIC YTD'12 /
electronics
YTD'11
enjoy
0% -3.9% -3.9% -4.4% -4.4%
-10%
All
France
UK
Italy
Nordic
Germany
Graphic E-3
1st Qtr. 2012 E-Mech component YTD Billings trend
Firstly product. Breaking the 5% product total into the main elements, initially the largest:
0%
Cumulative sales of electromechanical components through distribution showing the growth/decline % compared with the same period prior year
Percent change
1.08
Semiconductors -5% Graphic S1 shows that -10% the tide has turned and both bookings and billings -15% showed an increase over the prior quarter. In addition -20% France the book:bill Avg ratio showed a slight improvement over the prior quarter, again a positive sign for Q2.
-3.9%
Percent
-4.4%
shows an improvement in the book:bill in the quarter posting its highest value since Q1
Passives
-5.7%
-8.0%
-7.4%
Graphic T3 shows that all regions achieved a growth over the prior quarter but a decline when compared with the same quarter prior year. Similarly, graphic T2 shows that the bookings in all regions in the quarter, when compared with the same period prior year, were poor with all regions posting a reduction but all regions posted a growth over the prior quarter.
8.7%
-8.0% -8.0%
-7.4% -7.4%
-5.7% -5.7%
0.8% 0.8%
Q1
Authorised Distributor for Semiconductors and Electronic Components

Total Com ponents Booking, Bil ling & Book:bill Q1 2012 1st Qtr.COMPONENTS BILLING TREND TOTAL 20121st Qtr. 2012 Total Components Billing Trend Graphic T3 ratio
D istr ib utio n sa le s o f E lectro n ic Com po ne n ts b y Cou n try comp a rin g cu rre nt q tr w ith p rio r qu a rter To tal d istrib utio n e le ctron ic co mpo n en ts bo oki ng , b ill ing an d Bo ok:b ill ra tio fo r G e rma ny, Fra nce , ( Q /Q1 ) a nd sam e q ua rte r pri or ye a r ( Q/Q -4 )
40%
2000
Ital y, UK , Sw ed en , Nor way, De nm ar k & Fin lan d
0.8%
27.5%
UK Graphic E-4
30% Italy
1. 40
Nordic
Germany
1.16
19.1%
15.8%
20%
1500
10.4%1.33
0.96
1. 20
Billing
0.99
0.88 4.6%
0.94
0.95
1.09
1.11
10%
1000
1.15
7.4%
0.95
Boo king
1. 00
FORTRONIC
electronics
Page | 14
0%
B2 B Q/Q-1
Q/Q-4
f o r u m
0. 80
Passive Components Graphic P1 covering Passives also shows an improvement in the book:bill in the quarter posting its highest value since Q1 2011. The quarterly sales were also sharply up, again the highest since Q1 2011. As anticipated last quarter, Q1 has been a strong quarter for passives. Electromechanical components Graphic E4 shows that Electromechanical components, which fared well in 2011, have posted a strong growth
enjoy
- 10%
- 15.1%
-14.9%
-16.1%
0. 60
- 20%
0
-17.0%
-22.9%
- 30%
Q 2-09
Avg
Q 3-09 Q 4-09 Q 1-10
F ran ce
Q 2-10
Q 3-10
UK
Q 4-10 Q 1-11 Q 2-11
Italy
Q 3-11
No rd ic
Q 4-11
Q 1-12
0. 40 Associazione Nazionale
G er m an y
G r aph ic T -1
Gr aph ic T -3
1st Qtr. 2012 Total Components Q1 2012 TOTAL COMPONENTS BOOKING TREND YTD
Billings Trend
-12.5%
500
Graphic T2
Cu mu la tive sa les 2012ctro nic coC om p oviaen ts utio n o kin g tr yren drre nt ye ar to da te 1st Qtr. o f Ele To tal mp on en ts n d istrib Bo b y cou n T fo r cu com pa re d wi th sam e p er iod pr ior ye a r
0%
50%
D istrib u ti on o rd e rs for E le ctron ic co m po n en ts by c o un try com pa rin g Q 4 2 0 11 w ith p rio r qu a rter (Q /Q 1) an d sa m e q u ar te r p rio r yea r (Q /Q Y-1 )
40.2%
-5% 40%
30%
Percent
17.1%
17.6%
-10%
Percent change
20%
13.9%
-12.5%
Q / QConsorzio -1
Q1
-15.1%
-14.9%
-17.0%
0%
-16.1%
0.8%
10% -15%
5.5%
FORTRONIC e gruppi dimprese

Q / Qper-1 Y Associazioni
di attivit e servizi
enjoy
-20% -1 0 %
-11.4% -2 0 %
-18.5%
-18.5%
-18.2%
-22.2% -22.9%
-25%
-3 0 %
Avg
A vg
F ran ce
Fr a nc e UK
UK
Italy
Ita l y
N or d ic
Germ an y
G er m an y
-19.1%
mouser.com
No r di c
G rap hi c T -4
G r a ph i c T -2
Distributing semiconductors and electronic components for design engineers.
EuroAuthDisty-Eng-42.4mmx246.indd 1
5/9/12 12:32 PM
News
Who will pay for Technical Support...

by Adam Fletcher Chairman of IDEA and ECSN
www.ecsn-uk.org
Many customers expect accurate and timely technical support for the electronic components that they specify and purchase. But customers continue to baulk at being asked to pay for it! According to Adam Fletcher- Chairman at IDEA, squeezed margins, rising costs and changes in the electronic components business model may force a change in the application support services that customers currently enjoy...
Customers quite rightly demand the widest possible choice of suppliers and technologies for use in their new products
Surprisingly, to date adoption of a web-based model has actually increased costs for many manufacturers and authorised distributors, as they strive to manage their digital transition and the need to provide new and enhanced service models. Customers quite rightly demand the widest possible choice of suppliers and technologies for use in their new products. Manufacturers need to get their latest products into new customer designs to secure future sales revenues, at the same time maintaining supply of established products, managing the decline in demand of older parts and ultimately proceeding to end-of-life (Eol). Manufacturer authorised distributors
he provision of technical support in the electronic components markets has always been the prerogative of Consorzio manufacturers and their authorised di attivit e servizi distributorsAssociazioni per via the provision of a wide range of technical data and e gruppi dimprese access to qualified applications engineers. The cost of this technical support has ultimately been met by the customer as an invisible element, hidden in the purchase price of the goods. Changes in the delivery of content to customers has been made possible by the use of the internet (and intra-net). Few would deny that the web is a great repository of information and increasingly, of communication.
support multiple manufacturers to maximise the opportunity to win multiple component wins in new customer designs and thereby secure their own revenue stream. The technical complexity of electronic components varies wildly: Some products are simple to understand whilst others (ASSPs) can be extremely difficult to get to grips with and require extensive investment for both customer and supplier.
such as EDA tools and social networking. However, the manufacturer continues to provide a huge investment in extensive back-up services, providing the technical information and training necessary to enable their channel partners to support the widening customer base.
largest international customers are supported directly by the manufacturer
Only 5% of the
45% of the sales reVenue, oVer 95% of the Customers

Today in the uK manufacturer authorised distributors enjoy 45% of the sales revenue but in exchange, have to support over 95% of the customer base. only 5% of the largest international customers are supported directly by the manufacturer, which suggests that the majority of the technical support is provided by manufacturers authorised distributors - mainly via Email, telephone, social media and during face-to-face conversations.
Many authorised distributors have invested heavily in their internet sites to enable parametric searches of products. Some have extended their capability with the provision of enhanced value-adding features
The next few years

will see the technical support model in the electronic components market continue to increase in cost
The electronic components markets in Western economies continue to be driven primarily by developments in semiconductor products, which are now entering a mature phase
VI
News
having evolved and developed rapidly over the past sixty years. Mature markets tend to be dominated by five primary suppliers who account for over 80% market share whilst many other smaller niche market players squabble over the remaining 20%. The big five suppliers continue to deliver significant innovation but are plagued by equally innovative competitors, leading to the increased commoditisation of products and competitive pressures that reduce both price and margins and possibly forcing a seed-change in the affordability of technical support to customers in the electronic components market. electronic components market continue to increase in cost. It seems inevitable that technical support will therefore have to evolve into a more transparent model, perhaps like the IT market model. I suspect that first line support will continue to be provided free as part of the overall business service but those organisations that need more detailed and extensive technical support for new complex products may have to face paying for it either directly from the distributor or from a third-party authorised consultant.
additional industry Comments

Tony Frere - Deputy Chairman
The best distribution FAEs understand the products in their portfolio at least as well as the vendors in-house team
The quality of the response whether by phone, Email or chatroom depends on the expertise and experience of the FAE involved.As suppliers assign more and more European customers to distribution, they are recognising that they need to offer distribution FAEs the same level of training and investment as their own staff.
it marKet Comparison
Compare the electronic components market with what happens in the IT market and youll notice a number of very marked differences. The marketing and initial sales processes in the IT market are viewed as a common expense and are primarily carried by the supplier directly.
Germany
Solid State Supplies plc

Their applications support personnel and those of the value added resellers are called Consultants and their time is either billed to the manufacturer as a cost of sale or directly to the customer as a fee for the support provided. Customers typically have to agree to Annual Support Contracts to access essential technical support or phone-in to a call-centre via a premium rate telephone number. The next few years will see the technical support model in the Whilst we have undoubtedly seen many of the broad-line distributors move technical support to their online systems at Solid State we firmly believe that customers technical issues are best resolved by an engineer in front of an engineer, consequently we continue to invest heavily in technical personnel and in face to face time. When youve got a complex FPGA issue you dont want to be directed to the online FAQ section of some faceless website, you want an engineer to help solve the problem. Solid State provides that engineer, its a cost of doing business to a niche distributor but a cost with real value attached. Now, the best distribution FAEs understand the products in their portfolio at least as well as the vendors in-house team that they are increasingly being expected to replace and are trained to the same level on the same courses, often by the product developers. Although some distributors remain reluctant to back their FAEs time (and cost) investment in intensive manufacturer training programmes, the best distributors are very clear in understanding and committing funding to this business need. Its the old business dilemma of is this a cost or is this an asset? which is all too often seen as the former, especially in times of belttightening. Anglia remains very firmly committed to the on-going technical training and development of its FAE teams.
+49 (0) 8952 04621 10

Czech Republic
Brno
Munich
+420 517070880
France
Brive-La-Gaillarde
+33 5 55 85 79 96
Israel
Raanana
+972 9 7783020
Italy
Assago-MI
+39 02 575065 71
The Netherlands
Eindhoven
+31 402 6476 57

Spain
Barcelona
+34 936455263
Sweden
Upplands-Vsby
+46 8590 88 715

United Kingdom
The quality of the response whether by phone, Email or chat-room depends on the expertise and experience of the FAE involved
+44 (0) 1494-467490
Martin Brown - Field Applications Manager, Anglia Components
m.mouser.com
VII
5/9/12 12:13 PM
News
Russia: Spring fever in Electronics

by George Kell EuroPartners Consultants (Russia)

www.europartners-russia.ru
or more than a decade the electronics community of russia experiences the splash of activity in April - the main exhibition on electronic components and electronics assembly ExpoElectronica is held in Moscow. All federal-rank distributors, dozens di attivit e servizi of localper Associazioni and global vendors use their stands e gruppi dimprese and to promote products services to customers at russia and CIS. All was nice, but during the crisis of 2008-2009 many traditional participants were forced to count money and did not like the fact that the cost of square meter of exhibition ground at Moscow Crocus Center is much higher than, for example, at Munich Messe. They appealed to ITE Group - the operator of 100+ exhibitions at russia (including ExpoElectronica), but in vain. As a result, several distributors from the Top-10 rating, who already operated the autumn exhibition ChipExpo, decided to start the
Consorzio
New Electronics exhibition in the spring. And the 1st one passed in April 2011 simultaneously with ExpoElectronica and seemed to be rather successful.
against 23 left at ExpoElectronica) and seems do not plan to return. on the whole the electronics community is not happy to have two exhibitions at spring and the outcome of confrontation is still unclear. The factor playing in favor of New Electronics may be the attitude of state electronics authorities. They were very visible during The Innovative Russia Week-2012 - New Electronics was one of six exhibitions held at ExpoCenter the same time. The role of state electronics is constantly increasing with the growth of military budget of russia supported by the newly elected president Putin. In any case we are to wait till next April to see the result. New Electronics was marked with an event previously unknown for russian distribution market. The PetroInTrade company announced a rebranding and the transfer of the
authorities were very visible during The Innovative Russia Week-2012

This April, the rivalry was continued: ExpoElectronica was held on April 11-13 and New Electronics on 17-19. This led sure enough to fewer visitors at both exhibitions due to inability for most of nonresidents to stay at Moscow for two weeks. Though ExpoElectronica had twice as much stands (300 against 135 at New Electronics), it may be stated, that the main distributors migrated to New Electronics (58
The state electronics
companys shares on security of a Western venture fund. Thus, PetroInTrade became the first company among russian distributors of electronic components that entered into partnership with Western companies to attract investments and prepare for an IPo. The new name for the company which business started 20 years ago at St. Petersburg will be PT Electronics. Interestingly, that the confrontation with ITE Group accelerated the consolidation process in distributors community and led to the creation of a new association - ASPEC (Association of Suppliers of Electronic Components) that received state registration in the beginning of 2012.
ASPEC received state

registration in the beginning of 2012
Monitoring of electronic components market is named as one of the tasks of ASPEC and in the last day of New Electronics the first yearly report concerning year 2011 was presented by ASPECs executive director Ivan Pokrovsky. This report will be also presented at IDEAs meeting in Milan on May 31 2012.
VIII
News
A new anti-counterfeit initiative in the USA

by Robin Gray President and CEO ECIA (USA)
rgray@eciaonline.org
Mandatory reporting to GIDEP of counterfeit parts Requiring Homeland Security to establish a methodology for the enhanced inspection of electronic parts As part of this effort, DoD has defined counterfeit material as an item that is an unauthorized copy or substitute that has been identified, marked, and/or altered by a source other than the items legally authorized source. DoD has also stated that a used item represented as new will be subject to fraudulent representation procedures. As part of this initiative, the Defense Department is identifying appropriate industry standards for anti-counterfeiting. DoD has stated that those standards be included in contracting requirements, as appropriate, and that this requirements flow down to appropriate lower-tier subcontracts. I recently sat in on a DoD briefing regarding its efforts to date. Among the take-aways that I have from that meeting are: DoD is looking to industry associations for input. The DoDs definition of trusted supplier could have a significant impact on the sellers of electronic components. unauthorized sellers are working hard to be included in this definition. SAE International has a standards group, the G19 Committee, that has been working anticounterfeiting standards. These aerospace and automotive standards might be included in DoD regulations. The SAE G19 has a subcommittee, G19d, that is working on counterfeit electronic parts avoidance and mitigation standard for distributors. While this
standard applies to unauthorized sellers of electronic components, it does include a definition of authorized distributor and distribution. This is the proposed definition: Authorized Distribution: Transactions conducted by an oCM-Authorized Distributor distributing product within the terms of an oCM contractual agreement. Contractual Agreement terms include, but are not limited to, distribution region, distribution products or lines, and warranty flow down from the oCM. under this distribution, the distributor would be known as an Authorized Distributor. For the purposes in this Standard, Franchised Distribution is considered synonymous with Authorized Distribution. Authorized (franchised) Distribution: Distributor when they perform Authorized Distribution. - ECIAs and NEDAs earlier efforts to build the brand of authorized distribution and authorized distributors has become the recognized nomenclature throughout government and other industries. - Manufacturers and their authorized distributors will receive requests from customers in the defense supply chain for documentation of the distributors authorized status. - There is an opportunity for ECIAs inventory search website (www. eciaauthorized.com) to be used by DoD as reference for finding authorized distributors. ECIA is working on several initiatives in the anti-counterfeiting arena and will continue to keep members informed about developments in this area.
n December of last year, Congress passed the National Defense Authorization Act of 2012 which included a provision that requires the Department of Defense (DoD) to take action to detect and avoid counterfeit electronic parts. The law stipulated that DoD issue regulations no later than 270 days from enactment of the legislation. Facing a September 28, 2012, deadline, DoD has been working on:
Authorised Distributor for Semiconductors and Electronic Components Consorzio

di attivit e servizi per Associazioni e gruppi dimprese
Manufacturers and their

authorized distributors will receive requests from customers in the defense supply chain for documentation of the distributors authorized status
Assessment of current DoD anticounterfeiting practices Implementation of risk-based policies to address counterfeiting Requiring DoD and contractors, whenever possible, to buy electronic parts from the original component manufacturer (oCM) or its authorized distributor(s) Establishment of a trusted supplier program to certify businesses that comply with industry standards on anticounterfeiting Implementation of cost recovery for counterfeit items
mouser.com
Distributing semiconductors and electronic components for design engineers.
EuroAuthDisty-Eng-42.4mmx246.indd 1
IX
5/9/12 12:32 PM
News
South African Electronic Industry, a reflection on 2011 and prospect

by Kevin Jurrius ADEC Chairman ATS Manager, Arrow Altech Distribution (PTY)
www.adec.co.za
2011 was a rather challenging year

market demand not growing at the same pace. If we look at the import Statistics as supplied by the Dept of Statistics, Total TAM (IPE + SEMI) $1,262,194,996 Jan-Dec 2011 compared to $1,158,119,723 Jan-Dec 2010 with DTAM 40% of TAM. our local electronic component show (New South Africa) was held from the 13-14 March 2012. The number of attendees including exhibitors was 1428 compared to 1864 in 2010. The total number of unique visitors was 1168 compared to 1302 in 2010. The drop in attendees was attributed to less visitors per company and not necessary a decrease in companies attending.
overall, a good well organized event with positive feedback, from which we can look to see how best to improve for 2014. With everyone cautiously forecasting 2012, Industry is waiting in anticipation to see what the Department of Communication (DoC) will bring to the party with the roll out plan for the Digital Terrestrial Television (DTT). The DoC has asked industry to submit request For Information by the end of April 2012 for the production of the DTT Set Top Boxes (STB). The plan is to roll out 1M STB before November 2012 with additional orders for 4M STB in Q1 2013. With the formation of the South African Electronics Industry Federation (SAEIF), of which ADEC does have a representative on the board, it will be interesting
in anticipation to see what the Department of Communication (DoC) will bring to the party with the roll out plan for the Digital Terrestrial Television(DTT)
to see what role SAEIF plays in protecting and ensuring that all sectors within our electronic Industry benefits from the DTT project. This is a great opportunity Consorzio to stimulate oureindustry and di attivit servizi give the necessary local growth per Associazioni e gruppi dimprese that we so desperately need for 2012/2013. The Minister of Trade and Industry, Dr Rob Davies, MP, on Monday 2 April launched the 2012 Industrial Policy Action Plan: IPAP 2012/13 - 14/15. Production Incentive component of the Manufacturing Competitiveness Enhancement Programme (MCEP) was one of the key action programs that were published for comments. The program provides enhanced support to manufacturers to upgrade their production facilities in a manner that sustains employment and maximises value-addition in the short to medium term (source: www.dti.gov.za). I am very optimistic for 2012 as we have the expertise and resources to compete and grow our electronic market where all stake holders will ultimately benefit.
Industry is waiting
f we reflect back on 2011 it was a rather challenging year where the South African electronic Industry started well but finished relatively flat in the second half. Distribution business had its challenges with the ASP of components decreasing and the volatility of the rand also posing its own difficulties, as companies found themselves having to increase revenue by supplying more products with a lagging
News
Solar Power: an effective and essential source of energy

by Rajoo Goel Elcina
www.elcina.com
olar power has been used since times long forgotten to provide energy, fire and heat in our homes. Advancing technology has now enabled us to harness this source of energy on a large scale and with commercial viability. Alternative sources of energy such as the sun and wind are our allies in fighting the menace of global warming. India has ample advantages for Solar Power generation by way of availability of land and round the year sunlight. Consorzio The governmentehas rightly given di attivit servizi great emphasis to Solar Power as per Associazioni a source gruppi dimprese e of energy for bridging the huge gap in supply and demand for electricity which India faces.
mandatory requirement for sustained development and prosperity. Solar Power addresses these issues effectively and technology trends today point towards a very rosy and prosperous future for this sector. The Government of India launched the Jawaharlal Nehru National Solar Mission (JNNSM) in 2009 as one of the eight national plans under the PMs National Action Plan on Climate Change. This was divided in to three phases, 2009-2012, 2012-2017 and 2017-2022 with an ambitious target to achieve 22,000 MW of Solar Power generation by 2022. The biggest challenge faced by Solar Power projects is their high cost and thus the cost of generation which is rs 12-14 per kwh, vis--vis conventional power at rs 4-5 per kwh (uS$ = 50 Indian rupees). Thankfully the trend is downwards with cost expected to drop to rs 10 by 2014 and further drop sharply to match the grid cost of rs 6 by 2020. Advancement in technology and increased efficiency of Photovoltaic is accelerating this process of cost reduction. Encouraged by the positive response to the Solar Mission during the first phase which is concluding now, the government has sharply scaled up the target for power generation
from 3000 MW to 9000 MW and is working on fresh and innovative incentives for investors. It is expected that investments under the JNNSM will exceed rs 100,000 Crores (uS$ one Billion= rs 5000 Crores) during the 2nd Phase which extends upto 2017. Investors bidding for solar projects have shown fierce competitiveness and have offered reduced the tariffs from rs 17 to rs 8 per unit! unfortunately for us, our dependence on imported equipment remains very high and we are as usual witnessing huge imports from China. The few manufacturers of Solar Panels and Solar Cells have expressed great resentment at the extremely low rates being offered by Chinese suppliers. Nonetheless, it must be recognised that at rs 12 Crores per MW, India needs investments amounting to rs 108,000 Crores (uS$ 21,6 Billion) on new equipment during 2012-17 for 9000 MW capacity during the 2nd Phase. After putting aside the Semiconductor content, the Balance of Systems comprise 50% of the system cost which works out to Rs 54,000 Crores (US$ 10,8 Billion). The major content in Balance of Systems is Inverters, Transformers , Switch Gears, Connectors and Cables and Power Management Systems, all of which contain electronics. A Study estimates that demand for Inverters itself during this Phase, would be uS$ 1.8 Bn or rs 9000 Crores ! It is vital that we expand our presence in manufacturing these Balance of Systems and also invest aggressively in Solar Semiconductors, Solar Cells.
indicate that the demand-supply gap will surge from 19 GW in 2011 to over 100 GW by 2020
The Ministry of Power, Government of India, estimates released in the recent past stated that the demand supply gap will surge from 19 GW in 2011 to over 100 GW by 2020. Generation of power involves burning of scarce fuels bringing environmental issues into focus. Green energy is a vital and
Recent estimates
Germany
+49 (0) 8952 04621 10

Czech Republic
Brno
Munich
+420 517070880
France
Brive-La-Gaillarde
+33 5 55 85 79 96
Israel
Raanana
+972 9 7783020
Italy
Assago-MI
+39 02 575065 71
The Netherlands
Eindhoven
+31 402 6476 57

Spain
Barcelona
+34 936455263
Sweden
Upplands-Vsby
+46 8590 88 715

United Kingdom
+44 (0) 1494-467490
m.mouser.com
XI
5/9/12 12:13 PM
News
Fortronic Technology Forums

The most cost effective way to get to engineers?
ou need to get your products in front of design engineers. Companies often say to us that as they run their own workshops and seminars why should they sponsor Fortronic Forums?
You need to get your products in front of design engineers
When asked about the number of engineers that attend and how much resource it takes to get them, conversations get very interesting. Consorzio di attivit e engineers is Typically 20 to 40servizi a goodper Associazioni much target, but how e is required? Eyebrows resourcegruppi dimprese are raised as you discuss the email, marketing campaigns, internal and external sales teams working on the customers, product groups working with suppliers and marketing teams pulling together the materials, merchandising and logistics to make it all happen. Yes it takes a lot of time effort and expense!! Then on the day they are lucky to get 25 engineers and these come mainly from their existing customers, their account managers have spent hours on the phone trying to entice engineers to turn up, probably driving them to the event!
No students, salesmen or competitors are allowed
So why is a Fortronic Forum a much better attended and a more cost-effective solution? Because we are not vendor specific, Fortronic Forums can pull together a range of suppliers and topics that complement each other which makes it interesting and worthwhile for an engineer to attend. The style and format of the Forum ensures that a delegate can have a full and worthwhile day. unlike an exhibition our delegates are likely to stay from 8-30 through to 5-30. because
every sponsor will be of interest to them. High quality venue, food and free parking. The day is free of charge for the engineer. Sponsors are given full details of every approved registered delegate.
uK fortroniC: the led lighting forum

125 engineers attended the lED & lighting Forum (29th March, oxford). Many being senior managers and directors, all are pre qualified and are directly involved in the design process.
and such a tonic after years of trudging round the nec!! An excellent event, great that there was a mixture of lED, Chip Manufacturers, PSu manufacturers and optics. Presentations were a good length. Presentations from industry experts in the Williams F1 Conference Centre. over 40 engineers attended the Cree workshop at our lED & lighting Design Forum Engineers are eager to network in the informal setting of the Forum exhibitor area Next events in the uK are:
125 engineers attended our LED & Lighting Forum
No students, salesmen or competitors are allowed. Some comments from delegates at our recent lED and lighting Design Forum summarise the benefits: I learned so much from talking to the specialists yesterday - they are all very helpful and knowledgeable people. All in all a brilliant focussed event
RF & Wireless Design Forum on June 26 2012. Power and Power Management on october 23
2012
Led and Lighting Design

26th March 2013 For further information and details contact: Chris osborn at Chris@motiv8uk.com or Paul Barwick at paul_b@motiv8uk.com or visit www.fortronicuk.com
XII
News
Power Fortronic: focus on efficient technology

by Silvio Baronchelli President of IDEA
industrial automation, motor control and renewables technologies.
> COMMUNITY & SOLUTIONS AREA:

An area where people from both the supply and design communities can meet. An area dedicated to solutions and proposals made by the participating companies
fortroniC format
Fortronic is based on a day of meetings / conferences focused on contents and technological updates; corporate events (workshops and tutorials), business and relationships amongst companies. All this is in order to provide technology upgrades and product news and above all, to create business partnerships.
FACTS AND FIGURES
aving just staged its ninth event, and following the great success achieved in 2011, Power Fortronic is now acknowledged as the Italian point of reference in the power electronics market. Now in 2012, the event will represent an important opportunity for meeting manufacturers, suppliers and customers and to contact engineers, designers and buyers, all in a single day, with maximum efficiency in terms of time and investment.
A qualified and selected audience

The format is structured as follows :
> MAIN SESSION:

Institutional conference with more speakers coordinated by the Technical Director to effectively present hot and current topics.
> WORKSHOP & TUTORIAL:

Afternoon hi-tech seminars, dedicated both to the depth required by a single company as well as to transfer the pratical-didactic skills to participants.
now acknowledged as the Italian point of reference in the power PROMOTED BY: electronics market
POWER 210x297 UK.pdf 1 03/05/12
Power Fortronic is
09.39
8 successful events More than 50 sponsor companies in the 2011 event. More than 400 operators visiting the event for the 2011 Power Fortronic. 300 useful contacts per event. 25 sponsor companies already confirmed for the 2012 event More than 6000 professional contacts addressed in the mailing list A dedicated newsletter every 2 weeks 4 different opportunities to participate. A qualified and selected audience More than 70% of visitors of the past event belonged to the industrial world
Germany
+49 (0) 8952 04621 10

Czech Republic
Brno
Munich
+420 517070880
Italian Association of Power electronics is a fast changing Electronic market where Suppliers it is important to be
20th September 2012

IX EDITION
CENTERGROSS ZANHOTEL Via Saliceto 8 - Bentivoglio (BO)
France
+33 5 55 85 79 96
Israel
Raanana
Brive-La-Gaillarde
updated on technologies and new solutions of energy efficiency. After one POWER FORTRONIC The to highlight the current trends, the year,Italian point of reference in Power Electronics electronicstaged its ninth event, and following the Having just community will meet again is ingreat success achieved in 2011, Power Fortronic thenow Bologna, an important industrial acknowledged as the Italian point of reference in power electronics market. on 2012, September automation region,Now in20th the event will represent an important opportunity for meeting 2012 manufacturers, suppliers and customers and to contact
engineers, designers and buyers, all in a single day, with maximum efficiency in terms of time and investment The aim of the day is to give an updated state on:
BOLOGNA
+972 9 7783020
Italy
Assago-MI
+39 02 575065 71
The Netherlands
Eindhoven
+31 402 6476 57

Spain
Barcelona
CM
MY
CY
Technological evolutions (SiC, GaN, MOSFET, IGBT, Modules); New solutions and topologies for inverters and converters; Motion control: technologies, methodologies, platforms and application proposals; Passive and power: magnetic (material and design solutions), supercapacitors and capacitors; The main conference,and digital will Power management: analog which be solutions; the morning, will focus held in Power supplies; power management, uPS, new on Energy efficiency; Systems for energy storage; and everything generations of MoSFET and IGBT, concerning power electronics: measures (instruments), electromagnetic compatibility (standards, methodologies, simulation, and design techniques), storage (batteries), etc
companies already confirmed for the 2012 event
30 sponsor
POWER
FORTRONIC
an assodel electronics forum
+34 936455263
Sweden
Upplands-Vsby
+46 8590 88 715

United Kingdom
+44 (0) 1494-467490
m.mouser.com
CMY
TARGET Manufacturers, suppliers, customers, engineers,
5/9/12 12:13 PM
XIII

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News

INTErNATIoNAl DISTrIBuTIoN oF ElECTroNICS ASSoCIATIoN

Megatrends and Distribution

the role of Web 2.0

Association of Suppliers of Electronic Components

ASSODEL - Italy CEDA - China

Associazione Nazionale Fornitori Elettronica China Electronics Distributor Alliance

Electronic Components Association Australia and New Zealand

ECIA - United States

Electronic Components Industry Association

ECSN - United Kingdom ELCINA - India

Electronic Components Supply Network Electronic Industries Association of India

Fachverband der Bauelemente Distribution

FEDELEC - Tunisia JEPIA - Japan SE - Sweden

the age of restraint

Syndicat Professionnel de la Distribution en Electronique Industrielle

INTERNATIONAL ELECTRONICS SUPPLIERS

unforecastability, trends and megatrends can be a guide for us

per Associazioni gruppi dimprese of e In a world

opportunities for european distribution

Q1 2012: much better everywhere compared with last quarter!

INTERNATIONAL ELECTRONICS SUPPLIERS

Associazione Nazionale Fornitori Elettronica

International Distribution of Electronics Association

INTERNATIONAL ELECTRONICS SUPPLIERS

same quarter last year.

Consorzio di attivit e servizi per Associazioni e gruppi dimprese

Consorzio di attivit e servizi e gruppi dimprese

+49 (0) 8952 04621 10

much better quarter than Q4 last year!

International Distribution of Electronics Association

INTERNATIONAL ELECTRONICS SUPPLIERS

+31 402 6476 57

+46 8590 88 715

+44 (0) 1494-467490

Consorzio di attivit e servizi per Associazioni e gruppi dimprese

Billings has started

a growth over the prior quarter.

INTERNATIONAL ELECTRONICS SUPPLIERS

Quarterly sales by produCt family

Associazione Nazionale Fornitori Elettronica

Consorzio di attivit e servizi per Associazioni e gruppi dimprese

Q1 2012 SEMICONDUCTOR BOOKING, BILLING & BOOK:BILL RATIO ratio

1st Qtr. 2012 Semiconductor Bookings, Billings & book:bill

The book:bill ratio

400 10% 200 0%

di attivit e servizi e gruppi dimprese

International Distribution of Electronics Association

eleCtroniC Component sales in Q1 oVerVieW

-10% -20% -30% -40%

per Associazioni B2B

the electronic community

Graphic P-1 Graphic S-2

1st Qtr 2012 Passive components Booking Trend

in all regions in Q1 with Italy performing best.

Quarterly sales and orders by geographiC region

INTERNATIONAL ELECTRONICS SUPPLIERS

the electronic community

0% -3.9% -3.9% -4.4% -4.4%

Associazione Nazionale Fornitori Elettronica

1st Qtr. 2012 E-Mech component YTD Billings trend

Authorised Distributor for Semiconductors and Electronic Components