IDEAnewsletter_nov2011

8/3/2019 IDEAnewsletter_nov2011

1/12www.ideaelectronics.com I

ADEC - South AricaAssciatin Distributrs Eectrnic Cmpnents

ARDEC - RussiaAutnmus Register Distributrs Eectrnic Cmpnents

ASSODEL - ItalyAssciazine Nazinae Frnitri Eettrnica

CEDA - ChinaChina Eectrnics Distributr Aiance

ECAANZ - AustraliaEectrnic Cmpnents AssciatinAustraia and New Zeaand

ECSN - United KingdomEectrnic Cmpnents Suppy Netwrk

ELCINA - IndiaEectrnic Industries Assciatin India

FBDI - GermanyFachverband der Baueemente Distributin

FEDELEC - TunisiaTunisian Federatin Eectricand Eectrnic Industries

SE - Sweden The Swedish Eectrnics Trade Assciatins

JEpIA - JaanJapan Eectrnic Prducts Imprters Assciatin

NEDA - United StatesNatina Eectrnic Distributrs Assciatin

SpDEI - FranceSyndicat Pressinne de a Distributinen Eectrnique Industriee

Down in the(Bookings)Delta

November 2011

MAY2011

N dubt, the ast 2 years were quite eventu r

the Eurpean cmpnents industry and specicay

distributin.

2009 started with the market jumping int an abyss,

created by the nance market disaster 2008/2009,

ny t be wed in 2010 by the steepest upturn in

recent histry, with 53% grwth the semicnductr

distributin market in Eurpe r that year. S, the

expectatins r 2011 at the beginning the year were

cautiusy ptimistic. What wed was a buish grwthunti May 2011, supprted by acatin ears ater the

Japanese earthquake.

In the rst ha 2011, the industry grew again int

dube gures, 23% t be exact, r the semicnductr

distributin industry (IP&E nt ar behind).

But it seems that specicay distributin-assciated

industry segments ike industria autmatin and the

autmtive sectr expanded their inventries ver-

prprtinay, just t nd ut that the ramicatins

the Japanese natura disaster were much smaer than

expected. Nw ha the market has t much inventry

and has therere naturay stepped n the brakes

regarding new rders.The cncusin is that a huge prtin the current

slowdown is an inventory correction that shud end

by the end caendar year 2011, and that in 2012 we

can k rward t anther rund at east mderate

grwth. But what about the other part o the slow-down?

The consumer and the world economy at large?

As we have seen in the ast crisis, the cmpnents market

has arrived in the rea wrd. With 2/3 the tta market

vaue cnsumed by cnsumer-type prducts (phnes,

cmputers, tabets, game cnses etc.), it is cear that

it is nt the investment gds cyces that are driving the

market behaviur but the cnsumers, wh act n dierent

principes, with this eect: cyces are much shrter and

much mre dependent n the vera market ecnmics.

What current actors are there which could inuence

both directly and indirectly the components market?The

Eur crisis, gba ecnmic swdwn, ears infatin

(Eurpe, US, China), natura disasters (rst Japan, then

Thaiand), the US debt, an verheated grwth in the ast

18 mnths. It reads ike the pt r the erfect storm.

But hw much these wi reay take eect? Nt even

the experts can te, but taking essns rm 2009, at eastthat much is cear when n ne knws what is cming,

there wi be mre cautin ging rward - which adds t

the inventry crrectin (it is nt quite cear where ese

excess inventry sits beside custmers; it cud be that

ASSOCIATIONS

i i i li i l i

INTE N TI N L

E LE T N I S

SU LIE S

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INTERNATIoNAl DISTRIBUTIoN oF ElECTRoNICS ASSoCIATIoN

federatIon

Year XXII n 3 - 2011

News IDEA

by Georg Steinberger

Chairman DMASS & President FBDi

www.fbdi.de

Distribution-associatedindustry segments like industrialautomation and the automotive

sector expanded their inventoriesover-proportionally

Adam Fletcher

Chairman of IDEA

Just to remind readers.I you would like to have theoriginal graphics

used in this article just email to the IDEA [email protected]

The IDEA statistics are taken rom actualbookings and billings returns made by a substantialpercentage o the electronic component distributorsin Europe, including all the major distributiongroups. Their sales represent Circa 70% o the totalEuropean distribution market so the trends shownare truly representative.

II - CEDA, Executive Meetingtakes place in Xian, China

IV - Q3 2011, the market hasclearly slowed across Europe!

VI - The South African market,an overview

VII - Dear original equipmentmanufacturer

VII - Solid State Lightingmarket (forecast)

VIII - Strong september drives3Q11 Connector Industrygrowth

X - Forecasting 2012: reasonsto be cheerful

XII - Building on Fortronicsuccess!
http://www.fbdi.de/http://www.fbdi.de/


2/12www.ideaelectronics.com

China Electronics Distributor

Alliance (CEDA) has successuy

cmpeted the CEDA West China

Meeting inXian, the capita city Shaanxi

prvince. This meeting cused n heping

CEDA members t expre West Chinas

market demand and t devep the crrect

emerging market strategies r West China.

CEDA executives netwrked with Shaanxi

prvince and Xian municipa gvernment

cias, tp eectrnics manuacturers and

research institutes t discuss cabratin

in the eectrnics suppy chain. It tk

pace at the China Eectrnic (Xian) Fair,

the argest ranchise eectrnics techngy

shw in China.

CEDA executives rm Arrw Asia, Avnet,

WPG, Future Eectrnics, Muser, TTI,

RS Cmpnents, Cmtech, SZCEAC,

Hnestar, AsiaCm, Mrnsun, lierda,

Zetrn, letd attended the meeting.

Invited by CEDA t meet industry suppy

chain giants incuded eaders Shaaxin

prvinces Industry and Inrmatin

Techngy Bureau, Xian CEC High Tech

Park, Xian Internatina Harbur Service

and Shaanxi Eectrnics Institutin.

As invited were tp ca eectrnics

manuacturers, incuding Xian Industry

Autmatin and Cntr System Cmpany,

Shaanxi Pwer Fan Cmpany, Shaanxi

Eectrnics Techngy research institutes,

Xian Pwer Eectrnics Techngy

research institutes, Xian N.205 research

institute, Xian Jiatng University Kai-Yuan

Grup, and Xian Feiyu Eectric Cmpany.

Chen Wen Hai, Vice President o theChina Electronic Appliance Corporation

(CEAC), expained t CEDA executives

hw techngy cmpanies address

their marketing strategies and gave a

presentatin at CEF Xian. They visited

CEDA members bths incuding TTI/

Muser, Cmtech, CE-Pwer, letd, Taiy

Yuden and Sunrd Inc.

Lou Qing Jian, Vice Governor o Shaanxi

Province, addressed his pening speech

at CEF Xian and nted that the Chinese

eectrnics industrys restructuring and

recatin is bringing huge pprtunities

t state-run cmpanies and research

institutes, driving techngica innvatin

in deense, industry and civi prduct

devepment. He encurages the

technica cabratin suppiers and

manuacturers t use cmpimentary

resurces and devep west Chinas suppy

chain tgether.

Electronics component distribution has

seen ast and diversifed development in

China which enables China to become

truly part o the worldwide electronics

supply chain. The Ministry o Industry and

Inormation Technology values electronics

technology distribution service sector and

supports CEDA development, said Chen.

Mi Ji Rong, Bureau Chie o the Shaanxi

Province Industry and Inormation

Technology and Sotware Sector, attended

the CEDA dinner and intrduced key

industry gures Shaanxi prvince.

Shaanxi reached RMB 75 biin (US$

12 biin) revenue rm eectrnics saes

ast year, cntributed t by 400+ majr

state-run tp eectrnics manuacturers

and research institutes. Shaanxi has strng

resurces and capacities in technica

innvatin and high-end manuacturing

activities. Phtnic and Internet industry

are rapidy deveping in the prvinces.Huawei Technology and ZTE Cor

have buit research centers in Xian. IC and

cmpnent design and manuacturing are

as strengths the prvince that can

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cmpnents suppiers buid a Wrk-in-

Prgress inventry as we, which expains

the sti reativey high utiisatin rate

waer abs).

one big and t date incacuabe actr

is the Eurpean autmtive industry,

accunting r a huge prtin the

Eurpean (even wrse: German)

cmpnents cnsumptin. Chasing

ne recrd ater the next r sme time,

specicay in China, the expectatins

r 2012 purprtedy have becme very

mderate which cud ead t a steep

drp in rders (actring in the high

inventry eves cmpnents). Itay,France and Germany wi nt ike this

scenari...

Ceary, the market demand des

nt vanish vernight. Therere the

exaggerated swdwn in bkings wi

ease ut sn, but a decine in demand

wi inevitaby ead t a swer recvery

the bkings at a wer eve.

In ther wrds, the tw recrd years 2010

and 2011 (mainy due t the strng rstha) wi stand r sme time. Aready,

king at the situatin in Western

Euroe, mre roduction is eaving

shre (specicay big custmers).

The exceptins are Germany and its

Eastern neighburs, wh in the meantime

accunt r ver 50% the distributin

market, and grwing. Here, the

prductin base remains stabe; hwever,

the market is extremey cmpetitive.

Ging rward, neither GDP nr the tta

cmpnents market, nr the distributin

market expectatins are very ptimistic.

Market research in the cmpnents

business ike Electronic Outlook expect

2011 t be negative aready (-0.8%

gbay, -3.8% r Eurpe).This is nt ging t happen r the

distributin sectr, at east nt r the

semicnductr part. Even under the

wrst circumstances in Q4/2011 (ets

say minus 20%) the distributin market wi

grw at east singe-digit in 2011, setting

a new recrd year. 2012 then has t dea

with such a high cmparisn basis.As the rst ha 2011 bied recrd

resuts, yu can cacuate r yurse what

mst prbaby wi happen rm January t

June 2012.

What are the key messages going

orward? Eurpe is a mature eectrnics

market that mst certainy wi ace

varius chaenges, endgenus and

exgenus. The cmpetitive strength in

varius industry segments is enrmus

but specicay Western Eurpe has stits manuacturing edge and is dwn t its

bare bnes.

Design yes, design infuence yes, but

ca manuacturing decining, market

utk very mderate. As t be actred

in - the eectrnics industry in Eurpe

has dicuties in nding empyees

in the yunger generatins. What is

nt erded by the cst cutters, wh

cntinue t deprive Eurpe meaningumanuacturing structures, wi be et with

a wrkrce in the ate 40s, eary 50s, with

very ew successrs in sight.

The current chaenges the industry are

a mere refectin what is ging n in

sciety in genera. N miraces are waiting

t happen t change this. What has been

st des nt cme back, and new ideas

need t ead t new business that can be

cmpetitivey manuactured here.

The remaining wrd market eaders that

Eurpe have are nt the big cngmerates

but the innvative sma and medium

sized cmpanies that cincidentay are

distributin custmers. And new wrd

market eaders rm Eurpe wi cme rm

there as we.

The distribution industry has t nd

ways t hep this business growth -

with techngy, engineering supprt,

marketing, services and, yes, as suppychain services that we prvide better

than anyne. Hwever, the seeds need t

cme rm smene ese - Gvernments,

innvatrs, pineers, and entrepreneurs.

When no one knowswhat is coming, therewill be more caution

going orward

by Amy Wang

CEDA

www.cedachina.org

CEDA, Executive

Meeting takes placein Xian, China
http://www.cedachina.org/http://www.cedachina.org/



ce is t be sited in CNT Netwrks and

CoC and Michae liu, PhD is eected the

rst secretary genera CEDA.

CEDA has been ully supported by ECIA/

NEDA (Electronic Component Industry

Association/National Electronic Distribution

Association), and IDEA (International

Distribution o Electronics Association).

They opened resources to help CEDAs

development, saidAmy Wang, VP o

COC and CNT Networks, addressing

thanks t the internatina cunter-parties

that heped CEDAs devepment.

CEDA is representing ranchised

distributrs in China with the missin

enhancing executive netwrking,

prtecting distributrs benets,

estabishing distributin businessreguatins, sharing market inteigence,

driving eectrnics cmpnent suppy chain

devepment, and prmting new vaues

the ranchised distributin service mde.

When the Chinese gvernment drives

prductin-service chain devepment in

the natin, CEDA wi ensure that incentives

r eectrnics cmpnent distributin

peratins are transerred rm the

techngy service chain, trading service

chain, gistic service chain and nancia

service chain.

We thank Shaanxi province and Xian

municipality government, or support

in hosting the CEDA West Meeting

and bringing in executive networking

opportunities to seek new business

collaboration, liu said. CEDA will bring

in an eective supply chain service to

west China and drive West China-made

components to world market.

back up CEDA members businesses.

Xian CEC Industry Park can provide

the best acilities and services to CEDA

members to set up business hubs and

develop the West China market, said

Lin Bin, VP o Xian CEC Industry Park, a

subsidiary China Eectrnic Crpratin,

as a mther cmpany CEAC. CEDAis deveping strategies t everage ca

resurces r CEDA members.

Mark Burr-Lonnon, VP o Mouser, spke

n beha exhibitrs and TTI/Muser.

West China is important to the electronics

industry. I hope its new product

development activities can be developed

as well as Europe and North America.

Muser, a CEDA member, red ut a

arge exhibitin bth at CEF Xian in a

strategica mve t the west China market.

We organized the CEDA West China

Meeting during CEF Xian time so that

executives can observe technical and

market trends at CEF, and promote

ranchise and catalog service at one

stop,said Michael Liu, PhD, CEO o

CNT Networks. CEDA arranged executive

meetings t netwrk with the members

ca tp eectrnics manuacturers and

research institutes during the shw perid.

The meeting as discussed and agreed

the CEDA missin, rganizatin structure

and artices prpsed by the preparatry

ce CEAC, CNT Netwrks and China

outk Cnsuting (CoC). The meeting

as agreed that the aiances secretary

This CEDA meeting reached the wing

agreements:

1 A unding members are CEDA bard

members;2 The meeting appinted Michae liu

as secretary genera CEDA and

secretary ce t be sited in CNT

Netwrks/China outk Cnsuting;

3 During the start-up perid, CEDA

wi adpt a fat structure incuding

a Chairman and Executive Bard

Members t best use members

resurces.

4 The secretary genera wi ensure jb

descriptins are prduces ang with

recmmendatins r Chairman andexecutive bard members, and revise

the CEDA Artice r bard members;

5 New CEDA members wi be recruited

by the secretary and detais sent t

executive bard members t apprve

every mnth. The apprva is carried

ut using an eectrnics/nine t

t be deveped by CNT Netwrks at

www.cedachina.org;

6 T devep msty distributr

membership. Cmpnent suppiers

aready amng the members wi

remain;

7 Muser and TTI t have tw separate

seats in the bard;

8 The secretary t w up Shenzhen

custmers and seek sutins (Dec 31,

2011);

9 The secretary t w up ECIA t

understand authrized distributr

inventry nine isting system and get

input CEDA (Dec 31, 2011);

10The secretary t prpse a custmer

credit reerra ramewrk CEDA

members t share credit experiences

(Dec 31, 2011);

11The secretary t prpse a CEDA

brandname prmtin pan r the

bard (Dec 31, 2011);

12 China DTAM and distributin statistica

wrk wi be nt be part the 2011

pan. It wi be re-discussed when the

CEDA rganizatin is in pace.

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CEDA has beenully supported byECIA and IDEA

About CEDA

About ChinaElectronic Fair

About Cntronics.com

About 52solution.com

About China

Outlook Consulting

CEDA is a nn-prt rganizatinthat deivers service t eectrnics

cmpnent distributrs and reatedparties with u supprt rminternatina cunter-parties andthe Chinese gvernment.

China Electronics Fair (CEF) wasunded in 1964, and is endrsedby bth the Ministry Industry andInrmatin Techngy and theMinistry Cmmerce. CEF runsthree catins annuay, Shenzhen

in Apri, Shanghai in Nvemberand West China/in August (rtatingbetween Chengdu and Xian) Ithsts 150,000 key visitrs annuay.

Cntronics.com is an interactivenine patrm r engineers tbetter design circuits, seect theright cmpnents and deivertimey appicatin sutins. It hepsengineers t design circuitry thatenabes better IC perrmance.

52solution.com is a speciaizedsutin centers-based websitethat prvides system architectneeded technica resurces rR&D engineers. It heps engineerst earn the sutins in ht apps,share experiences, and imprveeciency thrugh webinars, techvides, tech artices, iteraturedwnad, sampe request, andnine rums,etc.

China Outlook Consultingenabes business executives internatina semicnductr andcmpnent suppier/distributrs tdevep better business strategiesr the Chinese market thrughthe China eoutk newsetter andcustmer research services.

amy Wng

rssing th Ceda mting
http://www.connectorindustry.com/



News

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Q3 2011 - the market has clearly slowed

further across Europe!

by Gary Kibblewhite

www.ideaelectronics.com

It is dicut at the mment t

nd and market researcher r

statistician that is shwing buish

gures r the Wrd markets.

Even the Chinese manuacturing

sectr has swed despite the

underying Chinese GDP sti

grwing at ver 9% pa. This is

refected in ur industry inputs

which shw a sharp sw-dwn in

eectrnic cmpnent rders andsaes acrss Eurpe in Q3.

Graphic T6 bew, this shws the

grwth/decine in quartery saes

r each cuntry cmpared with

the same quarter ast year. Nw

it is ny Nrdic and France that

are sti shwing a margina biings

grwth and a ther regins have

aready experienced a decine.

Hwever, we mustnt rget that

Q3 is aways a bad quarter!!

Secndy Graphic T5 shws that

cumuative ytd bkings r mst

Eurpe have cntinued t drpwhen cmpared with ast year with

a regins drpping rm between

1.5% (UK) t 18.2% (Nrdic).

ECONOMIC

BACKGROUND

Eurstat shws that The eur

area seasnay-adjusted

unempyment rate was up

t 10.2% in September 2011

cmpared with 10.1% in August

2011 and 8% in September ast

We mustnt orgetthat Q3 is alwaysa bad quarter

Only Nordic andFrance are still

showing a marginalbillings growth

year. This is nt gd news ruture manuacturing utput.

The atest Eurpean Industria

prductin gures reeased by

Eurstat n the 12th octber are

r August 2011 and shw that,

cmpared with August 2010,industria prductin increased by

4.3%.

ELECTRONIC

COMpONENT SALES

IN Q3: OVERVIEW

Total components

Graphic T1 shws that, n a

quartery basis, tta biings were

2% dwn n the same quarter

ast year and 11% dwn n Q2.

Fr the secnd quarter running

Just t remind readers. I yuwud ike t have the riginagraphics used in this artice justemai t the IDEA secretary [email protected]

The IDEA statistics are taken rmactua bkings and biings returnsmade by a substantia percentage the eectrnic cmpnentdistributrs in Eurpe, incuding a

the majr distributin grups.Their saes represent Circa 70% the tta Eurpean distributinmarket s the trends shwn aretruy representative.

Q3 2011 TOTAL COMpONENTS TENDENTIAL INDEX BY COUNTRY (Q/QY-1) Graphic T6

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Q3 2011 TOTAL COMpONENTS YTD BOOKINGS TREND Graphic T5

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Q3 2011 TOTAL COMpONENTS BOOKING, BILLING & BOOK:BILL RATIOGraphic T1


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News

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Total bookings and

billings still run abovethe 2009 level

the bk:bi rati is bew 1:1.

It ks ike we are ging t see

the trend we experienced in 2009

happening again!

QUARTERLY SALES BY

pRODUCT FAMILY

Each quarter we k at bth

bking and biing trends by bth

prduct and by market.

Firsty prduct. Breaking the

prduct tta int the main

eements, initiay the argest:

Semiconductors.

Graphic S1 shws that, pst minr

adjustments t shw actua gures

r Itay, we nw have had three

negative bk:bi rati quarters

running. Whist tta bkings and

biings sti run abve the 2009

For the 2nd quarterrunning the total

components book:billratio is below 1:1

t be a pr Q4 biings number.

QUARTERLY SALES

AND ORDERS BY

GEOGRApHIC REGION

Graphic T3 shws that ny the

Nrdic regin shwed a sma

grwth ver the prir quarter but

a ther regins shwed a decine

ver bth the same quarter ast

year and the immediatey prir

quarter.

T add t the misery,graphics

T2 bew cvers bkings trends

cmparing current quarter with the

ast quarter ( Q/Q-1

) and the same

quarter ast year ( Q/QYHevetica

Neue (T1) ). A regins are

shwing a negative.

eve the bkings weakness ks

ike it is ging t ead t a pr

year end.

Passive Components

Graphic P1 cvering Passives

shws a secnd quarter

negative bk:bi ratis with tta

Eurpean bkings and biings

abut the same as Q3 2009.

Electromechanical components

Even emech & ther cmpnents

shwed a decine in bk:bi rati

this quarter eading t what is ikey

Q3 2011 SEMICONDUCTOR BOOKING, BILLING & BOOK:BILL RATIO Graphic T5 Q3 2011 TOTAL COMpONENTS BOOKING TREND Graphic T2

Q3 2011 TOTAL COMpONENTS BILLING TREND Graphic T3

Q3 2011 pASSIVE BOOKING, BILLING & BOOK:BILL RATIO Graphic P1

Q3 2011 E.MECHANICAL BOOKING, BILLING & BOOK:BILL RATIO Graphic E1


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News

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distributin channes. ADEC has becme

an imprtant industry rganizatin t

ensure that the eectrnics industry is

prtected within Suth Arica.

ADEC has as strng representatin

at the South African Electronics

Industry Federation (SAEIF) which is

wrking csey with the Deartment of

Trade and Industry t prtect and grw

the eectrnics industry.

one the initiatives where ADEC is very

much invved in is t review current

imprt duties in rder t prmte ca

manuacturing. We have bserved an

aarming trend in recent mnths wherekey R&D and manuacturing cmpanies

are in prcess dwnscaing their

wrkrce with the intend t imprt

cmpete manuactured prducts. Such

activities wi nt ny aect imprts

eectrnic cmpnents negativey, but

it wi as reduce jbs and aect the

ecnmy negativey.

The utk r 2012 is cautius

ptimistic, but a industry payers

incuding gvernment needs t wrk

tgether t ensure that grwth is

sustainabe in the ng term.

Metering are prbaby the tw mst

imprtant actrs which may stimuate

the eectrnics industry in the medium

term. At this stage, nthing is hwever

certain and gvernment and state wned

enterprises such as Eskom wi pay a

majr re in the utcme this grwth.

Risks that we shud be cautius is

the repacement cay manuacturer

prducts with cmpete imprted

prducts r kits. High risk areas areautmtive reated prducts, Set

Tp bxes and eectricity meters.

Many these prducts are currenty

being exprted and it wi be a ss

r the Suth Arican ecnmy i R&D

and manuacturing is reduced. The

eectrnics industry needs t wrk cser

with gvernment t prtect and grw

these industries.

The Suth Arican eectrnics industryhas aways been very innvative and new

ideas shud be appied twards ca

R&D and manuacturing gba trends

such as energy ecient prducts. lED

ighting is a gd exampe sme gd

innvatin which is currenty taking pace

in Suth Arica.

Frm an ADEC perspective, it is

critica that cmpnent distributrs

need t ensure that they cntinue t

add adequate vaue int the suppy

chain which wi make it attractive r

manuacturers t dea thrugh credibe

crreated with SAs grwth 8.1%. The

mre interesting anaysis is t k what

is happening currenty in the US and

Eurpe in rder t specuate what we

can expect in Suth Arica during 2012.

During 2011, US and Eurpean nancia

turbuence wed hard n the hees

the massive earthquake in Japan,

causing imbaances in semicnductr

suppy and demand.

The International Distribution o

Electronics Association (IDEA) has

indicated that there is a biings grwth

between 8% and 12% r Q2 2011

cmpared t Q2 2010 r Eurpean

cuntries. Their statistics indicate that

the Eurpean grwth rate is n a sharp

decine.

Anaysts urther recast that gba

semicnductr saes wi grw a swer

5% in 2012. The gba semicnductrindustry in 2012 cud be impacted by

a number macrecnmic issues,

incuding high unempyment in the

U.S., the nging debt crisis, the dds

a dube-dip U.S. recessin in the

United States and Japan, and the ear

infatin in China, India, and Brazi.

Frm a pure crreatin perspective, we

can expect that the grwth rate 8.1%

cmpnents saes in Suth A rica may

decine t 4% twards the end 2012.

Hwever, we need t k at the Suth

Arican industry t rene this crreatin.

Eectrnic prducts such as smart

phnes, media tabets, mbie PCs, set

tp bxes, lCD TVs, wired netwrks,

industria autmatin, and autmtive

intainment wi be the majr driver

eectrnics saes wrdwide.

Hwever, the Suth Arican industry is

very weak in mst these areas.

There are majr prjects n the hriznwhich may stimuate the grwth the

SA eectrnics industry in the cming tw

years. The Digital Terrestrial Television

switchover prject and Smart

The ast 4 years have been a

rercaster ride r the Suth

Arican eectrnics industry.

Suth Arican imprt statistics (see

attached graph) has shwn that Suth

Arica experienced a signicant decine in

imprts eectrnic cmpnents in 2009

due t the 2008 gba nancia crisis.

During 2010 the SA ecnmy recvered

and eectrnic imprts were n the

increase again. In terms cmpnentsaes, this recvery ny reaized twards

the secnd ha 2010 and cntinued

int 2011.

Accrding t ADEC statistics, the year

n year grwth r eectrnic cmpnents

saes r the 12 mnth perid ending

June 2011 was 8.1%.

The SA eectrnics industry d nt ny

ag gba trends by abut 12 mnths,

but these trends are as dampened

signicanty, which is wecmed in a

recessinary perid.

In rder t determine hw the SA

eectrnics industry is ding cmparedt gba markets we shud be king

sighty back int gba trends. Saes

grwth gba semicnductrs surged

by arund 32% in 2010 which can be

by Kobus Botes

ADEC Chairman

Technical Marketing Manager

Arrow Altech Distribution (Pty) Ltd.

Year on year growthor electronic

components sales or the12 month period endingJune 2011 was 8.1%

The Digital TerrestrialTelevision switchover

project and SmartMetering are probably

the two mostimportant actors

The South African market, an overview



by Franco MusiariTechnical Director, Assodelwww.assodel.it

and by Silvio BaronchelliPresident of IDEA

Grasping the picture o the solid statelighting market is not an easy job.Firstly because there isnt a defnitivesource o reliable inormation thatcan capture the global lighting marketand secondly because there is a rapidprolieration o new comers. Not toorget that this type o reports typicallyhave a purchase ee that is prohibitiveand when they become accessible they

are usually out o date...

A new reportThere is a new report releasedby McKinsey & Company andcommissioned by Osram: Lightingthe Way: Perspectives on the GlobalLighting Market.

The report takes a broad view othe lighting industry with particularreerence to LED market share. Theinormation have been generatedthrough a survey developed in June 2011with interviews o lighting proessionalsand consumers in the USA, Germany,

Japan, China, Russia, Brazil, and India.Feedback was collected rom morethan 650 respondents representingthe design sector and more than 1,000respondents representing lightingproducts consumers. The report bringsan overview o the global lightingmarket, an evaluation o the impacto LED technology on lighting and anexamination o LED penetration.

the LeD Lighting mArketAccording to the report, the globallighting market will reach a revenuelevel o approximately 110 bllby 2020. Population increases,

urbanization and governmentregulations that avoursenergy efciency measuresare indicated as the keydrivers or this growth.Currently LED technologyis too expensive to becompetitive and able toconquer a wide applicationbase but the expectation thatthe LED costs will decrease ata rate o 30 percent per annumwill accelerate the adoption osuch a technology.

The graph shows that in 2010 theSSL market was worth 7 billion witha 10% market share. The picture isgoing to change drastically by 2016when the market is orecasted to reach40 billion ater a Compound AnnualGrowth Rate o 34% clearly showingthe above mentioned acceleration. Atthis point in time the SSL market shouldgrasp approximately 41% o the totallighting market.

Got at that point the accelerationwill slow and rom 2016 to 2020 theMcKinsey report suggests that theCAGR will drop at the 13% level. Thismeans that in 2020 the SSL marketshould account or 64 billion with 59%o the total market.

the key mArket segmentsIts clear, looking to the graph, thatthe report is taking in considerationthe three main sectors o the lightingmarket: al l, auvl and bacl.

General lighting, which accounts or75% o the total lighting market, isthe main market area or the cominggrowth and the one that will see thegreatest transormation due to LEDs.

In particular the applications inarchitectural lighting are viewed asan area o early adoption because othe incorporation o color control and,as McKinsey reports, will see an 85%market share by 2020.

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needs, the vera iabiity shud reside

with the origina Equipment Manuacturer

wh utimatey decides n his prduct

marketing strategy.

Sme the key questins t answer:

Whatinventorystrategyforwhat

product?

Storingnishedgoods,rawmaterials,

or both?

Whoisaccountablefortheinventory

level?

Howistheinformationmade

available?

Whereisthetransferofriskandtitle

happening?

Ismaterialliabilityclearly

documented?

Istheinventorypricingupdateclearly

owned and defned?

Vendr Managed Inventry is a way

t mitigate risk and psitin inventry

buers at strategic pints in the suppy

chain. As in ur gba ecnmy

suppy chains cmpete mre than

cmpanies, it shud as encurage

suppy chain team-mates t cabrate,

agree strategy and metrics, and share

inrmatin, risk and reward.

Distributrs are uniquey psitined t

depy VMI services r oEMs and their

assciated cntract manuacturers.

They have the abiity t mitigate materia

iabiity with their wide custmer base and

rebaance inventry between the varius

oEM prductin sites.

Inventry is a very pweru and

dangerus asset... as much as is needed

and as itte as pssibe!

W

hen it cmes t inventry

strategy, yu can ee bd

pressure rising acrss exec

teams. Its understandabe as it is

accepting that the wrd is anague,

that cnsumer behaviur des nt

w ve year pans and in a way

answering Edward Lorenzs questin

at the American Assciatin r the

Advancement Science cnerence:

Predictability: Does the Flap o a

Butterys Wings in Brazil Set o a

Tornado in Texas?. Accepting the

cncept a necessary inventry

is accepting rictin in mechanicaprcesses, and its a saer anding in the

rea wrd.

once yu embrace the idea yu need t

take a deep breath and get prepared r

many seepess nights. Inventry prtects

against uncertainties, but as deays the

understanding and impact prbems!

Fr the ean manuacturers, the greatest

maniestatin waste can be und in

unneeded quantities raw materias,

wrk in prgress and nished gds

(Daniel L. Gardner - 2004 - Business &

Economics).

The rst thing t d is reach ut t yur

upstream and dwnstream partners and

ay dwn the undatin yur inventry

strategy.

Inventry shud be seen as the ue, r

better, the xygen the suppy chain. Its

everynes prbem and as it refects the

need t address unpredictabe cnsumer

DearOriginal Equipment

Manufacturer

SSL Market (forecast!)

Is your inventory an accident, a way to address supply chain (in)efciencyor a conscious decision to support your supply chain strategy?

by Pascal Fernandez

Vice president SPDEI

and VP Avnet Velocity

www.spdei.fr

Led Lighting Market By Sector (eur billions)
http://www.assodel.it/http://www.spdei.fr/http://www.connectorindustry.com/http://www.spdei.fr/http://www.assodel.it/



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EID NEwS

Eric Schuck has been namedpresident Arrow Euroe, MiddleEast and Africa (EMEA). In this re,Mr. Schuck wi ead the eectrniccmpnents prducts and servicesbusiness r the EMA regin, reprtingdirecty t Peter Kng, president

Arrw Gba Cmpnents.

Avnet Memec annunced itstransrmatin int a verticay aignedand custmer cused business hasawed it t dube its majr accuntbase rm 400 t ver 1000 and tripeits mnthy saes in just ve years.

Fwing the severe fash fdingin Thaiand, the csure manybusinesses in the regin has theptentia t impact the eectrnicssuppy chain. Element14 has createda dedicated nine space at ThaiandFding which wi act as a centrarepsitry r the eectrnics industryn the situatin, whie additinay beinga cnduit r inrmatin fw at thisdicut time

Farnell has aunched an a newdedicated maintenance and prductincatague, eaturing prducts rmver 300 the wrds eading

manuacturers. Cmprising ver 500pages, the new catague bringstgether many prducts ranging rmcnnectrs, cabes, and batteries ttest and measurement equipment,sdering prducts and reays. PremierFarne as annunces a gbaranchise distributin agreementwith Fox Electronics, a speciaist inthe design and suppy requencycntrers.

Mouser Electronics has signed agba distributin agreement withutra-w-pwer RF speciaist NordicSemiconductor, with Toumaz, asuppier in w cst, utraw energywireess teemetry techngies andwith Segger which deiver embeddeddevepment ts t design engineerswrdwide. Muser Eectrnics asannunces the aunch its secndmedica appicatins productKnowledge Center (pKC) training sitedevted t medica therapies. Museras annunces that it is an authrizedgba distributr r the cmpeteprti Natina prducts rm

Texas Instruments (TI).

RS Comonents has wn thelgistics and Distributin operatinsaward at the Eurpean Suppy Chain

Exceence Awards 2011. This awardrecgnises rganisatins in Eurpe thatdemnstrate exceence in their suppychain peratins.

DISTRIBUTION

Source: Electronics Industry Digest

September 2011 bkings

increased +16% ver

September 2010. YTD

bkings are up +5.1%. Sequentiay,

rders increased +3.2% rm August

2011. 3Q11 bkings were up

+6.9% year-ver-year.

September biings increased +16%

rm September 2010, and +9.9%

year-t-date. Sequentiay, saes

increased +7.4% rm August 2011.

3Q11 biings were up +9.1% year-

ver-year.

The September BTB rati was 0.92,

3Q11 was 0.95, and year-t-date is

0.99. The wing charts shw theindustry BTB since octber 2009.

The September bk-t-bi 0.92

is, hwever, the urth cnsecutive

mnth with a bk-t-bi rati ess

than 1.0.

The wing tabes shw the recent

biings histry the cnnectr

industry.

We have achieved 23 cnsecutive

mnths year-ver-year increases

in mnthy biings. order demand

increased in September 2011, but

cntinued saes grwth wi be dicut

t achieve in 4Q11 because

stness in wrd ecnmies.

Regional performanceThe wing tabes shw September

2011 bkings and biings

perrmance by gegraphic regin.

Year-t-date bkings have swed

t singe-digit grwth in Nrth

America, Eurpe, Asia Pacic, and

RoW.

September year-t-date bkings

turned psitive r China at 1.1%.

Japan has imprved t -2.4%.

Year-t-date biings shw dube-

digit grwth in Eurpe and RoW.

Year-t-date biings are singe digits

in a ther regins. Year-t-date

biings in Japan turned psitive t 1%

r the rst time since March 2011.

3Q11 Sales performance

The cnnectr industry shipped

$12,857 miin in 3Q11, up 9.1%

ver 3Q10. This set a new industry

recrd r saes in a quarter.

The third quarter, especiay

September, was much strnger

than we expected. The

autmtive and transprtatin

sectrs were particuary strng.

Teecmmunicatins (mbie devices

and mbie netwrks) and cmputer

sectrs had gd perrmances in

the quarter. Miitary and industria

The third quarter,especially September,

was much strongerthan we expected

The connectorindustry has achievedtwo outstanding years

since the horrifcbusiness conditions

in 2009

by Ron Bishop

Bishop & Associates

www.bishopinc.com

YEAR-TO-YEAR AND CUMULATIVE BILLINGS

pERCENTAGE CHANGE 2009/2010/2011 Table 1

Strong September Drives

3Q11 Connector Industry GrowthCONNECTOR INDUSTRY BOOK-TO-BILL RATIO Figure 1

SEpTEMBER 2011 BOOKINGS Table 2
http://www.bishopinc.com/http://www.bishopinc.com/



decine. This is nt a psitive sign

r uture cnnectr saes because

cnnectr saes csey track the

perrmance semicnductrs.

Eectrnic distributrs are

reprting mid-singe-digit grwth incmpnents and have swed their

rders t cmpnent manuacturers

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We estimate that4Q11 will decline

-5.3% sequentially,but still achieve+3.8% growth

year-over-year

were market aggers. In spite much

pubicized ecnmic wes, Eurpean

cnnectr saes were utstanding.

Much Eurpes cnnectr grwth isdue t a strng autmtive market.

North America connector saes

thrugh September 2011 have grwn

aster than Chinas (7.9% vs. 6.8%).

It has been ver a decade since that

has ccurred.

Euroean connector saes are

up an incredibe 16.5% thrugh

September.

The cnnectr industry has achieved

tw utstanding years since the

hrric business cnditins in 2009.

The wing tabe shws hw the

industry has perrmed ver the past

eeven quarters and ur estimate r

4Q11. We estimate that 4Q11 wi

decine -5.3% sequentiay, but sti

achieve +3.8% grwth year-ver-year.

Outlook 4Q11 and full year

2012

Semicnductr demand has swedand the past tw mnths have

resuted in a year-ver-year saes

CONNECTOR INDUSTRY SALES BY QUARTER Figure 3

CONNECTOR INDUSTRY QUARTERLY SALES YOY % CHANGE Table 3

YEAR-TO-DATE BOOKINGS BY REGION Figure 2

accrdingy. The cnnectr industry

bk-t-bi rati has been bew 1.0

r ur cnsecutive mnths, with

September resuting in a very pr BTB

rati 0.92. With rders swing earier

in the quarter and heavy shipments

in September, the industry backg is

shrinking.

We are experiencing swing demand

r eectrnic prducts. Hwever, we

beieve the key wrd is slowing. We

d nt beieve there is a arge decine

in demand ahead us. Fr exampe,

U.S. GDP grwth 2.5% in the thirdquarter is an encuraging trend that

essens the prbabiity a dube-dip

recessin.

Here is hw we see the next ew

quarters:

4Q11 - Sequentia decine in saes rm

4Q11 in the 5% range. Year-ver-year

grwth rm 4Q10 arund 4%.

1Q12 - Tugh cmparisns t 1Q11.

Cntinued swing demand and the

Chinese New Year resut in sequentia

and year-ver-year decines in the mid-

singe-digits.

2Q12 - Sequentia imprvement in

saes, but a decine in year-ver-year

resuts.

3Q11 + 4Q11 - Gradua imprvement

in saes with bth quarters achieving

sequentia and year-ver-year grwth.

The utk r 2012 is mdest grwth

in the 4% t 6% range.
http://www.connectorindustry.com/http://www.connectorindustry.com/http://www.connectorindustry.com/http://www.connectorindustry.com/



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When ptted n a

garithmic scae graph

the gba eectrnic

cmpnents saes revenue nw

csey tracks gba GDP. Tday it

generay appears n the psitive

side the grwth curve because

the pervasive and increasing use eectrnics in daiy ie but his

was nt aways the case.

As itte as a decade ag the

typica gba cyces, driven argey

by advancement in semicnductr

prcess techngies, were

perids very high grwth

wed by a capse wed by

a sw advance twards the next

recvery.

This pattern hwever des nt

appear t be wed by the UK

eectrnic cmpnents markets

and GDP grwth. The UK

eectrnic cmpnents markets

are n track t achieve a grwth

apprximatey 7% in 2011,

cnsidating n what was a

phenmena 26% grwth in 2010,

whist the 2011 UK GDP grwth

is recast at 2% an imprvement

ver the minima grwth in 2010.

Why is this?

Its very hard t justiy using hard

data but anecdta evidence

suggests that the wide breadth

UK based system integratrs in

the aerspace, autmtive medica

and industria markets are actuay

enjying signicanty mre success

in internatina markets than they

are being given credit r.

Statistica inrmatin prvided

by ecsn members indicates that

there has as been an increase

in the saes rm the UK

eectrnic cmpnents, bth

directy by custmers t their

subsidiaries r sub-cntractrs

and by UK based distributrs

in supprt their custmers

in Eastern Eurpe and China.

The same statistica inrmatin

enabes me t estimate that this

trade has been grwing steadiy

ver the ast decade and maynw accunt r 5% t 7% the

UK eectrnic cmpnents saes

revenue. Accrding t UK oEM

custmers the primary reasn r

this activity is t gain cntr ver

the eectrnic cmpnents used

in the bard assemby prcess t

maintain quaity standards, but it

as enabes them t wied much

greater infuence ver suppiers,

pricing and avaiabiity.

So What Is Likely To

Haen in 2012?

A wide crss sectin eectrnic

cmpnents industry eaders

remains sceptica abut the ca

and gba ecnmic prspects.

A very unscientic p ver

150 US executives ast week

reveaed that the verwheming

majrity beieve that were in themidst a W shaped ecnmic

situatin i.e. a urther shrt perid

decine pssiby ng enugh

t be technicay cassied as a

recessin, r at best case l

shaped i.e. a perid itte grwth

r decine. This utcme refected

a simiar p carried ut with the

The UK electroniccomponents markets

are on track toachieve a growth oapproximately 7% in2011, consolidating

on what was aphenomenal 26%growth in 2010

The outlook oremployment in the

electronics industryis not really is not asbad as the problems

in the overall economymay suggest

by Adam Fletcher

Chairman of IDEA and ECSN

www.ecsn-uk.org

Forecasting 2012:

Reasons to Be Cheerful

The outlook or employment in the electronics industry is not

really is not as bad as the problems in the overall economy

may suggest says Adam Fletcher - Chairman at the Electronic

Components Supply Network. As many organisations enter

the fnal stages o their 2012 business planning cycle Fletcher

justifes his optimism by reviewing key data and inormation

sources, but he also shares his concerns that this will continue

to be a low job creation recovery at best, which is likely to

remain an ongoing problem or many developed economies...
http://www.ecsn-uk.org/http://www.ecsn-uk.org/



same grup in 2009, despite the

act that a very bvius V shaped

recvery was taking pace.

Their past experience suggests

that these industry executives

shud reaise that the recvery

amst aways vershts, decines

and then nrmaises. The drpped

tennis ba anagy is ten used

by ecnmists when describing a

recessin: A tennis ba wi aways

bunce back up again; its ny the

timing thats unknwn.

But in the current and very

uncertain ecnmic times thers

have ikened the gba ecnmy

t drpping a fat tba; n

hitting the grund it bunces back,

but nt much! The chaenge r

everybdy is t pump mre air int

the ba s that it bunces back

uy...

Signifcant drags

There are a numbers signicantdrags n UK ecnmic activity;

histricay w eves activity

in the husing market, wer

cnsumer spending as debt is paid

, stubbrny high unempyment

rates and the turbuence created

by the Eur regin currency and

debt crisis, t name just a ew.

These drags are being refected

in wer than nrma cnsumer

cndence eves,which has nw

spread t industria markets with

primary indices ike the Industrial

Purchasing Managers Indexand

CBI Industry Confdence Surveys

drpping bew unity.

These surveys whist very useu

indicatrs d smetimes becme a

se-uing prphecy as they have

the eect ensuring cnsumers

and industriaists becme mre

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Many organisationsnow run rolling 12month orecasts basedon multiple possibleoutcome scenarios,

only frming up theirplans or one or twoquarters at a time

based on the evolvingoutcome

negative. This is particuary true

i visibiity custmer demand in

the suppy netwrk as becmes

bscured. In the eectrniccmpnents industry we have

as had t cpe with the impact

the East Japan Earthquake and

Tsunami and nw serius fding

in Thaiand...

Customer visibility cloudy

but trends still Visible

Frtunatey the eves visibiity

in the eectrnic cmpnents

suppy netwrk, whist nt perect

remain reasnaby gd and wheninked t ast cmmunicatin

and accurate anaysis the

inrmatin, prvide the basis r

gd business panning.

In 2010 the avaiabe capacity

in the eectrnic cmpnents

markets did in sme areas

versht demand as the whe

industry attempted t grab sme

market share.

This ver capacity has, r is in the

prcess , been withdrawn and

as a resut lead-times r mst

cmmdity parts wi return t

4-to-6 weeks (athugh there are

sme specic prduct categries

that are ikey t remain n

extended ead-times).

Fr many UK businesses,

particuary thse in the eectrnics

market it remains very dicut t

recast 12 mnths activity with

any accuracy.

Unrtunatey, recasting remains

a critica business panning area

and ne against which many

rganisatins chse t make

imprtant perating decisins.

The rganisatins wh enjymst success are prbaby thse

wh have made a very signicant

investment in their business

panning prcess, uy invving

their partners up and dwn the

suppy netwrk - its rarey uck!

Many rganisatins nw run

ring 12 mnth recasts based

n mutipe pssibe utcme

scenaris, ny rming up their

pans r ne r tw quarters

at a time based n the evving

utcme.

on beha ur members ecsn is

nw engaging with a wide range

rganisatins in the UK eectrnic

cmpnents suppy netwrk t

try and accuratey recast the

utcme by quarter in 2012.

This prcess wi be cmpete by

the end Nvember when ecsn

shares the inrmatin widey

acrss the eectrnics industry

via the media t prvide sme

assistance in the panning prcess

and industry bench-marking r a.

Whist nt wanting t pre-judge the

ecsn members recast utcme

and assuming that there are n

urther majr natura r unreseen

ecnmic disasters, I wud bevery surprised i ur recast des

nt refect w singe digit grwth

r the UK and Eire eectrnic

cmpnents markets in 2012.

The 2012 utk r thse

individuas and rganisatins in

the UK and Eire eectrnic markets

remains bright. Tdays atest and

greatest new prducts are aready

being redesigned with increased

unctinaity. Hws that r a great

reasn t be cheeru?

Additina inrmatin abut

The Eectrnic Cmpnents

Suppy Netwrk and Adec may be

und at the wing website:

www.ecsn-uk.org with reguar

industry updates avaiabe t a n

the Breaking News pages.
http://www.connectorindustry.com/


12/12

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cur/heat seectin, Therma

management, Driver eectrnics,

optics, light measurement &

panning, Street, buiding, signage

& theatre, light shaping (diuser) &

stware cntr & autmatin

The secnd event wi be nTuesday 26th June 2012 at the

Williams Conference Centre

and wi cver RF & Wireess t

incude RF & Wireess teemetering,

Wireess sensr techngies,

Antenna design, large w-pwer

wireess netwrks, Shrt & ng-

wave wireess techngies.

The third event wi be n Tuesday

October 23rd 2012 (exact date &

precise tpics r this event may

change sighty) at the Wiiams

Fwing the successuaunch Fortronic in the

UK in 2011 a urther three

events are panned t take pace at

the Wiiams F1 Cnerence Centre

near oxrd. Each event incudes

bth wrkshps & technica

seminars and is ree t attendees.

The rst event in 2012 is

schedued t cver lED & lighting

design which wi take pace n

Tuesday the 17th Aril 2012

(exact date & precise tpics r this

event may change sighty) at the

Wiiams Cnerence Centre.

The cntent wi cver lED

Building on Fortronic success!

cnerence centre and cver Pwer

& pwer management. Incuding

Digita cntr, Pwer eciency,

Cntr techniques, Pwer

mdues, Pwer management, &

Pwer techngy innvatin.

A three events wi w the

prven Frtrnic rmat

Fr urther inrmatin n

prgramme cntent and

spnsrship packages pease

cntact:

Chris Osborn

Fortronic UK Director

+44 (0)7824444612 r emai chris@

motiv8uk.com

Further inrmatin can be und at

www.fortronicuk.com

Three moreFortronic design

engineering

workshops forthe UK

IDEA

Fr the ast 20 years the IDEANews has been supprted bythe Trade Assciatins acrssthe Wrd but increasing cstshave ed us t ering a singespnsrship r each urissues. The IDEA Newsetter witherere be Spnsred in utureand thisIssue with spnsrshiprm Bisho & Associatesshwsthe rmat we are using

The spnsr wi have their nameas a spnsr shwn tgetherwith their cmpany g.

They wi as have either netw-cumn r tw singe-cumnadverts per issue.Just t remind yu, the IDEANews is circuated t ver4.000 named individuas in ver3.000 eectrnics cmpanies in10 majr cuntries acrss theWrd.

Sponsorship costs for 2012 are:1 issue: 1.200 (1.050 r $1.700)2 issues: 1.100 (970 r $1.600)per issue

4 issues: 1.000 (880 r $1.400)per issue

Fr mre inrmatin [email protected]

SUppORT

The Fortronic Technical

Forum cncept has been prvenver 5 years events in Itayand is supprted by IDEA, anInternatina assciatin undedin 1987 with the express intentt spread gd practice withinthe gba eectrnic cmpnentindustry.

The Frtrnic TechnicaFrums have been extendedInternatinay in 2010 t Turkey &Tunisia and in June 2011 the rstevent was hed in the UK.

Why Fortronic Forum

1. QUaLItYFrtrnic guarantees thequaity the cntents thecnerences and the rganizatin the whe event.

2. teCHnICaL dIreCtorAn expert the sectr whcrdinates the cnerences andthe speakers.

3. SHare WItH US

A prgram cperatin withthe spnsrs the event t pan,prmte, cmmunicate, veriy theprmtin the event.

4. edUCatIonaLA training seminar t transerdesign cmpetences t theattending technicians.

Fortronic

IDEA NEwSLETTERINTERNATIONAL DISTRIBUTION OF

ELECTRONICS ASSOCIATION

Editor in ChiE: Gay Kbblewe

Editors: Aam lece (UK);

rb Gay (UsA); slv Bacell a

ac Mua (ialy); Lea ne (sveza);

Wlam Zeu (Gemay); Amy Wag (Ca);

PUBLishEr: slv Bacell

intErnAtionAL ProMotion BY: ConsortiUM ELEttriMPEX

PUBLishEd BY: tecmpee scal - Va C. lam, 19 - 20134 Mla - ialy

PrintEd BY: sevz tpgafc Cal Clmb - rme
http://www.fortronicuk.com/http://www.fortronicuk.com/

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