SubscribeThere is no question that the defence industry is at the leading edge of technology. The latest product developments from around the world often find their way onto vehicles and equipment as part of a maintenance repair or upgrade, or as a new part designed in to a new build programme.
With increasing competition, manufacturers are searching for higher performance, quicker turnaround, cost savings and vendor reduction in order to stay ahead of competitors, offering better and more efficient systems.
In the world of electrical component distribution, the supply challenge varies from day to day. One day could be spent helping a customer who requires a single product immediately for an essential field repair on a damaged vehicle or malfunctioning equipment, and another day could involve quoting and stocking a large bespoke product portfolio required for a long-term production programme.
Partnering for Success
Developing partnerships with customers and suppliers is a crucial factor for success and understanding their requirements and delivering is the key. Brand-leading suppliers provide information on what is happening in the industry, but equally important is the need to understand the external factors that may impact the future performance and growth of the industry. Getting the portfolio right is todayıs serious challenge.
With a vast range of products being used on a new fighting vehicle,understanding life cycles and being aware of past, present and future programmes helps generate the knowledge and experience required to make informed business decisions. A project can easily have a life expectancy of 20 years, inclusive of numerous changes, modifications and upgrades, all of which present component suppliers with a complex and demanding task.
Communication
This is where communication and relationship building play a vital role, ensuring the exchange of knowledge and information is carried out on a regular basis. It is not unrealistic for customers and suppliers to work together for extended periods, towards a common goal, in the planning and prototyping stages of any new project.
Customers get the right products at the right prices in the time frames required and suppliers are rewarded by inclusion in the original technical specifications, potentially securing business for the future.
Customer Service
Customer service is another major factor to be considered. The essential ingredients include: unrivalled levels of service through dedicated market-specific business coordinators; external sales engineers; technical support; and extended office and warehouse hours providing same and next-day delivery.
Dedicated personnel are needed to work closely with all customers, large and small, understanding their individual needs and ensuring that the organisation delivers. In the unlikely event of a component problem or failure, it is essential that customers can quickly and easily trace products back to their manufacturing origin.
As the world continues to shrink with the IT explosion, dealing with customers from around the globe is no longer a time-consuming and difficult task. E-trading allows customers to view stocks, download data sheets, order products and track them on-line at any time of the day or night. For products in stock, orders are processed automatically and can be despatched within hours.
As the market expands, investing in the defence market becomes a key strategic management decision, ensuring the provision of a broad range of quality product technologies, covering the needs of past, present and future defence programmes worldwide.
