Last modified: October 25, 2017
When it comes to high-tech spare parts, figuring out who needs them and why is not a small task. Most buyers of these parts fall into one of these six sales channels. However, each channel has unique challenges to traditional service parts’ logistics. Consequently, you need to understand the differences between them and how they utilize spare parts logistics, including their relations to one another.
High-tech distributors represent a major channel of OEM-authorized spare parts for high-tech equipment. They may be the final connection between the manufacturer and customer-facing businesses. Thus, distributors utilize spare parts for equipment repairs or upgrades. Since distributors’ high-tech spare parts usage is tied to new equipment sales, they primarily use parts that are only available from the OEM.
Like distributors, value-added resellers (VARs) are also involved in selling new equipment. However, they also support customers’ existing equipment and may assist in upgrades to include new features or details. Essentially, more customers are looking for ways to better leverage equipment features or extend its useful life. VARs build custom, high-tech solutions for both SMB and enterprise customers alike. Furthermore, VARs may be involved in the recycling of older computing systems and technology as part of the equipment purchase requirements.
Sometimes, companies do not want to take on the responsibility of offering and completing maintenance on high-tech equipment themselves. So, they outsource both proactive and reactive maintenance to third-party companies. These outside entities handle high-tech maintenance for nearly any type of technology, and they represent a growing market for new OEM-authorized high-tech spare parts as well as refurbished spare parts.
Managed services have become a standard among today’s service providers. Customers subscribe to managed services, ranging from wireless connectivity to automation. As IOT (Internet of Things) is spreading rapidly in business, the providers of such services or subscriptions need to have access to OEM-authorized high-tech spare parts to keep their customers happy.
Self-maintainers are the do-it-yourself customers. They want to access the right parts without going through a manufacturer. However, manufacturers may not sell directly to the public. As a result, they will need to go through other OEM-authorized companies, such as your organization, to access the parts.
E-retailers are among the biggest consumers of high-tech spare parts, as they are often utilized by all of the above listed sales channels in some manner. Unfortunately, e-retailers face the challenges of supporting pre-sales efforts with customers quickly and accurately, to correctly identify the actual spare part needed, which is a big hurdle unless a customer has the technical knowledge to identify the spare part FRU.
Finding a responsible, OEM-authorized retailer for replacement parts can be difficult, and depending on the channel your company operates in, the challenges only grow from there. Flash Global is a trusted source for OEM-authorized spare parts you have been looking for. Connect with us today to find out more about how we can help your company grow and provide a higher level of service to your customers.
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