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Article: Building OEM-EMS relationships: the strongest relationships begin during the sales process and involve the EMS provider and OEM.(Focus on Business)
- Article from:
- Circuits Assembly
- Article date:
- March 1, 2005
- Author:
CopyrightCOPYRIGHT 2005 UP Media Group, Inc. This material is published under license from the publisher through the Gale Group, Farmington Hills, Michigan. All inquiries regarding rights should be directed to the Gale Group. (Hide copyright information)
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The complexity of the electronics manufacturing services relationship creates interesting negotiating dynamics in the sales process. Unfortunately, short-term wins can turn to long-term losses for both EMS providers and their clients. Successful EMS providers have some common characteristics including
* Visible mastery of niche capabilities such as
--Range of services offered.
--Regional manufacturing operations.
--Industries served.
--Technological expertise.
* Strong vision of their business model.