Winning new product business in the contract electronics industry

Abstract

The electronics contract manufacturing market is growing and becoming increasingly competitive with original equipment manufacturers (OEM) expanding their use of contract manufacturers (CMs) to balance workload, lower operation costs and avoid manufacturing capital expenditures. Modern CMs are now expected to be involved in every aspect of an OEM’s product from concept design to customer delivery. This places increased pressures on the CM in terms of service to its customer and it is critical that all aspects of an OEM’s service requirements are determined in order to win business. Provides an overview of a process which may be utilised to capture and manage a customer’s main requirements and expectations from the early phase of contract negotiations to project implementation.

Citation

Hunt, I. and Jones, R. (1998), "Winning new product business in the contract electronics industry", International Journal of Operations & Production Management, Vol. 18 No. 2, pp. 130-142. https://doi.org/10.1108/01443579810193276