2014年2月4日 星期二

Passive Component Lead-Times, Pricing, CGS and Capex: It's All Connected

05.03.2010 // Posted by: Dennis M. Zogbi // Posted in: Articles,Passives
Statements of fact and or opinions expressed in MarketEYE by its contributors are the responsibility of the authors alone and do not imply an opinion of the officers or the representatives of TTI, Inc.

Introduction:

As industry insiders point to double and triple purchasing of passive components by customers; lead-times are stretching out to uncomfortable levels; raw material prices are increasing, and component prices are going up.

Passive Component Lead-Times: April 2010

Lead-times for passive electronic components continued to increase in April 2010, as supply continued to tighten amidst increased customer demand. In a survey conducted by Paumanok Publications, Inc. comparing lead-times on April 25th, 2010 compared to March 10th, 2010 for the top 14 passive component product lines in the capacitor, linear resistor and discrete inductor product groupings; it was noted that the average overall 45 day increase was 4%; but that certain product lines showed a substantial increase in lead times, while others showed none at all. It is also important to note that none of the product lines showed any decrease in lead-times. The key product lines that showed an increase in lead times averaging anywhere from 1% to 23% included thick film chip resistors, DC film capacitors, tantalum capacitors, wirewound resistors, aluminum capacitors, and MLCC (See graph and table below):
Graph and Table Explanation: The following graph and table show the 45 day change in passive component lead times by product type, with the graph showing “red flags” above each product grouping that showed an increase in lead times. “Green flags” indicate no change in lead times over the past 45 days.
Passive Component Lead Times
Passive Component Lead Times Table

Thick Film Chip Resistor Lead-Times:

Lead-times for thick film chip resistors had the largest increase with respect to lead-times over the past 45 days. Lead-times for thick film chip resistors increased by 23.1% on average, going from 14.3 weeks in March to 16.2 weeks in April 2010. The largest increase was for the 1206 (EIA US Designation) case size, which saw lead-times expand from 12 weeks to 17 weeks during this time period.
Also showing some significant increases in lead times was the 0201 thick film chip resistor, which increased from 12 weeks to 15 weeks and 0402 thick film chip resistor, which increased from 15 weeks to 17 weeks; and the 0603 thick film chip resistor, which increased from 14 to 19 weeks. Reports out of China and Taiwan reported April price increases for thick film chip resistors increasing by 16% to 20% in April as vendors struggled to meet demand amidst rising raw material prices (ruthenium based inks and alumina substrates), and limited operational capacity to produce. Chinese and Japanese vendors who dominate the market (Yageo, Walsin, KOA, Panasonic, Rohm and TA-I) have been reluctant to increase capacity for thick film chips in prior years due to the extremely low prices paid for such components and the limited return on investment.

Tantalum Capacitor Lead Times:

Continuing their steady rise in lead-times is the tantalum chip capacitor, which remains at the top of the list of “hard to get” passive components. Lead times for tantalum chip capacitors increased by 13.8% between March and April 2010, and now top the chart at 18.78 weeks, up from 16.5 weeks one month ago. As Paumanok Publications, Inc. predicted in their 2010 study “Tantalum Capacitors: World Markets, Technologies & Opportunities: 2010-2015,” the supply chain for tantalum ore is becoming tighter; and the availability of the metal going forward to satisfy not only rising demand from the capacitor anode manufacturers, but also from the sputtering target, cemented carbide and superalloy additive businesses is causing tremendous pressure on the limited supply. Between 2007 and 2010, five main sources of tantalum ore have been idled, including the Greenbushes and Wodgina mines in Australia, the Cabot Tanco mine in Canada, the Noventa mine in Mozambique and the Defense Logistics Agency’s secondary supply. Primary sources in the tantalum supply chain suggest that the realistic price for tantalum ore is already in the $65 to $70 USD per pound range (much higher than the $55 per pound reported by Metal Prices) and up sharply from the $35 per pound price recorded one year ago. In the second half of 2010 it is expected that prices for capacitor grade tantalum metal powder from the main processors Cabot, Starck and Ningxia NFM will increase in accordance with rising tantalum ore prices. Buyers of tantalum capacitors are largely knowledgeable of this tightening of the supply chain and are placing double orders for tantalum capacitor parts so as not to come up short later in the year. None of the major tantalum capacitor producers are planning any capacity expansion in 2010 (although Paumanok believes there is enough equipment in place to satisfy existing demand based on peak demand numbers from a decade ago).
The tantalum capacitor product line that is most difficult to get in April 2010 is the B Case (EIA US Designation) which now averages a 28 week lead time, up from 24 weeks in March 2010, while the A, C and D Case size parts saw an increase of 3 weeks in lead times over the past month. Paumanok expects demand for tantalum capacitors to remain tight throughout the 2010 calendar year.

DC Film Capacitor Lead-Times:

Lead times for DC film capacitors took an unexpected jump in lead times between March and April, with average lead-times increasing from 14.6 to 16.22 weeks- an increase of almost 12% in one month. The largest increase in lead times during the past 45 days was for standard safety type film capacitors used for interference suppression (X and Y); primarily in power supplies and lighting ballasts, which increased from 18 weeks in March to 23 week lead time in April. Other DC film capacitors that experienced increased lead-times included both axial and radial leaded metallized PET film capacitors used for filtering in a variety of consumer and professional electronic devices.

Wirewound Resistor Lead Times:

Leadtimes for wirewound resistors increased by 8.8% between March and April 2010, going from 11.3 to 12.3 weeks. Overall lead-times for wirewound resistors remain comparatively short, but the short term increase in lead-times, coupled with short term growth in DC film capacitor lead times, suggest upward movement in the power markets. We note that axial leaded type power wirewound resistors had the greatest increase in lead times between March and April 2010.

Aluminum Electrolytic Capacitor Lead Times:

Lead-Times for aluminum electrolytic capacitors showed a modest increase between March and April- increasing by only 4.3%; however, the aluminum dielectric capacitor remains one of the most difficult components with respect to extended lead times. Aluminum electrolytic capacitors are used primarily in consumer audio and video imaging equipment and computers. Standard radial leaded aluminum capacitors and vertical chip aluminum capacitors remain the most difficult components to get, with lead times at 19 weeks and 17 weeks respectively. Axial leaded aluminum capacitors, which are consumed in automotive and lighting ballast markets are also at 19 weeks; as are traditional snap-in designs consumed in the computer industry. Conductive polymer aluminum capacitors are still relatively good with respect to lead-times averaging only 13 weeks.

Multilayered Ceramic Chip Capacitor Lead Times:

Lead times for the ubiquitous MLCC remain comparatively low in lead times; averaging about 13.88 weeks in April, up only 1.3% over March lead times of 13.7 weeks. Standard MLCC in the picofarad range remain in the 12 to 14 week lead time range, with only the 0805 (EIA US designation), showing an increase in lead times between March and April 2010. High CV/g MLCC for applications between 2.2 and 100 microfarad remain substantially elevated at 18 weeks, with no change between March and April.

Summary of Lead-Times:

The summary of lead-times for selected passive electronic components shows an interesting pattern. Demand for capacitors between 2.2 and 300 microfarad are now in the 18-20 week lead-time range, with high capacitance MLCC and tantalum chips showing the longest lead times. One-month movement in film capacitor and radial leaded aluminum capacitor industries suggests an increase in demand from the consumer audio and video imaging markets; as well as an increase in demand from the lighting ballast and power supply industries. Other products such as inductors, thin film chip resistors, carbon film resistors and tin oxide resistors have shown stability between March and April with respect to lead-times. Nichrome film resistors have also shown stability between March and April with respect to lead times, however this product line remains in the 16-week range; which is among the longest lead times for any passive component.
The reader should also note that lead-times for inductor products remain relatively stable, but that this is inconsistent with movements in the other discrete passive component product lines, and therefore, it may be likely that the next components that face longer lead times are the chip coils, ferrite beads and throughole discrete inductors.

Rising Raw Material Prices Impact Cost of Goods Sold:

As lead times for passive components increase due to limitations in the operational capacity for vendors to produce, prices for critical raw materials required for the production of passive components to create dielectrics, resistive elements, electrodes, and terminations have also increased accordingly- impacting the costs of goods sold. As we have previously reported in Marketeye, the passive components raw materials index (shown below) had a 105% increase between January 2009 and January 2010. A subsequent review of raw material prices for this article, conducted April 27, 2010 shows an additional increase of 27% between January 10th 2010 and April 27, 2010. What is most alarming is the increase in pricing for palladium and ruthenium, which showed an additional increase in the past four months of 33.3% and 29.9% respectively. Palladium is a key material for the production of picofarad MLCC, especially low layer count X7R and most NPO type MLCC. Ruthenium is the critical resistive element consumed in thick film chip resistors, which account for more than 90% of all resistor units sold worldwide. Other increases in raw material prices over the past four months of particular note include nickel and aluminum, with nickel prices increasing 37.6% and aluminum prices increasing by 19.1%. Nickel is the electrode material of choice for high capacitance MLCC between 1.0 and 100 microfarad; while aluminum is consumed in etched anode and cathode foils for the aluminum electrolytic capacitor industry. Also in the table below we are showing tantalite prices at $70.00 per pound, or a 49% increase between January and April 2010. This price per pound cannot be independently confirmed by secondary sources, but is based upon primary interviews with vendors in the supply chain who have stated that the tantalite price is now at $70.00 per pound, up from $47 per pound in January due to limited supply.

Summary Table:

Price Adjustments for Key Feedstock Materials Consumed in The Passive Electronic Component Industry: 2009-2010
Price Adjustments Chart
  • Tantalite price increase is a Paumanok Publications, Inc. estimate based upon interviews with vendors in the supply chain in April 2010. We have been advised by capacitor manufacturers and materials suppliers that the realistic price for tantalum ore is now at $70.00 per pound, although this cannot be independently confirmed by secondary sources.
Table Sources: London Metals Exchange, Comex, Metals Bulletin, TTI Marketeye.
Rising Costs of Raw Materials Chart

Price Increases in Passive Components: 2010

Prices for passive electronic components have already increased by 15% to 20% between January and April 2010 and we forecast that an additional price increase of 15% to 30% will impact the market in the second half of CY 2010 because of the higher raw materials prices. In addition to raw materials prices, increased competition among customers to get passive components is also driving up prices, with companies throughout the key end-markets in communications, computers and consumer AV products genuinely concerned that they will not have enough capacitors and resistors to get their products out the door for the holiday buying season.

Capacity Expansion: 2010

An added factor that has to be considered is the reluctance on the part of the passive component manufacturers to increase production capacity to satisfy current levels of demand. There is concern among major Asian and Western passive component companies that demand is not real and that there is panic buying in the market resulting in a growth bubble that is soon to burst. The only sector where we see substantial capacity additions coming on line is in high capacitance MLCC, where Japanese, Korean and Chinese vendors are adding equipment to meet what they perceive as a serious shortage of parts to meet demand. In the electrolytic capacitor space- in aluminum and tantalum- for example, we see very little in the way of capacity expansion to meet demand, as vendors remain reluctant to add capacity due to skepticism about the true needs of the supply chain, and the historical reference of the downside of such exuberant buying patterns.
At Paumanok Publications, Inc. we see that the truth, as usual, lies somewhere in between. We see continued growth activity in flat panel display television sets and telecommunications infrastructure equipment (especially in wireless LAN); and a nice recovery in the global automotive markets (especially in China). We see higher component content in wireless handsets as every vendor endeavors to have “smart designs.” However, we also see customers trying to replenish depleted inventories in the distribution level and at the EMS and OEM levels in accordance with somewhat robust internal forecasts. We are tempered by the high unemployment rates worldwide (9.7% in the USA; and a similar percentage in overall Europe- with Spain, an important market- at 19%, and Ireland at 13%) and the continued tight credit markets.

Final Word: Proceed With Caution

The final word on the current state of affairs in the global passive component industry is to proceed with caution- keep one eye on the future, but one foot firmly planted in the realities of the past. Excessive buying on the part of the customer has historically lead to a downturn, and we fear we are in such a cycle now. Raw materials prices are increasing at a rate that exceeds the reality of the current market conditions, and this is being passed onto the consumer in the form of current and expected price increases for passive components. Raw material prices are increasing because demand exceeds supply, especially for rare earth metals, where renewed growth in competing industries (such as metalworking and superalloys) is placing added demand on primary feedstock materials. Also, many of the top consumers of passive components have revenues that exceed the entire revenue base of the worldwide TAM in passive components, and therefore they are willing to spend more money now to get parts that they “might” need in the coming months. The sobering statistics are currently focused on worldwide unemployment, especially in the USA and Europe, where consumption of electronics goods is critical to the health of the passive component supply chain. We fear that internal forecasting at some of the major EMS and OEM customers may be too excessive, resulting in another downturn that this time may be focused on components as opposed to being a worldwide phenomena.

Capacitors: Market Update and Review: June Quarter 2011

2011.06.08 // Posted by: Dennis M. Zogbi // Posted in: Articles, Passives
Statements of fact and or opinions expressed in MarketEYE by its contributors are the responsibility of the authors alone and do not imply an opinion of the officers or the representatives of TTI, Inc.

Introduction:

This article reveals how the global markets for capacitors reacted to the event in Tohoku region of Japan, with panic buying impacting aluminum, ceramic and film dielectric capacitors as customers scrambled to shore up their inventories. By May however, the panic dissipated and lead times largely returned to pre-quake levels.

May 2011 Lead Time Update:

During the month of May 2011, lead times for passive electronic components, otherwise known as the time it takes in weeks for a component to leave the factory and reach the customer, decreased and returned to relatively normal levels after panic buying caused a market spike in April as a result of the earthquake, tsunami and radiation leak in the Tohoku region of Japan. Lead times increased in April 2011 for capacitors (all parts combined) to an average of 21.79 weeks (a month-to-month increase of 16.3%); but then relaxed downward to 19.34 weeks (a month-to-month decrease of 11.24%) by the end of May.
Figure 1.1- Lead-Times for Capacitors: March 2010 to May 2011
chart1.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

Changes in Lead Times by Capacitor Dielectric: May 2011

The following chart illustrates the changes in global lead times for capacitors by dielectric by month from March 2010 to May 2011. The reader will note how plastic film capacitors, aluminum electrolytic capacitors and ceramic capacitors each experienced a spike in lead times for the month of April, followed by a relaxation of lead times in May. This, as we have noted, was the impact of the March event in Japan upon the global capacitor supply chain. Tantalum capacitors showed no signs of a spike as none of the tantalum supply chain was affected by the Japan quake. However, for each of the other dielectrics, the Japan quake caused damage to both materials processing facilities and component manufacturing pants in the Tohoku region, with ceramic dielectric materials, aluminum foils, electrolytic fluids and ethylene plastic precursors most dramatically impacted.
Figure 1.2: 30-Day Average Lead-Time in Weeks For Capacitors By Dielectric: March 2010-May 2011
chart2.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

Tantalum Capacitors: May Lead Times: 2011

Lead times for tantalum capacitors continued to return to normal levels and were not affected by the Japan events. Lead times for May 2011 declined by 11.8% on average in May 2011, compared to the prior month. Lead times for all types of tantalum chip capacitors regardless of cathode type (i.e. low ESR polymer versus standard manganese cathode) and configuration (or cathode type) and case size declined. Average lead time in weeks for tantalum chip capacitors was at 15.7 weeks on May 25, compared to 17.8 weeks on April 25th 2011 (one month prior). The largest monthly declines in lead times in May 2011 were for the molded chip B case, the molded chip D case, the molded chip E/X case, and the polymer type, low ESR B case. The primary end-markets for tantalum capacitors are computers, wireless handsets, video camcorders, digital cameras, automotive subassemblies and defense electronics.
Figure 1.3: 30-Day Average Lead-Time in Weeks for Tantalum Chip Capacitors by Type and Case Size: March 2010-May 2011
chart3.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

DC Film Capacitors: May 2011 Lead Time Update

Plastic film dielectric capacitors remained the most difficult type of board mounted capacitor to obtain in May 2011. Materials shortages and increased unit demand continued the stretch in lead times for plastic film capacitors. There is a market vacuum in the metallized PET market space left by the exit of Mitsubishi Polyester Film GmbH, and this was causing lead time extensions in the market before the Japan quake, while unit demand for the finished capacitors, especially for large diameter snubber capacitors used for the protection of IGBT semiconductors had increased to support demand from the power transmission and distribution segment of the market, which continued to be positively impacted by global economic stimulus packages and “smart grid” implementation. On top of this was the affect the Japan quake in March had on an ethylene processing facility in the Tohoku region.
Lead times for DC film capacitors decreased by only 1.7% in May 2011, after a 23% increase in April (due to Japan quake in late March). Global lead times for DC film capacitors remain at an elevated level of 29.25 weeks at the end of May. As we have noted, snubber capacitors remain the most difficult product to get, averaging about 40 weeks. The primary end-markets for DC film capacitors are power supplies, lighting ballasts and other line voltage related and specialty electronic equipment.
Figure 1.4: 30-Day Average Lead-Time in Weeks for DC Film Capacitors by Type: March 2010 to May 2011
chart4.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

Aluminum Capacitors: May Lead Times: 2011

Lead times for aluminum electrolytic capacitors, decreased in May 2011, after a substantial increase in April, which was in direct response to the impact the Japan quake had on the materials supply chain for aluminum electrolytic capacitors. In fact, lead times for aluminum electrolytic capacitors decreased by 12.8% in May after a 29.7% decrease in April. Impact on an aluminum foil processing plant; as well as the impact on an electrolytic fluid production plant; as well as the impact on three key aluminum electrolytic capacitor production factories caused panic in the capacitor market- especially for snap-in type aluminum capacitors. Aluminum electrolytic capacitor lead times increased from 18.06 weeks in April 2011 to 23.43 weeks in April, but then relaxed back down to 20.43 weeks in May. Aluminum capacitor applications in electronics include TV sets, stereos, computers, power supplies, line voltage equipment and a variety of specialty end-use markets. In the power electronic side of the equation, aluminum capacitors are critical parts of power transmission and distribution equation and are critical components for use in power inverters. They are also critical components for motor start applications.
Figure 1.5: 30-Day Average Lead-Time in Weeks for Aluminum Electrolytic Capacitors by Type: March 2010- May 2011
chart5.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

Ceramic Capacitors: May Lead Times: 2011

Lead times for ceramic capacitors decreased in May 2011 by 17.9% after jumping up by a whopping 32% in April following the panic buying that occurred in the market in response to the earthquake in Japan. We note that MLCC of all case sizes and electrode types eased up May 2011 to 20.43 weeks, after spiking to 23.43 weeks in April 2011, from the March level of 18.06 weeks. Interestingly enough, the one product line- disc ceramic capacitors, which are used in specialty ceramic capacitor- high voltage power applications reveals activity in the power markets that is moving counterintuitive to the general mass markets in consumer electronics. Ceramic chip capacitors are consumed in most major electronics products produced worldwide, but the three major market drivers include wireless handsets, computers and TV sets. The Japan quake had an impact on the ceramic dielectric materials consumed in the production of MLCC, including the titanium dioxide materials and the barium compounds used in the production of barium titanate, which is the primary ceramic material consumed in the production of MLCC worldwide.
Figure 1.5: 30-Day Average Lead-Time in Weeks for Ceramic Capacitors by Type: March 2010- May 2011
chart6.png
Source: Paumanok Publications, Inc. All Rights Reserved –Lead times In Weeks

Summary and Conclusions:

After a brief panic buying spree that impacted the market in April 2011- causing lead times to spike by 30% on average; the market relaxed quickly and regained its composure by May 2011. Products moving counterintuitive to this trend include the snubber film capacitors and the high voltage ceramic capacitors, both of which are consumed in specialty circuits in power transmission and distribution environments suggesting that global spending form economic stimulus packages initiated in 2009 is still having a positive impact on market demand for specialty capacitors.

2014年2月1日 星期六

Food Industry - Organic Food Industry Bought Up by Corporations Like Coca-Cola

THE CHANGES OF THE ORGANIC FOOD INDUSTRY

You may be wondering why some supposedly ‘healthy’ and ‘environmentally conscious’ companies deceive unknowing consumers into purchasing products with hidden additives and fillers. Perhaps one of the main reasons is that a large number of these pseudo-organic brands are owned by their very unhealthy ‘competitors’, such as Coca-Cola and General Mills. In fact, some of your favorite “All Natural” and organic companies may be owned by a corporate giant.
Companies like Honest Tea and Odwalla may appeal to health conscious shoppers, but they are actually owned by Coca-Cola — the very same company that is currently fuming over the requirement to change their recipes in order to avoid a cancer warning label. Another popular ‘health’ brand is Kashi, owned by the Kellogg corporation. It should come as no surprise that Kashi cereals have been found to contain a copious amount of GMOs and pesticides, according to an explosive report from the Cornucopia Institute. Kashi’s  ’Heart to Heart Blueberry cereal’ was found to contain grains coated in the residue of many pesticides such as phosmet, carbaryl, azinphos methyl, malathion, chlorpyrifos methyl, chlorpyrifos. What’s more, the company’s products were found to oftentimes contain 100% genetically modified ingredients.
corporationchart Organic Food Industry Bought Up by Corporations Like Coca Cola

When viewing this information, it becomes much clearer as to why many ‘health food’ companies are deceiving you about the ingredients in their products. It’s time to move away from companies that have been bought up by corporations like Kraft and Coca-Cola and support independent organic brands that actually abstain from GMOs, pesticides, and hazardous additives. The fact of the matter is that these corporate giants know that people do not want to buy their health-crushing garbage anymore, and are making a last ditch effort to buy up phony health companies in order to secure their fortune.
That is why we see legitimate brands like New Chapter being grabbed by Proctor & Gamble. While pretending to be a part of the health movement, these corrupt ‘health’ brands are doing nothing but deceiving customers and wrecking the health of families worldwide. What they don’t expect is activism to completely financially suffocate their attempt at playing the good guys.
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By  ⋅ 5-March-2007 at 16:14 (UTC) ⋅

The graphics show the changes that have occurred since the USDA national organic standards were implemented (October 2002), including the introduction of new food labels by major food processors, significant acquisitions of organic brands plus the investment firms involved within these.
The graphics show the changes that have occurred since the USDA national organic standards were implemented (October 2002), including the introduction of new food labels by major food processors, significant acquisitions of organic brands plus the investment firms involved within these.



link to full size image








link to full size image








More information, full size images and documents of Phil Howard at his University home page





Food Industry-Global Food Market Trends, Marketing Spend and Sales Strategies 2013-2014

Global Food Market Trends, Marketing Spend and Sales Strategies 2013-2014

RnRMarketResearch.com adds “Global Food Industry Survey 2013-2014 – Market Trends, Marketing Spend and Sales Strategies in the Global Food Industry” new report on its database.
“Global Food Industry Survey 2013–2014: Market Trends, Marketing Spend and Sales Strategies in the Global Food Industry” is a new report by Canadean that analyzes how food manufacturing  supplier companies’ media spend, marketing and sales strategies and practices, and business planning are set to change in 2013–2014. Additionally, this report presents comparative analysis between four years of survey results (wherever applicable). It provides the current size of the marketing and advertising budgets of global food industry supplier companies and their projected spending pattern, providing an insight into global marketing behaviour. It identifies future growth prospects of global food industry buyers and suppliers, including expected change in M&A activity.  Furthermore, it identifies the key marketing aims of organizations and the sales strategies companies will adopt in order to adapt to market conditions in 2013–2014. Additionally, it aims to identify key amendments to marketing agencies that aid business generation, respondents’ criteria for marketing agency selection, and attitudes towards marketing and sales. This report not only grants access to the opinions and strategies of business decision makers and competitors, but also examines their actions surrounding business priorities. The report also provides access to information categorized by region, company type, and size.
The average size of the global annual marketing budget of food industry supplier respondents in 2013 is US$3.9 million, as compared to US$3.5 million in 2012.  For 2013, 73% of supplier respondents project marketing budgets of less than US$250,000 and 13% of respondents identify that their marketing budgets are between US$250,000–US$1 million.
Survey results show that, 48% and 35% of supplier respondents respectively project at least some increase in capital expenditure on ‘new product development’ and ‘sustainable or green initiatives’ in 2013.  Across the global food manufacturers’ industry, the top three expected key changes in business structure are addition of ‘new products and services’, ‘improving operational efficiency’ and to ‘expand in emerging markets’.
Reasons to buy

  • Project industry trends and revenue growth expectations in 2013, and understand business confidence to make informed business decisions.
  • Drive revenues by understanding future product investment areas and key growth regions.
  • Uncover key challenges and opportunities, and identify the key actions required to maintain and win buyer business.
  • Formulate effective sales and marketing strategies by identifying how supplier budgets are changing and the direction of spending in the future. Better promote your business by aligning your capabilities and business practices with your customer’s changing needs.
  • Secure stronger customer relationships by understanding the behaviour and changing strategies of industry buyers.