RoHS to create opportunities for distributors
By Jim Carbone, Executive Editor, Electronics, Purchasing Magazine -- Purchasing, 4/6/2006 6:00:00 AM
Electronics distributors are trying to determine what impact the upcoming ban on the use of lead and five other substances will have on their business. Many think the Restriction on the use of Hazardous Substances (RoHS) directive will cause supply problems, but aren’t sure if it will impact their revenue.
Some distributors expect RoHS to create some short-term confusion, but many see it as an opportunity to get closer to customers by offering them information and advice about the parts that they need, 'It's a wildcard. Large customers are well on their journey to RoHS compliance, but there is a category of customers that doesn't think it will affect them,” says Craig Conrad senior vice president, chief marketing & strategic planning officer for TTI in Fort Worth Texas.
Conrad says TTI surveyed its customers about RoHS late last year and found that 50% had no current plans concerning RoHS. Those customers did not sell into Europe and did not see how the law could affect them.
In fact, many suppliers will phase out non-RoHS compliant products so even companies not selling into Europe will have to use RoHS compliant products. The RoHS compliant products often have different solder requirements than non-compliant products such as a higher soldering temperature.
“Distributors are kind of caught between a rock and a hard place with RoHS,” says Rob Birse, director marketing communications of catalog distributor Allied Electronics in Fort Worth, Texas. “Component manufacturers are driving compliancy into the market and we have to educate our customers to the benefits of moving to a compliant product. But we still have to create demand to clear out the old parts. RoHS is the biggest challenge that distribution has faced,” he says.
Photo:
Craig Conrad
Senior vice president,
Chief marketing & strategic planning officer,
TTI
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