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A Con verge White                                               Title                               ...
What is Surplus Inventory?In the electronic components industry, a surplus market is asituation in which supply of a parti...
Risks Associated with SurplusThere are substantial financial risks for any company thatfinds itself with surplus inventory...
No matter which solution is used, timing is a vital partof the remarketing process. When it comes to surplusinventory, the...
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Converge recovering value from surplus inventory


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There are several factors that can influence the electronic components supply chain. Whether we find ourselves in a surplus market or a stable market, there will always be a need to sell excess inventory. Even with proper planning, manufacturers may end up with more inventory than they need for the current demand of their products. However, solutions do exist to help mitigate excess inventory costs. And, with new technology constantly being introduced, turning surplus electronic components into recovered value can be extremely critical.

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Converge recovering value from surplus inventory

  1. 1. A Con verge White Title Recovering Value from Surplus Inventory • What is Surplus Inventory • auses of Surplus C • • isks Associated with Surplus R • • olving Surplus Problems S • • Surplus Remarketing Partner Unexpected Changes. Reliable Results.
  2. 2. What is Surplus Inventory?In the electronic components industry, a surplus market is asituation in which supply of a particular type of commodity,such as DRAM memory, exceeds demand from buyers. Asurplus market can be a widespread phenomenon as well,with general oversaturation of unneeded components.Either application can also be referred to as a “surplus” or“buyer’s” market.One of the main characteristics of a surplus market fora specific product is a sudden drop in the value of theproduct. In addition, lead times for delivery are significantlyshorter than usual.The definition of “surplus inventory” in itself has changedover the last ten years. Formerly, electronic componentswere considered to be surplus after they had been ininventory for at least six to twelve months. Now, due to the the estimates on the number of computers that wererapidly changing pace of modern technology, parts can be going to be sold in the European community.considered surplus after they have been in inventory for only This resulted in the major computer manufacturersthree months. At that point, the owner must rush to “move” reducing their output by nearly 40 percent.the surplus inventory before the parts become obsolete.With new technology continuously being introduced, the In the end, manufacturers were left with millions ofvelocity of turning surplus electronic components into dollars of DDR3 SDRAM components in inventoryrecovered value is critical. that they had no use for. The result was a widespread surplus situation in which the value of the inventoryCauses of Surplus Inventory significantly dropped. Global DRAM revenues declined to $8.64 billion in the fourth quarter of 2010, downThere are several predominant factors that can cause a 20% from $10.78 billion in the third quarter, accordingparticular electronic component to oversaturate the market. to DRAMeXchange.1 Inaccurate forecasting. Very often, inaccurate analyst Late cancellation of current product lines. If a product forecasts cause companies to buy more inventory line is unexpectedly cancelled after manufacturers have than they actually end up needing. For example, DDR3 already ordered the parts needed to make that product, SDRAM was forecasted by most industry analysts to be surplus inventory can result. in large shortage during the second half of 2010. This was a new type of memory for desktops and notebooks. Seasonal lows. Demand for certain products can vary Following the forecast models, manufacturers bought greatly with the seasons. The Christmas shopping vast amounts of DDR3 to avoid having to shut down season, for example, can lead manufacturers to buy a production lines when the potential shortage hit. What large number of components needed to make a popular happened, however, was the complete opposite of what item. If the item doesn’t sell as well as expected, was predicted. Greece declared bankruptcy in early manufacturers may be left with significant surplus after 2010, and other European countries started to admit the holiday buying season is over. financial turmoil as well. These world events threw offConverge Global Headquarters • 4 Technology Drive, Peabody, MA 01960 • +1-978-538-8000 • +1-800-922-6327 2 ©Copyright 2011. All Rights Reserved
  3. 3. Risks Associated with SurplusThere are substantial financial risks for any company thatfinds itself with surplus inventory in a surplus market. Amanufacturer could lose millions of dollars, depending onthe volume of surplus inventory it owns and the original Solving Surpluspurchase price of the components. The original purchaseprice is also known as the “established cost.” Ninety-nine • Outright buypercent of the time, the company will not be getting that • Consignmententire established cost amount back. • Demand OpportunityIt is possible to find a buyer for surplus parts in a saturatedmarket with the help of an expert with vast marketknowledge and global connections. The owner of theinventory must understand that the resale price probablywill be less than the original price, but that it is better to can procure a part. Only quality-driven distributors canrecover some of the loss on surplus inventory than to sit guarantee parts that protect their customers and theon it indefinitely. The longer a company waits to remarket manufacturers that they represent.surplus inventory, the more recovery value it will potentially A reputable independent distributor mitigates risk andlose. expense in a surplus market by helping manufacturers recover value from surplus inventory. There are several Established cost of surplus inventory Recovered value different ways in which to do this: Total loss from surplus inventory Outright buy programs. The independent distributor purchases the surplus and obsolete inventory directlySolving Surplus Problems from the manufacturer and remarkets it through itsIndependent electronic component distributors offer global sales channels.critical solutions in a complex, fast-moving supply Consignment programs. The independentchain – purchasing excess inventory, responding to distributor partners with the manufacturer to takeshortages, balancing demand and bringing flexibility to “consignment” of surplus inventory. In other words,the marketplace. Neither OEMs nor ODMs could function the manufacturer consigns its surplus inventory towithout them. Yet, by serving in the role of “middleman,” the distribution partner without having to do anythe distributor takes on the additional job of protecting of the legwork. The distributor then remarkets themanufacturers by stopping counterfeit and substandard materials through its global sales channels, withparts before they make it into the supply chain and, proceeds returned through a mutually agreed uponeventually, into the hands of consumers. If you are dealing shared revenue program.with a distributor that does not have a rigorous QualityManagement Program, you are putting your company’s Demand opportunity. The independent distributorreputation on the line with every transaction. provides the quickest time to market while the manufacturer maintains possession of its inventoryWhen choosing an independent electronic component throughout the sales process, consigning parts on andistributor, be sure to choose one with a world-class Quality as-needed basis.Management Program. And ask to see the details. AnyoneConverge Global Headquarters • 4 Technology Drive, Peabody, MA 01960 • +1-978-538-8000 • +1-800-922-6327 3 ©Copyright 2011. All Rights Reserved
  4. 4. No matter which solution is used, timing is a vital partof the remarketing process. When it comes to surplusinventory, the company that goes to market with a specifictype of component first is likely to see a better value returnthan the companies that remarket the same component inthe days that follow. Surplus PartnerWhat to Look for in a Surplus Remarketing Partner • SizeWhen looking for an independent distributor to help youwith the sale of surplus inventory on the open market, there • Commodity Managersare several key qualities that you should check for: • 4/7 Workforce 2 Size. Independent distributors come in many shapes and sizes. The bigger the company, the more traders and “tribal knowledge” you will have working to your advantage. Size does matter when it comes to to knowing about world events that may affect the recovering the most value for your inventory. market. The need to remarket surplus inventory will always exist, Commodity managers. Generally speaking, commodity whether there is a surplus market or a stable market. managers go hand in hand with size. A small, Despite the best-laid plans, manufacturers will end up independent distributor will probably not have experts with more parts than they need for the current demand of who are solely dedicated to studying one particular their products. It is simply the cost of doing business in commodity’s global activities; larger ones probably will. an unpredictable world. The good news is that solutions Commodity managers devote their time to assembling do exist to help mitigate surplus inventory costs, no complete market intelligence around one or two matter which market currently prevails. By partnering specific commodities, and can provide a wealth of in- with an independent distributor you trust, your company depth market knowledge to the traders working on your will be better prepared to handle any surplus market behalf. challenges that come along. Around-the-clock workforce. We operate in a global economy, not one that ends at 5 p.m. in the time zone that we happen to live in. When it is 5 p.m. here, the workday is just beginning somewhere else in the world. A global independent distributor will have traders and/ About Converge or commodity managers working around the clock in Converge is the premier global supply chain partner different regions of the world, which enables them to for technology-driven companies. We provide solutions find a solution for your surplus parts in as little time that increase your bottom line and reduce your risk in as possible. In addition, because an independent electronic components distribution. distributor with an around-the-clock workforce never stops working, it never misses a beat when it comes 1 CBR Staff Writer. “Global DRAM Revenues Decline to $8.64bn in Q4 2010: Bedford.” Computer Business Review. 22 Feb. 2011. Web. 04 Mar. 2011. Global Headquarters • 4 Technology Drive, Peabody, MA 01960 • +1-978-538-8000 • +1-800-922-6327 4 ©Copyright 2011. All Rights Reserved