The document provides tips for corporate buyers of semiconductors, recommending negotiating in Q4 to avoid delays in Q2 and Q3, planning for disruptions given the global supply chain, visiting supplier factories for better support and pricing, sharing roadmaps to get support disproportionate to company size, and attaching value to companies with shortest lead times. It also notes mergers will most impact the industry in the next 24 months and to consider suppliers' tier 1 and 2 partners.

1. Corporate Semiconductor Category Buyer Tips
• Best time to negotiate: 4th Quarter Calendar Year
• Highest Risk for Schedule Delay : Calendar Q2 and Q3
• Highest Quality Risk: Lots produced immediately before and after Chinese
New Year
• Semiconductor Supply Chain is global and complex – plan for disruption and
mitigate risk
– Ask Suppliers about their tier 1 and tier 2 suppliers
• Visiting Supplier factories will get you better support and pricing
• You can get support “above your weight class” by sharing your roadmap and
aligning with a semiconductor supplier targeting your application
• Distributors have a role to play but make sure they are adding value
• Attach more value to companies that demonstrate the shortest actual lead-
times
• Mergers will have biggest impact on total industry for next 24 months
– Those already planned
– Those in progress
– The companies that remain independent
Bill Kohnen Category Managment Tips