Manufacturers Face Increasing Competition, Excess Manufacturing Capacity, and Sluggish Industry Growth

Manufacturers in the world surface mount technology (SMT) markets need to find effective ways to deal with the intense competition and stagnant growth rates. The reduced sales is largely the result of the increased electronic assembly that is being done in the Pacific Rim that encourages more manufacturers in this region to adopt the SMT process, thus lowering the market share of companies outside this area. Since the feasibility of distribution channels plays a large role in customer acceptance, local manufacturers are better equipped to handle customer needs. Vendors that employ strategies that proactively address the needs of the Pacific Rim are expected to successfully overcome the regional competition and gain market share. Manufacturers are also challenged by the effects of the economic downturn such as reductions in capital investments and excessive inventories owned by end users.

This new research examines the world SMT soldering equipment, screen printer, and solder paste markets. It provides an in-depth market analysis of various SMT soldering equipment and material products and covers major market drivers and restraints. Apart from examining the industry challenges, a set of strategic recommendations is provided for the benefit of established manufacturers and new entrants. The research enables manufacturers to understand the competition in each segment and to formulate a marketing strategy that ensures consistent growth.

Vendors of Integrated Solutions Gain Greater Market Share

Focused research and development in the various SMT segments is resulting in increasingly automated, reliable, and maintenance-free equipment that keeps manufacturers ahead of the competition. Since most assemblers prefer to use a single vendor as opposed to a distributed equipment-manufacturing line, vendors that provide a complete solution are steadily gaining advantage over smaller manufacturers.

The single vendor concept is quickly catching on also because of the superior equipment compatibility and cost-effectiveness of this method. "It is expected that the need for turnkey solutions will force manufacturers to either sign strategic alliances to integrate systems or acquire a company that provides complementary product lines," says the analyst.

Refurbished Equipment and Value-added Services Ensure Success

End users that aim to upgrade their system while ensuring maximum return from their capital investment have set the trend of buying used SMT equipment. "If an electronic assembly manufacturer wants to convert to the SMT process and save on expenses, used soldering equipment provides a good alternative," notes the analyst. Since the worldwide inventory of used equipment is hindering the sales of new equipment, manufacturers will benefit by focusing their marketing energies on the former segment.

Another lucrative market that has recently emerged is that of value-added services such as consumables, spare parts, and user training. Manufacturers can capitalize on these segments to improve profit margins and create a satisfied clientele. Appointing service franchises at strategic locations to provide customer support will improve sales and spur growth.