以科技管理觀點探討工業通路的發展趨勢--以半導體通路爲例

Abstract

電子零件通路為電子產業供應鏈中相當重要的一環。電子零件通路商的物流、金流與資訊流服務是電子產業能維持在高速運轉的重要因素。在半導體供應鏈上，電子零件通路商除了協助上游開拓市場與協助下游尋找半導體元件外，電子零件通路商更擔負大部分的庫存與資金的緩衝(Buffer)的重要角色。然而儘管上下游產業越來越倚重電子通路商的服務，但電子零件通路商的營業毛利率卻始終無明顯提升的跡象。過去十年，大多數的電子零件通路商相信大者恆大，相信透過擴大經營規模可以提高對上下游的議價能力，能有助於提高營業毛利率。時至今日，電子零件通路商的營運規模已比十年前大，但是營業毛利率在這十年間並未能有所提升。如今電子零件通路商開始試圖對上下游提供更深入的技術服務，以提升電子零件通路商在半導體供應鏈上的價值。 本研究以科技管理的角度進行產業分析並深入訪談電子零件通路產業、半導體供應產業及電子產品製造產業經營管理階層、產品經理、業務人員與應用工程師後，分析電子零件通路商在發展技術服務上可能面臨的瓶頸與挑戰，並透過科技管理的推導，提出突破此瓶頸的科技管理模型假設。以期對電子零件通路商在發展技術服務之際能有所助益。 本研究的主要發現有以下兩點: 1.電子零件通路商的技術主要來自主半導體供應商並為單向垂直之方式。 2.電子零件通路商所擁的資源非常適合進行技術預測與評估。

Electronic components distributors play a very important role in electronic supply chain. Although their control and logistic of goods, fiancé and information are very high value to vender and customer but their gross profit margin still keep in low level. Ten years ago, the most of electronic components distributor believed that they can grow their gross profit margin by economies of scale. Today they are really biggest but the gross profit margin still keep in low level. Now electronic components distributors try to provide deeper technical for their venders and customers to improve electronic components distributor value. This study will try to find the root cause and provide a model for they reference. The study used MOT point to take semiconductor vender、customer and distributor industrial analysis and depth interviews with those industrial top manager、PM、sales and FAE to find the bottleneck of deeper technical service development. The study develops a distributor MOT model for electronic components distributor reference. The study discovered two major points: 1. Electronic components distributor technology almost learned from semiconductor venders. 2. Electronic components distributors had good resources to do technological forecasting and technological evaluation. Key word: Management of Technology, Electronic components distributor