你可能沒有注意到這條消息。安富利通過一項只有四段的聲明宣布，將收購臺灣的兩家小型電子元件分銷商，從而為不可避免的中國市場整合拉開了序幕。安富利收購的這兩家公司雖然很小，但該行動意義重大。中國已經(jīng)成為最大的電子元件分銷市場。 安富利通過上述收購，打入了臺灣大聯(lián)大(WPG Holdings)的后院。大聯(lián)大是亞洲地區(qū)最大的元件分銷商，其大型全球競爭對手只有在該地區(qū)取而代之，才能保持(恢復？)領先地位。通過收購年營業(yè)額為1.57億美元的臺灣Prospect Technology Corp.以及J.C. Tally Trading Co. Ltd. (2010年營業(yè)收入為9000萬美元)，安富利的意圖昭然若揭，它將像在北美和西歐消除多數(shù)競爭對手那樣，努力爭奪中國這個制造中心市場。 企業(yè)并購活動讓我著迷，而且我必須承認，最近10年分銷商的成功收購活動給我留下了深刻印象。如果我是臺灣或中國大陸的分銷商，我不會低估安富利打入臺灣市場的意義。 讓我們看看安富利及其美國最大競爭對手艾睿電子的歷史。在短短的10年左右，這兩家公司就通過收購、堅決打入對手的國內(nèi)地盤、利用多年苦心經(jīng)營獲得的優(yōu)勢，以及堅定地隨時隨地向客戶提供高價值服務，消滅了美國及歐洲的多數(shù)大型對手。 The J.C. Tally和Prospect Technology，只是安富利近年收購的多家公司中的最新兩家。安富利最近五年一直在悄然跟蹤亞洲的本地分銷商并將之收歸旗下，最近四年，它在澳洲、中國、法國、日本、印度、印 尼、北美、拉美、土耳其和越南均采取了收購行動，積極推行其國際化戰(zhàn)略。 本文下一頁：安富利的矛，大聯(lián)大的盾

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{pagination} 但是，日本-臺灣-中國大陸軸線對于安富利來說是最大的成長機會，因此它采取了上述的最新收購行動。安富利在該地區(qū)也面臨最大挑戰(zhàn)，它必須設法防止WPG在人口眾多的中國建立強大的地位。 最近五年，艾睿電子和安富利都通過在本地開展業(yè)務，以及在臺灣和香港建立存在，擴大了在中國大陸的業(yè)務。在截止于2010年8月3日的財年，安富利的亞太營業(yè)收入占其總體營業(yè)收入的比例上升到25%，高于上一財年的21%和2009財年的19%。2010財年，該公司的電子營銷部門的亞洲營業(yè)收入上升20%以上，達到39億美元，繼續(xù)引領安富利的增長。該部門在安富利的營業(yè)收入中占很大部分，從事銷售元件和設計服務。 但是，安富利的亞洲成長策略并不只是開展收購。該公司增加了在該地區(qū)的設計鏈服務，尤其是在中國。據(jù)其向美國證券交易委員會提交的2010財年材料，安富利在中國提供“一系列技術(shù)設計解決方案，以支持復雜產(chǎn)品與技術(shù)的銷售”。 我上面提到了安富利在亞洲擴張業(yè)務面臨挑戰(zhàn)，現(xiàn)在就回到這個話題。WPG最近五年增長迅猛。該公司迅速超過了所有對手，隨著制造商把業(yè)務移往中國，WPG迅速成為中國市場中最大的元件分銷商。利用對該地區(qū)的了解、本地聯(lián)系和先發(fā)優(yōu)勢，WPG有望今年或明年成為全球最大的分銷商。 在不吞并別人就會被吃掉的電子元件分銷市場，安富利別無選擇，只能拼命進攻競爭對手死守的地盤。安富利的行動，以及艾睿電子及Future Electronics和Digi-Key等其它主要分銷商所采取的類似行動，并引發(fā)一起并購競賽。WPG現(xiàn)在規(guī)模變大了，別人可能難以把它吞下。但當安富利和艾睿電子開始動手的時候，該地區(qū)的其它所有分銷商都可能成為收購目標。 編譯：Luffy Liu 本文授權(quán)編譯自EBN Online，版權(quán)所有，謝絕轉(zhuǎn)載 參考英文原文： Let the China/Taiwan Distribution War Begin，by Bolaji Ojo, Editor in Chief

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{pagination} Let the China/Taiwan Distribution War Begin Bolaji Ojo, Editor in Chief You could have missed the news. A terse, four-paragraph statement from Avnet Inc. (NYSE: AVT) announced its decision to acquire two small Taiwanese electronics component distributors, setting the stage for the inevitable consolidation of the China market. The two companies Avnet bought are quite small, but the implication of the transaction, for what has now become the biggest geographical market for the component distribution business, is enormous. The acquisition positions Avnet squarely in the backyard of WPG Holdings (Taiwan: 3702), the largest component distributor in Asia and the company its biggest global competitors will have to displace in the region to maintain (regain?) their leadership positions. By acquiring Prospect Technology Corp., a $157 million revenue company, and fellow Taiwanese company J.C. Tally Trading Co. Ltd. ($90 million in 2010 sales), Avnet clearly signaled its intention to fight as hard for the China manufacturing region market as it did on the way to vanquishing most competitors in North America and Western Europe. Mergers and acquisitions activities fascinate me, and I must admit to having been impressed by how distributors have done it so successfully over the last ten years. I would not underestimate the significance of the Taiwan invasion by Avnet if I were running the opposition in Taiwan or China. Look at the history of Avnet and its biggest US competitor, Arrow Electronics Inc. (NYSE: ARW). Within just one decade or so, both companies have eliminated most of their biggest local and European rivals through acquisitions and by moving resolutely into their home turfs, leveraging advantages gained over years of hardscrabble existence and determination to assist customers with high-value offerings wherever, and whenever, their services were required. The J.C. Tally and Prospect Technology acquisitions are only the latest in a long string of deals Avnet has made in recent years. The company has been quietly tacking on local Asian distributors to its wings over the last five years and has bought businesses in Australia, China, France, Japan, India, Indonesia, North America, Latin America, Turkey, and Vietnam in the last four years as part of its internationalization efforts. (For a complete list of Avnet's acquisitions over the years, click here.) Still, the Japan-Taiwan-China axis represents the greatest growth opportunity for Avnet, hence the latest acquisitions. The region also presents great challenges to the company as it seeks to ensure WPG does not establish a stranglehold on the market in the world's most populous country. Over the last five years, both Arrow and Avnet have expanded operations in China with local presence in the country and in Hong Kong and Taiwan. In its last fiscal year ended August 3, 2010, Avnet increased its sales from Asia-Pacific to 25 percent of total revenue from 21 percent in the prior year and 19 percent in fiscal 2009. The company's electronics marketing division, which accounts for the bulk of its sales and markets components as well as design services, increased sales in Asia more than 20 percent in fiscal 2010 to $3.9 billion and continues to spearhead Avnet's growth efforts. Avnet's growth strategy for Asia goes beyond simply making acquisitions, however. The company has increased design chain services in the region, especially in China, where it offers "a host of technical design solutions in support of the sales process of complex products and technologies," according to its fiscal 2010 Securities and Exchange filing. I mentioned challenges to Avnet's expansion efforts in Asia above and cannot help but return to the subject. WPG's growth over the last five years has been phenomenal. The company quickly overtook all contenders to become the biggest component distributor in China as manufacturers moved operations to the region. Leveraging its knowledge of the territory, local connections, and first mover advantage, it has set itself on a path to displacing rivals to become the world's No. 1 distributor this year, or by next year. In the eat or be eaten world of components distribution, Avnet has had no other choice but to strike hard and deep into territories the competition would rather keep to itself. Its action, and similar actions from Arrow and the other major distributors, including Future Electronics and Digi-Key, will start an inevitable race to consolidate the market. WPG itself may have by now grown too big to be an acquisition target, but all other players in the region are fair game when Avnet and Arrow roll into town.