Case | HBS Case Collection | February 1997 (Revised November 2007)

Tale of Two Electronic Components Distributors

by Ananth Raman and Bharat P. Rao


Discusses the role of distribution intermediaries in the electronic components industry, and describes operations at two of these distributors. Serves as a vehicle to discuss the functions provided by distributors in the channel. Also lets students understand the differences between the distributors and discuss how each of them is going to deal with issues like consolidation and the rapid growth of the Internet. Also introduces students to the complexity of managing operations at a small distributor.

Keywords: Growth and Development Strategy; Distribution Channels; Consolidation; Internet; Distribution Industry; Electronics Industry;


Raman, Ananth, and Bharat P. Rao. "Tale of Two Electronic Components Distributors." Harvard Business School Case 697-064, February 1997. (Revised November 2007.)