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distributioN International 2020 Elektronik 11 Conrad Flexibility is whats expected Stefan Fuchs has been vicepresident of online sales DACH at Conrad Electronic since September 2019 and is responsible for customer care and digitally managed customers Prior to this he held the position of general manager of B2B Deutschland for five years In which markets do you expect the strongest growth in 2020? Fuchs In discussions with our customers we find that no matter what sector they are involved in they are increasingly working with applications in and around the Internet of Things We assume this development will continue in 2020 above all in predictive maintenance In particular there will be greater demand for products such as sensors controllers wireless modules and the test and measurement technology We are expecting a strong development in the sector of electromobility too Is there a change in demands made of distributors? And to what extent? Fuchs In our view demands will change increasingly where profit margin availability and timing are concerned In terms of margin more and more customers would like to buy at lower cost and or higher discounts However not every manufacturer understands why a distributor should receive better terms Good cooperation with both customer and manufacturers alike is essential Where availability is concerned especially in difficult times like the present many try to reduce their stock little by little From the distributor in turn customers expect much more flexibility and taking over the warehouse storage risks Is there anything new to report from your company where expansion strategy and the like are concerned? Fuchs In 2020 we will continue to invest very much in our Conrad Connect platform It enables linking of intelligent products and services with relatively little effort and automating processes or operations In the meantime many customers are using Conrad Connect for automated solutions in warehouses offices or production halls Additionally were in the process of changing our business model from a classic ecommerce provider to a marketplace for business customers This change results from the fact that many of our customers have less and less time to spare and appreciate a platform on which they can order possibly as many different products as they need For this purpose we continue to expand our marketplace which started in May 2017 and currently comprises more than five million products But from numerous conversations with customers we know that personal support a strong and competent field service and front office support from the branches is still required costly standstill This is where we want to support our customers by offering the right products and information Are the demands made of distributors changing? And if so to what extent? Lampert We reckon that distributors will increasingly play the role of a provider of solutions Webbased services will be important going beyond a selection of products So in future distributors must be more present in search machines websites of manufacturers online magazines forums or communities and offer free download design tools The use of social networks changes the way of spreading information The trend is to increased use of opensource offerings Consequently were also offering freely available tools through our DesignSpark ecosystem Is there something new to report of in your company in the way of expansion strategy and the like? Lampert In June 2019 we announced expansion of the Bad Hersfeld distribution center Thats part of the strategy of a scaleable supply chain better oriented on the customer The €65 million project will enlarge and further automate the distribution center From the first day itll operate with double the capacity Its to be working fully within two years and with floor space of 35 000 square meters can serve customers in Germany and many other European markets