Sunday, July 25, 2004

Issue:  Fallout from the Loss of a Design Win
 
Evinrude/Bombardier lost North Sound Cruising Center as a design win. Because of the flexibility of a single channel provider, Honda will be the standard offer for all Motorcat30s imported from Poland to the Northwest.  Not content with just the design win, the Honda dealer is doing everything he can to make sure the competitive ETECs stay out of his new account. 

The owner of Honda's channel provider, Bay Marine, said "We will provide such a great bid and service that NSCC will completely forget about ETEC."  Contrast this with Evinrude's 3 month lack of responsiveness and arrogant "our way or the highway" attitude.  Evinrude lost a sure-deal sale, lost the design win, and are now the underdog in a competitive bid situation. 

The moral of the story?  Even a superior technology cannot compete with solid channel service. 

What is the capability for design wins in your channel?

Scott Karren, The Channel Pro


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