Based on its recent analysis of the pre-owned electronic manufacturing assembly and test equipment market, Frost & Sullivan recognizes Lewis & Clark, Inc. with the 2008 Global Frost & Sullivan Company of the Year Award for its percipient understanding of customer needs, superior knowledge of printed circuit board (PCB) assembly and automated test equipment (ATE) and “best in class” services to provide a comprehensive solution to leading original equipment manufacturers (OEMs) and electronic manufacturing services (EMS) providers globally.
“Lewis & Clark took the market by storm to double its’ revenues in 2007, garnering significant market share from established competitors,” says Frost & Sullivan Industry Manager Raman Monga. “It’s achieved revenues in 2007 from asset management redeployment and services, and auction sales, was the highest for a used equipment vendor.”
A unique differentiator for Lewis and Clark is the wide breadth of services it offers. These include matching buyers and sellers of pre-owned equipment, asset management of excess systems, plant liquidations, reconditioning, decommissioning, installation, calibration, training, service contracts, spare parts and assistance in leasing and finance.
Besides competitive pricing, Lewis & Clark offers better warranty options, which is most beneficial to customers wanting to lower the risk on used equipment. Onsite training and installation as well as training in operations, maintenance, line integration, and support gives it the competitive edge in the used equipment business.
Further, the company has entered into partnerships with multinational auction firms which have resulted in it managing assets on a global scale for companies like Jabil and other Tier 1 EMS providers. Another key differentiator for Lewis & Clark has been its focus on feeders. In an effort to better serve its customers, the company has a dedicated department solely focused on feeders, including the reconditioning, service, and performing calibrations.
“In the pre-owned ATE market, where equipment vendors sell equipment on “as is” basis with no after sales support, Lewis & Clark is unique in that it offers cost effective alternatives to the high price of new capital equipment as well as the same high level of customer service and support as that from OEM vendors,” notes Monga. “The company boasts of a high customer retention rate of 97 percent of all of its’ service contract clients which is highly commendable in the pre-owned equipment industry.”
In a “voice of the customer analysis” conducted by Frost & Sullivan, a number of Tier-1 EMS providers cited low total cost of ownership and high return on investment (ROI) as the key benefits of pre-owned equipment from Lewis & Clark.
The company has been highly successful in serving the ATE market, more specifically the X-ray inspection equipment market space by virtue of its’ service contracts for Agilent X-ray inspection equipment. Moreover, its strategic partnerships with leading X-ray providers have helped to consolidate its position in the X-ray inspection market. By focusing on the fast growing Flying Probe market, the company is likely to maintain its leadership position in the ATE market.
In line with the increasing globalization of businesses, Lewis & Clark has managed to expand its operations to a global scale. By establishing offices in Mexico, China and U.K, the company has been effectively servicing key geographic regions. It employs a wide network of representatives as sales and support resources, thus ensuring short lead times and timely service. The company’s home base of North America is served mainly through direct sales.
Further, Lewis & Clark’s foray into the “rental” business of test equipment has led to strengthening EMS accounts including Celestica and Kimball. The diverse services it offers have greatly contributed to the success of its clients and the company.
Overall, the pre-owned electronic manufacturing assembly and test equipment market is a fragmented one, making it quite a challenge to distinguish oneself in this intensely competitive market. Not only has Lewis & Clark managed extraordinary revenue growth, but it has won over customers through its superior industry knowledge, outstanding customer service and support, and global presence. Frost & Sullivan recognizes the best practices and the company’s relationship with the OEMs and EMS providers and bestows upon Lewis & Clark the 2008 Frost & Sullivan Company of the Year Award.
Each year Frost & Sullivan presents this award to the company that has demonstrated unparalleled excellence within its industry in terms of business development, competitive strategy, customer satisfaction, and leadership. The award lauds the recipient for its high quality products and/or services and having a positive social and economic impact on local and national communities. It also highlights the capability to take advantage of market changes by capturing and solidifying market presence, or through execution of innovative strategies within the existing competitive landscape.
Frost & Sullivan Best Practices Awards recognize companies in a variety of regional and global markets for demonstrating outstanding achievement and superior performance in areas such as leadership, technological innovation, customer service, and strategic product development. Industry analysts compare market participants and measure performance through in-depth interviews, analysis, and extensive secondary research in order to identify best practices in the industry.
About Lewis & Clark, Inc.
Founded in 1986 and headquartered in Nashua, New Hampshire, Lewis and Clark is a pioneer in the Pre-owned manufacturing assembly and test equipment market. It buys and sells used PCB manufacturing and test equipment made by the major ATE and SMT manufacturers. It also provides a full range of ATE services, including annual service contracts, on demand replacement parts and on-site problem resolution preformed by its senior staff of OEM trained field service engineers. The company has four locations in the U.S., as well as offices in Mexico, China and U.K. Its leading clients include small to Tier-1 contract manufacturers such as Jabil, Benchmark, and Flextronics and world class manufacturers like Intel, Sagem, and Lockheed.
About Frost & Sullivan
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