GKG: Westward Ho?

Southeast Asian assembly process equipment companies have approached Western markets in fits and starts.

A few have made inroads: From time to time, we have seen JT and Fulongwin soldering equipment at US plants, usually smaller ones (Flextronics is an exception) and often on the US West Coast. But while we’ve been reporting for more than a decade on the availability of literally scores of Chinese-made brands, some of which are very popular in Taiwan and China, it’s still highly unusual to see any make it across the ocean.

Many have been stymied by patent issues that effectively have blocked them specifically from the US and European markets. Another problem is finding good channel partners. From time to time, firms ranging from independent reps like FHP Reps and Bill West to solder paste vendors like Qualitek have tried, with limited success. Service and access to spare parts have been limiting factors.

That’s what makes Friday’s announcement from GKG so interesting. GKG has named Juki as exclusive distributor of its screen printers in the Americas. Known primarily for its placement equipment, Juki has been inching toward a full-line offering for the past couple years, having begun distributing Intertec’s selective soldering equipment in 2009.

For years, DEK and Speedline have dominated the Western printer markets, with Asys/Ekra in third with an estimated 10% share. Juki’s track record and never-say-die approach to selling makes it a formidable competitor. However, Juki has many of the same distributors as Speedline, and it is unclear that they will give up the latter for a new player.

But the real prize may be the emerging South America market. As Juki CEO Bob Black told us, “In Latin America, out major competitors are offering complete lines. To be competitive, we need to do the same.” And Juki has the breadth and depth in its service department that many standalone reps have not.

Keep an eye on this.

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About Mike

Mike Buetow is editor-in-chief of Circuits Assembly magazine, the leading publication for electronics manufacturing, and PCD&F, the leading publication for printed circuit design and fabrication. He is also vice president and editorial director of UP Media Group, for which he oversees all editorial and production aspects. He has more than 20 years' experience in the electronics industry, including six years at IPC, an electronics trade association, at which he was a technical projects manager and communications director. He has also held editorial positions at SMT Magazine, community newspapers and in book publishing. He is a graduate of the University of Illinois. Follow Mike on Twitter: @mikebuetow