This long form blog hopes to present Orbweaver’s Products and Solutions in a context that both educates and inspires. While it may be a challenge to find inspiration in discussing your company’s Digital Platform, it is a topic we are passionate about. We aim to help make the Electronics Industry more agile, more efficient, more relevant, and ultimately to allow our clients to sell more parts.

Orbweaver is focused on Sales Automation, which differs significantly from buying activity, as detailed below. If you are interested in Purchasing Automation, you can read our thoughts on the Purchasing Cycle.

Selling Characteristics

  • On the Sell Side, acting as a Sales Representative, you are presenting your organization’s products and services for sale.
  • Your objective is to increase the audience of available clients, maximize price, and to create exclusivity by being the first to identify and respond to opportunities.

Buying Characteristics

  • On the Buy Side, acting as a Buyer or Purchasing Agent, you are representing your organization as an acquirer of products or services.
  • Your objective is to maximize return by decreasing costs and inventory through a competitive environment while making the acquisition process efficient.

The Pareto Principle

As we explore the objectives and opportunities of the Sell Side of your organization, it is also important to introduce the concept of The Long Tail. Applying the Pareto Principle, also known as the “80/20 Rule”, it is commonly accepted that a relatively small number of customers contribute the majority of your company’s revenue. In the Long Tail Theory, the small number of customers represents “The Head” and the majority represents “The Tail”.

What's Next?

Sales Automation is about the efficient movement and utilization of data to address the opportunities presented in the Long Tail. How your organization can capture this opportunity, what steps are required next and how Orbweaver can be of assistance follows in this long form blog.

Analyzing the characteristics of our long tail customers, we identified several interesting datapoints, most notably that on average, long tail customers are buying just three KEMET part number per year. If we could sell our long tail customers one more part number annually, it would have a meaningful impact on our business.

Fernando Spada
VP Marketing & Digital Engagement
KEMET Electronics Corporation

Sell More Parts Online Presence

In 2006, Chris Anderson introduced us to the Long Tail Theory, proving companies can capture significant opportunities if able to efficiently sell niche products to many "Tail" customers, rather than focusing on large volumes of commoditized products to the "Head" .

Chris Anderson Author & Entrepreneur

Things are not always what they seem.

In theory, “Head” opportunities are often more competitive, differentiation is difficult to obtain, performance guarantees are required and opportunities for profit are limited by contractual obligations.

As a result, while the aggregate revenue and profit of larger clients may be appealing, on a proportional basis, those opportunities are in fact less attractive than your other smaller clients. The challenge of course is the cost to service and identify opportunities with “Tail” customers.

The three main observations - (1) the tail of available variety is far longer than we realize; (2) it's now within reach economically; (3) all those niches, when aggregated, can make up a significant market - seemed indisputable, especially baked up with heretofore unseen data.

Chris Anderson
Author & Entrepreneur
CEO of 3D Robotics


1.  Meet your customers where they are

Increasingly, your customers are online. In 2017, 79% of domestic consumers made purchases online, up from 22% in 20001. Domestic retail online sales totaled more than $500 billion in 20182 and more than $2.8 trillion worldwide, almost double just three years prior3.

Buyers are taking their own personal purchasing habits from home to work, and they expect their suppliers to have convenient, stable and feature-rich eCommerce platforms.

Of the top ten Electronic Distributors for 20184, all have a customer centric value-add feature on their website, and all but 5 of the top 25 have something similar. This feature may take the form of a complete webstore, while others may offer a client specific login page to access specific data.


The online experience you offer your clients is absolutely critical to addressing the opportunities of the long tail. The value of that content differentiates your offering from the noise, attracts new opportunities, and maintains those relationships - allowing you to become the preferred company to do business with:

  • A digital engagement meets your customer at their convenience so they are able to conduct business with your organization at the time and place of their choosing.
  • A rich online offering, supplemented with multiple color images, datasheets, component attributes, STEP files, leadtimes, alternate packaging, etc., provides value to your client in making a purchasing or design decision.
  • With a strong web presence, SEO optimization and supporting marketing strategies, your organization is able to attract and retain customers, triggering sales at the point of decision making.
  • A strong digital platform is scalable, offering customized client-specific content to maximize their engagement.

2.  Make servicing long tail accounts more efficient

The scale of an online digital platform is what allows your organization to reach large portions of your available market without additional proportional cost. Enabling back-end systems to deliver content through your online web presence makes for a richer client-specific engagement. And contrary to many opinions regarding published online pricing, it does not erode margins as customers predominantly understand and agree to pay for convenience and value.

To maintain a low customer acquisition cost within a long tail strategy, you need to get your digital house in order:

  • Integrate in real time with your partners to publish all component data and assets available: images, datasheets, STEP files, packaging alternatives, parametric data, country of origin, lifecycle, etc.
  • Bring that information, along with pricing, into a shared and unified Parts Information Management (PIM) resource so that data may be synchronized across your organization's business units: Marketing, Sales, Operations and Purchasing.
  • Make use of tangential internal & external data stores and services to enrich user engagement, such as cross reference information, component availability across the supply chain, and related component libraries.

Case Study: Venkel

Orbweaver saved Venkel thousands of hours previously spent manually processing millions of lines of RFQ part requests.

Download Case Study

With a unified pool of data, content can be delivered economically to long tail customers. If you are concerned about publishing this much valuable content online, remember that your client is online looking for answers. Keeping your value proposition a secret does not deliver the content your customer is looking for and allows your competition an opportunity to differentiate themselves at your disadvantage.

Another level of efficiency to be captured online results from exposing business processes and commercial activity via a client specific portal.

  • Allow your customer to enter, schedule and pay for their own order online.
  • Your customer appreciates having online access to: Order History, Invoice Downloads, Tracking Information, Contact Information, Promotions.
  • Offer multiple engagement platforms (mobile and desktop) and customized alerts & notifications via text, email or synthesized phone call.
  • Discuss your digital strategy online so your customer understands the next steps and benefits to further integration through EDI and API.

One key point to make is that these suggestions apply to both Distributors and Component Manufacturers. For Component Manufacturers, the benefits of offering rich content and information to its customers, even without a purchase transaction, has tremendous benefits.

One more thing...

A prospective buyer is more likely to complete a transaction on your website rather than a competitor if your site offers rich images.  Then more likely if your site offers current customer reviews.  Then more likely if your site offers videos.  Rather than restating the content of these articles, we would encourage your review when evaluating your online presence:

After considering several other companies, we were impressed with Orbweaver’s comprehensive understanding of our industry. They immediately spoke our language and knew the complex nature of the part data we were managing manually. They listened to our problems and provided solutions to automate key processes which ultimately had a direct impact on our business.

Anand Venkatrao
Director Of Business Development

Sell More Parts Customer & Supplier Integration

The champ is still the greatest, as he humbly reminded us at every opportunity. His quote about the “pebble in your shoe”, and the distractions that hinder you in the pursuit of your objectives has value on many different levels. For a commentary on the personal aspects of this lesson, we invite you to read "What Are The Pebbles In Your Shoe?". For a commentary related to Customer & Supplier Integration, we invite you to continue below.

"It isn’t the mountains ahead to climb that wear you out; it’s the pebble in your shoe." Muhamed Ali

When it relates to customer & supplier integration, the “pebbles in your shoe” are inefficient and non-value add processes. There are two paths to correcting this condition and without action, the baggage you carry on your journey will impede your progress:

(1) Increase the efficiency of processes executed by your team members, thus reducing costs by increasing the throughput and velocity of their activity, and

(2) Increase the value of the work produced by your team members by enhancing the information available to them or that may be automatically integrated into their responsibilities.

You have been charged with an awesome responsibility and your company is depending on you and your team to be successful. Taking the steps to make processes more efficient and more valuable is a sound initial course of action.

Make current processes more efficient

Automation is the name of the game when it comes to efficiency.  Processes, such as Inbound RFQ Processing and Sales Order Intake & Validation can be automated, and augmented with rich data.

Improve the value of existing processes

A robust data Parts Information Management system, complete with pricing, availability and rich component attribute information can augment internal processes, providing exactly the right information when and where it is needed most.

Ultimately, the Customer & Supplier Integration conversation is two sides of the same coin. They serve each other to support both efficient & automated processes, as well as adding an additional layer of value that is useful for all internal and external stakeholders. 

Examples of Attribute Data that may be communicated in an API that you don’t always think about:

  • STEP files
  • Datasheets
  • Product Change Notices (PCNs)
  • Cross References
  • Images
  • Reference Designs
  • Country of Origin

The ultimate desire is for a Component Manufacturer and their Distributor to move as one with a unified data set, beyond the normal commerce transactions you think about, but also including:

  • Bill of Material (BOM) Data
  • Approved Vendor Listings (AVL)
  • Point of Sales (POS) Data
  • Forecasts and Embedded Orders

As a Distributor of Electronic Components, you want to know as much about your Supplier’s parts as they do. You want your system to reliably & securely import Price, Availability and Component Attribute Data in real time.


As a Manufacturer of Electronic Components, you want to empower your Distribution Channel with as much data as you can, enabling them to best present your product more favorably to the market than the alternative.

A Common Objective

Whether we are talking about the Customer seeking better connectivity with its Supplier, or the Supplier seeking to add value to its Customer, we recognize as a team the conversation is about one shared objective: to sell more parts.

There will be a time where the handing over of a business card will not be useful in a business relationship. In the near future, the way you do business will be by handing your trading partners a set of API credentials and you saying, “this is how you connect to us”.  It’s just the way business is going to be done. If you are not ready now, or at least getting ready for that level of connectivity, there is a pebble in your shoe.

In the world of connectivity, Orbweaver is the glue. As Digi-Key continues to invest in our digital platform, we have selected Orbweaver as our preferred data integrator.

Chris Beeson
Executive VP, Sales & Supplier Management
Digi-Key Corporation

What is an API?

An API (Application Programming Interface) is essentially a communications agreement between two computer systems. You could also think of it similar to a form that you fill out when renewing your driver’s license or applying for a line of credit: it’s a fixed format with specific pieces of data going in specific locations. When one system receives the API message, that system knows right where to look for a particular piece of data, since the structure of the ‘form’ has been previously agreed upon.

APIs are broadly more effective because they more accurately and efficiently mimic the same patterns that two humans would establish when conducting the same transition manually. The interplay between API-integrated systems is fast, flexible, and conversational. This kind of speed and efficiency is necessary and expected in today’s economy.

APIs are used for three primary functions:

(1) Retrieving Data:
This is probably the most common use for APIs, and certainly the process getting the most traction in our industry today. A common Part Lookup API is the best example of this, where one system (a distributor’s MRP, most likely) makes and API call to another system (a supplier’s Sales System) to fetch Price, Availability, and any other relevant information about a particular part in order to begin the purchase process.

(2) Storing Data:
Perhaps the distributor’s MRP data did not receive sufficient information from the Part Lookup call described above, or perhaps the buyer needs to purchase a much larger quantity than usual. In that case, the buying system may need to submit an RFQ. In this case, the buyer’s system would assemble all of the data necessary to complete typical RFQ, and then they would initiate an API call to Store data RFQ data directly into their supplier’s RFQ intake and processing system.

(3) Initiating a Business Process:
Sometimes the action to be take isn’t specific to the storage or retrieval of information, but it is intended to effect a change in business processing some way. A typical example is a PO that is currently in flight, but needs to be expedited. The person who has placed the PO can initiate an expedite request from their system, which will be converted to an API call and then sent into the seller’s system in real-time. Because of the conversational (real-time) nature of APIs, the supplier system will be able to confirm that order has been expedited and typically will respond with updated shipping information inclusive of the new expedited ship data.

How are APIs better than Flat Files or EDI?

APIs allow for a much more real-time, much more human conversation between computing systems. For example, take EDI 850 (a purchase order). In EDI, the document is physically dropped off in a mailbox. It is then picked up and processed later (sometimes days later). No feedback is provided in real-time as to whether or not the PO was correct or accepted.

However, pushing a PO via API allows for the consuming system to review all of the data and then confirm back whether or not the PO can be accepted. All of this instantly, in real time, and without the possibility of human error.

Prepare for the future or prepare to be left in the past.

As millennials enter the workforce at an increasing rate, the customer behavior is also inherently changing. Younger consumers and workers expect to be easily able to access information 24/7, with the anticipation of rapid communications. Speed may be the primary decision point, a study of value in B2B commerce in the future, like Inc., argued in 2015.

When email was first introduced and became pervasive in business, if you did not have email, you were not part of the conversation. It will be the same with API in just five to ten years. If you and your organization do not have a seat at the table, you will not be a part of the commerce conversation in the future—and likely—your competitors will.

Sell More Parts Product Information Management

“I believe that at the end of the century, the use of words and general educated opinion will have altered so much that one will be able to speak of machines thinking without expecting to be contradicted.” 

Alan Turing Mathematician & Computer Scientist

Seventh Inning Stretch

So far in this blog we have reviewed the critical nature of your online presence as the first step toward developing a corporate digital platform. Then we discussed how that presence may be enhanced through integration with your Customers and Suppliers. We then presented the hierarchy of data transport used to move that information, highlighting how those connections are best made through API. This section hopes to identify the best practices and methods of storing or accessing the data exchanged.

Our blog will conclude with the business operations that may be automated or improved through real-time data integration and analysis. It is our goal to impart a better understanding of the steps you may take to improve your company’s participation in the digital exchange of information, and how your company will benefit from that exchange.

We have been working with and following Orbweaver’s development since their inception and it feels like the API conversation in the industry is really starting to take root. The products and services offered by Orbweaver in this regard are a real efficiency gain and serve to be a significant benefit for the industry.

Mike Okel
Hughes-Peters, Inc.

What Data Does A PIM Contain?

In the Electronics Industry, component data is most commonly accessed or stored in a Parts (or Product) Information Management resource, or “PIM”. With cloud-based applications and data constantly in motion, the PIM has been thought of as the central clearing station for all product information, but that thought process is itself limiting in terms of how a PIM can be deployed, as we hope to explain below.  

In terms of what data a PIM may store, we see four primary components:

  1. Attributes
    This is the information most commonly thought of when thinking of a PIM, and usually centers on physical and electrical component characteristics: Product Dimensions, Termination Finish, Number of Pins, Mating Type, Mounting Type, Operating Supply Voltage, Tolerance, RoHS Status, etc. These data elements typically consist of a one-word, short phrase or numerical data point.
  2. Knowledge Base
    Additional attributes are however needed to more fully complete a base of knowledge to empower engineers when making design decisions. These rich attributes are more commonly associated with documents, images, lists and files: Datasheets, Product Change Notices, STEP Files, Alternate Components, Reference Designs, Lifecycle Data, Product Images, and Product Schematics. Attribute and Knowledge Base data may be joined in a singular data transmission by way of reference to files stored as URLs or in external folder locations. In this way, the transmission of data between a Supplier and Distributor may be automated. This automation has significant benefits as will be discussed. 
  3. Commercial
    Attribute and Knowledge Base data is often static, and in most cases we see, the PIM conversation stops there. This is because any information that is more likely to change over time is transmitted in a different file or method and stored in a different database or resource for that reason. It is interesting to note that as humans, we often design machines that emulate human limitations. But in terms of the speed and processing capacity of computing power available today, we have the opportunity to think about data much differently, combining seemingly disparate data sources in one seamless user interface to deliver a more complete and useful hub of information, without any hesitancy or lag. Therefore, the PIM offered by Orbweaver also offers Commercial data accessibility in the same way you access Attribute and Knowledge Base data: Pricing Breaks, Package Sizes, Leadtimes, In Stock Quantities, Country of Origin, etc.
  4. Referential 
    Taking the idea of centralizing component data even further, why not also report transactional information through the same user interface, not to serve as the system of record, but to centralize and unify the presentation of all Product Information from a central access point: Offers, Quotes, Sales, Purchases, RMAs both on historical and in process basis.  

How is that Data Obtained, Organized and Maintained?

Our goal should be that the above referenced data is always accurate, resulting from Synchronous Data Transfers, or real-time data connections. This would be opposed to Asynchronous Data which has been stored for a period of time since the data was originally sent and has not been updated at the moment of use. Even if just a few moments have passed, in those moments a transaction (unknown to the participants) may have occurred which may invalidate the data, rendering it unusable or actionable only in error.  

Real-World Problems with Asynchronous Data Transfer:

In the real world, Asynchronous Data Transfer is why you receive a cancellation notification for a purchase order you placed on a website, even though the website said they had available inventory.  You received the cancelation because they did not actually have the inventory at the time of your purchase. But the data displaying availability had not been updated for some period of time and in that time, someone else bought the stock that the website is still saying (in error) is available. 

Dr. Michael Stonebraker, CTO and Co-founder of Tamr, and recipient of the Turing Award in 2015, wrote an interesting white paper regarding the “Seven Tenants” of Data Unification. The paper emphasizes automation, flexibility and synchronous data exchange in order to obtain the scale, reliability and speed as would be required of a PIM in the Electronics Industry. If you are interested in a summary of Dr. Stonebraker’s paper, a fair analysis was done by Alex Woodie, also in 2017.

The key to the synchronous transfer of data is automation. Organizations dependent upon individuals manually sending or receiving files at the core of a PIM data intake or output strategy, imposing a manual ETL (extract, transform, load) process, are increasingly looking for processes that are more scalable, more secure and more efficient. These processes can in fact be automated more effectively by machines. And it is these processes that are getting more intelligent, more efficient and more flexible due to advancements in Articifial Intelligence (AI) and Machine Learning.

If you are a Distributor of Electronic Components, you want to have a real-time data integration with your Suppliers. If you are a Component Manufacturer, you want to be transmitting real-time data to both your Distribution Partners and your Direct Channel Customers. The intake of data can be used to populate the PIM, or the output of data can be distributed from the PIM.

Features and Benefits of a PIM

A central Parts Information Management resource empowers your team members to more efficiently acquire, create, evaluate or publish component data.

  • Digital Asset Management.
    Marketing Assets across all digital platforms will share a unified data set, providing for a consistent and unified presentation of component data to your customers. The descriptions, part attributes, availability, etc. will match on your website, mobile platform, client portal, banner ads, etc.

  • Real-Time Data Integration.
    A robust PIM, coupled with a defined digital platform, enables organizations to move data in real time, or as close to real time as possible. In a world were decisions are increasingly made by machines, you must present actionable information to those logical constructs in the microseconds in which those decisions are made.
  • Cost Savings.
    A PIM digitally integrated with your Customers or Suppliers has tremendous cost saving benefits in that it is usually replacing a fragmented and manual process. We see these manual processes are often shared by multiple stakeholders across an organization who are often duplicating efforts, while still not achieving the value or efficiency of a PIM empowered with automated data transfer.
  • Achieve Data Scalability.
    The data requirements of PIM data management are often very significant. It is not unreasonable for a PIM to handle 100 billion data points, updating in real-time. This volume alone exceeds the capacity for manual individuals with spreadsheets to handle.
  • Easier to Manage.
    It’s just easier to visualize and manage data as it flows through your organization to have one centralized node to access.
  • Synchronized Global Deployment.
    All business units will share a unified data set across your organization across the globe.
  • Improve the Customer Experience.
    Customers recognize how the efficient use of data improves their experience and are more likely to return or expand their engagement as more accurate, actionable, consistent and robust information being presented to them.
  • Identify Data Deficiencies.
    Data Integrity may be evaluated from a central data reference, identifying opportunities for data improvement.
  • Part Search.
    Provide users a 360 degree view of component activity and auditability.
  • Data Connections.
    Monitor the status of data integration points with your trading partners.

Sell More Parts RFQ Intake & Sales Order Validation

The need for automation in the Electronics Industry is most evident for the most labor-intensive tasks, namely RFQ Intake and Sales Order Validation, two business operations subject to manual entry errors and swivel chair operations.

If manually completed, these tasks can also be very expensive for an organization for these reasons:

  • Buyers are making smaller commitments. Objective evidence implies the average transaction value in the Electronics Industry is declining, and
  • Buyers are expecting increased value and service. Buyers are applying their personal purchasing habits to their work place experience, driving supplier performance expectations higher.

As the cost to process a transaction is maintained or increased, and the value of the transaction declines, the result for Electronic Component Distributors and Component Manufacturers is compressing margins.

In our experience, companies have four responses to this challenge:

  • Do nothing. Fortunately, we do not see a lot of businesses doing nothing about improving efficiency as it is not a sustainable strategy.
  • Lower the cost of manual labor. This can be accomplished by decreasing the skill set of your work force or offshoring operations. While this may effectively reduce cost, it doesn’t actually address the problem as no gain in efficiency was accomplished.
  • Deploy technology developed internally. This is a great solution for an organization large enough to deploy resources sufficient to economically address the requirement.
  • Incorporate third party solutions. For most organizations, this is the best solution. It is more likely that an external organization specifically developed to addressing corporate efficiency is going to be in a position to more scaleably deploy resources than your organization could independently develop and maintain separately.

At Orbweaver, we have more experience and expertise in terms of data security, efficient data transport, feature development and documentation. And that should not be surprising—that is the problem we are in business to solve.

The largest differentiator that we see in terms of the long term viability of internally and externally developed systems is in the maintenance of the resource after initial deployment. Continuing to deploy resources to keep technology current, security protocols in place and to continually reinvest is critical.

The make versus build decision is complex, as is well expressed in this blog.

Either way you go, in terms of software development, you want to be sure the developed applications that support and automate business processes receive continual investment.

In a third party SaaS model, your service provider will be making this investment and you should ask questions about their continued roadmap into the future:

  • What features and benefits do they continue to intend to deploy in the coming months and years?
  • What additional technologies are they considering, such as Blockchain, as their technology continues to evolve?
  • What continued education do their developers receive and what conferences do they attend so that their skill and industry knowledge remain current?
  • What Service Level Agreement (SLA) do they support?

If you intend to develop the application internally, these questions may also serve as a roadmap for your consideration.

Deploying automated and scalable practices help Component Manufacturers and Electronic Component Distributors lower operational costs, specifically RFQ Intake and Sales Order Intake & Validation.  Process velocity can be increased, resulting in increased capacity, while improving data accuracy and persisting information for use in business analytics and improved decision support.

Sales Automation

The concept of Sale Automation is a relatively new topic of discussion, lead by companies like HubSpot, who quite nicely reviews the topic in this blog. 

Benefits of Streamlining the RFQ Process Through Automation

A manual RFQ process has many opportunities for automation.  Often, a manual process isn’t standardized, requiring employees to create a new process for every submission.  With manual processes, scalability is difficult to achieve.  Utilization of quote data for purposes of business analytics and future quote decisions is equally challenging as the results of prior activity are often siloed or inaccessible in the current work flow.

Analyzing a quote requires employees to spend hours of valued time and effort to validate thousands of lines of quotes to pull together a single document.

An automated RFQ solution streamlines and standardizes the process, allowing companies to maximize their time and resources.  Employees can focus their efforts on more valuable activities that help to gain new business, improve customer relationships, and achieve strategic objectives.

Automating the RFQ process can help an organization improve intake and response times, a bonus both for prospective clients, who will receive information more quickly, and for suppliers, who can generate and respond to more RFQs, and potentially gain more business.

Companies can generate a quote request based on accurate, verifiable data in minutes.  Quotes can be structured to include information about availability, acceptable alternative parts, customer and volume discounts, and more.

Fast, streamlined processes mean employees can generate more quotes and maximize opportunities for gaining new business.  Improvements in efficiency and a reduction in costly errors means that your most valuable resource – employee time – can be channeled to higher-level activities including gaining new business and achieving strategic objectives.

Benefits of Automated Sales Order Intake and Validation

In practice, a sales order intake resource serves as a central repository for incoming sales orders, prior to the entry of the order in the organization’s MRP system or system or record.  As a process interrupt, a centralized and automated sales order intake and validation resource offers an organization tremendous benefit.

As a consolidating resource, several different channels may be unified to present a single work queue to the user.  This includes inbound orders that results from web orders, EDI, API, and email, as well as other files, methods and formats.

Elimination of manual entry and errors.  Component part numbers in the Electronics Industry can be more complicated than those encrypted passwords developed by computer operating systems.  Alpha numeric part numbers 20 characters long are often mistyped in a manual process, the errors of which can be eliminated in an automated intake flow.

Validate component availability and cost immediately to the client-specific contract price and in consideration of all other orders and production leadtime.  In this process, you can be assured only accurate and actionable data is being passed onto your system of record.

De-duplication of inbound orders may be automatically detected.  Nothing disappoints management like having a big booking number revised downward because orders were duplicated.

Accelerate order confirmation to your customer.  As part of the intake and validation process, automated correspondence can be generated and sent to your customer, improving customer relationships and providing a high level of valued customer service.

Lower costs of sales order review and entry.  Automation provides scale to your business and increased velocity means capacity increases and costs go down.

This concludes our long form blog, which results from a campaign we ran in the first and second quarter in 2019.  We will continue to update and amend content here if we consider it of value and hope it has been an informative resource in your goal to … sell more parts.  Of course, if you would like more information or to speak with us directly, we welcome the opportunity.