About the EMS Middle Market

The EMS middle market is comprised of customers whose EMS requirements include low to medium volume products and the availability of a complete range of EMS services for those products. Typically, but not always, these requirements involve a number of products with differentiated volumes and quickly changing demand.

Companies with such requirements come in all sizes, ranging from divisions of Fortune 500 companies to small companies with one or a few products. Even some start-ups – with promising products likely to ramp quickly to solid volumes – qualify as legitimate members of the EMS middle market.

Not well understand is that the EMS needs of some companies – especially those that are larger – include both upper market and middle market requirements. That’s because their product mix is comprised of a few very high volume products and a plethora of lower to medium volume products, which are typically the options and add-ons that drive the sales of their higher volume flagship products. These companies are usually best served by having at least one EMS supplier for each such category of EMS requirement.

Also not well understood is that middle market customers need the same set of comprehensive capabilities as upper market customers. After all, business is business, and the underlying requirements and opportunities are essentially the same, irrespective of scale. Thus, as medium and smaller volume customers understand that they can no longer tolerate the “PCB only” services provided by their mom and pop suppliers, they too become legitimate members of the EMS middle market.

Yet despite these requirements, and as evidenced on the nearby table, the $20 billion EMS middle market is underserved and largely overlooked by the $350 billion EMS industry, whose bipolar structure has geared it to successfully meet primarily only those EMS requirements that are either very large or very small.

AMI, which levels the playing field by closing the gap, is the right size and the best choice for the EMS middle market.