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OEM audit of contract electronic services and EMS financial due diligence

By Mark Zetter


From OEM C-level to program manager, OEMs can be more savvy during financial due diligence of potential contract EMS manufacturing partners. OEMs must learn to look at any given situation from more than one angle. When OEMs evaluate electronics contract manufacturers, it’s not enough that a particular contract manufacturer has a history or experience in the field of expertise, or product end-markets, the OEM is marketing its products in.

OEM executives must also be comfortable understanding the contract manufacturer’s financial position relative to his business profit objectives and, that the contract manufacturer will be around for a while to serve the needs of the OEM.

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Below are some of the financial operating and overall company indicators, and a few possibly related causes, OEM executives might want to look into more closely when evaluating contract manufacturers for the purpose of engagement. (Read: How to compare Flex, Jabil, Sanmina, Celestica manufacturing supply chain capabilities)

Naturally, it is easier to gain access to some of this information from publicly traded contract manufacturing companies. (Click here for more detail on metrics and liability)


Earnings statements

Inventories
High EMS inventories could indicate quality of products manufactured by the EMS manufacturer has slipped; EMS competition is building a better-quality product for the same customer, or some of the contract manufacturers’ customers are financially strapped and EMS production costs are out of line at the contract manufacturer and they are no longer price competitive.

One question executives should ask is, “are sales falling or is production rising too fast?” Keep in mind, companies may hold back some inventories while waiting for new product introductions (NPI).

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Rising receivables

Most explanations for rising receivables are usually bad if receivables are rising faster than sales (relative percentage for each). Possibilities for this might include: customers are paying the contract manufacturer too slowly (again, due to financial troubles of their own, or business disputes) ‘channel stuffing’ or, increased shipments at quarter end to help make the quarter numbers (essentially, stealing from the following quarter) could be talking place.

SEE ALSO
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Extraordinary losses
Look for inconsistencies. Let’s say that years one through three for the OEM, his EMS manufacturer reports steadily increasing operating earning profits (with his stock price rising). Then year four comes and the provider reports an extraordinary loss per share, but adds that operating earnings (before the loss) were healthy. This could mean the there was neglect by the EMS firm in capital spending necessary to maintain infrastructure in a high CapEx industry.

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In your search results, you can further target provider End Markets and/or Services.

Asset sales
EMS companies sometimes sell a profitable business segment or division to raise earnings. OEMs should place a smaller value on earnings derived from asset sales vs. core operations.

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How to Cut Costs 5% to 15% for EMS Manufacturing Services

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