When two become one

Mike Richardson reports. What better way to connect with the aerospace industry than to have a well-known value add distributor as a partner that not only stocks inventory products at component level but can also assemble and deliver custom connectors within 48 hours?

This is precisely what Amphenol enjoys in its distribution partnership with PEI-Genesis, Inc., claimed to be one of the world's fastest assemblers of precision connectors and power supplies and recently announced as a value-added assembler for Amphenol Terrapin miniature connector series.

It's a win–win for both companies: Amphenol is in the privileged position of having a unique channel partner in PEI-Genesis who now enables it to service customers that it couldn't previously reach via the traditional ‘manufacture to customer' route, and PEI-Genesis is able to provide customers with the flexibility, speed and service levels of its business model with the heavy weight kudos of quality Amphenol products.

On a global stage

Ask Amphenol's sales & marketing director, Chris Parsonage why Amphenol chose PEI-Genesis as its partner and his view is that PEI is a global player with a unique model that no-one else offers.

“PEI-Genesis is a connector specialist that concentrates solely on connectors,” he begins. “This is what they know, what they are good at and what they are technically and commercially experienced in. PEI works globally with Amphenol worldwide. It offers an entrepreneurial relationship business model, which means they invest in our future ranges and set it all up. It isn't just about Amphenol designing product and PEI-Genesis selling it: we work collaboratively on product design.

Often PEI will identify trends for us and maybe help develop products to fill that trend. What does PEI get out of it? They want to ensure that they hold enough stock and that they can service customers and grow their business too. For example, take high speed contacts, such as Twinax, Quadrax or split pair Quadrax that typically run from 3 to 5Gb. The beauty of having a partner like PEI-Genesis is that its value added assembly business model enables it to build this type of connector within 24-48 hours.”

To highlight one of Amphenol's fastest growing product ranges, Parsonage says PEI-Genesis will be the company's first value added assembler/distributor for its Terrapin miniature connector series. Featuring a high density insert housed within a rugged brass shell with IP68 sealing against water ingress down to 20m immersion, the Terrapin series offers up to 1,000 hours salt spray endurance with its black silver plating finish and is available in two different mating styles, a breakaway version or an optional coupling ring to prevent inadvertent de-coupling.

Following the approval of assembly granted by Amphenol, PEI-Genesis will be able to build shell sizes 06 to 08 with multiple planform arrangements. The distributor has invested in new equipment and processes to set up a lean assembly line which now has the capacity to build the connectors to customer requirements facilitating a fast 48-hour turnaround as well as flexibility.

“Terrapin is a small form connector, sales of which have grown by almost 50% year on year. Terrapin has some very special features that our competitors don't have. Customers can specify a push-pull or a quarter-turn locking mechanism without having to change their mating half connector, enabling a customer to have flexibility. It's sealed to 20m submerged and it will not leak - either into the cable assembly or into the electronics itself.

“The command, control, communications, computers and intelligence (C4I) market relies on 2-3 week lead-times, so we are constantly challenged to build connectors and cable assemblies accordingly. We cannot always service customers with our current business model, but by having PEI-Genesis in the US as a value added distributor of Terrapin, it allows us to build small, medium or large volumes very quickly and hold stock of Terrapin products too. PEI will be able to service any small requirement for new or traditional connector technology very quickly.”

Civil aerospace growth

In terms of civil aerospace connector products, PEI-Genesis' business for Amphenol products was up by 83% last year. Clearly both companies see the civil aerospace market as a key growth area to invest in.

“Civil aerospace is a very consistent market, growing globally for Amphenol. Aerospace underpins all the product technology that Amphenol focuses on, such as power, miniature, hermetic and filter connectors, and all the business trends and demands, such as higher power, speed and miniaturisation. All these trends are very similar to what is happening in the defence sector, but perhaps the key driver is the demand for more flexibility, with Airbus, Boeing and Rolls-Royce driving low cost production. You will see this not just in Amphenol moving its low cost production into India for example, but also if you look at PEI-Genesis which is looking to reach out to new global customers by offering low cost production from China.”

From Amphenol's perspective, power management and increased power demands represent the most explosive trend it has seen.

“The technology in civil aircraft is changing from electrical/hydraulic subassemblies to pure electronic and electrical subassemblies. This includes actuator motors, wing slat and flap motors and the increasing power demands within the cabin for in-flight entertainment (IFE) systems. We are now seeing complete power distribution systems. The power that comes from the engine has to be controlled and filtered, and it has to be protected against lightning power strikes for example. Power demands on-board the aircraft have become incredibly complex and we are now looking at advanced modular systems.

“There is also high voltage to contend with, which could influence the potential for health & safety issues inside the aircraft. Furthermore, there are space constraints and demands for power connectors made from composite materials. Power is a fast paced market, but technically very challenging at the same time. For me this is the most exciting, fastest growing trend in civil aerospace and one which matches Amphenol's core capability. Finally, the amount of cabling inside an aircraft means that weight is a big issue for aerospace design engineers. Amphenol is researching and developing aluminium cables which offer a 30-40% weight saving over traditional copper constructions. We are working on some unique designs to develop a solution that will overcome the issue of differential materials and the potential for corrosion.”

Mike Owens, PEI-Genesis' vice-president, operations is delighted that PEI-Genesis will be the only value-add distributor for Amphenol's Terrapin product. “We are excited to be able to provide our customers the features and quality of Terrapin together with PEI's speed and service,” he concludes. PEI-Genesis will assemble and ship the Terrapin product globally and customers are invited to specify and purchase using the PEI-Genesis website (www.peigenesis.com) using its extensive parametric search capability.

www.amphenol.co.uk