Since acquiring Zeus Components in 1993, Arrow has remained a prominent broad line provider of components and value-added services exclusively serving the needs of aerospace and defense (A&D) customers. Much has changed since '93 as to what customers want from distributors. What has not changed are Arrow Zeus' industry-leading expertise and services that keep them a leading player in this sector.  That position was recently strengthened through the acquisition of ACI Electronics, a specialist in discrete military components such as diodes and transistors.

Arrow Zeus serves commercial airplane manufacturers, and contractors and subcontractors that provide systems for commercial aircraft and for military aircraft and weaponry for the Department of Defense (DOD). It's a multibillion-dollar distributorship market in North America and a very different market from other electronics businesses.  Time-to-market is years, not months, and programs remain active for decades. Components must be able to function flawlessly over long periods of time under extreme conditions. For example, an aircraft on a Middle Eastern airfield in 120-degree heat might, seconds later, cruise at 60,000 feet in minus-120 degree atmosphere. "You can't send a repairman into space. Our systems have to work every time," said Jerry Fawns, director of Arrow Zeus' western region.  "People's lives depend on it." 

Understanding and fulfilling complex A&D requirements necessitates substantial experience and knowledge. "Our experts have been around a long time," said Tom Flanagan, vice president/vertical markets for Arrow Electronics. "We know these programs from their inception to how they have evolved today."

Customer needs have evolved, too.  They focus more on design and want distributors to act like general contractors, managing subcontractors and handling more of their supply chain, something at which Arrow Zeus excels.

"We're involved early in their decision-making so we can bring the right suppliers' technology to the table," said Kevin Wholey, vice president of sales for the northeast region. "Many of our people work at customer sites, managing their inventories and logistics." 

Other Arrow Zeus value-added services include programming semiconductors for specific tasks and hiring third parties to perform testing and specialized processes to ensure that parts meet rigorous specifications. Arrow Zeus also maintains a secure control-drawing database for customers.

Arrow brings expertise and resources closer to the customer, especially in cities where clusters of aerospace and defense customers are located.