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The supply and demand relationship in the LED market has changed subtly, and chip packaging companies have become popular in signing "marriage contracts"

The recovery of the LED terminal market in 2013 stimulated packaging factories to expand production. The resulting packaging production capacity will usher in a concentrated release period in 2014. However, the chip production capacity expansion cycle is relatively long, so the chip supply and demand relationship has undergone subtle changes. However, due to the relatively dispersed supply power and high price stickiness, chip factories have been unable to launch large-scale price increases, making the chip shortage situation intensified. In 2009, the LED industry experienced an extreme shortage of chips caused by the outbreak of the backlight market. Packaging factories were shut down on a large scale due to lack of materials. In order to avoid repeating the same mistake, signing supply and demand agreements with chip factories and establishing an offensive and defensive alliance can be regarded as a strategy to ensure the security of the supply chain, Wang Fei, a senior analyst at LEDinside, pointed out.
On May 20, Huaian Aoyang Shunchang Optoelectronics Technology Co., Ltd., a subsidiary of Aoyang Shunchang, and Mulinsen Co., Ltd. signed a "Strategic Cooperation Agreement". The two parties will conduct strategic cooperation in market information, product research and development, technical support and product supply. Mulinsen will continue to purchase LED chips from Huai'an Optoelectronics, with a total amount of no less than 400 million yuan within two years.
Sanan Optoelectronics and Jufei Optoelectronics signed an agreement stating that Jufei Optoelectronics will purchase LED chips worth approximately 200 million yuan from Sanan Optoelectronics from March 2014 to March 2015.
Suzhou Xinnajing, a subsidiary of Xinhaiyi Holdings, and Shenzhen Changfang Semiconductor Lighting Co., Ltd. signed a nine-month "2014 Strategic Procurement Cooperation Agreement" with a monthly contract value of RMB 5.85 million in Suzhou, with a total contract value of RMB 52.65 million.
"As the market competition becomes more and more fierce, there will inevitably be a grouping effect. I am in favor of this approach." Tang Guoqing, general manager of Samsung LED China, believes that this kind of cooperation between chip manufacturers and packaging manufacturers can enable both parties to have a more stable cooperative relationship.
"For suppliers, we can bind customers, and for us, we can get better chip resources, relatively stable supply, and relatively more favorable prices." Yin Jinghuang, secretary of the board of directors of Jufei Optoelectronics, said that signing a strategic cooperation agreement with Sanan Optoelectronics is a normal business cooperation. It is a powerful alliance that is helpful to both parties in all aspects.
Yin Jinghuang specifically mentioned that chip manufacturers will encounter tight supply during the peak sales season. If an agreement is signed, stable supply can be guaranteed. On May 15, there was news that the prices of chips with certain specifications would increase. LEDinside then called a number of industry insiders to inquire about the situation and found that the prices of chips had not increased, but supply was indeed tight. In this way, according to Yin Jinghuang, packaging manufacturers do have advantages after signing cooperation agreements with chip manufacturers.
Unlike Jufei Optoelectronics, Mulinsen, and Changfang Lighting, Hongli Optoelectronics, a major domestic packaging manufacturer, has not signed a similar strategic cooperation agreement with chip manufacturers. Deng Shouting, secretary-general of Hongli Optoelectronics, told LEDinside editors that signing the agreement will indeed be helpful to both parties and does not rule out the possibility of such plans in the future. "Signing a strategic cooperation agreement means a long-term cooperation, which is more planned. If it is not signed, the planning will not be so strong."
Most people in the industry seem to believe that signing a strategic cooperation agreement between a chip packaging factory and a packaging factory is a win-win choice. However, Huacan Optoelectronics’ secretary-general Ye Aimin expressed a different view. “It’s actually meaningless.” Ye Aimin believes that signing a strategic cooperation agreement between a chip factory and a packaging factory is just a way of publicity, and the signing of a strategic cooperation agreement is not exclusive. "Signing doesn't mean that I can't use chips from other companies, nor does it mean that I will use your chips even if the price and quality of your chips don't meet my requirements. Before signing the agreement, we also had this kind of cooperative relationship, and there was also cooperation in production capacity. This is not an equity cooperation, it is just a normal supply and demand relationship."
Wang Fei said that the effect of this strategic cooperation agreement is like a marriage contract. Chip manufacturers commit themselves to packaging factories when products are in short supply. In the future, when chip supply and demand tend to be equalized or even surplus, this agreement will continue to have a certain restraint effect on unscrupulous packaging factories. For chip factories, although they are unable to raise prices, it is also a good choice to take advantage of the market shortage, which is beneficial to the supply side, to obtain long-term orders. This is equivalent to entering into a long-term fixed-price futures contract at the expense of the current price increase profits.

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