The Future of Original Equipment Manufacturers: A Matter of Partnerships

Examines the traditional adversarial relationship between original equipment manufacturers and their larger corporate customers and compares it with the new partnership arrangement which is now overtaking much of manufacturing industry. Describes the advantages and disadvantages of these long‐term, trust‐based relationships and suggests ways to make them work successfully. Shows how partnerships are critical to the success of just‐in‐time purchasing on which competitive ability so often depends. Concludes that partnerships will continue to increase in number and that OEMs will certainly reap the benefits of what is necessarily an open, shared approach to business.