Industrial Machinery and Components

Serving the “Segment of One” – From looking at customers en masse to focusing on a single customer

For producers of industrial machinery digitalization means: top line revenue growth by providing better products to their customers that are digitally enabled and differentiated from the competition and bottom line savings by using digitally enabled equipment and machinery to implement more efficient and effective processes. To realize the digitalization opportunity, industrial machinery manufacturers typically focus on these 5 strategic priorities: Customer centricity Serving the “Segment of One” Digital smart products …

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Design Anywhere, Build Anywhere with Greater Product Cost Accuracy and Efficiency

Industrial machinery and components manufacturers are facing increasing pressure to provide innovative, customer-specific solutions at competitive prices, and the specialization of customer requirements will only continue to grow. Despite not having detailed cost and product information at the initial stages of new-product design, manufactures still need to have preliminary cost estimates. This is relevant for all companies that require cost information for a product that is being newly designed or …

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Quote Costs in Engineer-to-Order Scenarios with Greater Speed, Accuracy, and Insight

Engineer-to-Order (ETO) and Make-to-Order (MTO) companies manufacture complex products to exact customer specifications, often involving long lead times and heavily engineered content. To win business, these manufacturers must provide accurate product cost estimates and quotations to highly demanding customers. For too long now, manufacturers have struggled to get accurate early product cost estimates, and, as product complexity has increases, the situation continues to get worse. A smarter and simpler approach …

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Servitization and New Business Models – A Digitalization Opportunity for Industrial Machinery Manufacturers

From selling products to selling services and innovating business models For producers of industrial machinery digitalization means: top line revenue growth by providing better products to their customers that are digitally enabled and differentiated from the competition and bottom line savings by using digitally enabled equipment and machinery to implement more efficient and effective processes. To realize the digitalization opportunity, industrial machinery manufacturers typically focus on these 5 strategic priorities: …

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Anticipated Top Trends in Industrial Manufacturing by 2022

The industrial manufacturing industry is in the turmoil, driven by business pressure, market trends and new technologies. This blog describes the anticipated top trends that will affect industrial machinery and components (IM&C) companies between now and 2022.  Additionally, I hope it will lay the foundation for the identification of new SAP innovations for IM&C companies.       IM&C Trends and Strategic Priorities For the identification of the top IM&C …

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Why is Configuration for Front-Line Sales Reps in Industrial Manufacturing Becoming More Important?

With the consumerization of B2B sales in industrial manufacturing, configuration is getting significantly more important for customer-facing sales processes, and an omni-channel configuration experience is an imperative!     Configuration for Front-Line Sales Reps in Industrial Manufacturing Industries Over the past 15 years I have had many controversial discussions on the importance of configuration for front-line sales reps in industrial manufacturing – with sales managers, sales professionals as well as …

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The Consumerization of B2B Sales in Industrial Manufacturing – True Omni-Channel Sales the New Norm!

The future of B2B sales in industrial manufacturing industries is driven by simplification – the digitalization of the sales process is an imperative!   From a Sales Rep-centric to a Web Channel-centric Approach   B2B sales in industrial manufacturing is significantly changing: from a traditional sales cycle, which is based on time-consuming sales rep interactions to a streamlined, convenient sales process with a consumer-grade customer experience and global reach. In …

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How To Prepare For A Manufacturing Labour Shortage

Per leading studies, significant labour shortfalls are projected in Europe between 2020 and 2030. In fact, the same studies estimate that labour supply has already started to shrink in Germany, Poland, Spain and Russia. From 2020 to 2030, workforce contraction will accelerate across many countries, with Germany‘s labor supply shrinking to an estimated 37 million in 2030, which would roughly imply a shortage of 8 million workers in Germany. Per …

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“Pay-per-Use” – How to Apply this Business Model Successfully for “Equipment-as-a-Service” in Discrete Manufacturing Industries

  Pay-per-Use for machines and equipment (EaaS, Equipment-as-a-Service) has been a successful business model in different industries, mostly known for office equipment such as printers and copier machines, medical equipment and jet engines. EaaS frontrunners in industrial manufacturing industries have already applied this business model for new revenue streams, to differentiate in the market place or to meet the expectation of some of their customers. While their customers benefit from …

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