Recently I was having a discussion with a client who uses CPQ (Configure Price Quote) for the creation of custom products. The conversation was around the requirements for maintaining engineering controls – ECNs (engineering change notice) and revision management and how to maintain control with rule sets.
Engineering controls such as maintain BOM details and routing processes is straight forward when it comes to standard products. Most contemporary ERP solutions such as Infor CloudSuite Industrial (SyteLine) allow for the locking down of any BOM and routing changes unless ECNs are enacted, routed and approved. This is usually enforced as well with Quality Procedures that may be specified in an ISO QC method. When it comes to configured products however, the engineering controls... Read More
No doubt you have seen the growth and interest of 3D Printing and additive manufacturing over the recent years, especially as the capabilities of the technology permit not only prototypes to be created but fully functioning metal and ceramic parts and assemblies. This manufacturing method coming to the forefront has the capability to radically change the way production is done, especially for products that have low volumes or more importantly high degrees of configuration options. The ability to take a base assembly and allow for dynamic changes to be made to the unit to exactly meet the customer’s demands will bring the most value to the technology and yield the largest revenue and financial outcome.
So let’s take a look at what we shall call the trifecta of digital manufacturing. Starting with . . . Read More
As a distributor, whether that is industrial products, HVAC, electrical or building products, you have new challenges to face as the next generation of buyer comes to the counter. This next generation of buyer has grown up differently than you customers of the past and they have different expectations.
Buyers today want choices and customization, off the shelf and generic does not excite them nor are they willing to have loyalty to you if you just supply commodities. If they do business with you, can you provide them a broad portfolio of solutions configured the way they want?
Buyers today expect visualization. They have grown up with computers that present high resolution displays so they can experience life virtually. Can you present your products in such a way that they are stimulated to buy?
Buyers today are Read More
The manufacturing of unique products and the consumer demands for increased variants and features and options are requiring the need for change within business operating software. If you are still focused on core ERP to make efficiency improvements, cost reductions and streamlining your supply chain, you are only going to get half way to optimal success. You must start looking forward to how you are interacting with your customers and meeting their demands for unique products. The new millennial buyers are thinking differently and expect their products to be built the way they want. Let’s take a look at what you should be looking at for the future if you are going to lead the market through the offering of configured to order products, versus becoming commoditized and marginalized. Read More
I just returned from the 2016 IBEX boat show in Tampa, getting out right before the hurricane, and the winds outside could not compare to the energy and invigoration of the marine suppliers and buyers on the exhibit floor. The industry is definitely alive and well which is going to push the limits of the boat industry supply chain if the upward trends continue. We all keenly remember the near death of the industry just a few years ago and during that time it was a survival mode operation only. Little investment was made in business systems technology, supply chain optimization and systematic efficiency improvement. Read More
Turning to today where the industry has been seeing near 20% annual growth in many segments, this...
With the economy on a continued recovery the demand for boats, especially small to mid-sized styles is increasing dramatically according to the recent NMMA U.S. RECREATIONAL BOATING STATISTICAL ABSTRACT. While not yet back to pre-2007 numbers, it’s still significant growth. This level of growth has opened up the need for boat builders to become more efficient and streamlining of production. Prior to 2006, many builders just made capital investments in plants and equipment which during the downturn put many of them out of business. Cash flow dried up and the capital equipment became a major liability.
Learning from the missteps of the past during those pre-2006 growth years, how can the smart boat builder gain production levels to meet today’s demand without breaking the bank with capital investment? Other industries have faced similar issues such as the automotive markets. Suppliers to the automotive industries have felt the same pain and been in the same scenario. So what did they do to avoid the problems of the past?
Production efficiency in boat assembly can be increased and optimized thorough the use of ... Read More
If you took advantage of the Labor Day holiday to spend some time on the water, chances are you saw a lot of boaters. The number of boats on lakes, waterways, and oceans during holiday weekend is incredible. It makes you wonder how many people own the boat they are driving or are they renting it for the weekend. Regardless, of the number of boats on the water and who owns them, boating is a huge industry with many possibilities.
If you are in the market for a boat, and looking to join the ranks of other boaters, how do you know what you want? If you look... Read More
The interactive online buying experience is becoming a part of our day to day purchasing experiences. Car manufacturers have been relying on this interactive; “build your model” feature for quite some time. Another early adopter of this technology was the fast food pizza industry. When was the last time that you actually called your local store to order a pizza? As consumers, we have been introduced and adopted the “build your own” retail experience.
These innovative ways to shop on a personal level are slowly influencing the manufacturing industry . . . Read More
CPQ is more than a tool for your customers. Setting yourself apart from the competition by giving your customer a 3D diagram of a product, with a complete list of specifications is really cool. What’s even cooler than “wowing” a customer? Providing the right price and the right tools for your sales reps.
Sales reps often go into deals and negotiations with customers with less information than the customer has. There are so many . . . Read More
Chances are that if you are using a CRM system, you have heard the buzz about CPQ. Configure, Price, Quote (CPQ) is not necessarily a new term, but the technology around it has evolved into the revenue game changer.
Many companies use CRM software in order to manage their sales process, however, according to recent research conducted by CSO Insights and Accenture, CRM software has not made a significant impact on revenue, win rates, and sales cycles, with less than 20% of the companies using it seeing positive revenue impact.
CPQ is the new weapon that is advancing revenue growth and... Read More
If you don’t know where you are going, you will probably end up somewhere else.”
- Lawrence J. Peter 1977
Sounds simple enough. If you use GPS, you have turn by turn directions that will take you from point A to point B. But if you don’t plan well enough or your GPS is out of date, even when think you’re sure of where you’re headed, you don’t always end up where you expected.
I see a lot of businesses that know that they need to improve “where they are”. They’re pretty sure they know “where they should be” but lack experience driving the bus. What they need is a business GPS! Let’s simplify the examples. If you don’t have . . . Read More
Top 5 Benefits of Owning a VCR:
- You can own a rewinder shaped like a race car
- Remembers where you left off after 15 years on shelf
- Find hit movies for $1 in the looney bin or flea market
- You get to hear the audio in FastFoward too
- FF though anti-privacy warnings with ease
Of course, in theory you'd have to travel 6 miles to and fro twice a week to rent and return videos . . . if video stores still existed!
Recently there was a . . . Read More
One of the challenges of creating highly customizable products is knowing the rules. Knowing the rules and providing accurate pricing for customers is half the battle.
Customizing products not only requires resources from your sales team, but also requires engineering input, and quite possibly, additional production resources. It can be difficult to place a value on the input needed, and maybe even more difficult to price a product if you are unsure of all the production costs.
Car manufacturers have been utilizing . . . Read More
In college, for those in the School of Business and Management, there were lots of presentations to give that required us to have documents from just about every program in the entire Microsoft Office Suite. These presentations weren't all that bad considering that my friends in the History and Psychology departments were inundated with research papers. The Power Point and Excel portions of these presentations weren't so bad, and especially if you had a month to complete the assignment.
Can you imagine a month to complete a proposal now? Now, you have one opportunity to . . . Read More
If you had to choose the top 10 articles for the manufacturing industry over the last couple of years, it is pretty safe to say that the words "additive manufacturing" and "3D Printing" would be included.
If only Darth Vader had access to "3D Printing" when he was building the Death Star. The Rebels may not have won. So, Star Wars fans can be thankful that we aren't all parading around as converted Storm Troopers.
As manufacturers begin to explore and implement 3D Printing and Additive manufacturing to increase productivity and profitability, the need for . . . Read More
Become "easy to do business with".
Infor SyteLine Channel Sales is a comprehensive quoting and ordering system for selling both configured and standard products through all your channels, including dealers, distributors, and/or your direct sales force. Read More
Become "easy to do business with".
Infor SyteLine Channel Sales is a
comprehensive quoting and ordering system for selling both configured
and standard products through all your channels, including dealers,
distributors, and/or your direct sales force.
Channel Sales provides a full range of capabilities to guide your
sales people, channel partners, and key customers through product
selection, configuration, pricing, quoting, proposal, ordering, and
Furniture manufacturers rely on manufacturing ERP systems to
track inventory easily and accurately to avoid obsolete and duplicate
pieces, reducing raw and finished goods inventory. Additionally, furniture ERP manufacturing software
gets detailed order information to the plant floor immediately,
eliminating processing delays. Furniture companies have immediate
visibility to accurate raw materials inventory in any warehouse or
plant, or to suppliers' warehouses, along with the ability to transfer
or order materials quickly in response to production needs. Read More
configurators, especially on the back end (BOM auto-generation), give us
a very significant advantage over our competition. A manually managed
company will rarely be able to effectively compete with a company with
well deployed integration. It simply isn't a fair fight."
-Jeff Williams, Director of Communications, Patterson Pump