Best sales practices: Manufacturers must enlighten customers, partners about custom products

Some manufacturers may be harming their own sales efforts—particularly their ability to sell through indirect channels—by not properly educating customers and partners about the many options for customizing products.

01/07/2008


Some manufacturers may be harming their own sales efforts—particularly their ability to sell through indirect channels—by not properly educating customers and partners about the many options for customizing products. That is the conclusion of a recent research report from Cincom Systems , a software supplier that specializes in solutions for manufacturers of complex products.
The report, titled Best Practices: Mass Customization and Build-to-Order Manufacturing, indicates many manufacturers are aware of this knowledge-transfer problem. The report is based on a survey of senior engineering managers at 900 companies that make complex industrial, electrical, and transportation equipment and systems.
A majority (67 percent) of survey respondents cited a lack of knowledge about product options on the part of customers as the primary barrier to efforts at selling their products, which are typically highly customized..  
"The implication is that the knowledge required to sell customized products is not being effectively transferred to the field and customer," writes Jim Wilson, Cincom program director and author of the report. “This is not surprising given the lack of strategic investment in front-office processes and systems."
There also is an implication that manufacturers could benefit from solutions like those Cincom offers, one of which is a product configurator.
According to Mark Stevens, a principal with the Pittsford, N.Y.-based management consulting firm eLogic Group , pump and valve manufacturers may suffer from this inability to transfer product knowledge more than most.
"Because pumps and valves are largely engineered products, product configuration involves a multitude of options," Stevens says. "It is impossible for a sales channel partner to have the depth of understanding of a factory expert. Without an effective method for managing this engineering knowledge, you're making your business difficult to work with and opening it up to competitive threats."
Creating a product that best fits the customer's operating conditions and planned application involves various charts, graphs, and complex algorithms, Stevens adds. Product decisions can be based on such factors as initial cost, total ownership cost, power consumption, and pressure drop.
"Product data management, where you capture product knowledge in a structured format—coupled with sales configuration applications—can provide the means to allow channel partners to make informed, error-free decisions."





Engineers' Choice Awards
The Engineers' Choice Awards highlight some of the best new control, instrumentation and automation products as chosen by Control Engineering subscribers. Vote now (if qualified)!
System Integrator Giants
The System Integrator Giants program lists the top 100 system integrators among companies listed in CFE Media's Global System Integrator Database.
System Integrator of the Year
Each year, a panel of Control Engineering and Plant Engineering editors and industry expert judges select the System Integrator of the Year Award winners in three categories.
How to Maximize Factory Automation Efficiency with Low Cost Machine Vision
This eGuide illustrates solutions, applications and benefits of machine vision systems.
Wireless Reliability in Harsh Environments
Learn how to increase device reliability in harsh environments and decrease unplanned system downtime.
Human Factors and the Impact on Plant Safety
This eGuide contains a series of articles and videos that considers theoretical and practical; immediate needs and a look into the future.
April 2018
Cybersecurity best practices, artificial intelligence, robotic additive manufacturing, embedded systems, IIoT integration, energy efficiency
March 2018
Digitalization integration, process sensors, edge computing, fog computing, condition monitoring, and motors
February 2018
DCS visibility, alarm management, motors and drives, robotic machining, Engineers' Choice winners
HMIs
Automation and controls continue to help HMI hardware and software advance. As computing capabilities progress, hardware has become more rugged with less maintenance required, with wider environmental capabilities, and integrated input/output (I/O) connections.
IIoT: Machines, Equipment, & Asset Management
Articles in this digital report highlight technologies that enable Industrial Internet of Things, IIoT-related products and strategies.
Machine Vision
This article collection contains several articles on how advancements in vision system designs, computing power, algorithms, optics, and communications are making machine vision more cost effective than ever before.
SIDB

Find and connect with the most suitable service provider for your unique application. Start searching the Global System Integrator Database Now!

April 2018
ROVs, rigs, and the real time; wellsite valve manifolds; AI on a chip; analytics use for pipelines
February 2018
Focus on power systems, process safety, electrical and power systems, edge computing in the oil & gas industry
December 2017
Product of the Year winners, Pattern recognition, Engineering analytics, Revitalize older pump installations
John O. Ayuk, PE, CFSE, PMP, CAP
Automation Engineer; Wood Group
Doug Baker
System Integrator; Cross Integrated Systems Group
Jose S. Vasquez, Jr.
Jose S. Vasquez, Jr.
Fire & Life Safety Engineer; Technip USA Inc.
Data Centers: Impacts of Climate and Cooling Technology
This course focuses on climate analysis, appropriateness of cooling system selection, and combining cooling systems.
Safety First: Arc Flash 101
This course will help identify and reveal electrical hazards and identify the solutions to implementing and maintaining a safe work environment.
Critical Power: Hospital Electrical Systems
This course explains how maintaining power and communication systems through emergency power-generation systems is critical.
Engineers' Choice Awards
The Engineers' Choice Awards highlight some of the best new control, instrumentation and automation products as chosen by Control Engineering subscribers. Vote now (if qualified)!
System Integrator Giants
The System Integrator Giants program lists the top 100 system integrators among companies listed in CFE Media's Global System Integrator Database.
System Integrator of the Year
Each year, a panel of Control Engineering and Plant Engineering editors and industry expert judges select the System Integrator of the Year Award winners in three categories.
How to Maximize Factory Automation Efficiency with Low Cost Machine Vision
This eGuide illustrates solutions, applications and benefits of machine vision systems.
Wireless Reliability in Harsh Environments
Learn how to increase device reliability in harsh environments and decrease unplanned system downtime.
Human Factors and the Impact on Plant Safety
This eGuide contains a series of articles and videos that considers theoretical and practical; immediate needs and a look into the future.
April 2018
Cybersecurity best practices, artificial intelligence, robotic additive manufacturing, embedded systems, IIoT integration, energy efficiency
March 2018
Digitalization integration, process sensors, edge computing, fog computing, condition monitoring, and motors
February 2018
DCS visibility, alarm management, motors and drives, robotic machining, Engineers' Choice winners
HMIs
Automation and controls continue to help HMI hardware and software advance. As computing capabilities progress, hardware has become more rugged with less maintenance required, with wider environmental capabilities, and integrated input/output (I/O) connections.
IIoT: Machines, Equipment, & Asset Management
Articles in this digital report highlight technologies that enable Industrial Internet of Things, IIoT-related products and strategies.
Machine Vision
This article collection contains several articles on how advancements in vision system designs, computing power, algorithms, optics, and communications are making machine vision more cost effective than ever before.
SIDB

Find and connect with the most suitable service provider for your unique application. Start searching the Global System Integrator Database Now!

April 2018
ROVs, rigs, and the real time; wellsite valve manifolds; AI on a chip; analytics use for pipelines
February 2018
Focus on power systems, process safety, electrical and power systems, edge computing in the oil & gas industry
December 2017
Product of the Year winners, Pattern recognition, Engineering analytics, Revitalize older pump installations
John O. Ayuk, PE, CFSE, PMP, CAP
Automation Engineer; Wood Group
Doug Baker
System Integrator; Cross Integrated Systems Group
Jose S. Vasquez, Jr.
Jose S. Vasquez, Jr.
Fire & Life Safety Engineer; Technip USA Inc.
Data Centers: Impacts of Climate and Cooling Technology
This course focuses on climate analysis, appropriateness of cooling system selection, and combining cooling systems.
Safety First: Arc Flash 101
This course will help identify and reveal electrical hazards and identify the solutions to implementing and maintaining a safe work environment.
Critical Power: Hospital Electrical Systems
This course explains how maintaining power and communication systems through emergency power-generation systems is critical.
Engineers' Choice Awards
The Engineers' Choice Awards highlight some of the best new control, instrumentation and automation products as chosen by Control Engineering subscribers. Vote now (if qualified)!
System Integrator Giants
The System Integrator Giants program lists the top 100 system integrators among companies listed in CFE Media's Global System Integrator Database.
System Integrator of the Year
Each year, a panel of Control Engineering and Plant Engineering editors and industry expert judges select the System Integrator of the Year Award winners in three categories.
How to Maximize Factory Automation Efficiency with Low Cost Machine Vision
This eGuide illustrates solutions, applications and benefits of machine vision systems.
Wireless Reliability in Harsh Environments
Learn how to increase device reliability in harsh environments and decrease unplanned system downtime.
Human Factors and the Impact on Plant Safety
This eGuide contains a series of articles and videos that considers theoretical and practical; immediate needs and a look into the future.
April 2018
Cybersecurity best practices, artificial intelligence, robotic additive manufacturing, embedded systems, IIoT integration, energy efficiency
March 2018
Digitalization integration, process sensors, edge computing, fog computing, condition monitoring, and motors
February 2018
DCS visibility, alarm management, motors and drives, robotic machining, Engineers' Choice winners
HMIs
Automation and controls continue to help HMI hardware and software advance. As computing capabilities progress, hardware has become more rugged with less maintenance required, with wider environmental capabilities, and integrated input/output (I/O) connections.
IIoT: Machines, Equipment, & Asset Management
Articles in this digital report highlight technologies that enable Industrial Internet of Things, IIoT-related products and strategies.
Machine Vision
This article collection contains several articles on how advancements in vision system designs, computing power, algorithms, optics, and communications are making machine vision more cost effective than ever before.
SIDB

Find and connect with the most suitable service provider for your unique application. Start searching the Global System Integrator Database Now!

April 2018
ROVs, rigs, and the real time; wellsite valve manifolds; AI on a chip; analytics use for pipelines
February 2018
Focus on power systems, process safety, electrical and power systems, edge computing in the oil & gas industry
December 2017
Product of the Year winners, Pattern recognition, Engineering analytics, Revitalize older pump installations
John O. Ayuk, PE, CFSE, PMP, CAP
Automation Engineer; Wood Group
Doug Baker
System Integrator; Cross Integrated Systems Group
Jose S. Vasquez, Jr.
Jose S. Vasquez, Jr.
Fire & Life Safety Engineer; Technip USA Inc.
Data Centers: Impacts of Climate and Cooling Technology
This course focuses on climate analysis, appropriateness of cooling system selection, and combining cooling systems.
Safety First: Arc Flash 101
This course will help identify and reveal electrical hazards and identify the solutions to implementing and maintaining a safe work environment.
Critical Power: Hospital Electrical Systems
This course explains how maintaining power and communication systems through emergency power-generation systems is critical.
click me