The Importance of An Evolving Supply Chain Management Solution For IEMs

Mar 28, 2011 12:00:00 AM

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Whether or not a market’s evolution can be predicted has little relevance on the absolute certainty that this evolution must handled. In the last two years, research by the Aberdeen Group indicates that the Industrial Equipment Manufacturing (IEM) industry has been among the hardest hit by our recent economic crisis. As a result, many organizations have had to reduce staff headcount by as much as 12 percent to simply stay afloat.

Despite this negative evolution, IEM organizations have still had to handle the fact that strong customer service is their key differentiator. And for an IEM organization, this customer service aspect involves managing the expectations of perhaps hundreds of thousands of customers demanding that a piece of equipment provide lasting value  – at lesser cost.  And for the IEM, this requires a supply chain management solution be implemented that can effectively account for equipments built from perhaps hundreds of thousands of parts.

This fundamental supply chain management challenge is the crux of a soon to be published article in Prime Magazine titled, Managing The Supply Chain From End to End, where I am interviewed by Rakesh Kumar, Global Industry Product Director of Manufacturing, Microsoft Dynamics ERP.

“IEMs need to turn the challenges they face into opportunities,” I state in the article. “As they work to meet changing customer demands, so too must they be prepared to adopt new tools and new ways of thinking about how they operate.”

Within my interview, I offer specifics in regards to how my company, To-Increase, has worked to incorporate necessary functionality on top of Microsoft Dynamics AX for IEMs that allows organizations to better manage time, communication, cost and complexity.

Examples of capabilities we’ve built into our solutions, and corresponding benefits, include:

  • Tailored lifecycle and workflow management features, ensuring even the most complex quotations can be succinctly communicated across the organization

  • Inventory management that helps IEMs to frequently assess not only their own inventory levels, but also those of the IEM supply chain. This helps organizations manage cash flow to address the next wave of customer orders and supply procurement

  • Enablement to design a construction process tailored to an IEM’s specific capabilities, resulting in an end-to-end solution that integrates with existing CAD/CAM and product lifecycle management systems

Of course, the strongest feature of all is rooted in the fact that the supply chain management solutions we develop evolve along with the needs of IEMs.

With the next release of Microsoft Dynamics AX on the horizon, we are already working to develop solutions that integrate business processes across the entire supply chain and support multiple business models.  This will allow IEMs to drive higher quote to win ratios, make product configurations more easily, accelerate time to market, and satisfy the customer until the end of the product’s lifecycle.

If you are interested in a complimentary demo of Microsoft Dynamics AX, simply contact me directly via the To-Increase website.

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About Author
Luciano Cunha

Luciano Cunha

Chief Executive Officer (CEO) For Luciano, being responsible for To-Increase’s global sales and marketing means unleashing the company’s insight, innovation, and creativity to tell our story and help customers achieve their goals. On the road much of the time, he travels the world to meet with customers, understand their challenges and ambitions, and find the most effective ways to help them advance. Luciano develops and mentors our marketing and sales team, and creates strategies to help the To-Increase worldwide partner channel thrive and grow.
Making Customer Needs the Main Business Driver Luciano and his team have daily conversations with the To-Increase research and development organization to bring customers’ requirements and concerns into the road maps and design of our solutions. Luciano brings his insight to the marketing group to make sure the company’s communications resonate with customers and speak directly to their experience.
“I’m awed by customers’ innovative spirit in taking business management technology past its limits and by their generosity in letting us participate and empower them. I hope to transform our organization to become even more customer-centric than we are today. That means making more resources available to spend productive time with both our customers and partners, so we can ensure that we place into customer businesses effective solutions that fit the evolutionary stage of their operation and the way their people and processes work.”
Empowering a Global Channel
Because To-Increase only sells through partners, readying the channel to be successful in helping customers is a business-critical effort. Luciano aims to meet partners where their interests are. Partners who consider the relationship with To-Increase strategic can rely on our industry specialists to work with them as they plan their growth and serve customers. If partners prefer a less collaborative relationship, they still receive the rich To-Increase expertise and resources to ensure they win the business, perform a successful deployment, and retain a satisfied customer. In working with partners and their customers, Luciano brings to bear his experience of many years of creating successful, customer-focused business development and marketing strategies in many of the world’s countries and regions.
Enabling Customer Success in Challenging Business Environments
Looking into the near future, Luciano expects that customers will continue to expect To-Increase to help them make business sense of unfolding trends and technologies. For example, the internet of things (IoT) will thoroughly revolutionize manufacturing, engineering, and supply chains. Big data will be meaningful and valuable when decision-makers can use technology solutions to transform it into actionable business intelligence that supports key roles and business processes. Mobility will help companies become digital enterprises and move business processes forward from any location, at any time. Team To-Increase harnesses innovation to help customers translate the promise of these technologies into business results.
Before his current role, Luciano for several years was one of To-Increase’s global industry directors, responsible for our industry solutions. His experience also spans more than 17 years in IT and manufacturing management roles. These positions took him into various areas at IBM Brazil, serving as product manager for several software development companies, and included working in senior management at a manufacturing organization in the U.S.
Luciano is married with two young children. Away from work, he enjoys participating in a soccer class together with his son and daughter as well as taking relaxing walks in natural environments with his family.

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