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Even if the manufacturing industry passed through some heavy times, there are companies in industrial machinery which managed to suceed and increase their market share. This presentation offers some directions based on the Tech Clarity research and shows some tech solutions to support your manufacturing business, made by Autodesk,.
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© 2011 Autodesk
Challenges and Solutions for Manufacturing
Paul Roman Manufacturing Sales Manager, South East Europe
© 2011 Autodesk
Autodesk: Your Global Partner
10+ million users
800,000+ companies
Education community of 3+ million students
8,000 employees in 100+ locations
1,900 channel partners
3,600 development partners
2,000+ Authorized Training Centers
Public domain image source: NASA
© 2011 Autodesk
GECAD NET: Autodesk Value Added Reseller
• 20 years on the Romanian CAD
market
• Over 2000 customers in
manufacturing, engineering,
construction, architecture,
utilities, energy
• Has developed together with
Autodesk projects for customers
such as RAAN (Regia Autonoma
de Activitati Nucleare), Santierul
Naval Constanta, Ceprocim
Engineering, Geci, Comproiect
92, SC ICPET-Generatoare Abur
SA, CMT Engineering Ltd and
many more
© 2011 Autodesk
Image courtesy of Valiant Corporation
Safety & Security
Energy Efficiency
Managing Change
Data Reuse
Warranty & Reliability
Regulatory Compliance Customer Delivery Schedules
Cost Reduction
Accurate & Fast Bids
Global Competition
Quality Documentation
Product Complexity
Labor Utilization
Supply Chain Collaboration
© 2011 Autodesk
Manufacturing Industry Segmentation
6
Ma
nu
factu
rin
g In
du
str
y
Aerospace & Defense
Auto & Transportation
Consumer Products
Industrial Machinery
Power Generation Equipment
Fluid Systems
Machine Tools
Mining and Construction Equipment
Industrial Process Equipment
Industrial Electronic Equipment
Building Products & Fabrication
Life Science Manufacturing
Process Manufacturing
Other Manufacturing
© 2011 Autodesk
Tech-Clarity Research
7
378 Industrial Machinery Manufacturers
Study factors included: • Company size
• Global revenue sources
• Company size
• Product complexity
• Respondent role
• Company strategies
• Development approach
• Challenges
• Business metrics
• Technology solutions
English, 170
German, 86
French, 27
Italian, 95
© 2011 Autodesk
Tech-Clarity Research
8
Identifying the Top Performers • Revenue growth (last 24 months)
• Profit margin expansion (last 24 months)
• Percent of revenue from new products (< 3 years old)
• Quote accuracy
• Time to develop a quote
Survey analysis identified the top performers based on the two
financially oriented metrics.
The top performers managed to grow on average by 2.2 times more
over the last two years, increasing annual revenue 22%.
Metric Average Top Performers
Annual Revenue Growth 10% 22%
Profit Margin Expansion 7% 17%
© 2011 Autodesk
The Impact of Accurate Quoting
1.9x Less
Quote Variation
2.2x Revenue
Growth
2.4x Profit Margin
Growth
10%
7%
13%
22%
17%
7%
0%
5%
10%
15%
20%
25%
Revenue Growth Profit Margin Growth Quotes Accurate Within
Average Top Performer
Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012
© 2011 Autodesk
Quoting – 13% vs. 7% Accuracy
© 2011 Autodesk
Quoting – 13% vs. 7% Accuracy
Bid too low, win
unprofitable
business
© 2011 Autodesk
Quoting – 13% vs. 7% Accuracy
Bid too high,
business lost
© 2011 Autodesk
Quoting – 13% vs. 7% Accuracy
Bid at target margin,
maximize profitable
business
© 2011 Autodesk
Additional Factors Impacting Growth
% of Revenue from NewProducts
Quote Accuracy Time to Develop a Quote
Average Top Performer
Much Better
Better
About the
Same
Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012
© 2011 Autodesk
PRODUCT
CONFIGURATION
PROPOSAL
REQUIREMENTS
DETAILED
ENGINEERING
PERFORMANCE
VALIDATION
MANUFACTURING
DOCUMENTATION
INSTALL / SERVICE
INSTRUCTIONS
Problems in (Custom) Product Development
Manual
configurations by
engineering lack
detail
Sales drawings and
BOM estimate are
difficult to understand
and contain
inaccuracies
Little or no testing
done to ensure
custom configuration
performs properly
Stock installation and
service instructions
fail to provide
information on
specific configuration
Engineering starts
over to create
complete config for
manufacturing
Configuration
problems and drawing
errors result in late
stage changes and
delays
1
2
3
4
5
6
© 2011 Autodesk
What Top Performers are Doing Different
16%
14%
39%
39%
54%
33%
46%
54%
58%
50%
Single, Global Product Design
Rules-based Design
Modular Design
Platform Design
Configure/Engineer-to-Order
Top Performer Average
Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012
© 2011 Autodesk
What Top Performers are Doing Different
16%
14%
39%
39%
54%
33%
46%
54%
58%
50%
Single, Global Product Design
Rules-based Design
Modular Design
Platform Design
Configure/Engineer-to-Order
Top Performer Average
Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012
© 2011 Autodesk
PRODUCT
CONFIGURATION
PROPOSAL
REQUIREMENTS
DETAILED
ENGINEERING
CONFIGURATION
PERFORMANCE
VALIDATION
MANUFACTURING
DOCUMENTATION
INSTALLATION /
SERVICE
INSTRUCTIONS
What does a best-in-class process look like? Implementation of Automation & Platform Design Strategy
Engineering configurator with
built-in rules automatically
configures desired product
based on provided specs
Complete config ensures bid
accuracy, renderings and
animations generate customer
confidence
Simulation used to test new
configurations to validate
product performs to
specification
Instructions created for each
configuration result in fewer
delivery and maintenance
problems
Detailed BOM and
manufacturing drawings
automatically created by in-
CAD configurator
Standard drawings and
documentation lead to on-time
delivery at spec’d cost
© 2011 Autodesk
PRODUCT
CONFIGURATION
PROPOSAL
REQUIREMENTS
DETAILED
ENGINEERING
CONFIGURATION
PERFORMANCE
VALIDATION
MANUFACTURING
DOCUMENTATION
INSTALLATION /
SERVICE
INSTRUCTIONS
What does a best-in-class process look like? Implementation of Automation Strategy for Platform Design
Engineering configurator with
built-in rules automatically
configures desired product
based on provided specs
Renderings and/or animations
of configured product
generate customer confidence
and ensure understanding
Simulation used to test new
configurations to validate
product performs to
specification
Instructions created for each
configuration result in fewer
delivery and maintenance
problems
Detailed BOM and
manufacturing drawings
automatically created by in-
CAD configurator
Standard drawings and
documentation lead to on-time
delivery at spec’d cost
Product Design Suite
- Inventor
Product Design Suite
- Inventor
Product Design Suite
- Inventor
Product Design Suite
– Inventor, SIM 360
Product Design Suite
– Showcase, 3ds Max
Product Design
Suite - Publisher
© 2011 Autodesk
Solution: - Autodesk Digital Prototyping -
© 2011 Autodesk
Engineering Decision-Making
Source: Tech-Clarity, Inc. – 2012
Manufacturers must enable their decision-makers with the right
information, at the decision-making moment, in the context of their
design, and with an understanding of what else their decision impacts.
• engineers spend XX% of their time trying to find information
• The real problem is not too little information – but too much information.
• Searching for the right information is challenging and time-consuming
Solution: Product Data Management
- Autodesk Vault -
© 2011 Autodesk
Autodesk Product Data Management
• ERP Integration
• PLM Integration
• Scalable from single user to
multi-site
Organize and
reuse data Manage change
processes
Reduce errors
Synchronize, secure and control data
access with global workgroups
Manage visibility of in-
process design data
Synchronize design changes with
development partners
Manage project status
and reporting
Integrate with
business systems
Capture design history
and milestones
Create and manage
BOM data
Improve compliance to
processes and regulations
© 2011 Autodesk
Integrated Digital Engineering
Vault
© 2011 Autodesk
Process of Engineering Decision-Making
Source: Tech-Clarity, Inc. – 2012
• What – What decisions need to be made in order to develop profitable
products?
• Who – Who needs to make decisions? Who should be involved?
• When – How do people know it is time to make a decision? Are they notified?
• How – How will they make the decision? What data do they require?
• Where - Where do Engineers find the information needed to make an
informed decision? What data is provided to them, or how do they find it?
• Why – Why was the decision made, and what was the result? How is that
knowledge communicated and documented for future reference and reuse?
Solution: Product Lifecycle Management
- Autodesk PLM360 -
© 2011 Autodesk
Autodesk PLM 360 Product Lifecycle
Management
Simple Available Continuous improvement
Cloud based
Scalable Professional,
SMB, Enterprise
Accessible (anyone, anywhere, anytime)
Attainable
Users, data, locations, devices
Immediate Evolution Extensible
Instant on Community
Configurable
Agile
Broad industry applicability
Zero deployment No old iron
Open
Modern Process Based
© 2011 Autodesk
Our view of PLM
PLM
