Article | December 28, 2021
Successful manufacturing marketing strategies are all you need to grow your business and make it visible in every way to your target customer group. Many manufacturers are now becoming vigilant towards B2B marketing and have started forming an individual marketing budget in their annual budgets.
“We should quantify marketing to inform what we do – not to decide what we do.”
– Rory Sutherland, Vice-Chairman, Ogily
As per Statista, nearly half of B2B organizations said they’re planning to boost their content budget in the next year.
As a result, B2B marketing for manufacturers must be redesigned and smartly strategized in order to be more effective and fruitful.
This article will focus on the significant challenges manufacturers face in B2B marketing and how manufacturers use the three most sales-driven manufacturing marketing strategies.
4 Biggest Marketing Challenges in B2B & Manufacturing
Develop Tailored Experiences
You have a few seconds to capture the customer's interest. When done correctly, personalization may help. With persistent multi-channel marketing, you may strengthen your brand in target areas. Additionally, an account-based marketing approach enables you to focus on important clients while generating customized content for them. Integrate agile methods to test novel ideas across your business without demanding extensive approval. Further, crowdsourced content, B2B communities, and advocate marketing should be prioritized.
Convert Leads into Sales
With the right strategy, you may generate more high-quality leads. Relate marketing expenditures to sales and demonstrate the impact of marketing on the bottom line. Align marketing and sales by focusing on the customer's purchasing journey. Increase the quality of your leads, transparency, and collaboration with your partners.
Measure Marketing Performance
Marketers will be asked to demonstrate ROI and forecast future actions. Proactively calculate the MROI (Marketing Return on Investment) on marketing and sales investments. Determine how to get the most out of your marketing budget by doing more with less. Focus on making data-driven judgments rather than relying on guesswork.
Maximize the Marketing Tech Investment
As a manufacturer, you have access to a number of tools and resources. You will need to collaborate with your technical team to integrate it. Collaborate with your IT team to effectively adapt, innovate, and apply technology. By integrating current technologies, you can automate and improve marketing campaigns more efficiently.
“Marketing professionals have to act as conveners and connect the dots so that there is alignment between stakeholders like sales and operation teams and executive leadership on what products and services will drive growth in any given quarter."
– Maliha Aqeel, Director of Global Communication, Fix Network World in conversation with Media7
3 Best B2B Marketing Strategies for Manufacturers That Drive Sales
Consider Purchasing an E-commerce Platform
Consumer behavior is driving manufacturing transformation, particularly the shift to digital channels. Manufacturers who still handle consumers solely by phone, fax, or email risk losing their loyalty as their worlds and tastes grow increasingly digital.
Manufacturers have clearly acknowledged the digital transition in 2021. This year's Manufacturing & E-Commerce Benchmark Report says 98% of manufacturers have, or plan to have, an e-commerce strategy. Moreover, 42% of manufacturers who engaged in e-commerce and digital said it strengthened client connections.
How does e-commerce benefit manufacturers?
Distributes a customized catalog to your customers
Ascertains those spare components are visible
It allows customers to customize items online
Sells your whole range online
Increases your consumer base
Focus on the User Experience and Interface (UX/UI)
The term "User Experience" refers to all elements of an end user's engagement with a business, its goods, and services. The purpose of user experience is to establish a connection between company objectives and user demands. An engaging user interface or user experience keeps users engaged and consumers pleased. Additionally, it enhances the rate of return on investment (ROI). That is why it is necessary to maintain great UI/UX quality.
How does UX/UI benefit manufacturers?
Increases the number of conversions
Support is less expensive
It helps with SEO
Brand loyalty is increased
Embrace an Omni-channel Strategy
Millennials represent 73% of those making buying decisions for companies. Part of this means offering a seamless, consistent shopping experience across a variety of channels. With the right CRM solution, you'll eliminate a lot of the legwork associated with targeting specific buyers. Manufacturers can leverage omni-channel to increase availability, promote sales and traffic, and connect digital touchpoints.
How does Omni-channel benefit manufacturers?
Supports marketers in developing trust
Enhances the user experience with the brand
It clarifies a complex subject
Developing a successful manufacturing marketing plan is all that is required to set your organization apart from the competition. Consider thinking outside of the box and developing innovative manufacturing marketing strategies that will surprise your targeted customers and keep you on their minds at all times. B2B marketing for manufacturers has long been a priority, since manufacturers frequently overlook this aspect of their business when they should. Utilize the above-mentioned sales-driven manufacturing marketing methods to assist your organization in growing and reaching the maximum range of target prospects.
What is the goal of business-to-business marketing?
B2B marketing's goal is to familiarize other businesses with your brand name and the value of your product or service in order to convert them into clients.
How can manufacturers energize their market presence?
Manufacturers may boost their market presence by advertising on various social media platforms, opting for native language ads, and partnering with influencers to promote their products or services.
Article | December 14, 2021
The manufacturing industry has evolved to new heights of innovation, productivity, and excellence with digital transformation. Manufacturing digitalization has made operational procedures more skilled, accurate, and time-savvy.
“Many companies simply are not willing to change or think they are done once they make a change. But the truth is technology; consumer demands, the way we work, human needs and much more are constantly changing.”
Michael Walton, Director, Industry Executive (Manufacturing) at Microsoft
With a CAGR of 19.48 percent between 2021 and 2026, the digital transformation in the manufacturing market is expected to reach USD 263.93 billion by 2026. Manufacturing plants adopt digital technology to improve, automate, and modernize processes as part of Industry 4.0.
So, what are the key benefits of digitalization for manufacturers? This article will elaborate on the top five benefits of digital manufacturing transformation.
How to Define Digital Manufacturing?
Manufacturing digital transformation involves integrating digital technologies into processes and products to improve manufacturing efficiency and quality. Manufacturing's digital transformation aims to increase operational efficiency and reduce expenses. The digital transformation techniques ensure product quality. It also makes work more efficient, safe, and stress-free.
What Is Included in Manufacturing Digitization (Industry 4.0)?
Industry 4.0 is the digitalization of manufacturing. Cyber-physical systems, IoT, and cloud computing are current trends in manufacturing automation and data exchange. Connected devices, cloud computing power, and the modern emphasis of lean, efficient operations enable Industry 4.0 to construct advanced and innovative smart factories.
Industry 4.0 includes design, sales, inventories, scheduling, quality, engineering, customer and field service.
Five Benefits of Digital Transformation in Manufacturing
Manufacturing organizations can benefit from digitalization in a variety of ways. It can help make the work more efficient, decentralized, and secure. It further creates new business opportunities and attracts new talent to the industry. Additionally, integrating products into a digital ecosystem increases their value and appeal. Let’s dig deeper into each of the five key benefits.
Technology is an invaluable companion in reducing the manufacturing company's expenses in the future. The incorporation of digital technology results in the transformation of procedures and the digitization of documents, resulting in overall process optimization. Therefore, a reduction in labor costs might be expected as a result of the elimination of unnecessary expenditures.
Additionally, digitization enables businesses to assess and estimate expenses considerably more precisely, ensuring that budgets stay on track. Additionally, it eliminates andsubstitutes inefficient jobs within processes, significantly increasing their efficiency. This efficiency is translated into time savings, which results in a substantially more cost-effective manufacturing process.
Manufacturing digital transformation allows organizations to supervise manufacturing remotely, allowing production to continue uninterrupted. In rare cases like Covid-19, digitalized businesses have not had to cease or even slow down production. These systems can work without interruptions for much longer than any worker.
Digitalization also boosts methodology flexibility and reactivity. For example, if a production plant has a problem, an automatic alert is generated, and the issue is resolved regardless of the day, time, or presence.
Improved Operational Efficiency
Smart product connectivity allows devices to connect and communicate with each other (M2M). This connectivity enables decentralized decision-making. Many duties no longer require an employee to be physically present. New manufacturing and production models minimize boring, risky activities while increasing accuracy, efficiency, and responsiveness.
Transforming businesses through digital means making better decisions based on real-time data. Training, changes, and repairs are no longer issues due to reduced frequency and automation.
New Business Opportunities
New digital technologies enable the manufacture of previously unviable products and services, generating new revenue streams. Also, new services (innovation or reorientation) are launched considerably faster. Companies may utilize big data and AI to experiment, anticipate trends, and predict about new advancements. These technologies can help organizations become more eco-friendly and create products that are less detrimental to our environment.
Attracts New Talent
Professionals with fundamental talents in this complicated and disruptive environment are drawn to digitalizedorganizations that are up-to-date with trends and processes. Also, if the change is managed well, it will lead to higher profitability, increasing employee satisfaction. Human motivation, along with excellent digital technologies, will reflect in the company's production and profitability.
Dusseldorf@Germany: The Deloitte Digital Factory
The digital factory in Dusseldorf provides a flexible setting for innovative workshops and training, bringing together the old and new worlds of supply chain and industrial operations to provide a seamless experience. Specific use case examples, as well as the digital solutions sector, will motivate and encourage businesses to get on their digital transformation journeys, making use of the most up-to-date technologies in the process.
Manufacturing digitalization has a lot to offer the industry, and many manufacturers are capitalizing on this new phase of the industrial revolution by incorporating cutting-edge technologies into manufacturing and business operations. As said previously, the benefits of digital transformation in the manufacturing business are increasing the importance of digitalization in the industry. Transform your traditional manufacturing operating processes with these new manufacturing trends and observe the results that other benefitting manufacturing businesses have achieved.
Why is digitalization vital in manufacturing?
Manufacturing process digitization improves overall business performance. But the results are seen across the factory. Digital transformation improves working conditions for employees and streamlines daily operations.
How are digitization and digitalization different?
Digitalization is a transformation of data and processes. Digitalization is the use of digital technologies to collect data, identify patterns, and make better business decisions.
How digital technologies are applied in manufacturing?
Digital manufacturing technologies enable the integration of systems and processes across all stages of production, from design to production and beyond.
Article | December 16, 2021
Computer-aided manufacturing (CAM) is a technology that revolutionized the manufacturing business. Pierre Bézier, a Renault engineer, produced the world's first real 3D CAD/CAM application, UNISURF CAD. His game-changing program redefined the product design process and profoundly altered the design and manufacturing industries.
So, what is CAM in its most basic definition?
Computer-aided manufacturing (CAM) is the application of computer systems to the planning, control, and administration of manufacturing operations. This is accomplished by using either direct or indirect links between the computer and the manufacturing processes. In a nutshell, CAM provides greater manufacturing efficiency, accuracy, and consistency.
As technology takes over and enhances many of the processes we used to handle with manual labor, we are freed up to use our minds creatively, which leads to bigger and better leaps in innovation and productivity.”
– Matt Mong, VP Market Innovation and Project Business Evangelist at Adeaca
In light of the numerous advantages and uses of computer-aided manufacturing, manufacturers have opted to use it extensively. The future of computer-aided manufacturing is brightening due to the rapid and rising adoption of CAM.
According to Allied Market Research, the global computer-aided manufacturing market was worth $2,689 million in 2020 and is expected to reach $5,477 million by 2028, rising at an 8.4% compound annual growth rate between 2021 and 2028.
Despite all this, each new development has benefits and challenges of its own. In this article, we'll discuss the benefits of CAM, the challenges that come with it, and how to deal with them. Let's start with the advantages of computer-aided manufacturing.
Benefits of Computer Aided Manufacturing (CAM)
There are significant benefits of using computer-aided manufacturing (CAM). CAM typically provides the following benefits:
Increased component production speed
Maximizes the utilization of a wide variety of manufacturing equipment
Allows for the rapid and waste-free creation of prototypes
Assists in optimizing NC programs for maximum productivity during machining
Creates performance reports automatically
As part of the manufacturing process, it integrates multiple systems and procedures.
The advancement of CAD and CAM software provides visual representation and integration of modeling and testing applications.
Greater precision and consistency, with similar components and products
Less downtime due to computer-controlled devices
High superiority in following intricate patterns like circuit board tracks
Three Challenges in CAM and Their Solutions
We have focused on the three primary challenges and their solutions that we have observed.
Receiving Incomplete CAD Updates
Receiving insufficient CAD updates is one of the challenges. If, for example, the part update from a CAD engineer does not include the pockets that are required in the assembly, to the CAM engineer.
SOLUTION: A modeler that enables developers of a CAM programs to create intuitive processes for features such as feature extraction and duplication across CAD version updates. A modeler is capable of recognizing and extracting the pocket's architecture and the parameters that define it. Additionally, the CAM application can enable the engineer to reproduce the pocket in a few simple steps by exploiting the modeler's editing features such as scaling, filling, extruding, symmetrical patterning, and removing.
Last Minute Design Updates
The second major challenge is last-minute design changes may impact manufacturers as a result of simulation.
SOLUTION: With 3D software components, you may create applications in which many simulation engineers can work together to make design modifications to the CAD at the same time, with the changes being automatically merged at the end.
Challenging Human-driven CAM Manufacturing
The third major challenge we have included is that CAM engineers must perform manual steps in human-driven CAM programming, which takes time and requires expert CAM software developers. Furthermore, when the structure of the target components grows more complicated, the associated costs and possibility of human failure rise.
SOLUTION: Self-driving CAM is the best solution for this challenge. Machine-driven CAM programming, also known as self-driving CAM, provides an opportunity to improve this approach with a more automated solution. Preparing for CAM is simple with the self-driving CAM approach, and it can be done by untrained operators regardless of part complexity. The technology handles all of the necessary decisions for CAM programming operations automatically. In conclusion, self-driving CAM allows for efficient fabrication of bespoke parts, which can provide substantial value and potential for job shops and machine tool builders.
Computer Aided Manufacturing Examples
CAM is widely utilized in various sectors and has emerged as a dominant technology in the manufacturing and design industries. Here are two examples of sectors where CAM is employed efficiently and drives solutions to many challenges in the specific business.
Virtual 3D prototype systems, such as Modaris 3D fit and Marvellous Designer, are already used by designers and manufacturers to visualize 2D blueprints into 3D virtual prototyping. Many other programs, such as Accumark V-stitcher and Optitex 3D runway, show the user a 3D simulation to show how a garment fits and how the cloth drapes to educate the customer better.
Aerospace and Astronomy
The James Webb Space Telescope's 18 hexagonal beryllium segments require the utmost level of precision, and CAM is providing it. Its primary mirror is 1.3 meters wide and 250 kilograms heavy, but machining and etching will reduce the weight by 92% to just 21 kilograms.
What is the best software for CAM?
Mastercam has been the most extensively utilized CAM software for 26 years in a row, according to CIMdata, an independent NC research business.
How CAD-CAM helps manufacturers?
Customers can send CAD files to manufacturers via CAD-CAM software. They can then build up the machining tool path and run simulations to calculate the machining cycle times.
What is the difference between CAD and CAM?
Computer-aided design (CAD) is the process of developing a design (drafting). CAM is the use of computers and software to guide machines to build something, usually a mass-produced part.
Article | December 8, 2021
The new manufacturing industry outlook for 2022 is what businesses desire. Due to COVID-19, the sector has seen several ups and downs in recent years. But the industry overcame the most difficult situation by adopting innovations as their working hands.
But all this upgrading and digitalization in manufacturing isn't for everyone. Some manufacturers may struggle with this change, while others may not. So, taking into account all industry segments, we have compiled a list of potential manufacturing challenges for 2022.
“Many companies simply are not willing to change or think they are done once they make a change. But the truth is that technology, consumer demands; the way we work, human needs and much more are constantly changing.”
– Michael Walton, Director, Industry Executive (Manufacturing) at Microsoft
The summary of manufacturing industry challenges and industry outlook for 2022 are presented in the stats below.
According to the National Association of Manufacturers (NAM), four million manufacturing jobs will likely be needed over the next decade, and 2.1 million will likely go unfulfilled unless we motivate more people to pursue modern manufacturing occupations.
According to PTC, 70% of companies have or are working on a digital transformation plan.
According to Adobe, 60% of marketers feel technology has increased competitiveness.
The statistics show that while digitalization facilitates the process, it also poses several challenges that must be addressed in the coming years. Let's explore what obstacles manufacturers may face in 2022.
The Manufacturing Industry Challenges in 2022
The manufacturing business has had a difficult few years as a result of the current economic downturn, and 2022 may not be even that smooth. Thought, technology, and current trends make the operations of upscale manufacturers easier, but not everyone is on the same page.
Let's look at some of the manufacturing challenges that businesses will face in the next year.
Skilled Labor Shortage
The manufacturing industry is facing a workforce shortfall as a skilled generation prepares to retire. Industry experts say that by 2025, there will be between 2 and 3.5 million unfilled manufacturing jobs. As a result of the advancement of new technologies, manufacturing organisations are finding themselves with fewer personnel. They do, however, require individuals with a diverse range of abilities, such as mathematicians and analytic thinkers, to accomplish the tasks with precision.
Specific manufacturing tasks have been automated to save time and money. Industry has adopted machine sensors to capture large amounts of data. With this kind of innovation, the industry's job structure is changing and the desire to hire an untrained or trainable workforce is slowly fading in the industry. However, using augmented reality and virtual reality, manufacturers can easily train personnel for the job and save money.
Lack of Ability to Mine Data
Manufacturing is progressively using IoT. The majority of businesses have already installed or are planning to install Internet of Things machines. These smart machines let businesses collect data to improve production and conduct predictive maintenance. But getting data is a simple task. The difficult aspect is analyzing and aggregating data.
Despite possessing the machines, most companies lack the systems to analyze and retrieve the data recorded by the systems. In this way, the industries are missing a vital opportunity. The industry must improve data mining capabilities to make better decisions in real-time.
Using IoT for analytics and predictive maintenance is critical. Monitoring technologies can help the sector examine data quickly. It can also help predict an asset's maintenance period. As a result, the industry will move from replacement to predict and fix.
Self-service Web Portals That Is Extremely Detailed and Precise
Manufacturing businesses usually strive for on-time order delivery and optimum revenue. However, consumer self-service, which has been in the industry for a long time, has never proven to be a simple walk for clients. Clients are frequently required to pick up the phone and contact manufacturers in order to track their orders and receive delivery estimates. This is hardly the service one would expect from a manufacturer, even more so in today's digital era.
The term customers in manufacturing include partners, end-users, and subcontractors. These three clients have distinct requirements and concerns about collaborating with the manufacturer. Companies can better serve their customers if their partner and end-customer portals are linked to a central hub which we can mention as self-service web portals.
All of the information and updates they need about their orders will be available to them through this new system. They can track, accept and amend their tasks. They'll also use the self–service portal to contact the manufacturer.
In this way, manufacturers can better serve their customers. A system like this will ensure that all parties have access to timely information in a digital format.
Meeting the Deadline for the Project
Product launch timelines are extremely demanding, tight, and stringent. Every project in the assembly line is about cost, time, and quality. Ultimately, these projects are rigorous and well-controlled. Manufacturers who fail to meet deadlines risk losing millions in potential revenues and sales.
Due to rigidity and stringent control, companies are less able to change project scopes or make adjustments as projects develop. The majority of initiatives begin with a design commitment. As new facts or change criteria emerge, adjustment flexibility decreases. This can be aggravating for a team that expects high-quality results. Deadlines are always a constraint.
Effective Business Digital Marketing Strategy
An industry's key digital transformation challenges are driving leads, sales, and MRR through digital channels. Many manufacturing organizations struggle to efficiently use marketing channels like paid media, enterprise SEO, local SEO, content strategy, and social media. In our opinion, one of the most significant issues these organizations have is their digital experience, website design, and overall brand presentation. They can't ignore them if they want to keep enjoying the manufacturing revival.
Visibility of the Supply Chain
Manufacturers must respond to the growing demand from customers for greater transparency. In order to meet customer demand across the customer experience and product lifecycle, they must first understand that precise and real-time visibility throughout the supply chain is essential.
All details must be taken into consideration by the manufacturers. They must be aware of any delays in the arrival of products on the market. Keeping abreast of such developments would give them a leg up in terms of adjusting or rectifying the situation.
Manufacturing industry challenges have long been a part of the industry. However, industry leaders and professionals have always confronted and overcome any challenges that have come their way. The year 2022 will also be a year of achievements, setting new records, and growth for the manufacturing industry, since it will be a year in which it will develop solutions to all of the aforementioned challenges.
What is the future of manufacturing?
Manufacturers should start using AI, block chains, and robotics today. The combination of these new technologies will reshape manufacturing. A new workforce capable of augmenting these technologies is developing and will become the future of manufacturing.
How will automation affect manufacturing in 2022?
When applied properly, automation can greatly assist manufacturing. These benefits include shorter production times, faster and more efficient work than human labor, and lower production costs.
How is the manufacturing industry’s market likely to upsurge in the future?
According to BCC Research, the global manufacturing and process control market is expected to grow at a CAGR of 6.3 percent from $86.7 billion in 2020 to $117.7 billion in 2025.
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