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,.

1. Challenges and Solutions for Manufacturing
Paul Roman
Manufacturing Sales Manager, South East Europe
© 2011 Autodesk

2. Autodesk: Your Global Partner
 10+ million users  8,000 employees in 100+ locations
 800,000+ companies  1,900 channel partners
 Education community of 3+ million students  3,600 development partners
 2,000+ Authorized Training Centers
Public domain image source: NASA
© 2011 Autodesk

3. 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

4. Managing Change Product Complexity
Regulatory Compliance
Customer Delivery Schedules
Global Competition
Energy Efficiency
Quality Documentation
Supply Chain Collaboration
Labor Utilization
Cost Reduction Data Reuse
Accurate & Fast Bids Safety & Security
Warranty & Reliability
Image courtesy of Valiant Corporation
© 2011 Autodesk

5. Manufacturing Industry Segmentation
Aerospace & Defense
Power Generation Equipment
Auto & Transportation
Fluid Systems
Consumer Products
Manufacturing Industry
Machine Tools
Industrial Machinery
Mining and Construction
Equipment
Building Products & Fabrication
Industrial Process Equipment
Life Science Manufacturing
Industrial Electronic Equipment
Process Manufacturing
Other Manufacturing
© 2011 Autodesk 6

6. Tech-Clarity Research
378 Industrial Machinery Manufacturers
Study factors included:
• Company size
• Global revenue sources
• Company size
• Product complexity
• Respondent role
German, 86
• Company strategies
• Development approach
• Challenges
• Business metrics French, 27
• Technology solutions
English,
170
Italian, 95
© 2011 Autodesk 7

7. Tech-Clarity Research
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.
Metric Average Top Performers
Annual Revenue Growth 10% 22%
Profit Margin Expansion 7% 17%
The top performers managed to grow on average by 2.2 times more
over the last two years, increasing annual revenue 22%.
© 2011 Autodesk 8

8. The Impact of Accurate Quoting
2.2x Revenue 2.4x Profit Margin 1.9x Less
Growth Growth Quote Variation
25%
22% Average Top Performer
20%
17%
15%
13%
10%
10%
7% 7%
5%
0%
Revenue Growth Profit Margin Growth Quotes Accurate Within
© 2011 Autodesk Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012

9. Quoting – 13% vs. 7% Accuracy
© 2011 Autodesk

10. Quoting – 13% vs. 7% Accuracy
Bid too low, win
unprofitable
business
© 2011 Autodesk

11. Quoting – 13% vs. 7% Accuracy
Bid too high,
business lost
© 2011 Autodesk

12. Quoting – 13% vs. 7% Accuracy
Bid at target margin,
maximize profitable
business
© 2011 Autodesk

13. Additional Factors Impacting Growth
Average Top Performer
Much Better
Better
About the
Same % of Revenue from New Quote Accuracy Time to Develop a Quote
Products
© 2011 Autodesk Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012

14. Problems in (Custom) Product Development
PRODUCT PERFORMANCE
1 CONFIGURATION Manual 4 VALIDATION Little or no testing
configurations by done to ensure
engineering lack custom configuration
detail performs properly
PROPOSAL MANUFACTURING
2 REQUIREMENTS Sales drawings and 5 DOCUMENTATION Configuration
BOM estimate are problems and drawing
difficult to understand errors result in late
and contain stage changes and
inaccuracies delays
DETAILED INSTALL / SERVICE
3 ENGINEERING Engineering starts 6 INSTRUCTIONS Stock installation and
over to create service instructions
complete config for fail to provide
manufacturing information on
specific configuration
© 2011 Autodesk

15. What Top Performers are Doing Different
Top Performer Average
50%
Configure/Engineer-to-Order
54%
58%
Platform Design
39%
54%
Modular Design
39%
46%
Rules-based Design
14%
33%
Single, Global Product Design
16%
© 2011 Autodesk Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012

16. What Top Performers are Doing Different
Top Performer Average
50%
Configure/Engineer-to-Order
54%
58%
Platform Design
39%
54%
Modular Design
39%
46%
Rules-based Design
14%
33%
Single, Global Product Design
16%
© 2011 Autodesk Source: “Best Practices for Developing Industrial Equipment,” Tech-Clarity, 2012

17. What does a best-in-class process look like?
Implementation of Automation & Platform Design Strategy
Engineering configurator with Detailed BOM and
Standard drawings and
built-in rules automatically manufacturing drawings
documentation lead to on-time
configures desired product automatically created by in-
delivery at spec’d cost
based on provided specs CAD configurator
CONFIGURATION INSTALLATION /
PRODUCT PROPOSAL DETAILED MANUFACTURING
PERFORMANCE SERVICE
CONFIGURATION REQUIREMENTS ENGINEERING DOCUMENTATION
VALIDATION INSTRUCTIONS
Complete config ensures bid Simulation used to test new Instructions created for each
accuracy, renderings and configurations to validate configuration result in fewer
animations generate customer product performs to delivery and maintenance
confidence specification problems
© 2011 Autodesk

18. What does a best-in-class process look like?
Implementation of Automation Strategy for Platform Design
Engineering configurator with Detailed BOM and
Standard drawings and
built-in rules automatically manufacturing drawings
documentation lead to on-time
configures desired product automatically created by in-
delivery at spec’d cost
based on provided specs CAD configurator
Product Design Suite Product Design Suite Product Design Suite
- Inventor - Inventor - Inventor
CONFIGURATION INSTALLATION /
PRODUCT PROPOSAL DETAILED MANUFACTURING
PERFORMANCE SERVICE
CONFIGURATION REQUIREMENTS ENGINEERING DOCUMENTATION
VALIDATION INSTRUCTIONS
Product Design Suite Product Design Suite Product Design
– Showcase, 3ds Max – Inventor, SIM 360 Suite - Publisher
Renderings and/or animations Simulation used to test new Instructions created for each
of configured product configurations to validate configuration result in fewer
generate customer confidence product performs to delivery and maintenance
and ensure understanding specification problems
© 2011 Autodesk

19. Solution: - Autodesk Digital Prototyping -
© 2011 Autodesk

20. 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

21. Autodesk Product Data Management
Synchronize design changes with Organize and
Manage change development partners reuse data
processes
Manage visibility of in- Manage project status Create and manage
process design data BOM data
and reporting
Improve compliance to
Capture design history processes and regulations
and milestones Reduce errors
Integrate with
Synchronize, secure and control data business systems
access with global workgroups
• ERP Integration
• PLM Integration
• Scalable from single user to
multi-site
© 2011 Autodesk

22. Integrated Digital Engineering
Vault
© 2011 Autodesk

23. 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

24. Autodesk PLM 360 Product Lifecycle
Management
Continuous improvement
Available Cloud based Simple
Accessible (anyone, anywhere, anytime) Users, data, locations, devices
Attainable Scalable Configurable Professional,
Extensible Immediate SMB, Enterprise
Evolution
Instant on Community
Agile
Zero deployment
No old iron
Broad industry applicability Open
Process Based Modern
© 2011 Autodesk

25. Our view of PLM
PLM
© 2011 Autodesk

26. www.autodeskplm360.com
© 2011 Autodesk