Pump and Valve Manufacturers Hurt by Inability to Transfer Knowledge?

CINCINNATI, OH, Jan 07 (MARKET WIRE) --
Most engineers at build-to-order and engineer-to-order manufacturers believe
that product complexity is not the primary barrier to customization. They
cite lack of knowledge of options by the customer (67 percent) and the field
(44 percent) as the primary barrier to product customization efforts. This is
according to a research report by software maker Cincom Systems
(www.cincom.com).

"The implication is that the knowledge required to sell customized
productsis not being effectively transferred to the field and customer. This is
notsurprising given the lack of strategic investment in front-office
processesand systems," writes Jim Wilson, Cincom Program Director and author of
the
report.

The report's findings have ramifications for pump and valve manufacturing
sectors.

According to Mark Stevens of the management consulting firm eLogic Group,
pump
and valve manufacturers may be damaging their ability to sell through indirect
sales channels.

"Because pumps and valves are largely engineered products, product
configuration
involves a multitude of options," says Mark Stevens. "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,according to Mark Stevens, eLogic Group. 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 and Sales Configuration applications, can provide the means
to allow your channel partners to make informed, error-free decisions," says
Mark
Stevens.

According to the Cincom report, the primary barrier to customization is
theeffective transfer of knowledge from the back office to the front office. Of
the
surveyed respondents, 43 percent indicated that inadequate systems are also a
barrier to customization.

"Best Practices: Mass Customization and Build-to-Order Manufacturing"
discusses the
findings of the industry's first report -- from an engineering perspective
-- on the state of mass customization and build-to-order practices. Cincom
Systems targeted the survey at senior engineering managers at 900 manufacturers
of complex industrial, electrical, and transportation equipment and systems.

About Cincom Systems

Cincom delivers and supports innovative software and services to simplify
complex
business processes. For nearly 40 years, Cincom has empowered thousands of
clients
worldwide to transform their businesses and outperform the competition by
providing
ways to increase revenue, control cost, minimize risk and achieve rapid ROI.

Cincom serves clients on six continents including BMW, Citibank, Boeing,
Ericsson, Penn State University, Milacron, Siemens and Trane. For more
information about Cincom's products and services, contact Cincom at
1-800-2CINCOM (USA only), send an e-mail to info@cincom.com, or visit the
company's website at www.cincom.com.

Cincom and the Quadrant Logo are registered trademarks of Cincom Systems,
Inc. All
other trademarks belong to their respective companies.

Copyright 2007 Cincom Systems, Inc. All Rights Reserved

Media Contacts:
Donna Hedge Burns
Public Relations Specialist
Cincom Systems, Inc.
513.612.2305
Email Contact

Copyright 2008, Market Wire, All rights reserved.

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