Archive for October, 2009
NEWS RELEASE: Commercial HVAC Manufacturers Have Issues with ERP
When it comes to ERP systems, not all commercial HVAC/R manufacturers have chosen wisely. While 18% say their ERP systems exceed their expectations, 36% say it impairs their ability to react to market changes or to implement new business initiatives, and another 36% report that their ERP systems provide valuable information but also require frequent workarounds and customized data extracts.
When asked “What is the state of your current Enterprise Resource Planning (ERP) system?” 36% of HVAC/R manufacturers say it impairs their ability to react to market changes or to implement new business initiatives.
This is according to a 2009 research report by software maker Cincom Systems (http://www.cincom.com/erp) based on a national survey to sales and IT executives that sheds light on how these commercial HVAC/R (heating, ventilation, air conditioning and refrigeration) manufacturing organizations are managing their businesses for increased efficiency and effectiveness.
“HVAC is unique to other manufacturers,” says Lou Washington, co-author of the report. “The ability to react to changes in demand and changes in regulations as well as other dynamics make responsive ERP a requirement. Products for high-demand geographies have widely divergent characteristics. Products for India vary greatly from products designed for China and Western Europe, Brazil or Russia. Where that demand will occur over time is a real wild card when it comes to production planning.”
Mixed Mode Is Mostly Manual
Many commercial HVAC/R manufacturers manufacture products in a mixed mode, employing different production strategies for different product lines. Yet commercial HVAC/R manufacturers are not as advanced in managing these processes as their counterparts. Of those surveyed, 36% rely on a combination of manual processes and separate systems to manage mixed-mode manufacturing processes. This is 10% more than the composite benchmark of comparable industries. Manual mixed-mode processes often result in overtime and expediting as process workarounds.
When asked “How do you manage your mixed-mode processes?” 36% of HVAC/R manufacturers said they rely on a combination of manual processes and separate systems to manage mixed-mode manufacturing processes. This is 10% more than the composite benchmark of comparable industries.
Of the HVAC/R manufacturers surveyed, 18% have implemented an automated and integrated system to manage their mixed-mode manufacturing processes. That’s 5% below the composite benchmark.
“This market is becoming more and more sophisticated and complex,” continues Washington. “Green initiatives, ever-changing architectural elements in new construction and the increased preference for updating existing structures have placed a huge flexibility requirement on HVAC manufacturers. This is reflected in an increased need for nimble mixed-mode capability.”
For a copy of Cincom’s “2009 HVAC/R Equipment Industry Survey Report,” visit http://www.cincom.com/hvac.
About Cincom Systems
For over 40 years, Cincom’s problem-solving software, services and people have helped thousands of companies all over the world grow and manage their businesses. 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.
Related Links:
Cincom Systems website
http://www.cincom.com
Cincom Acquire™ manufacturing website
http://www.cincomacquire.com
Cincom Enterprise manufacturing website
http://www.cincomerp.com
2009 HVAC/R Industry Survey Report
http://www.cincom.com/hvac
NEWS RELEASE: Electrical Equipment Manufacturers Excel at Mixed-Mode Manufacturing
CINCINNATI, Ohio ― Nearly half (48%) of electrical equipment manufacturers use an automated, integrated system to manage their mixed-mode manufacturing processes. This is 18% more than the composite average of comparable industries. An automated, integrated system often results in reduced inventory cycle times and costs.
When asked “How do you manage your mixed-mode manufacturing processes?” 48% of electrical equipment manufacturers said they use an automated, integrated system.
This is according to a 2009 research report by software maker Cincom Systems (http://www.cincom.com/acquire) based on a national survey of sales and IT executives that sheds light on how these electrical-equipment manufacturing organizations are managing their businesses for increased efficiency and effectiveness.
“In the face of accelerating product lifecycles compounded by a continual increase in product complexity, electrical-equipment manufacturers are finding mix-mode manufacturing strategies very effective in staying competitive,” says Louis Columbus, co-author of the report.
“Staying demand-driven, close to the customer and capable of meeting or exceeding their expectations is critically important in how competitive electrical-equipment manufacturing is becoming. Mixed-mode manufacturing gives companies the ability to flex in response to customers’ changing expectations and needs.”
OPPORTUNITY FOR ADVANCED ANALYTICS
The majority (86%) of electrical-equipment manufacturers rely on a combination of direct and indirect (distributors and dealers) sales channels. That’s 15% more than the composite benchmark. Yet, none of the survey participants rely on advanced analytics and lead escalation to ‘learn’ which channel partners can deliver the best sales performance by each type of lead. Instead, most (59%) rely on basic systems for tracking opportunities and responding to them, including following defined processes.
“Clearly multichannel management is a major issue for electrical-equipment manufacturers, and making channels effective begins with an aggressive approach to educating resellers and giving them the tools to be effective at selling,” says Columbus. “There is significant room for improvement in managing sales funnels, earning trust and creating loyal customers based on the results of our research.”
Despite the heavy use of indirect sales channels, when asked “How do you plan, manage and collaborate with the sales teams to properly direct and fulfill opportunities?” none of the surveyed electrical equipment manufacturers stated that they rely on advanced analytics and lead escalation to ‘learn’ which channel partners can deliver the best sales performance by each type of lead.
In addition, none of the survey participants have automated the critically important RFQ process nor use predictive guided selling systems.
For a copy of Cincom’s “2009 Electrical Equipment Industry Survey Report,” visit http://www.cincom.com/electric.
ABOUT CINCOM SYSTEMS
For more than 40 years, Cincom’s problem-solving software, services and people have helped thousands of companies all over the world grow and manage their businesses. 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.
RELATED LINKS:
Cincom Systems website
http://www.cincom.com
Cincom Acquire™ manufacturing website
http://www.cincomacquire.com
Cincom Enterprise manufacturing website
http://www.cincomerp.com
2009 Electrical Equipment Industry Survey Report
http://www.cincom.com/electric
NEWS RELEASE: Cincom Sponsors Aberdeen Study on Customer Experience Management
Analysis reveals how to engage loyal customers to evangelize your brand
CINCINNATI – October 19, 2009 – Software and services provider Cincom Systems (http://www.cincom.com) announced today it is a co-sponsor of Aberdeen Group’s benchmark report, “Customer Experience Management: Engaging Loyal Customers to Evangelize Your Brand”.
This study explores the customer-centric shift that is forcing all organizations to rethink customer engagement; detailed throughout is how Best-in-Class companies outperform others when it comes to the adoption of customer experience management (CEM) for customer retention and satisfaction.
Best-in-Class demonstrate the value of formalizing a CEM strategy that addresses both technology investments and process changes in the organization.
“While technology provides fundamental enablers for CEM initiatives, successful CEM requires a shift in the way the entire organization interacts with customers; whether that’s in a call center, a sales call, or a marketing message,” said Ian Michiels, practice director, Aberdeen Customer Management Technology Group, and author of the study. “Every customer experience is an opportunity to influence customer acquisition, customer retention, loyalty, and advocacy. That’s why it’s critical for organizations to start thinking about CEM from a structured methodical standpoint.”
The study finds:
- Best-in-Class companies achieved 91% customer retention on an annual basis, versus 59% for All Other organizations
- Best-in-Class companies achieved 88% current customer satisfaction rates, versus 69% for All Other organizations
- Seventy-five percent (75%) of Best-in-Class companies increased customer loyalty as a result of CEM initiatives, versus 53% of Average Industry organizations
While the majority (95%) of survey respondents saw value in formalizing a CEM strategy, only 48% currently have a formal program in place to identify and encourage customer advocacy.
The report outlines Best-in-Class strategies and examines process, organization, technology and other enablers that superior performing businesses use to maintain a competitive advantage. A complimentary copy of the report is available at: www.aberdeen.com/link/sponsor.asp?spid=30410558&cid=6196.
About Aberdeen Group, a Harte-Hanks Company
Aberdeen provides fact-based research and market intelligence that delivers demonstrable results. As a Harte-Hanks Company, Aberdeen plays a key role of putting content in context for the global direct and targeted marketing company. For additional information about Aberdeen, call (617) 854-5200, or to learn more about Harte-Hanks, call (800) 456-9748.
About Cincom
For 41 years, Cincom has helped thousands of clients worldwide by solving complex business problems with its software and services.
Media Contact
Carla McQueen
Cincom Public Relations
cmcqueen@cincom.com
513-612-2300
NEWS RELEASE: Nearly Half of Electrical-Equipment Manufacturers Use “Gut Feel” for Project Tracking: Cincom Report
CINCINNATI ― Nearly 50% of electrical-equipment manufacturers use manual tracking and “gut feel” to track project reporting, including project cost and profit. That’s 14% more when compared to a composite benchmark of comparable industries.
When asked “How is profit performance, cost and/or project reporting tracked, managed and communicated?” nearly 50% of electrical-equipment manufacturers said they used manual tracking and “gut feel.”
This is according to a 2009 research report by software maker Cincom Systems (http://www.cincomerp.com) based on a national survey to sales and IT executives that sheds light on how these electrical-equipment manufacturing organizations are managing their businesses for increased efficiency and effectiveness.
One of the reasons for the large lack of formal project tracking may be the lack of project-management integration. A full 50% of electrical-equipment manufacturers have no project-management integration with accounting, finance or customer-management systems. This creates a large gap between rapidly advancing manufacturers that are creating profit and loss statements per project and those that lack insight into the profitability by project on an ongoing basis.
“Without integrated project management, the company is blind to projects hemorrhaging quietly in their respective silos and equally unaware when projects are running ahead of schedule and under budget,” said Lou Washington, co-author of the report. “The end result is the same: assets mismanaged and resources wasted.”
ERP SYSTEMS CREATE FREQUENT WORKAROUNDS
Most electrical-equipment manufacturers surveyed report that their ERP systems provide valuable information. However, 86% of those surveyed stated their ERP systems also require frequent workarounds and customized data extracts. Slightly less than 50% of the composite benchmark had similar problems.
When asked “What is the state of your current Enterprise Resource Planning (ERP) system??” 86% of electrical-equipment manufacturers stated their ERP systems require frequent workarounds and customized data extracts.
“Manufacturers with hybrid sales channels should consider a project-based approach to defining processes with ERP,” said Washington. “Traditional ERP lacks the flexibility and responsiveness needed to support hybrid sales channels and project-management-based businesses.”
For a copy of Cincom’s “2009 Electrical Equipment Industry Survey Report,” visit http://www.cincom.com/electric.
ABOUT CINCOM SYSTEMS
For over 40 years, Cincom’s problem-solving software, services and people have helped thousands of companies all over the world grow and manage their businesses. 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.
RELATED LINKS:
Cincom Systems website
http://www.cincom.com
Cincom Acquire™ manufacturing website
http://www.cincomacquire.com
Cincom Enterprise manufacturing website
http://www.cincomerp.com
2009 Electrical Equipment Industry Survey Report
http://www.cincom.com/electric
Media Contact:
Donna Hedge Burns
Corporate Public Relations
Cincom Systems
dburns@cincom.com
513-612-2305
CINCOM HIRING NEWS: Software Sales Executive
Cincom Manufacturing Business Solutions Group announces an immediate Software Sales Executive opening for its enterprise sales portal, Cincom Acquire. Acquire improves an organization’s sales and product configuration, bidding, estimating, quotation, and order and contract management.
Candidate minimum requirements:
- Minimum four years experience direct selling complex software solutions to manufacturing industry end-users
- Documented record of direct selling software deals greater than $100K each
- Working knowledge of ERP platforms, CRM software and configuration solutions
- Outstanding verbal and written presentation and communication skills
- Ability to commit to 50 percent travel
- Residence near Cincom Global Headquarters in Cincinnati
How to Apply
- If you are interested and qualified for this position, please apply VIA EMAIL: employme@cincom.com
- Attach your resume and reference “PRF 3177N” in the subject line
CINCOM HIRING NEWS: Software Sales Executive
Cincom Manufacturing Business Solutions Group announces an immediate Software Sales Executive opening for Cincom Control, a web-based ERP solution that simplifies manufacturing, financial, and regulatory processes for complex manufacturers by streamlining and integrating all key business functions.
Candidate minimum requirements:
- Minimum four years direct experience selling complex business solutions containing enterprise/application software to manufacturing end-users
- Working knowledge of large scale ERP and CRM software platforms
- Documented record of direct sales success with complex enterprise-wide software solution deal sizes greater than $100K
- Outstanding verbal and written presentation and communication skills
- Ability to commit to 50 percent travel
- Residence near Cincom Global Headquarters in Cincinnati
How to Apply
- If you are interested and qualified for this position, please apply VIA EMAIL: employme@cincom.com
- Attach your resume and reference “PRF 3162N” in the subject line
CINCOM HIRING NEWS: Senior Technical Support Engineer
Cincom Smalltalk Solutions Support Team announces an immediate Senior Technical Support Engineer opening.
Candidate minimum requirements:
- Four year undergraduate degree in computer science or equivalent
- Minimum four years hands-on experience with VisualWorks or ObjectStudio
- Minimum two years appropriate technical support experience
- Cross platform debugging expertise and experience in HP UX, Mac, Windows, Solaris, and Linux environments
- Fluency with network programming and testing (TCP/IP, OpenTalk, etc.)
- Programming experience with ActiveX, OCX controls and other API’s
- Database experience with Oracle, DB2 or MS SQL a plus
- Background building web applications a plus
- Knowledge of C, C++, Assembler languages a plus
- Outstanding written and verbal English language communication skills
- Residence within reasonable commuting distance of Cincom Global Headquarters in Cincinnati
- Qualified applicants will currently be work-authorized in the United States
How to Apply
- If you are interested and qualified for this position, please apply VIA EMAIL: employme@cincom.com
- Attach your resume and reference “PRF 3174N” in the subject line
CINCOM EXPERT ACCESS: The Power of Resistance in Business and Life
CINCINNATI – October 14, 2009 – Cincom Expert Access, (http://expertaccess.cincom.com), award-winning online business magazine, features “Lessons Learned from Bestselling Author Steven Pressfield” in its October edition.
RESISTANCE: HOW TO TREAT AND BEAT
“The Power of Resistance in Business and Life” helps you recognize, treat and defeat the toxic effects of “Resistance” in life of business or business of life.
Pressfield has written or co-written 34 screenplays, and is the author of international bestsellers “The Legend of Bagger Vance” (also a movie), “Gates of Fire,” “Tide of War,” “The Afghan Campaign,” and “The War of Art: Break through the Blocks and Win Your Creative Battles.” His most recent book is “Killing Rommel,” a WWII story.
BANISH THE BORING
The editorial goal of Cincom Expert Access is to provide objective ideas, information, insights and inspirations (sometimes in an irreverent, humorous manner) to help readers:
- Do their jobs better
- Become aware of new ideas, products and services
- Occasionally have a B2B laugh
WHAT’S THE DIFFERENCE?
What makes Cincom Expert Access different are its contributors – truly brilliant and forward-thinking leaders and experts in their fields. Their willingness to share ideas, information and answer questions from readers is exceptional. Business leaders and authors also featured in the October issue of Cincom Expert Access include:
“Hamburgers and Software: What Could They Possibly Have in Common?” by Thomas Nies, Cincom CEO
“What’s the Difference Between Leaders and Managers?“by Dr. Woodrow Sears, author of “Building High Performance Team”
“The Future of U.S. Manufacturing,” by Jerry Miller, global manufacturing director, Cincom
“If I Could Only Get on Oprah – Everything Would Be Alright,” by Marsha Friedman, author of “Celebritize Yourself”
“125-Year-Old Mystery of Johann Sebastian Bach’s Home Solved,” by Jay McKeever, worldwide marketing director, Cincom
“Lift vs. Drag – A Leader’s Perspective,” by Lt. Col. Rob “Waldo” Waldman, author of “Never Fly Solo”
“The Myth of “High-Fallutin Copy,” by Robert Bly, author of “The Copywriter’s Handbook”
“Social Networking’s Credibility Factor,” by Louis Columbus, marketing analyst, Cincom
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About Cincom (http://newsroom.cincom.com/about/)
For 41 years, Cincom has helped thousands of clients worldwide by solving complex business problems with their software and services.
Media Contact:
Steve Kayser
Cincom Expert Access Editor
skayser@cincom.com
1-800-2Cincom
http://newsroom.cincom.com
NEWS RELEASE: Cincom Receives Positive Rating in Leading Analyst Firm’s Sales Configuration MarketScope
CINCINNATI - Software provider Cincom Systems (http://www.cincom.com) has received a “Positive” rating in Gartner’s “MarketScope for Sales Configuration, 3Q09” report by Gene Alvarez and Lilian Dutra, published October 2009.
Cincom Acquire™ Sales and Product Configurator captures the product, services and business knowledge needed for guided selling, complex product and sales configuration and proposal management. It enables complex manufacturers to capture and deliver critical application, product, pricing and process knowledge to the point of sale — ensuring the optimal fit between the manufacturers’ product offering and customers’ needs. Integrated with Cincom CONTROL™, Microsoft Dynamics, SAP and Salesforce.com, it enables true collaborative selling processes and provides guided selling, channel and distributor collaboration, sales and product configuration as well as quotation and proposal management.
Cincom was one of 13 vendors evaluated in the report. Gartner considers companies receiving a “positive” rating to “demonstrate strength in specific areas, but execution in one or more areas may still be developing or inconsistent with other areas of performance” and recommends that existing customers “continue planned investments” while potential customers “consider the vendor a viable choice for strategic or tactical investments, while planning for known limitations.”
“We thrive on complexity,” said Jim Wilson, program director, Cincom Manufacturing Business Solutions. “Manufacturers are looking for innovative selling systems that can keep pace with increasingly complex products and services. Our commitment over the past year to support enterprise platforms such as SAP, Microsoft and Salesforce has been well received. We believe Gartner’s ‘positive’ rating confirms Cincom’s position as the industry leader in meeting the complex selling needs of build-to-order manufacturers.”
Cincom Acquire has helped manufacturers selling complex engineer-to-order or configure-to-order products successfully streamline their sales, design and proposal processes by delivering critical product and sales knowledge to the point of sale, while significantly reducing “quote to cash” time. Cincom has helped manufacturers reduce proposal generation time from five days to 15 minutes, decrease time to close a sale by 80 percent and cut lead times from 14 weeks to six weeks. For more information about Cincom Acquire Sales and Product Configurator, call 1-888-506-5460 (USA only), send an e-mail to acquire@cincom.com or visit www.cincomacquire.com.
About Cincom
For more than 40 years, Cincom’s problem-solving software, services and people have helped thousands of companies all over the world grow and manage their businesses. 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.
About the MarketScope
The MarketScope is copyrighted 2009 by Gartner, Inc. and is reused with permission. The MarketScope is an evaluation of a marketplace at and for a specific time period. It depicts Gartner’s analysis of how certain vendors measure against criteria for that marketplace, as defined by Gartner. Gartner does not endorse any vendor, product or service depicted in the MarketScope and does not advise technology users to select only those vendors with the highest rating. Gartner disclaims all warranties, express or implied, with respect to this research, including any warranties of merchantability or fitness for a particular purpose.
Media Contact:
Donna Hedge Burns
Corporate Public Relations
Cincom Systems
dburns@cincom.com
513-612-2305
NEWS RELEASE: Cincom, Accretive and IBM Team Up to Offer SAP Cash Optimization
One-stop data analytics on an integrated software and hardware platform for small to midsize businesses
CINCINNATI − October 2, 2009 − Software and services provider Cincom Systems (http://www.cincom.com), has teamed up with IBM and Accretive Solutions for an “out of the box” cash flow and operations optimization solution that also provides one-stop data analytics—all on an integrated software and hardware platform.
SAP Cash Optimization is available on IBM’s Smart Cube as part of the Smart Business program. Designed from the ground up for small to midsize businesses (SMBs), IBM Smart Business is a radically simple way to select, install and maintain business software. Cincom’s business intelligence solutions combined with Accretive Solutions’ cash flow and operations optimization solution on IBM’s Smart Cube provide a set of end-to-end technologies that enable SMBs to make the right decisions at the right time.
“We are pleased to partner with Accretive Solutions for SAP Cash Optimization on the IBM Smart Cube,” said Jeff Gunderson, Cincom Business Intelligence Solutions. “The key differentiator that business intelligence brings to the table is immediately available, cross-functional, operations-focused reports and dashboards. These provide insight into operational and structural causes of liquidity issues as well as practical guidance to optimize cash and improve forecasting.”
Benefits of SAP Cash Optimization on the IBM Smart Cube
- Implementation in weeks
- Complete Business Intelligence Solution with a quick payback
See It in Action at APICS
Visit Cincom for a demo of SAP Cash Optimization at IBM booth 222 at the APICS International Conference & Expo in Toronto, October 4-5, 2009.
About Cincom
About Accretive Solutions
Accretive Solutions is a national consulting and executive search firm that has delivered business solutions to help companies manage and improve their financial, operational and IT performance for over 30 years. For more information, email info@accretivesolutions.com, call your local Accretive Solutions representative, or visit www.accretivesolutions.com.
Media Contact:
Carla McQueen
Cincom Public Relations
cmcqueen@cincom.com
513-612-2113
