This article is part of the Sales Transformation Future of Sales Series, the central theme of this article is future of manufacturing sales. We believe that there are three considerable trends that are driving transformation in the manufacturing industry: • Servitization • Race to net zero production • Dynamic and intelligent pricing.
Three trends affecting manufacturing sales
Navigating these trends and the challenges they pose effectively is paramount to succeeding in today’s competitive world. Thankfully, there are powerful solutions that are proven to help you succeed and to remain competitive, which are ready to be implemented.
Servitization
Manufacturing companies’ products are gradually commoditizing. Prices are therefore becoming the main competitive differentiator. This directly impacts and contributes to adverse price erosion and margin pressure. This is why we’ve seen so many industries transitioning in recent years from a product model (‘selling products’) to a service model (‘selling an experience’), where products are increasingly leased or sold on a pay-per-use basis.
Race to net zero production
Sustainability is now a top strategic priority across most industries, with a growing focus within manufacturing. So what are the key challenges driving the race to reduce emissions?
- Firstly, there are inherent challenges of handling increasingly volatile energy prices and the growing pressure from an array of key stakeholders.
- Secondly, there are challenges in finding the most effective way to build on each other’s work and learn from and build upon shared ideas.
Dynamic and intelligent pricing
Manufacturing companies can find achieving top and bottom-line growth challenging. Smart pricing strategies - which rely heavily on speed and accuracy, can help you gain and retain a competitive edge, recover value and expand sustainably.
There are two important factors to the pricing:
- Speed: pricing process automation
- Accuracy: AI-enabled pricing
Download the article to receive an in-depth explanation of the three trends
Three trends affecting manufacturing sales
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Get in touch
Eustache Bountzoukos
Eustache Bountzoukos is the Sales Transformation Director within Deloitte’s Digital Customer practice in The Netherlands. He works together with intelligent, sharp, tech savvy and experienced consultants to help customers with their digital commercial challenges. Eustache has more than 10 years of experience in the Salesforce eco-system and he has led a wide variety of multi-cloud Salesforce implementations for several international clients. Eustache is currently proudly leading the Sales Transformation team that exists out of four capability teams (Future of Sales team, Subscription Management team, CPQ team and Net Zero Cloud team) that help customers with their commercial and operational excellence challenges.
Ruud Schmeink
Ruud is Partner at Deloitte Consulting and leads the practice that is focusing on building pricing & margin management capabilities for global industrial clients. Before joining Deloitte Ruud has build a track record that spans several global leadership positions at DSM, Linde and later as founder of MarketRedesign Scientific, a leading marketing science & technology. Ruud has deep knowledge on global industrial marketing and sales transformation processes and has led numerous frontline profitability improvement projects with the application of advanced AI driven dynamic pricing technologies, including the Gartner recognized brand PriceCypher. Apart from work and family, Ruud can be often found in the air as an instrument rated private pilot.
Peter van Tilburg
Peter is an internationally experienced technology strategy, sales and delivery expert which is underpinned by 20 years of experience working on various CRM, Digital and Cloud related client engagements in different industries across Europe. In March of 2018 he joined Deloitte Digital after a 12,5 year period with Accenture where he was leading Accenture’s Salesforce, Workday, ServiceNow and Pega business. Today he is the sponsoring partner for Deloitte’s Customer Solutions practice in The Netherlands. Next to his sponsoring partner role, he is a principal solution architect and delivery lead serving clients in Energy, Resources and Industrial Products industries. In the course of his career Peter gained significant experience in Financial Services, High-Tech, Telco and Consumer Goods industries serving clients such as Air France KLM, Barclays, FrieslandCampina, Liberty Global, NN Group, Novartis and Philips.