CEO's Guide to Smart Manufacturing 2015

CEO’S GUIDE TO SMART

MANUFACTURINGBONUS 11-PAGE VENDOR

DIRECTORY INSIDE

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Second Annual Manufacturing Supplement

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FEATURES

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The Great Industrial Disruption 3D technology is poised to revolutionize

conventional manufacturing. By Rick Smith

The Drive to Digitize Manufacturing Can the Digital Manufacturing and Design Innovation

Institute deliver on its promise? By Dale Buss

Directory A resource guide to companies that serve the

manufacturing industry.

Reinventing American Manufacturing Takeaways from informal “solution exchange”

discussions at Chief Executive’s recent Smart Manufacturing Summit.

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2 CEO’S GUIDE TO SMART MANUFACTURING September/October 2015

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Candidates must be nominated and sponsored by their CEO and/or President.

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3D PRINTING

REMEMBER THE INDUSTRIAL REVOLUTION? Industrial 3D printing will be bigger. That may seem like a bold statement—especially at a time when many people already think that 3D printing is over-hyped. However, facts support the assertion.

Consider that there now exists a single technology from which almost everything can be produced. In the near future, people will be able to simply print out objects on demand—at home and in factories. Parts and products will no longer need to be mass pro-duced in China or other far away countries and then stored for years in warehouses. They can be produced close to the end consumer exactly when they are needed. Manufacturing will once again flourish in America and

Additive manufacturing is poised to disrupt conventional manufacturing. By Rick Smith

Europe, and also in Africa, Costa Rica and Greenland. Waste from production and supply chains—both in materials, water and fuel—will be reduced by up to 50 percent. Mass consumer products will be made one at a time, customized for individuals, millions of times over.

In the last few months, my col-league Mitch Free and I have spoken with more than a dozen Fortune 500 CEOs about 3D printing, also referred to as “additive manufacturing.” The response has been shocking. Not only was every single executive we spoke with excited about the potential for additive manufacturing, but each one pointed us to a senior executive charged with managing the monu-mental transition to this emerging technology. In other words, the largest

companies in the world are already dedicating substantial resources toward a historic shift away from con-ventional manufacturing. The coming era of additive manufacturing is not a question of if, but when.

THIS CHANGES… EVERYTHINGTruth be told, manufacturing hasn’t ex-perienced a global paradigm shift since Henry Ford ushered in the world of modern production, pumping out Mod-el-Ts at a price that almost any working person could afford by pushing scale and standardization to unprecedent-ed levels. This model of conventional manufacturing is now pervasive in almost every aspect of modern life. Hi-erarchies, companies, industries, even governments have all been built around this simple principal of production.

3D printing is now poised to change it all.

With additive manufacturing there are no design limitations, what some refer to as a “complexity tax.” You can produce a seamless ball with a hollow core or drill the proverbial “curved hole.” Since each object can be made individually, additive manufacturing enables limitless customization—both in product and production location—which makes scale industrial produc-tion look restrictive and grey. These and other advantages are leading some ex-perts to predict that industrial 3D print-ing may reduce average unit production costs by an astounding 25 percent,


while reducing barriers to entry by up to 90 percent. Rarely has a technology generated so much promise—and such a threat—as 3D printing.

SO WHY HASN’T ANYTHING CHANGED YET?As with most new technologies, the quality of 3D printed objects was initially low, while the costs per unit were much higher than with conventional produc-tion. From 1990 to 2000, the quality of the printers increased, the costs decreased and, for the first time, the application of 3D printing in industry became feasible. Since then, 3D printing has been used primarily for rapid prototyping, a pro-cess that allows designers or engineers to quickly create a physical representation of the object they are designing. The market for 3D printing used for rapid prototyping has grown quickly to $1 billion in the U.S. alone.

Additive manufacturing prom-

ises freedom from the constraints of conventional manufacturing but—until recently—it has not been a cost-effec-tive alternative for anything other than prototyping. However, history tells us that world-changing technologies often take time to develop. In 1811, trains were overweight, smelly novelties that often exploded; 30 years later they had remade the UK—and made their companies fantastically rich. Additive manufacturing is now poised for a simi-lar leap. For the first time, 3D printing is now a viable alternative for certain areas of conventional manufacturing.

As time passes, improvements in quality and reductions in cost will accelerate. Industrial 3D printers are already producing thermoplastic parts with characteristics and tol-erances comparable to conventional manufacturing. Companies across a range of industries have begun experimenting with this technology

for small production runs, such as for spare parts, rapid iteration and customization. Meanwhile, revenues from the production of end-use parts have quietly grown from three per-cent in 2003 to more than 35 percent of the entire market for additive man-ufacturing services in 2013. Over the next several decades, more and more of the conventional manufacturing value chain will become vulnerable to the superior design flexibility, customization and logistics available through 3D printing. Businesses will be created and destroyed by the thousands.

The implications of this great shift will be measured in the trillions of dollars. For example:

■ Products never before imagined will be created and personally customized.■ Inventory and warehousing will be replaced by just-in-time production. ■ Replacement parts will be stored digitally in the “iTunes of Things,” where consumers can look up and print at home nearly any object on demand. ■ The global supply chain will be fundamentally different.

Industrial 3D printing is quickly ushering in a historic disruption in global manufacturing. How will your company be impacted? How will your operations and supply chain be re-crafted? What opportunities and threats will emerge that impact your customers?

Will you be the windshield, or the bug?

Scale & Standardization

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Conventional ManufacturingAdditive Manufacturing

THE INDUSTRIAL DISRUPTION

September/October 2015 CHIEFEXECUTIVE.NET 5

INNOVATION

DIGITIZATION IS KEY to the future success of American manufactur-ing—which is why dozens of major manufacturers and the federal government backed the creation of the $320-million Digital Manufacturing and Design Innovation Institute (DM-DII) on Goose Island in the Chicago River. Now the Obama administration and some of the icons of American manufacturing—including GE, John Deere, Procter & Gamble, Caterpillar, Lockheed Martin and Boeing—want to see DMDII over the next five years synergize the digital acumen of U.S. fabricators into the sort of determi-native global advantage in manufac-turing that domestic firms enjoy in software.

“Digital is how the U.S. wins in manufacturing,” says William King, chief technology officer of DMDII, the organization led by the University of Illinois that launched in 2014 with $70 million in funding from the Depart-

ment of Defense and $250 million in corporate commitments, and just opened its doors in the spring. “The whole world looks to the U.S. for digital innovation, [and] digital is a really good fit for the American way of doing things, for our business and culture and education system. As manufacturing becomes much more of an information industry, we’re really poised to win because of the things that have helped America to win at digital in other industries.”

David Pivonka, chief scientist for electronics and software at Illinois Tool Works, agrees that DMDII’s work “will significantly affect the way products are designed and manufac-tured here in the U.S. These changes will help U.S. manufacturing gain a competitive edge.”

DMDII is one of just six public-pri-vate partnerships launched over the last couple of years under the Obama Administration’s National Network

Creating a Common ThreadCreating a “digital manufacturing

commons” lets all participants in a manufacturing supply chain

collaborate with maximum transparency and efficiency

Pilot Projects Test Initiatives

Two dozen pilot programs will test new

methods and concepts in the Midwest

Driving Digital Manufacturing

The DMDII aims to help mid-market enterprises

harness the power of digitization

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The Drive to Digitize Manufacturing

Can the Digital Manufacturing and Design Innovation Institute deliver on its promise to bring digital innovations to

manufacturers large and small? By Dale Buss 1

for Manufacturing Innovation, also including outfits devoted to light-weight manufacturing materials and to electronics manufacturing with “next-generation” power. But DMDII’s mission might be the most critical because of how digitization is rapidly redefining manufacturing prowess. In fact, digitization is unfolding as “the fourth major upheaval in modern manufacturing,” McKinsey consul-tants recently concluded, following the lean revolution of the 1970s, the outsourcing phenomenon of the 1990s, and the automation that took off in the 2000s.

In its effort to lead what McK-insey calls “Industry 4.0,” the U.S. “is certainly not ahead,” the institute’s King maintains. There are “pockets of excellence,” he notes—such as GE’s Brilliant Factory concept, Boeing’s complete digitization of aircraft design and the way that engine companies such as Pratt & Whitney track parts

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KEY TAKEAWAYS


through the entire life cycle of their products–but similar outcroppings of sublime digitization of manufacturing are evident around the world. Ameri-ca is already behind in some areas, he argues, including the extent to which small- and mid-sized manufacturers are digitized in Germany.

Backers’ dream is that the “nodes” of the National Network for Manu-facturing Innovation duplicate the success of Sematech a quarter-century ago. Formed in 1988, the Semicon-ductor Manufacturing Technology consortium successfully organized leaders in semiconductor tech, such as Intel and Texas Instruments, to help the U.S. memory-chip economy regain its competitive edge by cutting man-ufacturing costs and product defects. A similar outcome for DMDII, King said, “would be awesome.”

Even in its very inception, some participants argue, the DMDII already accomplished much. The institute executed the “tall order” of “bringing together a really credible mix of public and private partnerships” to act on the digital-manufacturing challenge, says Tolga Kurtoglu, vice president and director of the system-sciences lab for the Palo Alto Research Center (PARC), an advanced-research outfit owned by Xerox. The new organiza-

tion is aiming at the right sweet spot for accelerating factory digitization, he says: bridging the “valley of death” where early-stage and risky ideas go to die for lack of a guaranteed return on investment.

With about 30 staffers on site and as many as another 50 on the way to its 94,000-square-foot facility, the institute has already been disbursing a total of about $50 million in awards to a few dozen pilot projects that will unfold over the next two years, not only at Goose Island but all over the Midwest, mostly at clusters consisting of a manufacturing OEM, a univer-sity, a software company and some mid-market suppliers. Many teams will be competing with one another to come up with the best solutions for a given challenge.

There’s a lot of work ahead to make America an undisputed No. 1 in digital manufacturing. U.S. universities and research institutes are considered the best in the world at creating knowl-edge. American manufacturers also have become astute at generating mind-boggling quantities of data—more than any other part of the econ-omy, actually—about their operations, products and other measurables, from the first concept entered into a 3D computer model to information about

how long a product sits on a store shelf. What’s more, the U.S. retains the best system of commercialization and taking things to market.

But in crossing the “valley of death,” American manufacturing has much to learn from others. In Ger-many, for example, the Fraunhofer Society does research for both the public and private sectors, examining early-stage ideas, determining if they can be affordably scaled up and then readying the best ones nearly to the point of commercial launch. There are 67 locations spread throughout Germany, each focusing on differ-ent fields, from an applied polymer research facility in Potsdam to a laser-technology redoubt in Aachen.

DMDII wants to accomplish something similar for digitization of manufacturing in America, but there are three obstacles. The first is that manufacturing today remains largely a “pencil-and-paper industry” outside of the very biggest companies, King says. The second is that designers and “makers” continue to be separated, in part because of inefficient structural legacies and also partly because U.S. manufacturers have outsourced and offshored so much engineering and production. The third challenge in the U.S. is an acute shortage of workers

Software writers and even video-game players long have been able to collaborate on “open-source” web platforms that have made their digital products better, and more thoroughly vetted, more quickly. Now one of the first pilot projects of the Digital Manufacturing & Design Innovation Institute—a “digital manufacturing commons”—aims at helping American manufacturers do something similar.

GE is leading the pilot that will build a “digital thread” on an open-source platform that GE scientists demon-strated a few years ago and “truly will democratize access to the tools of manufacturing innovation for companies, universities, institutes and entrepreneurs big and small,” says Joseph Salvo, manager of the complex

systems engineering lab at GE Global Research.Or, as another GE Global Research executive, Chris-

tine Furstoss, said at a conference in Detroit, the com-mons is “like massive multi-player online gaming meeting the real world of manufacturing.”

William King, chief technology officer of the institute, says that the idea of the web-based “community” is to “give people a place where they can put the data and a way to have digital collaboration across the life cycle of a product.

“So we’re looking for tech-savvy manufacturing leaders to come and participate as alpha customers,” he says. “And it won’t cost you anything.”

DMDII: For the Common Good

The Drive to Digitize Manufacturing

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INNOVATION

who are skilled and capable enough to work in today’s advanced-manufac-turing environment.

Digitization can help solve each of these problems to varying but great degrees, King says, which is the raison d’étre for DMDII. In fact, the institute calculated that a digital revolution

could create almost $500 billion a year in total value among only the 41 companies that are funding the institute—and they’re among the most digitally savvy manufacturers in the world. Such gains would come from accelerating R&D, improving produc-tion operations and many other areas.

“This is a staggering opportunity,” King says.

To take advantage, the institute’s overarching goal is to create a “digital thread” of data that is generated across the lifecycle of a manufactured product, enabling a seamless flow of information among all functions and members of a supply chain. The organization of the Goose Island facility itself illustrates this objective, including a “collaboration space” to stage teamwork and a technolo-gy-demonstration facility stocked with robots, 3D printers and other digital equipment.

Three of DMDII’s first pilots also point to this approach. One is testing how to aggregate images of products and processes that are generated by “wearable” computers donned by factory-floor workers, learn from the results and use them to train the workforce. A second project feeds data from factory sensors into “visu-alization tools” that can be analyzed for improvements at each level of an operation, from individual worker to plant manager. A third pilot is creat-ing an open-source software project called a “manufacturing commons” in a project led by General Electric (see sidebar, p. 7).

Like Fairfield, Connecticut-based GE, other supporting companies are

Developing Digital Threads

TWO EXAMPLES—one surprising, the other probably not so—illustrate what digital-manufacturing advocates mean when they talk about how “digital threads” can revolutionize American manufacturing.

Coca-Cola’s “Share a Coke” promotion is actually a perfect example. Launched in 2014, under this campaign Coke printed individual names on its 20-ounce bottles, from “Erin” to “John,” as well as other bonding monikers such as “fami-ly.” Sales took off, giving the brand its first significant volume bump in years. So Atlanta-based beverage giant Coca-Cola expanded the program this year to thousands more names.

What does that have to do with manufacturing? “This is an innovation that came from Coke’s manufacturing people and moved the needle,” explained William King, chief technology officer for the DMDII. “They needed to have digital capabilities, agility, robotics and all kinds of information technology to make that kind of mass customization happen.”

A more typical example of the magic of the digital thread comes from Local Motors. Earlier this year, this Phoenix-based startup demonstrated live 3D printing of the polymer body of a working car prototype, based entirely on a digital blueprint, to rapt audiences ranging from President Obama to journalists at the North American International Auto Show in Detroit.

Local Motors’ designs “are crowdsourced from an online community,” McKinsey consultants noted recently. It “can build a new model from scratch in a year, far [shorter] than the industry average of six years.”

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U.S. manufacturing executives have a keen sense of the importance of digitizing their enterprises—and also of how far most of them have to

go—according to a survey of 180 of them by the Digital Manufacturing & Design Innovation Institute. Here's what they said:

80%

13%

61%

37%SAID THAT DIGITAL OPERATIONS

ARE "A CRITICAL DRIVER OF EVERY ORGANIZATION'S MANUFACTURING

COMPETITIVENESS"

SAID THEIR ORGANIZATION HAS “DIGITAL MANUFACTURING

CAPABILITY TODAY”

SAID DIGITAL IS “A SENIOR LEADERSHIP PRIORITY”

SAID THEIR ORGANIZATION HAS “A STRATEGY FOR HOW DIGITAL MANUFAC-

TURING WILL ENABLE COMPETITION”

BY THE NUMBERS


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be able to help it harness intelligent machines and advanced analytics to “open new opportunities across our businesses,” Pivonka says. Its participation helps put Norwalk, Con-necticut-based Xerox “on the cusp of significant disruption and the tectonic shift brought by digitization,” said PARC’s Kurtoglu.

This is the kind of enthusiasm about DMDII that will be crucial to

success in its mission of creating a digital thread that easily connects manufacturers, big to small, across the supply chain. “It’s about advanced technologies and rapid innovation, and how do we get these digital tools in the hands of lots of people,” King says, “so that American manufactur-ing looks a lot more like the way the software industry has been democra-tized over the last decade.”

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INNOVATION

BIG MANUFACTURERS and the federal government are the founding forces behind the Digital Manufacturing and Design Innovation Institute (DMDII), but mid-market companies are its future. That’s how institute principals view things, anyway.

“We really want to get a lot of small and medium-sized businesses involved,” says William King, chief technology officer of the DMDII. “That’s really where we’re going to move the needle. That’s where the job creation is going to be. That’s where the wealth creation is going to be, more than in the biggest manufacturing OEMs.”

Some mid-market companies already know how they want the institute to help them. AskPower, for instance, is an Au-rora, Illinois-based maker of terminal lugs, electrical splices and other fasteners and connectors for the booming telecom-munications-infrastructure industry and other verticals, with sales of tens of millions of dollars a year.

CEO Steve Kase believes it may be existential for suppliers like AskPower to leverage DMDII’s help in tapping into the “digital thread” within their customers’ supply chains. “The same kinds of consolidation that we have seen at the top of the [telecom] market, where there used to be 15 competitors and now there are just two or three, now is also happening at the component level of small and medium-sized manufactur-ers,” Kase says. Buttressing these suppliers “is totally critical, because it’s one thing to have the front end of the supply chain—the major manufacturers like GE—geeked up for digital manufacturing, but what if there are no suppliers to play with them?”

Specifically, AskPower wants DMDII’s guidance in bolster-ing the company’s digital chops in both product development and process improvements in designing, costing, manufactur-ing and replicating its components—and ensuring that in every step along the way AskPower is as completely integrated as possible with customers’ digital environments.

“One area is: How can we connect our products to the customers’ assembly process and demonstrate that simula-tion, because normally our simulation is about how we make the part?” Kase says.

Mid-Size Makeover

AskPower has been investing heavily in capabilities to simulate the final assemblies of its customers in three dimen-sions so that its own product designers understand exactly how the company’s components are expected to fit and perform in concert with everything else. If the final product is a grounding cable for a telecom-transmission tower, for example, AskPower understands “the cable [the customer is] using, the lightning-protection aspects of the tower, the electronics they’re trying to preserve at the bottom of the tower and what the installation process is on the tower,” Kase explains. “What we want to be able to do is simulate for our customer how our product will fit into its system. That’s something [DMDII] will help us with.”

In the process arena, AskPower is looking to the institute to help it link the company’s computer-aided design capabil-ities more effectively with its computer-aided manufacturing capabilities by ensuring that the supplier is in complete digital synchronization with what customers require.

“We want to understand where our product fits into their system, design it in their system, test it for manufacturability and run it through a simulation on manufacturing software,” Kase explains. “We also want to be able to template our materials and processes to come up with a digital cross-lead system that enables us to quote with confidence.”

DMDII’s King said that AskPower’s notions of how the in-stitute can help the company are right on point. Unfortunately, he says, the numbers of mid-market manufacturers that don’t address or don’t even recognize their digital predicament are legion.

“If you dig into the companies that are in the ecosystems of the big manufacturers, they are smaller outfits with fewer digital experts, and the ones they do have will be focused on day-to-day, tactical kinds of things—and probably not keeping up with the latest digital technology,” King says. “So as we’re putting together our portfolio of pilot projects, we’re doing our best to include both big OEMs and mid-size and small manu-facturers because the links between them is where the value is created in the manufacturing-value chain.”

buzzing around DMDII expectantly. Aurora, Illinois-based Illinois Tool Works, for instance, is particularly interested in how the institute might


Leveraging the Internet of Things, harnessing technology to boost customer demand and recruiting technical talent are among the challenges manufacturing companies face in leading a U.S. Manufacturing Renaissance. Chief Executive’s recent Smart Manufacturing Summit featured informal “solution exchange” discussions where CEO participants shared insights and learnings on these critical challenges. Here we present the key takeaways from those discussions.

SMART MANUFACTURING SUMMIT

A DEARTH OF experienced technical employees has increasingly been an issue for manufacturing companies, agreed CEOs participating in this session sponsored by Lincoln Educational Services Corporation and Lincoln College of Technology. Business leaders developed these best practices for finding and developing technical talent.

To Fill The Talent Gap…

1. When challenged to find talent trained to use automation, con-trols and robotics, recruit candi-dates with technical/mechanical aptitude and train them, either in-house or through external programs.

2. Consider targeting early retirement engineers—or those 55-plus years of age). They have valuable experience, may be willing to mentor young talent and often want to stay engaged in working.

REINVENTING AMERICAN MANUFACTURING

RECRUITING TECHNICAL TALENT


To Engage Millennials...

On Working With Local Schools and Universities…

1. Millennials are often unreal-istic about how quickly they can advance. Challenge this gener-ation with new responsibilities, changing responsibilities and new projects to keep them engaged.

2. Millennials welcome mento-ring and are avid users of social media. Assign an existing em-ployee to each new hire. Have the new and veteran employees connect on Facebook, Twitter and LinkedIn. Provide new hires with close support during their first few months. One firm reported that having HR organize outings for new hires and their mentors at the expense of the company for 18 months helped strengthen the bond. The investment in building the social/psychological contract with each new employee built loyalty and forged friendships.

3. Convince future prospective workers that a career in manufac-turing is interesting, well-paying

1. Provide in-school informa-tion sessions and internships, sponsor robotics teams, etc.

2. Note that internships are a long-term investment not likely to yield college grad hires in the first few years. Make your internship experiences enriching and positive if you hope that candidates will return after graduation.

3. Create an attractive employ-ment/career path package (job titles, skills, tuition reimburse-

work by using your facility as a showplace in the local commu-nity to build awareness of your company, your culture and your career offering. Dispel the image of the dark and dingy factory environment.

4. Be clear about your culture, your work environment, the career path and the expected timing for career advancement.

When Millennials feel that a work environment and career path have been misrepresented, they are more likely to leave.

5. Use the allure of high-tech manufacturing tools, such as 3D/additive manufacturing, to boost interest in engineering and tech-nical training. Provide recognition and perks and pay attention to quality of life to improve retention.

ment, etc.) and communicate this program to high school students.

4. Work with schools to en-courage them to incorporate specific skills and training into their curriculum. Offer to enhance these programs with real-world training on equipment, software and information systems.

5. Expect to invest in institutions before you can expect them to “let you in” to influence their train-ing programs and have access to their students.


SMS

A KEY DRIVER for execu-tives looking to leverage technologies includes business case development, agreed CEOs participating in this session sponsored by eLogic and Vertical Solutions. Business leaders developed these steps to effective use of technology:

1. Start by identifying a signifi-cant pain point. Then put a small pilot together with a passionate leader and group to address it. Use iterative steps until success is replicated.

2. Engaging customers through-out the entire life cycle from lead to sales/service is increasingly important to manufacturing CEOs. Couple this with leveraging IoT and CRM data to anticipate equip-ment service needs, promote proactive service campaigns, and provide additional feedback to customers/ suppliers on equip-ment performance.

3. When adopting CRM, it’s important to have seamless da-tabase and transaction capability affiliated with ERP systems. These are available through various technology enablers to generate a “single truth.”

4. Collecting sensor and usage data to anticipate and promote customers’ equipment service, parts and upgrade needs can re-sult in dramatic cost/performance improvements. It also makes these applications accessible for most discrete manufacturers.

5. Leverage machine feedback and machine learning to improve the performance of processes and equipment to increase the customer experience. These same technologies enable internal moni-toring, measuring and data-driven improvements.

6. Mine data to develop further intelligence on product perfor-

mance and improvement opportu-nities, identify trends and provide feedback for innovation and product development.

7. When charging customers based upon risk sharing and improved output, beware the amount of data that will be needed to manipulate and be sure you have that capacity.

8. Be sure to develop a complete business case so you can monitor results.

9. Finally, watch the market closely, as changes can affect the success of this type of charging philosophy.

10. Companies should stream-line the data they provide to customers that use their website with software that pulls data from other sites and agglomerates it, rather than requiring customers to do that.

HARNESSING TECHNOLOGY TO INCREASE CUSTOMER DEMAND


SMS

1. Don’t just connect things— be intentional. Your IoT strategy should be all about increasing revenue, decreasing costs and making people safer.

2. The CEO should spearhead a workshop with operations and IT to:• Identify the biggest

challenge/pain point/process breakdowns.

• Identify a killer use and build the business case around it.

• Identify the current process being used and metrics.

• Design and launch a pilot.• Have a strategy to build out

that first backbone for future growth.

USING THE INTERNET OF THINGS FOR SMALL MANUFACTURING

WITH ALL OF THE BUZZ being generated around the Inter-net of Things (IoT), it’s easy to get caught up in IoT fervor, agreed CEOs participating in this sessions sponsored by Cisco Systems. They identi-fied these steps to leverage interconnectivity effectively:

3. These basics must be addressed:• Use an Ethernet IP to enable

wireless IoT.• Enable devices to get to your

cloud without going through lots of walls.

• IoT should be used to increase the visibility and quality of your data

• Maintain a secure environment.

• Determine who needs access and how to make the data readable.

• Managing cultural change.• Agreeing on protocols

between suppliers and customers.

4. Start with common processes that can be improved, such as:• Tracking inventory. • Optimizing your

production process.• Decreasing downtime

by predicting maintenance and repair needs.


The Impending Talent Crisis

Building a Performance and Recognition Culture

Retaining Your Top Talent

Developing Leaders In a Rapidly

Complex and Changing World

How Data and Analytics Will Reshape Your Workforce

2015 CEO Talent SummitSeptember 30-October 1 • Dallas, TX

Hosted by Southwest Airlines

CEOTALENT.CHIEFEXECUTIVE.NET

Solutions for Your Growing

Talent Gap

Chief Executive’s

2015 CEO Talent Summit copy.indd 7 8/26/15 5:24 PM

2015 MANUFACTURING BUYER’S GUIDE

3D PRINTING 3D SYSTEMSRock Hill, South Carolina3dsystems.com 800-793-3669Provides 3D digital design and fabrication solutions to small and midsize aerospace/defense, energy and automotive firms. Customers include original equipment manu-facturers, government agencies, universities, independent service bureaus and consumers.

AUTODESK San Rafael, Californiaautodesk.com / 415-507-5000 Provides 3D design, engineering and entertainment software for customers across industries. Offers apps for iPhone, iPad, iPod and Android that make design technology mobile.

DASSAULT SYSTÈMESMontreal, Québec, Canada3ds.com / 514-940-29493DEXPERIENCE platform helps businesses design, test and evaluate the experience they will deliver to their customers anywhere in the development lifecycle of a product or service.

ENVISIONTEC, INC.Dearborn, Michiganenvisiontec.com / 313-436-4300Provides expertise in optical, mechanical and electrical engineering to produce a rapid prototyping system employing its core-based technology of selective light modulation. Customers include GE, Kraft and P&G.

OPTOMECAlbuquerque, New Mexicooptomec.com / 505-761-8250Prints metals in a wide range of areas such as electronics, energy, life sciences and aerospace/defense manufacturing. Key services include reducing the size and cost of electronic devices, improving the efficiency for the generation of alternative sources of energy, extending the life of aerospace components and producing wear-resistant medical devices. Customers include GE, Boeing and United Technologies.

SOLIDSCAPEMerrimack, New Hampshiresolid-scape.com / 603-429-9700Uses 3D printers to produce wax-like patterns for lost-wax casting/investment casting and mold-making applications. Solid-scape printers and advanced mate-rials are used in the manufacturing of small parts and assemblies.

STRATASYSEden Prairie, Minnesotastratasys.com / 952-937-3000Manufactures objects using systems ranging from affordable desktop 3D printers to large, advanced 3D production systems, such as FDM technology and polyjet technology. Manufacturers use Stratasys 3D printers to create models and proto-types for new product design and testing, as well as to build finished goods in low volume.

STRATASYS DIRECT MANUFACTURING Valencia, Californiastratasysdirect.com / 888-311-1017Offers a wide array of technologies and materials to produce parts

for applications ranging from models and prototypes to end-use components and assemblies. Manufacturing services include direct metal laser sintering, fused deposition modeling, polyjet, stereolithography, urethane casting, CNC machining, tooling and injec-tion molding. Customers include BMW, Lockheed Martin, Medtronic and Aurora Flight Sciences.

ACCOUNTING BAKER TILLY Chicago, Illinois bakertilly.com / 312-729-8000Brad DeNoyer / Head of Manufac-turing & Distribution / 608-240-2466 [email protected] Offers services in audit, accounting, tax, M&A and risk management in areas including casting, molding, forming, machining, rapid manufac-turing, processing and more. Clients include QuadGraphics, Besser, S&C Electric Company and Bemis.

BDONew York, New Yorkbdo.com / 212-885-8000Provides business and financial advisory services, including transaction, risk and executive services. Tax team handles all types of global, federal, state and local tax matters for the private, public and nonprofit sector.

BKDSpringfield, Missouribkd.com / 417-831-7283Jerry Henderson/ National Indus-try Partner / 502-581-0435

Helps manufacturers through strategy development, operations excellence, organizational improve-ments and information support systems. BKD provides services in audit, assurance and tax. Also offers manufacturing consulting solutions for decreasing costs, responding to changing market conditions and strategies and improving the accu-racy of delivery promises. Clients include Baldor Electric, Shintech and Dolce International.

CBIZ/MHMCleveland, Ohiocbiz.com / 216-447-9000Mark Baricos/ Leader of Manu-facturing Segment/ 901-685-5575 / [email protected] Delivers financial and employee business services to organizations of all sizes, as well as individual clients. Middle-market manu-facturing services include audit/assurance, accounting and ERM software and risk advisory.

CLIFTONLARSONALLENMinneapolis, Minnesotaclaconnect.com / 888-529-2648Erik Skie/ Managing Principal of Manufacturing & Distribution 630-368-3645 / [email protected] Delivers integrated wealth advisory, outsourcing and public accounting capabilities to small and medium-size privately held companies in industries such as plastics, metal fabrication, equip-ment design, wholesale distribu-tion and precision machining.

COHNREZNICKNew York, New Yorkcohnreznick.com/ 212-297-0400Alan Wolfson / Manufacturing-

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TRAINING

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PAGE 22COMMERCIAL/

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PAGE 26RISK MANAGEMENT/

INSURANCE

PAGE 29CONSULTING

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PAGE 23CYBERSECURITY

PAGE 27TRANSPORTATION/

LOGISTICS


Wholesale Distribution Leader 646-254-7416 / [email protected] Provides industry-focused financial and operational solutions in areas such as process improvement, tax structuring and supply chain management to middle-market companies.

CROWE HORWATHChicago, Illinoiscrowehorwath.com / 312-899-7000Doug Schrock / Managing Princi-pal Manufacturing Services 212-572-5545 / [email protected] Provides audit services to public and private entities while also helping clients reach their goals with tax, advisory, risk and performance services. In the manufacturing sector, specializes in accounting services, M&A and risk management.

DELOITTE New York, New Yorkdeloitte.com / 212-492-4000Dan Haynes / Manufacturing Sector Leader / 404-631-2155 [email protected] Provides audit, tax and financial advisory services. Sectors of expertise include aerospace/defense, automotive, process and industrial products, paper and packaging, metals and chemicals. Clients include Boeing, Microsoft and Dell.

DIXON HUGHES GOODMANCharlotte, North Carolinadhgllp.com / 877-761-1126Gary Greer / Partner / gary.greer @dhgllp.com / 704-367-5884Offers assurance, tax and advisory services in a wide range of industries, including aerospace, apparel, automotive, defense, food & beverage, plastics and more.

EISNERAMPERNew York, New York eisneramper.com / 212-949-8700Neal Godt / Partner / [email protected]. Offers services in accounting, tax and consulting to clients in food, packaging, glass, electronics, pharmaceuticals and more.

EYNew York, New Yorkey.com / 212-773-3000Provides assurance services, accounting compliance and reporting, financial accounting advisory services, financial statement audits and fraud investigation and dispute services. Also offers M&A, divestiture, capital and debt advisory services.

GRANT THORNTONChicago, Illinoisgrantthornton.com / 312-856-0200Jeff T. French / National Managing Partner, Consumer & Industrial Products / 920-968-6710 / [email protected] middle-market clients, including public and private companies, government agencies and financial institutions with core industries of consumer and industrial products.

KPMGNew York, New Yorkkpmg.com / 212-758-9700Brian Heckler / National Advisory Industry Leader / [email protected] Provides services in audit, tax and advisory to clients such as BMW AG, General Motors and Honeywell.

MARCUMNew York, New Yorkmarcum.com / 212-485-5500Lenny Gordon / [email protected] manufacturing-driven and consumer-pulled businesses with services of profit enhancement and coaching, forecasting and strategic planning, auditing and tax to clients like American Apparel.

MCGLADREYmcgladrey.com / 800-274-3978Provides assurance, tax and consulting services focused on the middle market. Has nearly 8,000 professionals and associates in 80 cities nationwide and access to more than 32,000 people in 100 countries through its membership in RSM International.

PLANTE MORANChicago, Illinoisplantemoran.com / 312-207-1040Chris Montague / Head of Manu-facturing & Distribution / 877-622-2257 x23561 / [email protected] Has expertise in accounting, tax and consulting to help manufacturers manage steadily during economic contraction and growth. Areas of manufacturing include automotive, food and beverage, metals, plastics and packaging.

PRICEWATERHOUSECOOPERSNew York, New York pwc.com / 646-471-4000Robert Bono / US Industrial Manu-facturing Leader / 704-350-7993Offers tailored solutions in audit and assurance, tax and consulting to industrial manufacturing companies listed in Fortune 500. Major clients include Toyota, Kraft and Nintendo.

AUTOMATION ATMEL INDUSTRIAL AUTOMATIONSan Jose, Californiaatmel.com / 408-441-0311 Offers solutions for automating and monitoring industrial processes, including robot integration, sensors, network connectivity and data analyt-ics, security and IoT integration. Ap-proximately 5,000 employees serve the manufacturing sector, which serves industrial and automotive manufac-turers, among other industries.

BLUE OCEAN ROBOTICS U.S.A.Westchester, Ohioblue-ocean-robotics.com 513-939-9580Provides emerging robotic solutions and services to improve quality-of-life, working environments and productiv-ity for humans. Approximately 1,600 employees serve the manufacturing sector, which serves industrial work processes manufacturers.

CISCO INTERNET OF THINGS SOLUTIONSSan Jose, Californiacisco.com / 866-428-9596Offers industry-specific solutions to improve connectivity and operational efficiency, including au-tomation control, robot integration, networking connectivity, fog and edge computing, data analytics and IoT security and integration. With 70,112 employees, Cisco’s IoT serves manufacturing clients, including Stanley Black & Decker and GM.

DELL OEM SOLUTIONS FOR INDUSTRIAL AUTOMATIONRound Rock, Texasdell.com / 800-456-3355Offers a single source for compre-hensive, end-to-end OEM integra-tion and industrial automation solu-tions, including robot integration, network connectivity, data analytics, IoT security and IoT integration. More than 70,000 employees serve the manufacturing industrial sector.

FLEXEYE SMART SYSTEMS FOR MANUFACTURINGSurrey, United Kingdomflexeye.com 44 (0) 1483-306060With approximately 30 staffers, Flexeye’s solutions offer operational intelligence and IoT Smart Systems, including robot integration, fog and edge computing, data analytics, IoT security and IoT integration. A staff of approximately 30 serves manufac-turing clients, including Rolls-Royce and Jaguar.

FREESCALE IOT SOLUTIONSAustin, Texasiot.freescale.com / 800-521-6274 Offers IoT solutions from edge to net-work to cloud, including automation control; robot integration, sensors, actuators, accelerators and component traceability; network connectivity, data analytics, IoT security and IoT solutions. More than 17,000 employees serve manufacturing clients, including KegData and BAM Labs.

GE AUTOMATIONFairfield, Connecticutgeautomation.com / 800-433-2682Offers industrial automation solu-tions that include automation control; discrete automation; drive systems; process automation; manufacturing information; robot integration; sen-sors, actuators, accelerators and com-ponent traceability; smart equipment; network connectivity; data analytics; and IoT security. Approximately 3,500 employees serve the manufac-turing sector, including DVL, Pirelli, BP and Vari-Kool Manufacturing.

HONEYWELL INDUSTRIAL AUTOMATION AND CONTROL SOLUTIONSMorristown, New Jerseyhoneywellprocess.com 800-822-7673Helps industrial customers operate safe, reliable, efficient, sustain-able and more profitable facilities through solutions that include auto-mation control, discrete automation, process automation, manufacturing information, robot integration, fog and edge computing and IoT securi-ty. Approximately 12,000 employees serve manufacturers, including MOL and TATA Steel.

IBM CLOUD AND SMARTER INFRASTRUCTURE SOLUTIONSArmonk, New Yorkibm.com / 800-426-4968Offers systems that include manufac-turing information, robot integration, fog and edge computing, data analyt-ics, IoT security and IoT integration. Approximately 2,000 employees serve manufacturers that include Becker Underwood and Mueller.

INTELSanta Clara, Californiaintel.com / 408-765-8080Provides an end-to-end platform for connectivity, with systems for automation control, robot integra-tion, fog and edge computing, data analytics, IoT security and IoT inte-gration. With 106,700, Intel serves manufacturers including Fusheng and Abbaco Controls.

MICROSCANRenton, Washingtonmicroscan.com / 800-762-1149


2015 BUYER’S GUIDE

Automates processes to drive down cost and reduce waste with systems that include automation control; sensors, actuators, accelerators and component traceability, and fog and edge computing. Approximately 150 employees serve the pharmaceutical and automotive sectors.

MICROSOFT AZURE IOT SERVICESRedmond, Washingtonmicrosoft.com / 877-696-7786Offers solutions for improved efficiencies and operational per-formance with systems including manufacturing information, robot integration, fog and edge comput-ing, data analytics, IoT security and IoT integration. Manufacturers such as Lido Stone Works and ThyssenK-rupp Elevator are served by 118,584 employees.

ORACLE INTERNET OF THINGSRedwood City, Californiaoracle.com / 800-633-0738Offers an integrated, secure, compre-hensive platform for IoT architec-tures across all vertical markets with systems including manufacturing information, robot integration, fog and edge computing, data analytics, IoT security and IoT integration. Manufacturing clients include DG Khan Cement and Dynamics NAV.

PTC INTERNET OF THINGSNeedham, Massachussetsptc.com / 877-275-4782Delivers technology solutions to cut costs, reduce risk and drive growth, with systems including manufacturing information, robot integration, fog and edge computing, data analytics, IoT security and IoT integration. Approximately 5,000 employees serve

manufacturing companies, including Sysmex and Orbotech.

ROCKWELL AUTOMATIONMilwaukee, Wisconsinrockwellautomation.com 414-382-2000 Offers solutions for smart, safe, sus-tainable manufacturing supported by automation control; discrete automa-tion; drive systems; process automation; manufacturing information; robot integration; sensors, actuators, accelera-tors and component traceability; smart equipment; network connectivity; data analytics; and IoT security. Approxi-mately 22,500 serve manufacturing sec-tor clients, including Hillshire Brands, Nestle USA and Tata Motors.

SAP CONNECTED MANUFACTURINGgo.sap.com

877-727-1127, ext. 11001Offers fully integrated production from sales order to workstation supported by manufacturing infor-mation, robot integration, fog and edge computing, data analytics, IoT security and IoT integration. Approx-imately 74,400 employees serve man-ufacturers, including Dunn-Edwards, Joy Global and Redfoot Shoes.

SIEMENS AUTOMATION SYSTEMSWalldorf, Germanysiemens.com / 49-69-797-6660Offers integrated systems designed for deployment with all man-ufacturing applications and all industries, including energy and healthcare. Core competencies include automation control; discrete automation; drive systems; process automation; manufacturing infor-mation; robot integration; sensors, actuators, accelerators and compo-nent traceability; smart equipment; network connectivity; data analytics and IoT security.

SCHNEIDER ELECTRIC Andover, Massachusetts iom.invensys.com 888-869-0059Delivers software solutions that allow smart devices, systems and people to connect more easily and securely, supported by automation control, manufacturing information, robot integration, fog and edge computing, data analytics, IoT security and IoT integration. Approximately 16,500 employees serve manufacturing clients including Immobilien and Eskom.

TEXAS INSTRUMENTS FACTORY AUTOMATION & CONTROL EQUIPMENTDallas, Texasti.com / 972-995-2011 Supplies the industrial automation market with dedicated products for programmable logic control-lers (PLCs), sensor transmitters and industrial communication systems. Core competencies include automation control; sensors, actu-ators, accelerators and component traceability; fog and edge computing, data analytics, IoT security and IoT integration. Manufacturers such as Nokia and Lenoco are served by 34,759 employees.

VERTICAL SOLUTIONSCincinnati, Ohiovertsol.com / 800-466-0238Provides business management solutions integrated with technology to automate processes for the medical, legal, hospitality and not-for-profit sectors. Core competencies include sensors, actuators, accelerators, component traceability and IoT integration.

AUTOMATION SOLUTIONS are in-creasingly incorporating capabilities to han-dle the Internet of Things (IoT), but manufac-turers will likely need to shop separately for many best-of-breed IoT components. These include sensors to make factory equipment “smart” and Internet-connected; “fog com-puting” or “edge computing” applications for nearby tablets and rugged personal comput-ers to capture, filter and analyze data from smart equipment so that only the necessary data needs to be uploaded to manufacturers’ main systems, and the right data analytics solutions to make the kinds of decisions that help manufacturers best compete. Manu-facturers will also likely need third parties to help them integrate all of these moving parts.

With IoT, manufacturers can collect re-al-time information from equipment, facilities, supply chain partners and logistics providers, and analyze that data to make decisions on new control mechanisms, optimized rout-ings or improved maintenance regimes. The ultimate goal? Better asset utilization, greater operational efficiencies, improved manufac-turing quality, and reduced waste, says Alex Blanter, partner in A.T. Kearney’s communica-tions, media & technology practice.

“This is the broad promise of IoT in manu-facturing,” Blanter says. “In reality, delivering on this promise is complex, and comprehen-sive integrated solutions are years away. Therefore, at the present time and in the near future manufacturers need to focus on finding specific-use cases where the

benefits are more immediate and obvious, and available IoT solutions are somewhat more mature.”

Ideally, smart technologies will be inte-grated into existing automated systems and processes, so manufacturers don’t have to redesign and rebuild everything, says Julie Anderson, a principal at AG Strategy Group in Washington, D.C.

Justin Hoss, principal, advisory at KPMG LLP, prefers to use the term the “Internet of Everything (IoE),” which focuses on a “broader business ecosystem” including people, processes, devices and data.

Manufacturers can leverage IoE capabil-ities to get real-time data for diagnostics, inventory control, supply chain management, cargo container management, geo fencing and other functions, Hoss says. Some manu-facturing technology vendors are integrating IoE into their existing automation solutions, while others are not.

“Manufactures will have to figure out what they are going to do with all of that data enabled by device connectivity, and how they are going to make decisions and provide business insight based on that data,” he says. “So the real challenge is investment in analytics solutions and not necessarily connectivity. Manufacturers will need solu-tions to help them make decisions on issues as complex as real-time demand signals in supply chains based on autonomous connec-tivity devices and systems.”—KATIE KUEHNER-HEBERT

The promise is there, but manufacturers are only just beginning to realize the Internet of Things’ potential.

SPOTLIGHT ON / AUTOMATION


COMMERCIAL/ INVESTMENT BANKING

BANK OF AMERICACharlotte, North Carolinabankofamerica.com 704-386-5681 Specializes in credit, business loan and equipment financing for the energy, corporate and commercial aircraft industries, among others. Trade Pro Platform helps its mid-dle-market clients manage receiv-ables, mitigate risk, improve working capital and speed up transactions across supply chains.

BMO HARRIS BANKChicago, Illinois bmoharrisbank.com 888-340-2265Ray Whitacre/ Managing Director, Head of Diversified Industries 312-461-3436Offers financing solutions, in-cluding procuring raw materials, acquiring capital equipment or meeting working capital require-ments. Capabilities range from procurement and creation to distribution and lending.

CITIZENS BANKElkins, West Virginia / Providence, Rhode Islandcitizensbank.com / 888-798-4600Jerry Sargent / Head of Middle Market Banking / 617-994-7074 [email protected] a full range of wholesale bank-ing products and services, including lending and deposits, capital mar-kets, treasury services, foreign ex-change and interest hedging, leasing and asset finance, specialty finance and trade finance. Industry served include food and beverage, energy, chemicals, plastics, medical devices and motor vehicles and parts.

CAPITAL ONE McLean, Virginiacapitalone.com / 703-720-1000Offers financing for equipment purchases, including industry-spe-cific equipment and new or used equipment, as well as refinancing of existing equipment. Capital One offers a wide range of financing products with competitive terms and pricing, including term loans, finance leases, tax leases and TRAC leases. Transaction sizes range from $500,000 to $50 million.

CITIBANKNew York, New Yorkcitibank.com / 212-559-1000Has experts in global energy and

agriculture sectors and primarily serves the Midwest. Clients include Victron Energy, Monpat Construc-tion and Womack Machine Supply.

JPMORGAN CHASENew York, New York jpmorgan.com / 212-270-6000Mike Linley/ Middle-Market Bank-ing / 414-977-6720 / [email protected] financial services, including capital raising, risk management and strategic advice to private and public companies with revenues typically

between $500 million and $2 billion across industries, including con-sumer products, aerospace/defense, industrials, automotive, energy and paper and packaging.

GOLDMAN SACHS New York, New Yorkgoldmansachs.com 212-902-1000Provides financial services, including M&A and client financing. Sectors served include technology, natural resources, industrial, consumer retail, healthcare and renewables.

MORGAN STANLEY New York, New Yorkmorganstanley.com 212-761-4000Provides a variety of services, including M&A, global capital markets, capital-raising and advisory services to govern-ments, institutions, corporations and individuals. Clients are in a wide range of industries, including energy, industrials, power and utilities, consumer products and technology.

SPOTLIGHT ON / CYBERSECURITY

THE INCREASING FREQUENCY of cyberattacks coupled with innovative new technologies is causing the cybersecurity sector to explode, creating many vendor choices for manufacturers. “There’s a tre-mendous amount of venture capital money flowing into cybersecurity right now due to all of the breaches, and there are also now a lot more choices for types of products,” says Quentin Orr, a partner and consultant for cybersecurity at PricewaterhouseCoo-pers LLP in Philadelphia.

The state of cybersecurity currently varies greatly by industry. For example, the financial and healthcare sectors are far ahead in cybersecurity in large part because they have to meet regulatory requirements. At the same time, manufacturers have some of the “most poorly secured environments in the world,” because they have no such requirements, Orr says.

“But the threat to manufacturers is dra-matically increasing, particularly from adver-saries who want to steal their intellectual property and technologies,” he says. “These adversaries often come from developing countries who want to steal proprietary information that has taken manufacturers years of R&D efforts to launch.”

Predictions call for the number and severity of attacks to increase over the next two years due to significant “meta trends” globally, says Ed Ferrara, vice president, prin-cipal analyst for security and risk at Forrester Research in Cambridge, Massachusetts.

He points to political instability, the rise of na-tion states and their interest in asserting spheres of influence, the cooperation of organized crime and terrorist groups to extend or advance their agenda and “hacktivists” wanting to make both political and ideological statements as factors contributing to this likely escalation.

Depending on need and the results of a

thorough risk assessment, manufactur-ers should consider a number of different solutions covering a broad area of security concerns, Ferrara adds. Today, there are technologies that address top security issues such as threat intelligence, security analytics, identity and access management, intrusion protection, network security, data loss protection, web application firewalls, endpoint security and social media.

“Companies should be careful, however, to not create an ‘expense-in-depth’ scenario where they spend significant amounts of money on the latest technology but do not appreciably improve their security posture,” he warns.

Software and consulting are converging a bit more. Companies like Mandiant (which was acquired by FireEye but kept its brand-ing) provide specialized services like DDoS attack simulations, training employees to avoiding phishing and allocating investments to the risk areas of highest priority, says Julie Anderson, a principal at AG Strategy Group in Washington, D.C., who notes that consultants like McKinsey and Deloitte can help compa-nies formulate the big picture and integrate cyber considerations into the overall strategy and operations at the C-Suite level.

However, manufacturers should be careful not to be oversold, as there are many businesses of all types who believe their problem is different than what it truly is and there are vendors developing software and tools to help customers solve problems they may not have. “That’s why cybersecurity is not just a CIO problem—it goes all the way to the top,” says Anderson. “There is an opportunity for vendors and consultants to translate very technical issues to that level into how attacks can create economic loss and damage to customer trust, their reputa-tion and their brand.”—KATIE KUEHNER-HEBERT

Significant and frequent data breaches are driving rapid evolution of the cybersecurity sector.



SIKICHNaperville, Illinoissikich.com / 630-566-8400Jerald M. Murphy/ Partner in charge, Manufacturing & Distribu-tion Services / 630-566-8559Services include M&A advisory and capital-raising to industry sectors of equipment manufacturing, metal fabrication, automotive, heavy duty vehicle/construction equipment, packaging equipment and electrical/electronic products. Clients include Boeing, GE, GM and IBM.

WEISERMAZARSNew York, New Yorkweisermazars.com / 212-812-7000Full-service accounting, tax and advisory firm with global reach, deep local market knowledge and manufacturing and distribution expertise.

WELLS FARGOCharlotte, North Carolina wellsfargo.com / 866-878-5865Offers financial services, including M&A, financial restructurings, equi-ty private placements and financial sponsors to middle-market firms in areas that include consumer and retail, energy and power, industrials and technology.

CYBERSECURITYCHECK POINT SOFTWARE San Carlos, California checkpoint.com / 800-429-4391Offers a complete enterprise-wide security architecture, including net-work and database security, data loss prevention, identity authentication and management, Internet, cloud and mo bile security and threat monitoring and incident response. Approximately 430 employees serve manufacturing companies such as Pacific Coffee, Osmose and Sinopec Group.

FIREEYEMilpitas, Californiafireeye.com / 877-347-3393Offers agile, flexible and deeply inte-grated security architecture including network and database security, data loss prevention, identity authentication and management, Internet, cloud and mobile security, threat monitoring and incident response, endpoint forensics and training for clients’ in-house security teams. Approximately 2,000 employees serve manufacturing com-panies in the high tech, energy and global manufacturing industries.

FORTINETSunnyvale, Californiafortinet.com

408-235-7700Offers multi-layered, defense-in-depth security technologies, including network and database security, data loss prevention, identi-ty authentication and management, Internet, cloud and mobile security, and threat monitoring and incident response. More than 3,070 employ-ees serve clients such as Nasdaq and Advent One.

HP ARCSIGHTSpokane, Washington ndm.net / 877-686-9637Provides security information and event management solutions for collecting, analyzing and assessing security events, with features that include network and database secu-rity, data loss prevention, identity authentication and management, Internet, cloud and mobile security, and threat monitoring and incident response. More than 400 employ-ees serve manufacturers including Northrop Grumman and BMW.

IBM SECURITYArmonk, New Yorkibm.com / 914-499-1900Offers a customizable, deep enter-prise security portfolio for integrated security intelligence, with features that include network and database security, data loss prevention, identity authentication and man-agement, Internet, cloud and mobile security, and threat monitoring and incident response. Manufacturing and financial services clients include Caterpillar and Deutsche Bank.

JUNIPER NETWORKSSunnyvale, Californiajuniper.net / 888-586-4737Provides scalable and intelligent network security solutions, with features that include network and database security, data loss preven-tion, identity authentication and management, Internet, cloud and mobile security, and threat moni-toring and incident response. More than 9,000 employees serve telecom and retail customers, including Virtual1 and Zulily.

MCAFEESanta Clara, Californiamcafee.com / 888-847-8766Offers a wide range of enterprise security solutions for clients such as Xerox and Deutsche Edelstahlwerke. Core competencies include network and database security, data loss prevention, identity authentication and management, Internet, cloud and mobile security, and threat mon-itoring and incident response.

ORACLE SECURITY SOLUTIONSRedwood City, Californiaoracle.com / 800-392-2999

Offers database security solutions, including network and database se-curity, data loss prevention, identity authentication and management, Internet, cloud and mobile security and threat monitoring and incident response. Approximately 6,000 employees serve industrial and man-ufacturing clients such as Samsung, Hosun and CNH Industrial.

PALO ALTO NETWORKSSanta Clara, Californiapaloaltonetworks.com 866-320-4788Offers enterprise security solutions that include network and database security, data loss prevention, identi-ty authentication and management, Internet, cloud and mobile security, and threat monitoring and incident response. Clients include Osram and Nordson.

ROOT9Broot9b.com / 719-534-3994Eric Hipkins / [email protected] a wide range of cybersecurity software products and services.

SOPHOSAbingdon, United Kingdomsophos.com / 888-767-4679Provides solutions for network, serv-er and end user security, including network and database security, data loss prevention, identity authenti-cation and management, Internet, cloud and mobile security, threat monitoring and incident response, and training clients’ in-house security teams. Clients include such companies as Heinz and Under Armour.

SYMANTEC BUSINESS Mountain View, California symantec.com / 800-745-6054Provides security, storage and systems management solutions for clients such as Alghanim Indus-tries, JDR Fixtures and Sealed Air. Supported features include network and database security, data loss prevention, identity authentication and management, Internet, cloud and mobile security and threat mon-itoring and incident response.

TRIPWIREPortland, Oregontripwire.com / 800-874-7947Offers cybersecurity solutions support-ing network and database security, data loss prevention, identity authentication and management, Internet, cloud and mobile security and threat monitoring and incident response. More than 400 employees serve companies in the financial services, retail and hospitality, energy, government and defense in-dustries, including Porsche Informatik and The North American Electric Reliability Corp.

DATA ANALYTICSAEGIS SOFTWARE FACTORY LOGIXHorsham, Pennsylvaniaaiscorp.com / 215-773-3571Offers an integrated suite of software modules and devices for manufac-turing operations, with core compe-tencies including manufacturer-spe-cific analytics software; real-time reporting; business intelligence; ad-vanced analytics and machine learn-ing; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capability and cloud support. Ap-proximately 5,700 employees serve manufacturing companies including Connor Solutions, Distron, and Hunter Technology. APPIAN ANALYTICSCastro Valley, Californiaappiananalytics.com 916-293-1572 A service bureau specializing in helping clients solve data challenges via tools including real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability and cloud support.

ATOS S.E.Purchase, New Yorkatos.net / 914-881-3000Offers digital services solutions, including real-time reporting; busi-ness intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capability and cloud support. Approximate-ly 93,000 employees serve the consumer-packaged goods industry, among others.

CAMO SOFTWAREWoodbridge, New Jerseycamo.com / 732-726-9200 Offers data analysis solutions and software, including manufac-turer-specific analytics software; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Approximately 500 employees serve large multination-als, including DuPont, Goodyear and 3M Worldwide.

COGNIZANT TECHNOLOGY SOLUTIONSTeaneck, New Jersey


cognizant.com / 201-801-0233Offers enterprise analytics solutions, including real-time reporting; busi-ness intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Corporate customers including Eli Lilly, Royal Phillips Electronic and 3M Worldwide are served by 217,700 employees.

CSCFalls Church, Virginiacsc.com / 703-641-3000Provides advanced big data and analytics solutions, including manufacturer-specific analytics soft-ware; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and

cloud support. Approximately 72,000 employees serve companies such as Autoglass and Coca-Cola.

ELOGICVictor, New Yorkelogic.com / 585-506-4600Provides an end-to-end e-com-merce solution for manufacturers. Corporate customers include FMC Technologies, Kennemetal, Lennox and SunDyne.

GE AUTOMATION/MANUFACTURING SOFTWAREFairfield, Connecticutgeautomation.com 800-433-2682Offers a range of data and predictive analytics solutions, including manufacturer-specific analytics soft-ware; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and

forecasting; advanced data visual-ization; on-premise capability and cloud support. Approximately 3,500 employees serve companies in the food and beverage, defense, avionics, energy and oil & gas industries.

IBM ANALYTICSArmonk, New Yorkwww.ibm.com / 877-426-3774 Provides big data and analytics tools, including manufacturer-specific analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capa-bility and cloud support. Customers include Mueller, Coates Hire and Jabil Circuit.

ICONICSFoxborough, Massachusetts iconics.com / 508-216-1333

Offers a suite of products that that include manufacturer-specific ana-lytics software; real-time reporting; business intelligence; advanced analytics and machine learning; pre-dictive analytics; modeling, planning and forecasting; advanced data visu-alization; on-premise capability and cloud support. Customers include ABB Foundry Group, Dynastar, Mondi and Becker Underwood.

MICROSOFT ANALYTICSRedmond, Washingtonmicrosoft.com / 866-425-4709Provides a turnkey big data analytics appliance, with tools that include real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Customers include Aston Martin, HyVee and Tyson Foods/Hillshire Brands.

MITSSeattle, Washington mits.com / 888-700-6487Offers a flexible interactive reporting and analytics software solution that includes manufacturer-specific ana-lytics software; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capability and cloud support. More than 30 employees serve corporate customers including Field Controls and Point Precision.

NEUBRAIN MANUFACTURING ANALYTICSRockville, Marylandneubrain.com / 301-296-4477Offers business analytics, budgeting and performance management sys-tems that include manufacturer-specif-ic analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability and cloud support. Twenty employees serve companies such as J.J. Haines, Sephora and C.F. Martin & Co.

NORTHWEST ANALYTICSPortland, Oregonnwasoft.com / 888-692-7638Offers a manufacturing intelli-gence solution for enterprise-wide, real-time manufacturing visibility from all data sources, with tools including manufacturer-specific analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability

WHEN ASSESSING the ever-changing data analytics vendor landscape, Soumen-dra Mohanty, VP with IT services and con-sulting firm Mindtree, reports that while con-solidations have been occurring, the space is opening up thanks to big data, advanced analytics/machine learning and advanced data visualization. In fact, innovations are taking place so quickly that SAP, Oracle, IBM and Microsoft are struggling to keep up, yet startups are disrupting innovation and targeting business users, rather than enterprise IT. These fledgling firms are find-ing their niche by offering unique products in Analytics on Cloud, on-demand machine learning and visual discovery.

A main challenge that data analytics soft-ware makers face is the ability to forecast demand and adjust supply, according to Christer Johnson, a partner with EY. Given the inherent complexity of manufacturing various products, the question is, how quickly can the manufacturer take real infor-mation from the marketplace and then shape the demand? Essentially, the more closely a manufacturer can tie unique decisions around a product’s attributes to what’s going on in the field, the more it will improve its ability to reduce the amount of time to adjust manufacturing.

While the ability to quickly deliver market/customer-facing solutions is clearly a need, certain capabilities aren’t available yet, such

as API First, says Mindtree’s Mohanty. Al-though a few vendors have started offerings in this space, it needs to mature and become an integral part of their line.

Despite the complexity of this dynamic industry, some basic principles still apply. Experience trumps price when trying to sell software and service in manufacturing an-alytics space, says Johnson. His colleague, Amber Morgan, a senior manager with EY, says data analytics integrates well with ba-sic socio-cultural issues, such as labor skills and education.

Moving forward, in the digital convergence era, the driving force will become DevOps, says Mohanty, and that will require a change in vendors’ mindset. Packages and environ-ment management systems/solutions will be integrated with data analytics’ vendor offer-ings, but before this can happen, there must be experimentation, rapid prototyping, test-ing and a willingness to disregard solutions that don’t meet consumer expectations.

Looking ahead five years, Johnson pre-dicts the vendor landscape will be domi-nated by big European MRP systems, with SAP’s S4 serving as a tidal wave in business processing. We can also expect the sector to shrink, says Morgan, as the trend around the consolidation of smaller niche players will continue and there will be an uptick of new players using better technology.—BETSY PETRICK

SPOTLIGHT ON / DATA ANALYTICS

A look at where the complex and rapidly evolving data analytics field stands—and where it’s headed.



and cloud support. Thirty employees serve customers that include Dow Chemical, KB Alloys and PrintPack.

ORACLE MANUFACTURING ANALYTICSRedwood City, Californiaoracle.com / 800-633-1058Offers a prebuilt analytical solution that includes manufacturer-specific analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capa-bility and cloud support. Customers include Batesville, Donaldson and Minerals Technologies.

ROCKWELL AUTOMATIONMilwaukee, Wisconsinrockwellautomation.com 414-382-2000Offers solutions for smart, safe, sus-tainable manufacturing, including manufacturer-specific analytics software; real-time reporting; busi-ness intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Approximately 22,500 employees serve companies such as Kings Hawaiian and Tyson Foods/Hillshire Brands.

SAP PREDICTIVE ANALYTICSNewtown Square, Pennsylvaniago.sap.com / 800-872-1727Provides predictive analytics solu-tions, including real-time reporting; business intelligence; advanced analytics and machine learning; pre-dictive analytics; modeling, planning and forecasting; advanced data visu-alization; on-premise capability and cloud support. Customers include Velux, WeissBeerger and eBay.

SASCary, North Carolinasas.com / 800-727-0025Offers data mining and advanced analytics solutions, including real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visu-alization; on-premise capability and cloud support. Customers including Dow Chemical, Lenovo and Nestle are supported by 13,672 employees.

SCHNEIDER ELECTRIC SOFTWAREAndover, Massachusetts software.schneider-electric.com 888-869-0059Offers data analytics and operational data management capabilities, in-cluding real-time reporting; business

intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Approximately 16,500 employees serve companies includ-ing BSH Bosch and Intersoll Rand.

SPARTA SYSTEMSHamilton, New Jerseyspartasystems.com 609-807-5100Offers enterprise business intelligence solutions, including manufacturer-specific analytics soft-ware; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visualization; on-premise capability and cloud support. Approximately 200 employees serve companies in the electronics and pharmaceutical industries.

TERADATA ASTER DISCOVERY PLATFORMDayton, Ohioteradata.com / 866-548-8348Offers an integrated solution optimized for multiple analytics on all data, and includes manufac-turer-specific analytics software; real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, planning and forecasting; advanced data visual-ization; on-premise capability and cloud support. Customers include Coca Cola, Ford and PING.

TIBCO SOFTWAREPalo Alto, Californiatibco.com / 866-247-8182Offers integrated data analytics solu-tions, including real-time reporting; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability and cloud support. Approximately 4,300 employees serve corporate customers, including Merck, NXP Semiconductors and Pirelli.

WARWICK ANALYTICSLos Altos, Californiawarwickanalytics.com 408-641-3148Offers predictive analytics solutions, including manufacturer-specific analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability and cloud support. More than 400 employees serve companies in the pharmaceutical and automotive industries.

WIPRO TECHNOLOGIESBangalore, Indiawipro.com / 289-374-2000Offers big data analytics services, including manufacturer-specific analytics software; real-time report-ing; business intelligence; advanced analytics and machine learning; predictive analytics; modeling, plan-ning and forecasting; advanced data visualization; on-premise capability and cloud support. Companies, including Corning and Morrisons, are served by 158,217 employees.

EDUCATION/TRAINING

LINCOLN EDUCATIONAL SERVICES Newark, New Jerseylincolnedu.com / 800-793-3669 Provides hands-on training for career specific technical skills at more than 30 campuses in 15 states. Offers training in CNC Machining and Manufacturing Technology, Automotive and Diesel Technology, Welding, Electrical, HVAC and Health Sciences.

TOOLINGU-SMECleveland, Ohiotoolingu.com / 866-706-8665Tooling U-SME offers training resources that include professional consultative services, online training content, instructor-led training, book and video content and indus-try-backed certifications. Manufac-turing clients include Bose, Phillips and Harley Davidson.

ERPAPTEANAtlanta, Georgiaaptean.com / 855-411-APTEANProvides integrated ERP solutions, including procurement and supplier relationship management; manu-facturing planning; order to cash, e-commerce and inventory; service and support; HR; financial account-ing; integrated, real-time data analyt-ics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation, and warehouse man-agement alignment. Approximately 1,200 employees serve clients that include Ulbrich and Stripco.

EPICOR SOFTWARE Austin, Texasepicor.com / 800-999-1809Provides an end-to-end ERP

software solution, including pro-curement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 4,800 employees serve clients including Pharmedic and El-Cab.

EVO-ERP MANUFACTURING CONTROL SOFTWAREHenderson, Nevadaevoerp.com / 866-516-3282Offers an ERP solution for small to medium sized businesses with fea-tures that include procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; finan-cial accounting; on-premise; ERP, manufacturing, transportation and warehouse management alignment. Clients include Alternative Manu-facturing, Burr King Manufacturing and Universe Machine Group.

EXACT MACOLA 10Dublin, Ohioexactmacola.com / 800-468-0834Provides ERP solutions for small and midsize manufacturing and distribution companies, including procurement and supplier relation-ship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 1,900 employees serve clients including Advanced Polymers, Rite Way Manufacturing, Woodstock Farms Manufacturing and Grace Engineered Products.

IBM ALLIANCE SOLUTIONSArmonk, New Yorkibm.com / 866-426-4252Provides ERP solutions in collabo-ration with alliance partners, with features that include procurement and supplier relationship manage-ment; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufac-turing, transportation and warehouse management alignment. Clients include MITAS, Shell and TPV.

IFSChicago, Illinoisifsworld.com / 888-437-4968Offers agile ERP solutions, including procurement and supplier relation-


VERTICAL SOLUTIONS ERPCincinnati, Ohiovertsol.com / 800-466-0238Provides solutions to leverage ERP investments with features that include manufacturing planning; service and support; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Clients include ABB, Mitsubishi and General Binding.

VISIBILITY ERPAndover, Massachusetts visibility.com / 978-269-6500Provides a fully integrated ERP system, including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufac-turing, transportation and warehouse management alignment. Approxi-mately 100 employees serve clients such as Campbell Wrapper, Fujitec America and GLM Industries.

RISK MANAGEMENT/INSURANCE

ACE GROUPNew York, New Yorkacegroup.com / 212-827-4400Offers a comprehensive suite of property and casualty solutions for U.S. manufacturers, from single locations to multinationals with substantial foreign operations and revenues. Provides innovative insur-ance products and underwriting ex-pertise for light- to moderate-hazard manufacturing companies, backed by global capacity, network, service and claims expertise.

AIGNew York, New Yorkaig.com / 212-458-5000Provides insurance products and services for commercial and institutional customers, includ-ing a property casualty network, mortgage guaranty insurance and an institutional retirement and savings business. Commercial Insurance offers a broad range of products to customers through a diversified, multichannel distribution network.

CHUBBWarren, New Jerseychubb.com / 312-822-5000Offers insurance solutions to business-es and individuals around the world, specializing in property and casualty,

ship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 2,700 employees serve clients including Linamar and Miller-St. Nazianz.

INFORNew York, New Yorkinfor.com / 800-260-2640Provides ERP solutions that include procurement and supplier relation-ship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 12,400 employees serve clients including Caldera and Propper International.

IQMSPaso Robles, Californiaiqms.com / 866-367-3772Provides real-time ERP software with lean and agile functional-ity, including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inven-tory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation, and warehouse management alignment. Approximately 200 employees serve clients, including Donnelly Custom Manufacturing, Network Polymers and Steinwall Scientific.

JOBSCOPEGreenville, South Carolina jobscope.com / 800-443-5794Provides an integrated manufac-turing software solution, including procurement and supplier relation-ship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 250 employees serve clients including Metron, NATCO and Young Electric Sign Co.

MICROSOFT DYNAMICSRedmond, Washingtonmicrosoft.com / 888-477-7989Provides ERP software that inte-grates with MS Office products and includes such features as procure-ment and supplier relationship management; manufacturing

planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Clients include Thorlux Lighting, Victrex and Xiamen Tungsten.

NETSUITE ERPSan Mateo, Californianetsuite.com / 877-638-7848Provides a cloud ERP solution that includes procurement and supplier relationship management; manu-facturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Approximately 2,550 employees serve clients including Headland Machinery and Niner Bikes.

ORACLE ERPRedwood City, California oracle.com / 800-633-0738Provides a variety of cloud-based ERP solutions that include procurement and supplier relationship manage-ment; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufac-turing, transportation and warehouse management alignment. Clients include DG Khan Cement, Dynamics NAV and Technova Imaging Systems.

PROFITKEY INTERNATIONALSalem, New Hampshire profitkey.com / 800-331-2754Offers manufacturing ERP software for small to mid-sized compa-nies, including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; on-premise; ERP, manufacturing, transportation and warehouse management alignment. Clients, including Aerospace Dy-namics International, HotWatt and Taylor Forge Engineered Systems, are served by 24 employees.

QAD MANUFACTURING ERPSanta Barbara, Californiaqad.com / 805-566-6100Provides ERP solutions for manufac-turers, including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; mobile capabilities; ERP, manufacturing,

transportation, and warehouse management alignment. Clients such as Stryker and Nexteer are served by 1,540 employees.

SAGE 100 ERPLawrenceville, Georgiana.sage.com / 866-530-7243Provides comprehensive ERP solutions to small and middle-mar-ket businesses with a wide range of features including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufac-turing, transportation and warehouse management alignment. Approxi-mately 4,000 employees serve clients such as Alloy Polymers, Hoya Vision Care and Sonnax Industries.

SAP ERPNewtown Square, Pennsylvaniasap.com / 877-727-1127Offers ERP software for companies of all sizes with features including procurement and supplier relation-ship management; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; SaaS/cloud; on-premise; mobile capabilities; ERP, manufacturing, transportation and warehouse management alignment. Clients include Dunn-Edwards, Joy Global and Redfoot Shoes.

SHOPTECH E2 SHOP SYSTEMHartford, Connecticutshoptech.com / 800-525-2143Offers shop management software solutions that include procurement and supplier relationship manage-ment; manufacturing planning; order to cash, e-commerce and inventory; service and support; HR; financial accounting; integrated, real-time data analytics; ERP, manufactur-ing, transportation and warehouse management alignment. Clients, including Action Metal and Spec Fab, are served by 159 employees.

SYSPRO ERP MANUFACTURING MANAGEMENT SOFTWARECosta Mesa, Californiasyspro.com / 714-437-1000Provides ERP software solutions and services, including procurement and supplier relationship management; manufacturing planning; order to cash, e-commerce and inventory; financial accounting; integrated, real-time data analytics and SaaS/cloud. Approximately 1,600 ERP partners worldwide serve clients such as Bodypoint, Columbia Manufacturing and Mopani Copper Mines.



THE ENTERPRISE RESOURCE PLANNING (ERP) vendor and consultant landscape is large and fragmented, and startups continue to emerge, especially those focused on cloud, mobile and “busi-ness planning and consolidation” technol-ogies. In addition to ERP software vendors and consulting firms, there are also firms that focus on integrating ERP systems into the overall IT infrastructure, note Forrest-er’s vice president and principal analyst Liz Herbert and researcher Nate Fleming.

Manufacturers account for a signifi-cant portion of that business—70 percent, according to SAP integrators HP and ITC Infotech.The ERP space is also evolving to focus on capabilities such as “customer journey mapping,” which tells the story of the customer’s experience from initial con-tact through the process of engagement and into a long-term relationship, as well as de-sign-thinking sessions and studio approach-es to working, according to Forrester.

Manufacturers can improve process efficiency and variability by adjusting how the ERP works to determine which steps to keep and which to eliminate, notes Brian Dunn, a partner with A.T. Kearney’s strate-gic information technology practice. “This enables manufacturers to take ‘off-the-shelf’ solutions for a given area of their business, then overlay world-class practices, as well as the manufacturer’s own tweaks based on the specifics of that company, to irk out the last mile of efficiency,” Dunn says.

With ERP cloud solutions, manufacturers cannot do as much tweaking and custom-izing of the solution’s source code, but

they still have access to leading practice and fairly robust configuration options, he says. Cloud solutions have also “radically accelerated” implementation timeframes and “pay-as-you-go” economics.

The prime objective of ERP has evolved from “standardizing, simplifying and au-tomating” business processes, towards “integrating, innovating and accelerating” around business performance, Dunn says. “Increasingly, we will see manufacturers really look to ERP vendors to help them both be and stay competitive in today’s increas-ingly disruptive world. Many ERP vendors aren’t frankly geared-up for this new world, and we should expect further consolidation in the market until those types of capabilities are more widely available.”

As cloud ERP solutions gain popularity be-cause of the lower costs and flexible subscrip-tion models, it’s still unclear how cumbersome it might be for manufacturers to switch vendors, as the data is controlled by the vendor, says Arun Rangaraju, senior vice president and head of package solutions at Mindtree. With on-premise solutions, the software and data al-ways stay with the customer even if the version is no longer supported by the vendor. A hybrid of on-premise and cloud ERP is likely to become more popular in the coming years.

“The demands on today’s established ERPs are related to building enterprise-class mobile apps, improving the end-user experience, providing high quality analytics and integrating with cloud products,” Rangaraju says. “This is where opportunities exist for startups to build niche solutions and accelerators.”—KATIE KUEHNER-HEBERT

management liability, accident and health and surety bonds. Clients are in technology, aviation, defense and medical devices and include CEOs of Fortune 500 companies, their families and top art collectors.

CNA Chicago, Illinoiscna.com / 800-262-2000Offers services to help manage claims, understand exposures, ad-dress potential losses and maintain business continuity. Manufacturing expertise focuses on domestic manu-facturers of commercial or industrial products, encompassing 90 percent of industry standard industrial clas-sifications with specialized insurance solutions for metals, industry/ma-

chinery, wood/ furniture, and paper/ printing. More than three-quarters of CNA’s clients are middle-market.

LOCKTONKansas City, Missourilockton.com / 816-960-9000Offers comprehensive insurance and risk management services in areas covering paperboard boxes, steel, boats and agricultural equipment.

THE HARTFORD Hartford, Connecticutthehartford.com / 860-547-5000Services include comprehensive insurance and risk management programs to manufacturers of all sizes, from those with less than $15 million in annual revenue, to larger firms

with more than $1 billion. Companies served sell both durable and non-du-rable goods, including metals, plastics, industrial equipment and more.

PUREpureinsurance.com 888-813-7873Dedicated to creating an exceptional experience for responsible high net worth individuals and families. Product suite includes customizable coverage throughout the U.S. for high-value homes, automobiles, jew-elry, art, personal umbrella liability, watercraft and flood.

ZURICH NORTH AMERICASchaumburg, Illinoiszurichna.com

Cindy Slubowski / VP Head of Manufacturing / 847-706-2585 [email protected] commercial property-casualty insurance services to middle-market clients up to $150 million in areas including food, plastics, metals, electrical/electronic component, ma-chinery and equipment, auto parts, textile and paper.

TALENT/ RECRUITMENT

JMJ PHILLIPRochester Hills, Michiganjmjphillip.com / 877-500-7762Dennis Theodorou / VP / [email protected] Provides services such as consult-ing/advisory, executive search and recruiting to middle-market compa-nies in areas that include agricul-tural and heavy equipment, medical device, tiered and OEM automotive, industrial automation, CPG, plastics and electronics.

KRONOSChelmsford, Massachusettskronos.com / 978-250-9800Kylene Zenk-Batsford Sr. Manager, Manufacturing Practice / 978-947-6755 / [email protected] solutions to help control op-erational expenses through accurate labor cost tracking and analysis, minimize regulatory and union compliance risk with automated la-bor policy application, improve pro-ductivity and efficiency by enabling better decisions with real-time visi-bility to labor, WIP and equipment to manufacturers of all sizes. Clients include Kellogg, National Frozen Foods and Mitsubishi NA.

LUCAS GROUPAtlanta, Georgialucasgroup.com / 800-466-4489Services include executive search, consulting/advisory and recruiting to Fortune 500 manufacturing clients. Specializes in consumer products, en-ergy, aerospace & defense, food and beverage and industrial products.

TRANSPORTATION/LOGISTICS

CARDINAL LOGISTICSConcord, North Carolinacardlog.com / 704-789-2000Provides knowledge-based, inte-

SPOTLIGHT ON / ENTERPRISE RESOURCE PLANNING

Evolving to address ever-changing technological capabilities, the fragmented ERP field can be difficult to navigate.


SPOTLIGHT ON / TRANSPORTATION AND LOGISTICS

Supply chain transparency can be challenging in this highly fragmented marketplace. THE TRANSPORTATION AND LOGISTICS VENDOR LANDSCAPE is highly fragmented due largely to the numerous moving parts it takes to get a manufacturer’s product from concept design through produc-tion and all the way to the end-user’s hands.

Brett Cayot, principal and partner, global logistics and distribution lead at PriceWa-terhouseCoopers LLC in New York City, says the logistics market is evolving due to:

•INCREASING NUMBERS of third-party logis-tics providers with transportation manage-ment software solutions and outsourcing services•ONGOING CONSOLIDATION among vendors to better link their transportation/ logistics offer-ings to their offerings for enterprise resource planning, warehouse management systems and order management systems; and• THE EMERGENCE of new niche players to solve specific distribution problems.

However, a major gap yet to be resolved for manufacturers is the challenge of end-to-end visibility across functions, he adds. “For ex-ample, if a customer has an order that is being delivered late to a cross dock, how does the customer notify outbound transportation plan-ners or alert them so they can take corrective action? We typically still see a separate WMS, TMS, global trade management and fleet/rout-ing system with clients. And while integration can provide some of this visibility with a status message, the main value is having it stream-lined in one system. As distribution applica-tions continue to mature, the demand for a one-stop-shop technology for all needs will likely continue to increase.”

Then there’s the freight-forwarding land-scape. These are the middlemen between transportation providers, who are akin

to freight brokers, but with the ability to warehouse goods when there are delays, such as when they are unloaded off ships and waiting for rail or truck transport. The freight-forwarding market is highly fragmented, with the top 10 forwarders controlling 9 percent and 26 percent of the ocean and air freight markets, respective-ly. Thousands of independent forwarders service the remainder.

“In an increasingly data-driven world, manufacturing clients are demanding logis-tics solutions based on analytics rather than kickbacks,” says Ryan Petersen, founder of Flexport, a San Francisco-based customs brokerage and global freight forwarder built around an automated online dashboard. “There’s an ever-pressing need to reduce in-efficiencies and human error, while providing high integrity service.”

Likewise, the road transportation mar-ket has thousands of providers, spurring vendors to offer value-added services, such as end-to-end supply chain management, to differentiate from their competition, says An-shu Prasad, a lead partner in A.T. Kearney’s Analytics Service Practice in New York City.

Manufacturers can get better service and negotiate better deals with carriers if they run their own operations more efficiently, Prasad says. “By having a load ready for pickup minimizes idle, uncompensated time for the carrier, and often translates to more reliable service and cost for the shipper,” he explains. “Compare that to manufacturers who ask drivers to drop trailers in their yard, but don’t have shipments ready for hours or maybe days after the scheduled pickup time, and it’s easy to understand why carriers provide advantaged capacity and rates to their better shipper partners.”—KATIE KUEHNER-HEBERT

grated logistics solutions, including dedicated contract carriage, freight brokerage and freight forwarder services, end-to-end supply chain and/or management, and inventory logistics. Approximately 1,500 em-ployees serve clients such as TMW Systems and CHEP USA.

CEVA LOGISTICSInwood, New Yorkcevalogistics.com / 516-620-6000Provides non-asset-based supply chain management solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribution optimization services, freight brokerage and freight forwarder services, transportation management, end-to-end supply chain and/or management, fulfill-ment services, inventory logistics, transportation and logistics consult-ing services, and customs brokerage. Serves clients in the industrial, automotive and energy industries.

C.H. ROBINSON WORLDWIDEEden Prairie, Minnesotachrobinson.com / 800-323-7587 Provides multimodal transportation services and logistics solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribution optimization services, freight brokerage and freight forward-er services, transportation manage-ment, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting services and customs brokerage. Clients such as Energizer Holdings and Metalfrio are served by 11,676 employees.

COYOTE LOGISTICSChicago, Illinoiscoyote.com / 877-6-COYOTEProvides truckload, less-than-truck-load, and intermodal brokerage ser-vices and transportation management services, including intermodal fleet, dedicated contract carriage, freight brokerage and freight forwarder services, transportation management, end-to-end supply chain and/or management and transportation and logistics consulting services. Clients such as Heineken and Neuro are served by 1,994 employees.

DB SCHENKER USAFreeport, New Yorkdbschenkerusa.com 800-225-5229Offers integrated multi-modal transportation and logistics services, including dedicated contract car-riage, warehousing and distribu-tion optimization services, freight brokerage and freight forwarder services, transportation manage-ment, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation

and logistics consulting services and customs brokerage. Approximately 235,000 employees serve clients such as Aptean and Honeywell.

EXPEDITORS INTERNATIONALSeattle, Washingtonexpeditors.com / 817-305-4000 Offers customized logistics solutions, including warehousing and distribu-tion optimization services, freight bro-kerage and freight forwarder services, transportation management, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting

services and customs brokerage. More than 14,600 employees serve clients such as Walmart and GE, as well as others in the aviation/aerospace and oil & gas industries.

FEDEX SUPPLY CHAIN SOLUTIONSMemphis, Tennesseefedex.com / 800-463-3339Provides optimized transportation management and integrated logis-tics solutions, including intermodal fleet, freight brokerage and freight forwarder services, transportation management, end-to-end supply

chain and/or management, fulfill-ment services, inventory logistics and customs brokerage. Clients in biotech, medical device technology and high-tech industries are served by 120 employees.

ICAT LOGISTICSElkridge, Marylandicatlogistics.com / 800-572-1324 Offers customized logistics solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribution opti-mization services, freight brokerage and freight forwarder services,



AG STRATEGY GROUPagstrategygroup.com / [email protected] strategy development, plan-ning, execution and human capital development, among other things.

A.T. KEARNEY atkearney.com / 312-648-0111Strategic IT department provides industrial automation and IoT consulting services. Also offers man-ufacturing data analytics and ERP consulting services.

ACCENTURE accenture.com / 877-889-9009 Digital Plant Solutions department ([email protected]) offers manu-facturing automation and IoT consulting services. Also offers consulting services on data analytics, ERP integration sys-tems and transportation and logistics.

BAIN & COMPANY www.bain.com / 617-572-2000Expertise in advanced analytics, transportation, industrial goods and services, and more.

CAPGEMINI capgemini.com / 212-314-8000Offers consulting services on auto-mation, IoT and ERP.

CHAINALYTICSchainalytics.com / 770-574-4291 Provides a range of transportation and logistics consulting services.

CSCcsc.com / 703-876-1000 Provides a wide range of cybersecuri-ty services. Clients include Selex and MWH Global.

BAIN & COMPANYbain.com / 312-541-9500 Provides a range of transportation and logistics consulting services to manufacturers.

DELOITTE CONSULTING deloitte.com / 404-220-1500 Offers consulting services on auto-mation & IoT (Dan Haynes, Section Leader, Manufacturing, 404-631-2155, [email protected]), cybersecurity, data analytics, ERP (John Ciaramella, Global AMS Leader, 404-631-2960, [email protected]) and trans-portation and logistics.

EY ey.com / 415-894-8000 Provides automation and IoT con-sulting services (Chris Mazzei, Global

Chief Analytics Officer, Center of Excellence Leader, 212-773-3671).

IBM ibm.com / 877-426-3774 Provides automation and IoT consult-ing services, including connectivity and application integration.

KLC CONSULTINGklcconsulting.net / 617-314-9721Provides cybersecurity services. Clients include Siemens and HP.

KPMG kpmg.com / 201-307-7000Offers consulting services on automa-tion & IoT (Jeffrey Dobbs, Global Sec-tor Chairman, Industrial Manufactur-ing, 313-230-3460, [email protected]), cybersecurity (Ed Goings, Principal, 312-665-2551, [email protected]), ERP, data analytics (Bradley A. Fisher, National Leader, Data & Analytics, 212-909-5498, [email protected]) and transportation and logistics.

MAVERICK TECHNOLOGIESmavtechglobal.com / 888-917-9109Provides cybersecurity consulting services, including a specialty in industrial security for manufacturers and power plant operators.

MCKINSEY & COMPANY mckinsey.com / 212-466-7000Provides consulting services on auto-mation and IoT, ERP and transporta-tion and logistics.

MINDTREEmindtree.com / 908-604-8080Offers digital transformation and technology comsulting services.

OPTIV SECURITY optiv.com / 800-565-5091 Offers cybersecurity services, includ-ing on-demand security staffing and system set-up. Clients include U.S. Cellular, Home Depot, Accor.

PWCpwc.com / 203-539-3000Provides consulting services for automation and IoT (Robert Bono, U.S. Industrial Manufacturing Leader, 704-350-7993), cybersecurity, ERP (Paul Horowitz, Principal, 646-471-2401) and transportation and logistics (Julian Smith, Global Transportation & Logistics Leader, +62 21 5289 0966).

TATA CONSULTANCY SVCS.tcs.com / 732-590-2600Offers a range of enterprise resource planning consulting services.

transportation management, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting services and customs brokerage.

JB HUNT TRANSPORT SERVICESLowell, Arkansasjbhunt.com / 877-288-8341Provides transportation and logis-tics services, including intermodal fleet, dedicated contract carriage, warehousing and distribution opti-mization services, freight brokerage and freight forwarder services, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting services and customs brokerage. Clients such as PPG Industries and Weyerhaeuser are served by 20,158 employees.

MENLO WORLDWIDESan Mateo, Californiamenlologistics.com 248-648-6100Provides supply chain management and third-party logistics services, including intermodal fleet, dedicat-ed contract carriage, warehousing and distribution optimization ser-vices, freight brokerage and freight forwarder services, transportation management, end-to-end supply chain and/or management, fulfill-ment services, inventory logistics, transportation and logistics consult-ing services and customs brokerage. Approximately 8,500 employees serve clients such as JF Hillebrand and Sears.

PENSKE LOGISTICSReading, Pennsylvaniapenske.com / 888-234-4201Delivers innovative transportation and logistics solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribu-tion optimization services, freight brokerage and freight forwarder services, transportation manage-ment, end-to-end supply chain and/or management, fulfillment services, inventory logistics, trans-portation and logistics consulting services, and customs brokerage. Approximately 13,000 employees serve clients such as Ford, Whirl-pool and GM.

RUSH TRUCKINGWayne, Michiganrushtrucking.com / 800-526-7874Provides trucking and freight trans-portation services, including dedi-cated contract carriage, warehous-ing and distribution optimization services and freight brokerage and freight forwarder services. Approx-imately 450 employees serve clients such as Ford and Toyota.

RYDER INDUSTRIAL MANUFACTURING SUPPLY CHAINMiami, Floridawww.ryder.com / 888-793-3702Provides commercial transporta-tion, logistics, and supply chain management solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribu-tion optimization services, freight brokerage and freight forwarder services, transportation manage-ment, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting services and customs brokerage. More than 31,000 employees serve clients such as Cisco and Bendix.

SCHNEIDER NATIONALTransportation ManagementGreenbay, Wisconsinschneider.com / 888-491-1653Provides truckload, logistics and intermodal services, including intermodal fleet, dedicated contract carriage, warehousing and distribu-tion optimization services, freight brokerage and freight forwarder services, transportation management, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transportation and logistics consulting services and customs brokerage. Clients such as NorFalco and Nissan are served by 18,185 employees.

SWIFT TRANSPORTATIONPhoenix, Arizonaswifttrans.com / 800-800-2200Offers customized transportation solutions, including intermodal fleet, dedicated contract carriage, warehousing and distribution opti-mization services, freight brokerage and freight forwarder services, trans-portation management, end-to-end supply chain and/or management, inventory logistics, transportation and logistics consulting services and customs brokerage. Clients such as Walmart and Quaker Oats are served by approximately 17,700 employees.

UPS SUPPLY CHAIN SOLUTIONSAtlanta, Georgiaups.com / 800-742-5877 Offers a single source to manage global transportation and freight, with services including intermodal fleet, dedicated contract carriage, ware-housing and distribution optimization services, freight brokerage and freight forwarder services, transportation management, end-to-end supply chain and/or management, fulfillment services, inventory logistics, transpor-tation and logistics consulting services, and customs brokerage. Approximate-ly 435,000 employees serve clients such as Baxter and Sprint.

MANUFACTURING CONSULTING SERVICE PROVIDERS


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Documents

CEO's Guide to Smart Manufacturing 2015