Abstract
Although manufacturing operations management (MOM) could play an important role in the Fourth Industrial Revolution by making manufacturers more competitive, MOM projects are complex and expensive, and their implementation challenging. The aim of this qualitative research was to establish the engagement requisites to ensure beneficial application of MOM technology. Participants in the study included MOM suppliers and clients with 178-year collective experience. From a thematic analysis, it became evident that a sales approach of selling business benefits, as opposed to technology features, is more suitable for fully exploiting the opportunities and benefits of MOM technology. The communication gap between suppliers and clients also emerged as a probable reason for the failure to embrace MOM technology. One way to address this gap is to focus consciously on enhancing empathy between the role-players. A multi-level engagement structure set up on the client’s side could enhance the communication between suppliers and clients, and assist with the consensus buying phenomenon that is manifesting in the contemporary complex sales environment. It became apparent that a framework to engage in the analysis of MOM system opportunities will provide a holistic, integrated, and systemic solution to realising the maximum benefits of MOM technology.
Highlights
The World Economic Forum (WEF) [1] argues that the Fourth Industrial Revolution (4IR) is a digital revolution and a fusion of technologies that are blurring the lines between the physical, digital, and biological.According to Lobo [2] (Chief Executive Officer (CEO) of Smart Manufacturing), the 4IR revolves around cyber-physical-systems in the merger of virtual and real worlds, and products, materials, and equipment will have embedded electronics that enable them to communicate with each other
Against the backdrop of the unfolding 4IR, Industry 4.0, and the role that manufacturing operations management (MOM) technology will play, this study focused on the benefits of MOM technology on the South African manufacturing sector by taking a holistic, integrated, and systemic view in order to realise the maximum benefits of MOM technology and address its manufacturing challenges
Challenger sales approach Solve real business problems by understanding the client’s underlying problems and challenges A process that can demand a substantial amount of time from both customers and solution providers is required to craft solutions Solution selling is about asking customers to change their behaviour and to start acting in a new way MOM engagement approach The need for the MOM supplier representatives to understand the needs of the client by understanding their business environment and processes An engagement process that demands significant time can exceed 12 months
Summary
The World Economic Forum (WEF) [1] argues that the Fourth Industrial Revolution (4IR) is a digital revolution and a fusion of technologies that are blurring the lines between the physical, digital, and biological. According to Lobo [2] (Chief Executive Officer (CEO) of Smart Manufacturing), the 4IR revolves around cyber-physical-systems in the merger of virtual and real worlds, and products, materials, and equipment will have embedded electronics that enable them to communicate with each other. Manufacturing execution systems (MES) provide a solid foundation for Industry 4.0, they will have to be migrated together with the development of Industry 4.0. Industry 4.0 embraces mobile connectivity, Artificial Intelligence (AI), big data, Internet of Things (IoT), robotics, 3D printing, wearable technology, and genetic engineering
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