TY - GEN
T1 - A conceptual framework for stage configuration
AU - Christensen, Bjørn
AU - Brunoe, Thomas D.
AU - Nielsen, Kjeld
PY - 2018/1/1
Y1 - 2018/1/1
N2 - Increased competition for creating best business cases in the ETO and capital goods industry forces companies to provide increased variety of product configurations to match diverse operating conditions, while simultaneously reducing the cost of supply. The ETO and capital goods industry is further characterized by rapid new technology introductions, constantly setting new standards in product performance and by an external environment with frequently shifting local regulations. To remain competitive in this volatile and unpredictable situation, this paper suggests a conceptual framework enabling companies to align new product development with sales order processes in a step-wise approach using product configuration. This alignment supports a five-stage approach in committing order specifications, thereby postponing configuration decisions according to the maturity of the sales order. Moreover, the stage-wise postponement enables the management of product specifications on different aggregation levels. The committed level of specifications, targets the relevant decision-making processes in product configuration without needless over-specification of the product. The stages are (1) qualifying a sales opportunity, (2) recommending an optimal solution, (3) signing the sales offer and performing supply chain planning, (4) releasing the order for production and completing customer specific design, (5) executing production, transportation and service operations.
AB - Increased competition for creating best business cases in the ETO and capital goods industry forces companies to provide increased variety of product configurations to match diverse operating conditions, while simultaneously reducing the cost of supply. The ETO and capital goods industry is further characterized by rapid new technology introductions, constantly setting new standards in product performance and by an external environment with frequently shifting local regulations. To remain competitive in this volatile and unpredictable situation, this paper suggests a conceptual framework enabling companies to align new product development with sales order processes in a step-wise approach using product configuration. This alignment supports a five-stage approach in committing order specifications, thereby postponing configuration decisions according to the maturity of the sales order. Moreover, the stage-wise postponement enables the management of product specifications on different aggregation levels. The committed level of specifications, targets the relevant decision-making processes in product configuration without needless over-specification of the product. The stages are (1) qualifying a sales opportunity, (2) recommending an optimal solution, (3) signing the sales offer and performing supply chain planning, (4) releasing the order for production and completing customer specific design, (5) executing production, transportation and service operations.
KW - Capital goods
KW - Conceptual framework
KW - ETO
KW - Staged configuration
UR - http://www.scopus.com/inward/record.url?scp=85053273415&partnerID=8YFLogxK
U2 - 10.1007/978-3-319-99704-9_13
DO - 10.1007/978-3-319-99704-9_13
M3 - Article in proceeding
AN - SCOPUS:85053273415
SN - 9783319997032
T3 - I F I P Advances in Information and Communication Technology
SP - 101
EP - 109
BT - APMS 2018
A2 - Moon, Ilkyeong
A2 - Park, Jinwoo
A2 - Lee, Gyu M.
A2 - Kiritsis, Dimitris
A2 - von Cieminski, Gregor
PB - Springer Publishing Company
T2 - IFIP WG 5.7 International Conference on Advances in Production Management Systems, APMS 2018
Y2 - 26 August 2018 through 30 August 2018
ER -