The ETO challenge
In engineer-to-order (ETO) businesses, such as material handling, process equipment, cranes, HVAC systems and special machines, every order is a little different. Yet most of each design is similar to previous ones. Engineers spend much of their time re-creating familiar designs with small changes, while lead times and quoting speed suffer.
The key insight: 80/20
Typically around 80% of an ETO product can be configured from rules, and about 20% truly needs custom engineering. Automate the 80% so engineers can focus on the 20% that differentiates you.
Five steps to configuration automation
1. Modularise the product
Break the product into modules with clear interfaces: frames, drives, options, accessories. This is the most important step and is as much engineering as software.
2. Define parameters and rules
For each module, define the input parameters, the calculations and the selection rules.
3. Build master models
Create robust, parametric master models and drawing templates for each module.
4. Develop the configurator
Build the rules engine and CAD automation that assembles modules into a complete design with drawings, BOM and exports.
5. Integrate with sales and ERP
Connect to CRM for quotes and to ERP for items, BOMs and routings.
What an ETO configurator produces
| Stage | Output |
|---|---|
| Quotation | General arrangement drawing, 3D preview, price, technical data sheet |
| Order | Full 3D assembly, detail drawings, manufacturing BOM |
| Production | DXFs, cut lists, CNC data, assembly instructions |
| Documentation | Manuals, spare parts lists, as-built records |
Handling the custom 20%
The configurator should leave room for engineers: generate the standard design, then allow manual changes on top, with changes tracked. Special requirements that repeat can later become new configurator options.
Every custom request that appears three times is a candidate for a new configurator option.
Results ETO companies achieve
- Quotes with drawings in hours instead of weeks.
- Order engineering time cut dramatically on standard content.
- Fewer errors between sales promise and delivered product.
- More orders handled without adding engineering staff.
Automate your ETO process
ENGIMANDI builds ETO configurators with Inventor, SolidWorks and Creo, integrated with CRM and ERP. See also CAD for product configurators.