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Sales growth in manufacturing companies: where to look for it and how to prepare for market changes.

Manufacturing companies are facing many challenges today, such as rising production costs, inflation, and changes in energy prices. Fortunately, there are also huge opportunities for growth, thanks to digital transformation.

In this article, we will answer the following questions:

  • What are the applications of artificial intelligence in production?
  • Where can manufacturing companies look for growth?
  • How to prepare an organization for market changes?
  • How to choose the right direction for digital transformation?
  • What role does data analysis play in the manufacturing sector?

Artificial intelligence in the manufacturing industry – a slogan or a game changer?

In recent years, there has been a significant increase in interest and investment in artificial intelligence in the manufacturing industry. Leading manufacturers from various sectors of industry are using AI to improve efficiency and quality and to increase the innovativeness of their production processes.

One of the key trends is the automation of production using robots and AI systems, which allows for increased productivity, shorter production times, and minimized errors. In addition, data analytics and machine learning are used to predict machine failures, optimize the supply chain, and adapt production to changing market conditions.

AI is also used in product quality control, identifying defects, and preventing production errors. As AI technology becomes more affordable and advanced, it is expected that its role in the manufacturing industry will continue to grow, bringing innovation and improvements to production processes.

How to use artificial intelligence to increase sales productivity?

Customer segmentation: AI can help to accurately segment customers based on their behavior, preferences, and purchase history. This allows salespeople to tailor their approach to each customer group, offering personalized solutions.

Automating routine tasks: AI can take over administrative tasks, such as document handling or order processing, leaving salespeople more time to build relationships with customers.

Product recommendations: AI systems can analyze customer preferences and suggest products or services that best meet their needs. This helps salespeople to provide effective advice and increase sales.

Demand forecasting: AI can analyze market data and predict trends in demand. This allows salespeople to tailor their offer to current market needs.

Customer service automation: AI-powered chatbots can handle customer inquiries 24/7, which increases customer availability and satisfaction and reduces the overall cost of maintaining a customer service department.

Data analysis: AI can analyze large amounts of data and provide valuable insights into customer behavior and sales results. This allows sales directors and management to make more informed business decisions.

Competitive monitoring: AI can track the actions of competitors and provide salespeople with information about the strategies of competing companies.

Artificial intelligence is a huge value for modern manufacturing companies

How to choose the direction of digital transformation and how to calculate the profitability of this investment?

Before making a decision about digital transformation, a company must carefully analyze its goals and needs. Key questions to ask include:

  • What are our business goals? Do we want to increase production efficiency, improve product quality, or expand our product portfolio?
  • What digital technologies will be most suitable for achieving these goals?
  • What will be the cost of implementing these technologies? This should include not only the purchase of software or hardware, but also the cost of training employees, changing business processes, and maintaining technologies.
  • What benefits can we achieve through digital transformation, and how much should we invest to get the maximum return on investment (ROI)?

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How to effectively communicate the value of products and pricing strategies in the face of rising production costs?

In the face of rising production costs, effective value communication of products and pricing strategies are becoming key elements of the business strategy. Manufacturing companies must not only focus on maintaining profitability, but also convince customers to accept potential price increases. Effective value communication involves presenting customers with the benefits of buying a product, such as higher quality, efficiency, or innovation. At the same time, pricing strategies should take into account price competitiveness in the market and customer price elasticity. In this context, companies must be flexible and ready to adapt pricing strategies in order to remain competitive and maintain profitability.

How do representatives of leading manufacturing companies address the industry’s most serious challenges?

Challenges that spend the sleep of the minds of managers of organizations in the manufacturing sector include broken supply chains, limited product availability, and supplier relationship management, among others.

Faced with limited product availability, manufacturing companies face the challenge of maintaining supply continuity and customer satisfaction. To address this problem, companies are increasingly investing in supply chain management and creating more diversified sources of supply. 

Companies are focusing on optimizing the entire production process, from the sourcing of raw materials and components to the delivery of the finished product to the customer. This includes monitoring, planning and coordinating activities throughout the supply chain to minimize delays, reduce costs and increase efficiency. Advanced technologies such as tracking and data analysis systems are increasingly being used.

Effective supply chain risk management is very important. Companies are realizing that supply chains are exposed to a variety of unpredictable factors, such as 

  • geopolitical issues
  • natural disasters, 
  • transportation disruptions or
  • regulatory changes.

Companies are therefore developing strategies such as diversifying suppliers, creating flexible supply plans, gathering data and analyzing trends, and considering alternative sources of supply.

Managing contractors and communicating efficiently with them are also important issues. Maintaining lasting and beneficial relationships with suppliers, customers, and other business partners is critical to operational success. 

Companies are therefore investing in advanced CRM tools to help monitor and improve relationships with trading partners. Effective communication with contractors and cooperation based on trust translate into increased customer loyalty and better negotiating conditions, among other things.

In today’s manufacturing industry, calculations of maximum profit per product and production planning are becoming key elements of strategy. Using advanced data analysis and optimization tools, companies can determine exactly what products are most profitable and how to organize the production process to maximize profits. This approach makes it possible to effectively manage resources and adapt production to changing market conditions, which contributes to a company’s competitiveness and profitability.

Product portfolio analysis is also a significant trend in the manufacturing industry. With advanced tools and market data, it is possible to determine which types of products are most profitable and in line with current trends. This will facilitate efficient use of resources, minimize risks and increase competitiveness.

Manufacturing companies are increasingly relying on advanced analytical tools to process vast amounts of data related to production and its quality, deliveries and other areas of the business.

Through data analytics, companies can

  • optimize production processes, 
  • forecast demand for products and services, 
  • respond efficiently to market changes, and 
  • make better decisions based on data.

Data analysis in the manufacturing industry

Every day, companies collect huge amounts of production and sales data. Data analysis not only opens up opportunities for companies to cope with challenges but also offers a chance to increase competitiveness. This is because companies can accurately monitor and optimize production processes, thereby increasing efficiency and reducing costs. In addition, data analysis allows for the identification of market trends and customer needs, making it possible to adapt offerings to changing conditions and customer preferences.

In addition, data analytics enables manufacturing companies to predict and prevent machine failures, which is crucial in minimizing production downtime and improving equipment availability. Companies can also optimize the supply chain by

  • better forecasting of demand,
  • managing inventory levels, as well as
  • reducing delivery delays.

It’s worth noting that data analytics allows better data-driven business decisions to be made faster – especially in a dynamic business environment where time is a key factor for success.

Despite the challenging market situation, companies in the manufacturing sector have opportunities for growth

Where to look for growth and how to activate sales in the manufacturing industry?

One of the key directions that can provide manufacturing companies with growth is product innovation. Launching new, more technologically advanced products can attract new customers and increase market share. However, it is important for an organization to be ready for such changes. This means not only investing in research and development, but also developing an organizational culture that fosters innovation.

Another area worthy of attention in terms of growth is production processes. Manufacturing efficiency can be increased through automation and the use of advanced technologies, such as the Internet of Things (IoT) and artificial intelligence (AI). Manufacturing companies should be ready to invest in new technologies and train employees in the area of digital transformation.

Significant pro-growth factors also include expansion into new markets, value-added services—such as the option to service manufactured equipment or machinery, or expanding offerings to increase competitiveness.

How do representatives of leading manufacturing companies address challenges such as rising production costs, a high inflation rate, or a drastic increase in energy prices?

Rising production costs, inflation and fluctuating energy prices are three important challenges facing the manufacturing industry. Their representatives are taking many measures to deal with these problems. Here are some of them.

Process optimization: companies are trying to minimize waste and improve production efficiency. This can include optimized inventory management, better production planning and reducing process losses.

Diversifying supply: to minimize the risk of inflation and fluctuating energy prices, companies may seek alternative suppliers of raw materials and energy, and invest in renewable energy.

Research and development: investments in research and development can lead to the development of more efficient production processes and more cost-effective technologies.

Outsourcing of processes and production: manufacturing companies are increasingly using outsourcing, which allows them to focus on innovation and product development while reducing the risks associated with managing complex production processes.

Technology is helping manufacturing companies address a range of challenges


Manufacturing companies must be ready for change and innovation to stay relevant. Seeking growth, digital transformation, and dealing with economic challenges are key elements in the strategy of organizations in this sector. By choosing the right direction, making wise investment decisions and adapting to changing market conditions, companies can succeed in a dynamic and competitive business environment.

If, after reading this article, you feel unsatisfied or want to explore the issues discussed in it in more depth – schedule a free interview with our expert!