Sandeep Maity is a seasoned business leader with over 3 decades in B2B sales, strategy, and P&L management. He has worked with global Indian/MNCs like TATA Group's NELCO, L&T, ABB, ANSALDO, DANFOSS, VACON, LAPP and LINAK. Holding degrees in Electronics and Power Engineering and International Business, Sandeep is the Managing Director of LINAK in India. He also serves as guest faculty at various Indian Management Institutions like IIM-Kozhikode, Christ University and MSR. His expertise spans diverse markets, including India, Europe, China, and the Asia-Pacific region.
The industrial sector is experiencing a notable transformation, moving away from conventional mechanical, pneumatic, or hydraulic actuator systems towards electric alternatives. This shift is motivated by the recognized limitations of pneumatic and hydraulic systems, marked by substantial space requirements, high maintenance needs, and extensive training demands. Electric actuator systems, with advancements in capacity to handle higher loads and compact footprint with intelligence, robustness and connectivity with loads upto 15 Tonnes, represent a strategic response to these challenges.
Moreover, the trend has profound implications for the interaction of actuator systems with industrial automation communication systems, as electric actuators seamlessly integrate across automation levels. This integration addresses longstanding challenges related to space efficiency and maintenance, fostering streamlined and cost-effective operations. The increased capacity of electric systems equips industries to undertake more complex tasks, contributing to heightened productivity and performance.
Enhanced interconnectivity at different automation levels establishes a more integrated and responsive operational framework, aligning with the escalating demand for automation in industrial settings. The shift towards electric actuator systems signifies a strategic and transformative response to the limitations of traditional systems, ushering in improvements in efficiency, increased capacity, and enhanced interconnectivity, ultimately positioning industries for greater competitiveness and sustainability in the evolving landscape of industrial automation. To foster sustainable growth within B2B markets, industrial machinery manufacturers should go beyond explicit customer feedback, considering implicit and hidden needs such as environmental concerns (carbon footprint, recyclability, energy efficiency). Addressing these latent needs is crucial for future-oriented growth.
Adapting to evolving customer requirements, especially with the influence of tech-savvy generations like Gen Z, is vital. Understanding the needs of customers' customers and embracing a collaborative approach from the proof-of-concept stage are imperative, aligning with global initiatives post-COP26.
While implementing innovative strategies, foundational elements like consistent quality, reliability, user-friendliness, and exceptional customer service must not be overlooked, forming the bedrock for effective and sustainable growth strategies in the industrial machinery sector.
Indian start-up innovations are reshaping the industrial machinery sector, offering transformative solutions like greenhouse gas monitoring, 3D printing, Nanotechnology and swappable batteries for electric vehicles. This tech-driven dynamism emphasizes efficiency, sustainability, and operational excellence. Manufacturers gain opportunities for enhanced processes, reduced environmental impact, and compliance with regulatory standards. Collaboration between start-ups and established industries becomes crucial, fostering a symbiotic relationship.
Skilled manpower, facilitated by institutions, is pivotal for navigating this evolving landscape. Bridging gaps among established industries, start-ups, and institutions is essential for effective technology integration. The collaborative approach aligns seamlessly with the evolving technological landscape, positioning manufacturers for success in a rapidly changing industrial machinery sector.
Effectively addressing unique challenges is crucial in the domain of industrial machinery, technology, and innovation.
Two prominent challenges include the imperative for swift market entry and the efficient scaling of innovations, highlighting the critical need for agility.
• Assessing speed to market involves navigating various product development stages denoted as M1 to M6 or N1 to N6, while time to scale gauges how effectively a business can grow sustainably for long-term viability. Balancing the intricacies of product development with the necessity for rapid market entry is a central challenge, cautioning against overemphasis on complexity at the expense of speed.
• Acquiring and retaining skilled personnel, crucial for driving and sustaining innovative technologies, presents another substantial challenge. Proficient management requires strategic leadership, prioritizing customer feedback in early innovation stages, adopting a balanced approach to product intricacies, and focusing on efficient scaling for cost recovery. Moreover, skilled manpower acquisition demands robust recruitment strategies, professional development opportunities, and an innovation-friendly workplace environment.
In essence, successful management in this domain relies on leadership capable of navigating intricate market dynamics and nurturing a proficient workforce, ensuring on-going innovation and competitiveness. To skilfully adjust to and adhere to the evolving regulatory landscape in the industrial machinery sector, manufacturers can gain advantages through a cooperative approach involving start-ups, industry associations, and well-established enterprises. Collaborating with associations like the MSME Association keeps manufacturers abreast of regulatory shifts and industry best practices, while teaming up with inventive start-ups provides new perspectives on compliance hurdles. Validations from diverse forums can confirm alignment with industry standards. Efforts encouraging the exchange of knowledge among stakeholders foster a collective understanding of regulatory requirements. Additionally, training programs focus on honing technical and interpersonal skills vital for successful collaboration in a rapidly evolving industry.
Engaging with educational institutions allows for tailoring curricula to industry demands, emphasizing adaptability and teamwork as crucial elements in preparing individuals for the specific requirements of the professional landscape.
Acknowledging the impact of the younger generation, manufacturers can include them in decision-making processes, capitalizing on their technological expertise. On-going vigilance of regulatory shifts and the implementation of flexible processes for swift adaptation guarantee that manufacturers stay agile in response to changing regulatory and technological environments. These adaptable approach positions industrial machinery manufacturers to navigate regulatory complexities, embrace technological advancements, and cultivate a skilled, collaborative workforce, ensuring effective compliance and competitiveness in a rapidly evolving landscape.
