Professional Documents
Culture Documents
Breaking Automation Mindset
Breaking Automation Mindset
Breaking Automation Mindset
Page 1 of 2
PINTO'S PROSE
http://www.automationworld.com/cds_print.html?rec_id=1261
4/28/2005
Page 2 of 2
Perhaps the biggest growth constraints in industrial automation are the sales channels. This is indeed a specialized, fragmented market with a tremendously broad range of applications and environments, overlapping and diverse products, and industries. The sales channels are correspondingly confusinga mix of direct sales, systems integrators, distributors, representatives, catalogs and, more recently, Internet storefronts. Traditionally, automation companies pick one primary channel and stick with it. But, especially during a decline, the urge develops to gain growth through switching sales channels, or utilizing more, and even all, channels. This results in cross-channel conflicts that are difficult to manage. The resulting confusion causes further slippage of revenue with budgetary impact. During difficult economic periods, the confluence of all the problems outlined results in healthy weeding out of poorly managed companies; short-term thinking shows up in poor results. Companies that can adapt their mindset to suit the changing business environment will continue to generate growth and success.
Jim Pinto is an industry analyst and commentator, writer, technology futurist and angel investor. You can e-mail him at: jim@jimpinto.com. Or review his prognostications and predictions on his Web site: www.jimpinto.com
Privacy Policy
articles
http://www.automationworld.com/cds_print.html?rec_id=1261
4/28/2005