Lenze’s Marc Vissers shares why adaptability, collaboration, and smart technology are the keys to thriving in today’s volatile manufacturing landscape.
A market in flux
The machine-building and engineering manufacturing sectors are facing a perfect storm of challenges. Global economic uncertainty, supply chain disruptions, and a shrinking engineering workforce in Europe are forcing companies to rethink how they operate. For many, the question is no longer if they should change, but how fast they can adapt.
To explore these issues, we spoke with Marc Vissers, Marketing and Communication Manager at Lenze EMEA West, a company with nearly 80 years of experience in automation and motion control. Marc works closely with customers across Europe and the UK, giving him a front-row seat to the industry’s transformation.
What’s driving change?
“Industries need to do more with less and accelerate the pace,” Marc begins. It’s a simple statement, but it captures the essence of today’s reality. The push for automation and digitalization isn’t slowing down—it’s accelerating. Why? Because the convergence of operational technology (OT) and information technology (IT) is unlocking new possibilities.
By combining real-time machine data with advanced analytics, manufacturers can optimize production efficiency, improve quality control, and even manage energy consumption more effectively. This integration also paves the way for AI-driven insights and predictive maintenance, reducing downtime and boosting productivity.
However, Marc warns that this convergence brings new challenges: “The closer OT and IT get, the bigger the challenge for data and machine security.” Companies must balance innovation with robust cybersecurity measures to protect sensitive production data.
The foundation for success, Marc explains, lies in modular and standardized automation platforms. These systems reduce time-to-market, lower costs, and help companies retain critical knowledge in a rapidly changing workforce environment. In short, they’re the building blocks for sustainable productivity and profitability and stay competitive in a world wide market.
“Industries need to do more with less.”
— Marc Vissers, Marketing & Communication Manager Lenze EMEA West
Big players vs. SMEs: Different speeds, same Goal
Large OEMs have already embraced advanced production strategies such as Engineer-to-Order (ETO) and Configure-to-Order (CTO). These models allow for flexibility and customization, but they require significant investment and organizational change.
What do these terms mean?
– Engineer-to-Order (ETO): Products are designed and engineered from scratch to meet unique customer requirements. This model offers maximum customization but involves longer lead times and heavy engineering involvement. It’s ideal for complex, specialized machinery.
– Configure-to-Order (CTO): Products are assembled from a set of predefined components or modules based on customer selections. This approach balances customization with efficiency, enabling faster delivery without full-scale engineering design.
For engineers, understanding these models is critical because they influence design processes, production planning, and customer engagement strategies. Choosing the right model can significantly impact a company’s ability to respond to market demands.
While large OEMs have the resources to adopt these strategies quickly, SMEs face a tougher challenge. “They’re crucial for local economies and innovation,” Marc notes. “But they need to scale up—and fast.”
SMEs make up about 70% of the machine-building sector and contribute up to 35% of net turnover in some European markets. They are also key drivers of innovation, often leading in new product development and technological breakthroughs.
The problem? Many SMEs lack the financial and organizational capacity to make big strategic moves quickly. That’s why chain cooperation—collaboration across the supply chain—is essential. “No one can do this alone,” Marc emphasizes.
The future: Four trends to watch
Looking ahead, Marc identifies four major trends that will shape the industry:
1. Automation and AI integration
Automation is no longer optional—it’s a necessity. AI-driven solutions enable real-time data analysis, predictive maintenance, and optimized production processes. Lenze’s FAST automation software and Digital Twin technology are prime examples. These tools allow engineers to simulate and test systems virtually, reducing development time and bridging the gap caused by engineering talent shortages.
2. Sustainability as a business imperative
Sustainability is no longer just a buzzword; it’s a competitive advantage. Manufacturers are under pressure to reduce carbon footprints, minimize waste, and optimize energy consumption. Lenze has invested heavily in energy-efficient drive and motor technologies, helping machine builders lower operating costs while meeting environmental goals.
3. Industry 4.0 and Digital Twins
The rise of Industry 4.0 is transforming how factories operate. Digital twins—virtual replicas of physical systems—allow manufacturers to simulate, optimize, and troubleshoot processes before implementation. This capability accelerates decision-making and reduces costly errors.
4. Human-machine collaboration
Advanced robotics and intuitive automation systems are enabling closer collaboration between humans and machines. This shift allows workers to focus on strategic, creative tasks while machines handle repetitive or hazardous operations. The result? Higher productivity and improved job satisfaction.
Where should you start?
With so many changes on the horizon, where should companies begin? Marc’s advice is straightforward: “Start with cooperation.” Don’t get hung up on brands—focus on functionality. Assess your current OT/IT setup, listen to your customers, and work closely with your supply chain. “If you don’t, someone else will,” he warns.
The first step is to evaluate your existing systems and identify where integration can deliver the biggest impact. From there, build partnerships that help you scale—because in today’s market, speed matters.
Adaptability is survival
The message is clear: adaptability, collaboration, and innovation aren’t optional—they’re survival skills. For those ready to take the leap, Lenze offers more than products; it offers partnership. With nearly 80 years of experience and a portfolio designed for the future, Lenze is helping machine builders turn today’s challenges into tomorrow’s opportunities.
