In the dynamic world of ERP the term make-to-order (MTO) holds significant importance. For Businesses in consumer products, eCommerce, food and beverage, manufacturing, non-profit, and wholesale distribution, understanding MTO is a crucial step towards achieving efficient operations and overcoming complex business challenges. In this comprehensive guide, we’ll look at MTO’s core aspects, providing insights, benefits, drawbacks, alternatives, and answers to frequently asked questions.

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What Is MTO?

Make-to-order is a Production strategy employed by businesses to meet customer demand in a highly customized manner. In an MTO system, products are manufactured only after receiving customer orders, as opposed to being produced in advance and kept in stock. This approach allows businesses to tailor their products to individual customer requirements, minimizing excess inventory and reducing storage costs.

Why Is MTO Important?

MTO holds paramount importance in the realm of business operations for several compelling reasons. It allows businesses to offer a high degree of Customization to their customers, aligning products precisely with individual preferences and requirements. This tailored approach enhances customer satisfaction and loyalty. MTO contributes significantly to cost efficiency by reducing the need for excessive inventory. With products manufactured only in response to specific customer orders, businesses can minimize storage costs and avoid overproduction, thus optimizing their resource utilization. 

How Does MTO Work?

The MTO process involves several key steps.

• Order Placement: Customers submit their orders with specific customization requests.
• Production Planning: The production team plans and schedules the manufacturing process based on the received orders.
• Manufacturing: Products are manufactured according to the order specifications.
• Delivery: Finished products are shipped to customers as per agreed timelines.

What Are The Benefits Of MTO?

Implementing MTO can yield several advantages for businesses.

Reduced Inventory Costs

Implementing MTO helps businesses lower their inventory costs significantly.1 By producing goods only when there’s a specific customer order, they can avoid excessive stockpiling, leading to reduced expenses associated with storage and carrying excess inventory.

Resource Optimization

MTO enables businesses to optimize their resources effectively.2 They allocate resources, including materials and labor, based on actual order requirements, minimizing waste and ensuring that resources are used efficiently to meet customer demands.

Improved Cash Flow

MTO positively affects a company’s cash flow by reducing the capital tied up in unsold inventory. Since products are made to order, there’s less money invested in maintaining excess stock, allowing businesses to allocate their capital more strategically and respond to financial needs more effectively.

Are There Any Downsides To MTO?

While MTO offers numerous benefits, it also comes with potential drawbacks:

• Production Delays: Customization may lead to longer lead times.3
• Complex Planning: Managing diverse order requirements can be challenging.
• Variability: Costs can fluctuate based on order complexity.

What Are Alternatives To MTO?

For businesses looking for alternative production strategies, consider the following options:

Make-To-Stock (MTS)

MTS is a production strategy where products are manufactured in advance and stocked based on forecasts. This approach ensures product availability for immediate purchase but can result in the challenge of managing surplus inventory, potentially increasing carrying costs.

Engineer-To-Order (ETO)

ETO is ideal for highly customized products where engineering and design work precede production. This strategy caters to unique customer requirements but often requires longer lead times and careful project management due to the tailored nature of each order.

Assemble-To-Order (ATO)

ATO combines elements of both MTO and MTS. Core components are pre-manufactured and stocked, while customization occurs during assembly based on customer specifications. This approach strikes a balance between customization and speed of delivery, offering flexibility while managing inventory more efficiently.

Key Components Of A Successful MTO Strategy

A successful MTO strategy hinges on a carefully orchestrated combination of key components that enable businesses to deliver customized products while optimizing efficiency and customer satisfaction.

• Advanced Order Management System (OMS): Invest in a robust OMS that can efficiently capture, process, and track customer orders. Ensure it can handle customization requests, manage order changes, and provide real-time order status updates.
• Agile Production Planning: Develop flexible production schedules that can adapt swiftly to changes in order volumes, complexities, and customer demands. Use data analytics to make informed decisions and optimize resource allocation.
• Employee Training And Skills Development: Invest in training and upskilling your workforce to handle customization, efficient production planning, and quality control. Skilled employees are crucial for delivering high-quality customized products.
• Real-Time Data Analysis: Utilize data analytics and reporting tools to gain insights into customer preferences, production bottlenecks, and resource utilization. Data-driven decisions can help optimize MTO processes.
• Continuous Improvement: Foster a culture of continuous improvement within your organization. Regularly review and refine MTO processes to eliminate inefficiencies and enhance customer satisfaction.
• Technology Integration: Explore the integration of automation and AI technologies to streamline repetitive tasks, enhance production efficiency, and offer personalized customer experiences.

What Are Examples Of MTO?

Imagine a high-end custom furniture manufacturer specializing in luxury dining tables. In this scenario, the company practices MTO production to create one-of-a-kind dining tables tailored to the unique preferences of each customer.

• Customer Inquiry: A customer contacts the furniture company expressing interest in purchasing a dining table. During initial discussions, the customer specifies their preferences, including the type of wood, dimensions, finish, and any intricate design details they desire.
• Design And Quotation: The furniture company’s design team collaborates with the customer to create a detailed design plan based on the provided specifications. They generate a customized quotation based on the materials, labor, and design complexity involved in crafting the table.
• Order Confirmation: Once the customer approves the design and accepts the quotation, they place an order. The company initiates the MTO process.
• Material Procurement: The company procures the specific type and quantity of wood, hardware, and other materials required for crafting the unique dining table.
• Production Commences: Skilled craftsmen begin crafting the table according to the approved design. Each step, from cutting the wood to assembling and finishing, adheres to the customer’s specifications.
• Quality Control: At various stages of production, rigorous quality control checks are conducted to ensure that the table meets the highest quality standards and aligns with the customer’s vision.
• Customization And Finishing: Artisans add intricate design elements, apply the chosen finish, and make any final adjustments or modifications according to the customer’s preferences.
• Delivery And Installation: Once the dining table is completed and passes all quality checks, it is carefully packaged and delivered to the customer’s home. The company’s installation team ensures that the table is set up to the customer’s satisfaction.

What Are Optimal MTO Implementation Strategies?

Implementing MTO effectively requires a well-thought-out strategy that takes into account various aspects of your business operations. 

Agile Production Planning

It involves the development of dynamic and flexible production schedules that can adapt swiftly to changing circumstances. This approach ensures that your manufacturing processes can accommodate fluctuations in order volumes, complexity, and customer requirements. By using real-time data and demand forecasting, you can adjust production timelines and resource allocation, allowing you to meet customer demands promptly.

Supplier Collaboration

Effective collaboration with suppliers is essential for the seamless execution of MTO. This entails building strong relationships with your suppliers to ensure a steady and reliable supply of raw materials and components. Close coordination helps prevent delays caused by material shortages, ensuring that you can fulfill customer orders promptly.

Quality Control Measures

Quality control is paramount in MTO, as each customized product must meet stringent quality standards. Implementing rigorous quality control measures at every stage of the production process is vital to ensure that customers receive products of the highest quality. This includes thorough inspections, testing, and adherence to industry regulations and standards. Quality control not only safeguards your brand reputation but also minimizes the risk of defects and returns, ultimately leading to greater customer satisfaction.

How Do You Choose The Best MTO For You?

Selecting the optimal MTO strategy is a critical decision that can significantly impact your business’s success. 

• Market Demand: Begin by closely examining your market’s demand patterns. If your target market prioritizes unique, customized products with varying specifications, a pure MTO approach may be the right fit. Understanding your customers’ preferences and requirements is essential for aligning your production strategy with market demands.
• Lead Time Tolerance: Determine how much lead time your customers can tolerate. Unlike MTS, which produces goods in advance, MTO starts production only when orders are received. This often results in longer lead times. Therefore, it’s crucial to assess whether your customer base is patient enough to wait for their customized products.
• Cost Structure: Analyze your cost structure thoroughly. MTO can be cost-effective when implemented efficiently, but it’s equally important to manage production costs and minimize waste. Calculate the potential cost savings and compare them with the additional expenses associated with customization.

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History Of MTO

The history of MTO reveals its transformation from a traditional manufacturing approach to a vital strategy in today’s business landscape.

• Origins In Craftsmanship: MTO’s roots can be traced back to artisanal craftsmanship, where products were individually tailored to customer requests. Early examples include custom-made clothing, bespoke furniture, and artisanal trades.
• Industrial Revolution: The Industrial Revolution brought mass production but also standardized products. MTO persisted in niche markets where customization was paramount.
• Modern Adaptations: With advances in technology and production flexibility, MTO has seen a resurgence. Businesses now leverage digital tools and automation to deliver customized products efficiently.

Current Landscape Of MTO

In the current business environment, MTO has become a competitive advantage for companies striving to meet customer demands efficiently and with precision.

• Market Demand For Customization: Consumer preferences have shifted towards personalized products and experiences. MTO allows businesses to align with this demand and stand out in the market.
• Role Of Technology: Digitalization, data analytics, and AI technologies have empowered MTO. Companies can optimize production, offer tailored products, and enhance customer engagement.
• Competitive Positioning: Being an Award-winning SAP Business One Gold Partner entails offering innovative solutions. MTO positions a company as an industry leader capable of delivering tailored SAP Business One implementations.

What Does The Future Hold For MTO?

The future of MTO holds exciting possibilities and trends that will continue to shape its importance in the business world.

• Automation And AI Integration: Automation will further streamline MTO processes, reducing lead times and costs. AI-driven insights will enhance customization and customer engagement.
• Hyper-Personalization: The future of MTO lies in hyper-personalization, where products are uniquely tailored. AI algorithms will analyze vast data to predict and fulfill customer needs.

Frequently Asked Questions 

What types of businesses benefit the most from MTO?

MTO is advantageous for businesses in industries like consumer products, eCommerce, food and beverage, manufacturing, non-profit, and wholesale distribution.

Can businesses switch between different production strategies, including MTO?

Yes, businesses can adapt their production strategies based on market conditions and customer demands. Transitioning between strategies may require careful planning.

What are the financial implications of MTO?

MTO can lead to improved cash flow due to reduced capital tied up in unsold inventory. However, it may require upfront investments in technology and training.

Is MTO suitable for small businesses?

Yes, MTO can benefit small businesses by offering customization and efficient resource utilization, but it requires careful planning and execution.

What technology solutions can aid in implementing MTO efficiently?

Implementing MTO often requires advanced enterprise resource planning (ERP) software like SAP Business One to streamline order management, production planning, and inventory control.

Can MTO align with sustainability goals?

Yes, MTO can reduce excess production and waste, aligning with sustainability goals by minimizing environmental impact.

How does MTO impact resource optimization?

MTO optimizes resources by allocating them based on actual order requirements, minimizing resource wastage, and improving cost efficiency.

How can businesses maintain data security and customer privacy when implementing MTO?

Implement robust cybersecurity measures to protect customer data. Clearly communicate your privacy policies to customers, ensuring their data is handled with care and transparency throughout the customization process.

What are some common misconceptions about MTO?

One common misconception is that MTO is always more expensive than other production strategies. While customization can add costs, effective MTO can reduce overall expenses by minimizing excess inventory. 

Sources:

1. Make To Order (MTO). (n.d.). Corporate Finance Institute. https://corporatefinanceinstitute.com/resources/management/make-to-order-mto/
2. Hayes, A. (2020). Make to order: Everything you need to know. Investopedia. https://www.investopedia.com/terms/m/make-to-order.asp
3. Spyridoula Karkani. (2023, May 24). Make to Order vs Make to Stock: A Comparative Study. The Megaventory Blog. https://blog.megaventory.com/2023/05/make-to-order-vs-make-to-stock-a-comparative-study/

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