When decoupling point is set at the design stage, it is the case of engineer-to-order companies, which are characterized by high degree of customization, which is considered physiological, in addition to be just a general competitive variable.
The second type of definitions highlights the critical competitive aspects, because the engineer-to-order products are usually complex and
customers are extensively involved in design and manufacturing phases.
In particular empirical studies show that basic competitive pre-requisites in engineer-to-order companies are price, design ability, delivery speed, delivery reliability, quality and flexibility.
In order to optimize simultaneously above mentioned
variables, it is necessary to efficiently manage the whole engineer-to-order process, with particular attention to non-physical activities like Marketing and Sales, Tendering and Design.
These phases play a crucial role in the engineer-to-order process for managing dynamic, complexity and uncertainty of these systems.
According to previous considerations, in the engineer-to-order companies some specific managerial and informational needs are highlighted.
With reference to managerial needs, the pressure to reduce costs and cycle times, and maintaining high quality, imposes an integration of sales and marketing processes with manufacturing.
In this integration the Engineering department is deeply involved in order to facilitate quotation process and to improve effectiveness of overall value chain.
The quotation process is a pivotal phase in every engineer-to-order company because in this phase it is necessary to underline the ability