Meet the Team - Adrian Connard

Adrian is an engineer and technical expert for ECI's manufacturing solutions M1 and JobBOSS². His background in mechanical engineering and the CAD industry gives him a blend of technical and sales expertise. It also provides a deep industry knowledge of small to medium-sized discrete manufacturers in Australia and New Zealand.

We spoke with Adrian to learn more about his engineering experience, impressions on the challenges facing Australian manufacturing, and what manufacturers need to look for in ERP software.

You’ve covered many roles, from engineering to sales. How has this experience helped your clients?

From my vantage point, Australia’s manufacturing landscape is not as dire as portrayed in the media. While the businesses I work with are facing significant challenges, many are still operating and finding ways to adapt.

One of the key challenges I see manufacturers facing is labour shortages. Providing them with the visibility and tools to efficiently utilise their available labour is crucial.

Another major challenge is supply chain management. Coming out of the COVID-19 era, manufacturers are struggling to source materials at the right time, location, and price. Building resilience into their supply chains has become a top priority.

Many of the family-owned businesses I work with have historically had enough margin that they didn't need full visibility into their costs. However, with rising costs, such as steel prices doubling in less than 12 months, they now desperately need better visibility into their costs and profitability to remain viable.

Adapting to change has also emerged as a key challenge. Whether it's supply chain disruptions or other external factors, manufacturers need to be able to quickly pivot and make data-driven decisions to maintain their operations and profitability. Developing resilience has become increasingly important for their long-term success.

What do customers need from a manufacturing ERP system to meet these challenges?

I believe the ability to quickly adapt to changing market conditions will be crucial. Manufacturers need ERP features that can provide them with greater visibility into their operations, particularly around labour utilisation and costs. Manufacturers require systems that can quickly identify alternative suppliers, manage inventory, and respond to changes in material availability and pricing. They need systems that can provide data-driven insights into the profitability of their products and operations, enabling better decision-making.

This is where I see ECI playing a vital role. We provide the tools, insights, and support to help our customers navigate these obstacles and position their businesses for long-term success.

M1 and JobBOSS² are cloud-based ERP solutions tailored to discrete manufacturing. M1 offers end-to-end capabilities while JobBOSS² is an ERP for small business that is perfect for smaller job shops. Both were built from the ground up to deliver the ERP system benefits these businesses require to address their unique challenges.

What sets us apart is our end-to-end ownership of the solutions we provide. Since we develop, sell, implement, and support our own software, we can take full responsibility for our clients' success. They don't have to worry about working with multiple vendors or contractors - we're their single point of contact.

What’s your philosophy for doing business?

I believe in "winning slow but losing fast"; taking the time to thoroughly understand each prospective customer and determine if ECI’s solutions are the right fit, rather than rushing into a sale. This means being upfront about any potential misalignments early on, even if it means walking away from a deal.

This consultative approach builds stronger, more personalised relationships. This ensures a successful long-term partnership, rather than forcing a solution that doesn't properly address the customer's unique needs.

This "winning slow but losing fast" philosophy as a key differentiator that sets ECI apart. I'm proud to be part of a team that is so deeply committed to the success of our customers.