Ep. 203 - From Spreadsheets to Structure: ERP for Machine Builders & SIs

Manufacturing Hub

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In this episode, Dave and Vlad are joined by Jay and RJ from Total ETO to explore the often overlooked world of ERP for machine builders and systems integrators. While ERP conversations often focus on large-scale deployments like SAP or Oracle, this episode dives into the day-to-day of smaller, engineer-to-order (ETO) businesses—where spreadsheets still reign and project complexity is high.

Jay and RJ share their unique perspectives—Jay coming from 25 years in automation and becoming a Total ETO user-turned-employee, and RJ bringing three decades of software expertise focused specifically on this niche. Together, they break down:

The unique ERP needs of custom machine builders and SIs
Why project-based workflows don't fit traditional manufacturing ERPs
Common pitfalls like spreadsheet reliance and change order chaos
The difference between machine builders and system integrators (and how ERP can serve both)
How they approach implementation in 4–6 months, not 4–6 years
Why people who've used Total ETO often end up joining the company
Whether you're managing projects off scratch paper or already in the market for your first ERP, this episode is full of insights on how to bring structure and visibility to custom manufacturing.

💡 Key Topics
[00:02:00] Intro to Total ETO and backgrounds of Jay and RJ
[00:12:00] The life of a machine builder: high variability, custom BOMs, and the project-first mindset
[00:22:00] Why most ETO businesses still run on spreadsheets
[00:31:00] The emotional journey from ERP user to ERP evangelist
[00:39:00] System integrators vs. machine builders: similar goals, different workflows
[00:47:00] Why one-size-fits-all ERP fails for custom equipment manufacturing
[00:58:00] Getting buy-in for ERP: from small teams to company-wide rollouts
[01:07:00] Implementation: how Total ETO does it in under 6 months
[01:18:00] Integration with CAD tools like SolidWorks and Inventor
[01:26:00] The future: AI, web platforms, and the changing face of manufacturing software

🧠 Memorable Quotes
“Spreadsheets give me nightmares. That’s the main thing.” – Jay
“Nothing gets done accidentally. You have to make ERP implementation a priority.” – RJ
“We’re often a company’s first ERP—and we aim to be their last.” – RJ
“Everything in ETO is dynamic. It’s not static like mass production. And your ERP needs to reflect that.” – Jay

📚 Book & Content Recommendation
📰 Automation AMA – The Automation Navigator by Sean Dotson
Recommended by both Jay and RJ as an insightful, down-to-earth read for automation professionals.

🎉 Shoutouts
Thanks to TALAN for sponsoring this month’s ERP theme!

And a special mention to Taylor Dykstra for supporting Total ETO at ProMat this week!

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