EDITOR’S CHOICE  TACTON


A new era in manufacturing: a buyer- centric model in the consumer age


In 21st-century manufacturing, industrial buyers expect the same seamless experiences as consumers, bespoke products, clear pricing and reliable lifecycle information. As markets shift from mass production to more personalised items, manufacturers must differentiate themselves from their competitors by ensuring the buyer remains at the centre of all


By Klaus Andersen, CEO, Tacton T


his shift is particularly visible across Ireland’s advanced manufacturing sector,  equipment and precision engineering increasingly  transparency. To meet such pressured expectations,


manufacturers must align all functions, from  clear, single, connected framework that fosters consistency and clarity across the manufacturing lifecycle. When all stakeholders operate from shared, real-time insights, collaboration strengthens decisions and execution speed, and


 exponentially. For Irish manufacturers navigating complex export markets, this alignment is a key differentiator as customers demand greater accuracy and traceability. It is also worth considering that, as modern sales relationships become heavily focused on digital channels, the new generation of consumers does not want a sales representative involved in the buying process. In fact, as a recent 2025 Gartner survey noted, 61 per cent of B2B buyers prefer a rep-free buying experience. To successfully reach the modern buyer, manufacturers must now change how they


operate in line with this shift in mindset. Yet, this shift is far from simple. Manufacturers still rely on siloed systems where engagement happens through e-commerce sites or sales teams who  And many manufacturers of complex, customised equipment still face challenges in delivering exactly what is quoted or sold due to disconnected teams, outdated systems and limited access to actionable data. As consumers increasingly demand


transparency and real-time product insights, manufacturers must evolve their processes to put the buyer at the centre. In Ireland, where many


24 November/December 2025 Irish Manufacturing


www.irish-manufacturing.com


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