How to run a profitable Multi Jet Fusion business

Did you know that the most in-demand machine in the world of Additive right now is the HP Multijet Fusion?

Despite the presence of Metal 3D printing amongst other technologies, the MJF is still punching above its weight. Why’s that? Let’s dive in and unpack this trend.

We dove into the nitty-gritty of Multi Jet Fusion in our last article, speaking primarily about how amazing this machine is and breaking down how it works. Now, let’s talk about why it’s so popular, especially when it comes to tapping into the $1 trillion Industrial Products and Services market.

The Secret Sauce of MJF

Unlike its cousins that mainly cater to aerospace (metals) and dental (resins) folks, MJF churns out high-quality, tough-as-nails plastics in bulk at an affordable price. In other words, the Return-on-Investment (ROI) for MJF can be off the charts.

But what makes MJF so special? Let’s break it down:

1. Speed: MJF can print entire layers at once, making it significantly faster than traditional point-by-point 3D printing methods.
2. Quality: The technology produces parts with excellent mechanical properties, smooth surfaces, and fine details.
3. Material Properties: MJF parts boast high strength-to-weight ratios and are ideal for functional prototypes and end-use parts.
4. Cost-effectiveness: The ability to nest parts closely together in the build chamber maximizes efficiency and reduces costs.
5. Scalability: Multijet Fusion is well-suited for both small batch production and larger scale manufacturing runs.

These factors combine to make Multi-Jet Fusion a versatile and cost-effective solution for a wide range of industries, from automotive and aerospace to consumer goods and medical devices.

And it’s not just numbers on a spreadsheet. We’ve seen it firsthand with the manufacturers we work with. To put it bluntly, Multi-Jet Fusion manufacturers are crushing it. But hold your horses before you rush out to buy a machine — there’s a secret recipe these successful manufacturers are using, and you’ll want to know about it!

The Sweet Spot: Reorder Heaven

When you’re just starting out with your machine shop, you’re probably hustling to get those first orders in and build a reputation. But here’s the tricky bit — the unpredictability of those jobs can really eat into your profits. You’ll find yourself burning through cash on Design for Additive Manufacturing (DfAM) work or custom designs for every new order.

The smartest MJF businesses catch on to this pretty quickly and switch gears. They know the name of the game isn’t just new customers, it’s all about those sweet, sweet repeat orders.

Why are repeat orders so great? Well, you’ve already done the heavy lifting with the DfAM work, and you’ve probably still got the files hanging around. Your team’s seen the part before, so they’re familar with setting it up on the build plate, running quality checks, you name it.

The idea is to cut down on those fixed costs that come with each new order. Instead, you want to trim your overhead down to just the basics — materials and machine time.

But how do you get customers coming back for more? That’s where the magic happens.

Building Customer Loyalty

Creating a loyal customer base isn’t just about producing great parts (though that’s certainly a big part of it). It’s about creating an experience that keeps your clients coming back for more. Here are some strategies successful MJF businesses use:

1. Exceptional Customer Service: Go above and beyond to solve problems and answer questions. Be responsive, proactive, and always willing to go the extra mile.
2. Technical Expertise: Position yourself as an expert in Multi-Jet Fusion technology. Offer design tips, material recommendations, and post-processing advice.
3. Quick Turnaround Times: Use your MJF machine’s speed to your advantage. Offer faster delivery times than your competitors.
4. Quality Assurance: Implement rigorous quality control processes and stand behind your work with solid guarantees.
5. Competitive Pricing: While you don’t want to undervalue your services, stay competitive in the market. Consider offering volume discounts for repeat customers.

Enter the Digital Inventory

Here’s the deal — manufacturing customers can be price-sensitive, but especially in the industrial world, they’re willing to pay top dollar for trust and quality. Nail that first order, and they’ll likely be working with you again.

That’s where a digital inventory comes in, making reordering a breeze for your customers. It’s a private, online dashboard for each customer where they can see all their past orders, check on current requests, shoot you a message if they need help, and fire off Purchase Orders (POs) when they’re ready to buy.

The digital inventory should be so easy to use that your customers start treating your MJF business like their go-to supplier. They can ditch their physical warehouses and let you be their digital warehouse instead.

In practice, this usually means hooking up with a software platform like Phasio. They’ll let you offer this service on your website, fully branded as your own.

Now, there are two flavors of reorders you should know about:

1. Reorders of parts they’ve ordered before
2. Parts from a customer’s catalog

Let’s dive deeper into each of these:

Reorders of Previously Ordered Parts

This scenario is pretty straightforward — the customer sends you a part, you build it, rinse and repeat. This doesn’t happen as often as you’d think, because most customers don’t have parts ready to go for Multi-jet Fusion machines. But if you’re working with savvy clients like automotive or aerospace engineers who know their DfAM, this can be a great way to build a solid relationship.

The key here is to make the reordering process as smooth as possible. Store the customer’s files securely, keep detailed notes on any specific requirements or modifications, and be ready to jump into action when that reorder comes in.

Catalog Reorders

This is where things get really interesting. A Catalog Reorder is where you’ve done some design work or consulted with the client before fabrication. You can then pop that design file into their “catalog” — a private dashboard on your site where they can log in and see files made just for them. No need to teach them CAD or worry about version control. They just click and reorder, as easy as buying something on Amazon.

The beauty of Catalog Reorders is that they open up a whole new world of possibilities:

1. Product Libraries: You can help customers build entire libraries of MJF-ready products. This is especially valuable for companies looking to offer customizable or on-demand products.
2. Spare Parts On-Demand: For manufacturers, having a digital inventory of spare parts can be a game-changer. They can order exactly what they need, when they need it, without maintaining costly physical inventories.
3. Iterative Design: As customers refine their designs over time, you can easily update their catalog, ensuring they always have access to the latest version.
4. Cross-Selling Opportunities: Once you’ve established a catalog for a customer, you’re in a prime position to suggest improvements or additional parts that could complement their existing orders.

Tailoring the Experience

Successful MJF manufacturers worldwide use both these strategies, tailoring the experience to their customers’ backgrounds. Selling to engineers? That needs a different approach than selling to consumers.

For engineers, you might want to provide more technical details, offer DfAM consultations, or even integrate with their existing CAD systems. For consumers or less technical clients, focus on making the ordering process as simple and visual as possible.

Whatever platform you choose, make sure it’s a breeze for your customers to use. Remember, B2B orders might need a formal PO process, while B2C orders need quick payment options like credit cards.

Choosing the Right Platform

When it comes to implementing a digital inventory system, you’ve got options. You could build your own system from scratch, but unless you’ve got a team of developers at your disposal, this can be a costly and time-consuming process.

That’s where platforms like Phasio come in handy. It’s flexible enough to handle those first prototype orders but robust enough to give your customers a smooth B2B buying experience, whether they’re engineers, bean counters, or procurement pros.

Here are some key features to look for in a digital inventory platform:

1. User-friendly interface for both you and your customers
2. Secure file storage and version control
3. Integrations with your existing systems (CRM, accounting software, etc.)
4. Customizable workflows to match your business processes
5. Reporting and analytics to help you track your most popular products and identify trends

The Future of MJF Manufacturing

As we look to the future, it’s clear that the most successful MJF businesses will be those that can effectively blend cutting-edge technology with top-notch customer service and streamlined processes.

The digital inventory model is just the beginning. We’re likely to see more integration between MJF manufacturing and other Industry 4.0 technologies like IoT, AI, and machine learning. Imagine a system that can predict when a customer is likely to need a reorder based on their usage patterns, or that can automatically optimize build layouts for maximum efficiency.

The key is to stay flexible and keep innovating. The world of additive manufacturing is evolving rapidly, and the businesses that thrive will be those that can adapt quickly to new technologies and changing customer needs.

So, if you’re already running a Multi-Jet Fusion or thinking about jumping in, and you want to offer a slick digital inventory to your clients, give us a shout. We’re here to help!

Remember, in the world of Multi-Jet Fusion manufacturing, success isn’t just about having the best machine — it’s about creating the best experience for your customers. With the right strategy and tools, you can build a thriving business that keeps clients coming back again and again.

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