Difference between standard machinery and special projects

Standard machinery is based on repeatable models with controlled costs and lead times. Special projects require custom engineering, higher technical involvement, and strict scope control.

Advantages of selling standard machinery

• Higher rotation and volume.
• Controlled production costs.
• Shorter delivery times.
• Lower commercial risk.

Advantages of special projects

• Higher average deal value.
• Strong differentiation from competitors.
• Long-term customer relationships.
• Strategic industrial projects.

Common risks in special projects

• Cost and delivery overruns.
• Uncontrolled scope changes.
• Internal resource bottlenecks.
• Unclear or eroded margins.

How to combine both sales models effectively

1) Use standard machinery as an entry point

Many special projects start from a standard machine adapted to a specific customer requirement.

2) Clearly define what is standard and what is custom

Separating base models from custom work avoids conflicts and protects margins.

3) Prioritise profitable special projects

Not every custom project is strategic. Choosing wisely protects both the team and the business.

4) Present both approaches clearly

Publishing standard models while explaining custom capabilities builds trust and credibility with buyers.

Manufacturers who benefit most from this balance

• Manufacturers with proprietary catalogues.
• Companies with in-house engineering.
• Industrial machinery and production lines.
• B2B-oriented manufacturers.

Conclusion

The key is not choosing between standard or custom, but knowing when to sell each. The right balance delivers volume, margin, and long-term stability.