Don’t try to sell printers: HP’s additive manufacturing sales strategy
ADDMAN is adding 81 HP Jet Fusion systems to boost its production fleet. According to HP's François Minec, 3D printing is shifting from prototyping to large-scale production, competing directly with traditional injection moulding.
产能大扩张与生产占比变化
ADDMAN通过收购等动作，正计划将其多射流熔融（MJF）3D打印机舰队扩充至125台以上。惠普全球销售负责人弗朗索瓦·米内克指出，服务商的工作重心已经发生了明显转变，从过去大约各占一半的原型制作与生产，演变为如今生产业务占据约80%的业务量。
技术改进与参数开放
为了满足工业量产的要求，惠普在5600系列上提升了多台设备之间的打印一致性。此外，惠普还打破了过去的封闭限制，允许操作员访问35个工艺参数（如层厚和喷头设置），让不同的服务商能够根据自身需求开发出独特的打印模式。
卖设备不如做应用
米内克强调，单纯向客户推销打印机效果有限，关键在于帮助终端客户开发真正有价值的杀手级应用，例如无人机零件或医用头盔。当制造企业通过3D打印大幅缩短了组装时间并产生持续的量产需求时，订单自然会流向服务商，从而最终带动打印机设备的销售。
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