Good automation is expensive? Try the bad one.
What do you associate automation with? Technology, yes; innovation, yes; productivity, of course and… PRICE…
We won’t say that automated systems are cheap, but they are definitely affordable if you are looking for long-term perspectives. The main challenge for a client is to understand the reasons behind the costs, and evaluate the ROI, and that’s where consultancy is necessary.
Whether it is an Airport Cargo Handling, a Car Park System or Material Handling Solution, the suppliers’ reference list with proven records and strong market presence play the main role. Having more than 20 years of experience in these fields, we can definitely say that in such niche markets price is not the key factor on purchase decision, but surely not the last.
Tenders’ competition allows participants to present expertise, to open the product benefits and to explain the price formation. There are several factors that define purchase decisions: country of origin, market reputation (and here we can say the company and its team), world presence and references, flexibility and guarantees offered. It isn’t easy to place the order for the technology that you’ve never used. And the dilemma comes between expectation and reality of the systems implemented. That is one of the reasons to understand the requirements, project plans and future development of the client on the initial stage.
For example, the advantages of ASRS or ETV systems to a warehouse application are considered to boost the warehouse efficiency by allowing higher storage capacity in a smaller area than necessary and equally increase the revenue. However, we cannot put an equal sign (=) inside this correlation. Material flow, value of import and export, potential growth and evaluation of further intralogistics operations allow client and automation consultant to avoid the typical mistakes and assure the budgetary victory.
To sum up, automation should not be defined and associated only by price. There is a set of parameters that covers the necessity and reasonability of technological integration. If you think good automation is expensive, try the bad one. Better safe than sorry.