6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR COURTESY OF

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1 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR 1

2 CHOOSING A ROBOT INTEGRATOR: Here s What You Need to Know. GET IT RIGHT AT THE OUTSET... If you work in manufacturing, then, you re likely using or considering robotics to create your end product. In many cases, these devices are a vital component in the production line and can make a huge difference to the quality and functionality of the end product, as well as the cost-effectiveness of your entire business. For all of these reasons, it s important to align with the right robot integrator at the outset to make sure you get the best solution for your operational needs. The robot integrator you choose will have a long term impact on the success of your manufacturing process and your business so it s important to choose well. AND YOU LL SEE THE RESULTS IN YOUR BOTTOM LINE Robotic integration is a significant financial commitment, so you certainly won t want to waste precious capital on a solution that doesn t fully meet the needs of your operation or optimize the manufacturing process for the best quality/costeffectiveness ratio. Which is why if you re looking for a high quality robotic solution, it s essential to partner with a quality robotic integrator one that understands your business and your needs - just as well as they understand the robotics business. That way, you can acquire a system that performs optimally for your operation, both now and in the future as your needs change. In the following pages, we will look at 6 key areas to consider to help you select the best robotic integrator for your needs. 2

3 1COMMUNICATION Good communication is central to any successful business partnership. FINDING SOMEONE WHO SPEAKS YOUR LANGUAGE Being transparent in objectives, needs and expectations, as well as providing feedback along the way builds trust, confidence and understanding. Importantly, good communication throughout any project plays a big role in eliminating error and wastage, in terms of time, money and resources. Essentially, the better the communication is between the parties from the outset, the more successful the outcome of the project is likely to be. This is something you can evaluate very early on, as long as, of course, you are clear in your own expectations. Initially, you can demonstrate your commitment to creating a strong, mutually beneficial relationship by developing a comprehensive Request For Proposal (RFP). The benefits of a well-written RFP cannot be overstated. Not only does it allow you to compare candidates based on the same project criteria, it also lets all prospective integrators know exactly what you re looking for in terms of application, goals, service, timelines and budget. Be Realistic. Opting for the cheapest bidder could cost you in the long run. VALUE FOR MONEY And, on the subject of budget, this is one area where effective communication is particularly important. First, be realistic. Remember, this is a critical part of your production operation. Opting for the cheapest bidder could cost you in the long run. A much better option is to budget for a truly cost-effective solution that really pushes the quality and functionality of the end-product. That way, you really do get value for your money as well as a much bigger return on your investment. $ Be clear on what your budget includes. While some integrators will give you a low price, they may not provide the aftersales service you were expecting and this could be critical when rolling out new production line technology and getting up-and-running as soon as possible. So make sure your RFP and budget include testing and aftersales service to iron out any issues. 3

4 2TRUST In business, trust is paramount, but by its very nature, it s hard to quantify. Here, research can help. Once you ve shortlisted your candidates, look deeper into their background and track record. Who have they worked with? Which projects were particularly successful? And how could their experience benefit your own project? Look at any case studies available, and, if possible, talk with past clients about their experiences to help you build a holistic picture of their capabilities. KNOWING WHO TO TRUST Try to verify what you read on a candidate s website, especially when it comes to testimonials and resources. If arranging a meeting to discuss the project, have it at their facility, so you can get firsthand experience how they work, as well as an insight into the resources available. After all, you re spending a lot of money see what you re getting for it! It s at this stage too that you can be more indepth about your own expectations. Trust is a two-way street. Remember to ask what the integrator needs from you to ensure the best for the project. Be clear on what you can afford and what you re getting for your money. If your budget won t stretch to certain elements, enquire if there s another way round. As the experts in what they do, they may be able to suggest alternatives to achieve the same outcome. While you know what you re trying to achieve, ask for recommendations on ways to introduce new solutions, benefits and costefficiencies. For instance, the prospective integrator may have had an experience with another client on a similar project where they were able to add extra functionality without extra cost. If they can suggest something similar to you without being prompted, then that s a good sign that this is a company you can trust. LOCATION, LOCATION Where your integrator is located may be an important factor to take into consideration. For example, if you have problems, will you have quick access to service personnel? Fact: If you are a multi-sited operation, you may want to consider an integrator that has a network of technicians. Take the opportunity to tour the facility. Make sure you have your questions prepared beforehand. What happens if other business comes online? Will your project suffer, or does the integrator have extra support available? What guarantees are there in terms of service, time scales, delivery and after-service? These could be critical factors if you don t want to experience operational downtime later on, and could make a big difference to the company you choose to meet your robotic requirements. The answers you receive should provide further clues as to whether or not you can build a trusting, 4successful relationship. TRUST IS A TWO-WAY STREET. Remember to ask what the integrator needs from you to ensure the best for the project.

5 3Safety BE SAFE NOT SORRY As a business manager, you ll already understand the importance of safety and what can go wrong, both in terms of disruption to your operations and the legal consequences if you re not compliant with statutory legislation. It is common sense, as well as good business sense, to ensure robot safety of your proposed system meets all current safety standards. Make sure the robotic integrator you choose has sufficient knowledge of ANSI/RIA safety standards and ask to see copies of the company policies regarding health and safety. A DESIGN FOR LIFE Currently, the ANSI/RIA R American National Standard for Industrial Robots and Robot Systems Safety Requirements standard, approved March 28, 2013, provides guidelines for the manufacture and integration of Industrial Robots and Robot Systems with! emphasis on their safe use, the importance of risk assessment and establishing personnel safety. This standard is a national adoption of the International Standards ISO and ISO for Industrial Robots and Robot Systems, and offers a global safety standard for the manufacture and integration of such systems. Published February 15, 2016, the new Collaborative Robot Technical Specification Safety Standard: ISO/TS 15066:2016 for Robots and Robotic Devices provides safety requirements for collaborative industrial robot systems where a robot system and people share the same workspace. Depending on the type of system you require, both you and your prospective integrator need to understand and plan and budget for the safety requirements as specified by these standards. It is common sense, as well as good business sense, to ensure robot safety of your proposed system meets all current safety standards. 5

6 4Culture business. A PASSION FOR EXCELLENCE When evaluating any prospective robot integrator, examine the culture, people and internal processes of the organization. What you re looking for is a genuine passion for excellence, as well as a commitment to meeting your needs and going the extra mile to deliver the best solution for your If you perceive the organization as having effective leadership, then that s a good start. Ask questions about the project methodology and management. What software and tools are they using to promote the success of projects? This should let you know if they are forward thinking and keen to break new ground in the industry all of which will be beneficial for your project. COMMITED TO INNOVATION As part of company culture, look at what happens regarding employee training, support and development. Are staff kept up to date on the latest technology, techniques and methodologies? Likewise, are IT systems regularly upgraded to keep up with industry innovation? You ll want to make sure too that training will be offered to your own people. The best robotic solution in the world isn t going to benefit your business if you or your own operators don t know how to get the most from it. A good robotic integrator will offer comprehensive onsite training for end-users, including servicing, maintenance, sourcing supplies and parts, as well as available contingency plans should something go wrong. 6

7 5Accountability MONEY TALKS The last thing you want, or need, is for your integrator to go out of business in the midst of your integration project, leaving you at a dead-end and having to find a new partner to complete the job. While a business may not be willing to let you see their accounts, you can run your own credit check simply and cheaply. You may also want to develop a vendor background questionnaire. One way to assess the health of a business is based on how busy they are and what projects are in the pipeline. Questions to ask include: Are they recruiting new staff? Do they have any expansion plans? What new clients are coming on board? (This is an interesting one as you can also assess if there is any conflict of interests.) Questions to ask include: Have you ever claimed bankruptcy? Do you have any judgements against you (defaults, tax liens)? Who are the principals? Is the company known by other names? Make sure candidates are willing to stand by their work and follow through on their commitments. ACTIONS SPEAK LOUDER THAN WORDS Financials is one thing, accountability is another. Make sure candidates are willing to stand by their work and follow through on their commitments. If you re in any way unsure, you can integrate SLAs (service level agreements that define what you will receive) and contingency clauses into the contract to cover lapses in quality or delays in timescales. Again, remember that cheapest isn t always best. Evaluate your decision on the value the integrator can bring to your business before opting for what looks to be the lowest cost provider on paper. 7

8 6Accreditation WHO ARE YOU DEALING WITH Finally, we ve already mentioned the importance of getting testimonials from past clients, but if the candidate has references on their tender, you ll want to get in touch to verify them and to ask questions relevant to your own project. RIA CERTIFIED ROBOT INTEGRATOR PROGRAM Sponsored by the Robotic Industries Association, the RIA Certified Robot Integrator Program was set up to help engineers, managers and executives assess the capabilities of accredited integrators. Think of it as a form of Buyers Guide, offering insights that can help you pre-determine the best robotic integrator for your venture based on a wide range of parameters such as skills, knowledge, experience, commitment and even financial solvency. If your prospective integrator has been certified, then you have the peace of mind of knowing that they ve been fully vetted and accredited by the RIA. This qualification means they have completed a rigorous organization/infrastructure compliance program, examining a number of criteria. For example, a full site audit will have been carried out examining capacity, processes, team, leadership and financial solvency. This alone could answer many of the questions outlined in this guide. Additionally, the RIA will have carried out safety risk assessments and hands-on testing of key personnel. The RIA Certified Robot Integrator qualification verifies much of what you need to know to help identify the integrators who meet your pre-qualification criteria. MAKING THE RIGHT DECISION FOR YOUR BUSINESS Choosing a robotic integrator is an important decision that will have a tremendous impact on the success of your project. To find the right one for your needs, following the guidelines here should send you in the right direction. Additionally, you may want to start your search at robotics.org where you will find additional resources as well as a large, diverse selection of robotic integrators, many of whom have been fully accredited by the RIA Certified Robot Integrator Program. When it comes to selecting a robot integrator, every project is unique. Carefully evaluate your needs, take your time, and choose a qualified partner who can add real value to your business. The success of that partnership could drive a much better outcome for your entire organization for many years to come. If your prospective integrator has been certified, then you have the peace of mind of knowing that they ve been fully vetted and accredited by the RIA. 8