Our process to a succesful turnkey system.
STEP 1
Identify the manufacturing problem
Understand the customer’s bottleneck: labor shortage, safety risk, quality variation, throughput limit, ergonomics, or scrap. A robot cell should be sold as a solution to a measurable production problem—not simply as automation.
STEP 2
Qualify the opportunity
Confirm the process is a fit for automation: stable parts, repeatable cycle, sufficient annual volume, available floor space, budget range, and a stakeholder who owns the outcome.
STEP 3
Gather application data
Collect part drawings, weights, material, tolerances, cycle-time targets, part presentation, upstream/downstream equipment details, utilities, and product variants. Request samples where possible.
STEP 4
Visit the plant and map the current process
Observe actual operator motions, changeovers, quality checks, downtime, safety concerns, and material flow. The real process often differs from the written work instruction.
STEP 5
Define the automation concept
Propose the cell layout and operating sequence: robot(s), end-of-arm tooling, fixtures, vision, conveyors, guarding, safety devices, controls, and operator interaction. Clarify what remains manual.
STEP 6
Develop the business case
Calculate expected benefits: labor redeployment or savings, throughput increase, scrap reduction, quality improvement, safety improvement, and avoided capacity expansion. Include realistic uptime, maintenance, training, and spare-parts assumptions.
STEP 7
Align on requirements and acceptance criteria
Turn expectations into a written scope: target cycle time, parts per hour, allowable downtime, quality criteria, changeover time, included part numbers, utilities, and factory/site acceptance test requirements.
STEP 8
Prepare the technical and commercial proposal
Present the recommended solution, layout, scope inclusions/exclusions, project schedule, price, payment milestones, warranty, and optional services. Make assumptions visible so the price is defensible.
STEP 9
Review risk and integration responsibilities
Address who owns interfaces to plant equipment, product handling, PLC/MES connectivity, safety compliance, permits, foundations, electrical drops, air, network access, and production support during installation.
STEP 10
Demonstrate capability
Use a proof of concept, simulation, similar reference installation, or sample-part test to reduce technical risk. This is especially valuable for difficult vision, welding, dispensing, or variable-part applications.
STEP 11
Negotiate and close
Resolve scope gaps, commercial terms, delivery timing, liability, change-order process, and acceptance language. Secure a purchase order or signed contract only after the scope is mutually understood.
STEP 12
Execute design and customer approvals
Hold a kickoff meeting, issue detailed design, approve layouts and tooling, and maintain a change log. Fast customer approvals are critical to protecting the schedule.
STEP 13
Build, program, and factory-test the cell
Assemble the cell, develop robot/PLC/HMI programs, validate safety, and run the factory acceptance test using customer parts. Document performance against the agreed criteria.
STEP 14
Install, commission, and train
Deliver the cell, install it safely, integrate it with the line, complete site acceptance testing, and train operators, maintenance staff, and engineers.
STEP 15
Support the customer after startup
Provide documentation, spare-parts recommendations, remote or onsite support, preventive maintenance, optimization, and future expansion options. A successful first cell is often the path to the next sale