FEATURE MACHINE BUILDING, FRAMEWORKS & SAFETY CHOOSING THE PERFECT PARTNER I
ncreasingly, customers are demanding that machine builders provide flexible
machines that can accommodate multiple product configurations and fast cycle times, with minimal time loss between changeovers, while complying with strict international machine safety regulations. So, with modern process and
production machinery now almost entirely automated, some automation vendors have taken on a role far beyond that of supplying components. And, with substantial functionality embedded in high-speed communications networks, many machine builders now expect both extensive systems design expertise and a comprehensive technical support programme to leverage the maximum added-value from the technology. In addition, they expect a long-term business relationship.
CONSIDERATIONS There are several essential details that the machine builder should consider when embarking on the selection process, including looking at the range and scalability of the product portfolio of a supplier. If an automation partner can prove they can cover most of a machine builder’s automation needs in terms of product, then single source supply emerges as a more attractive option than working with multiple suppliers. How flexible the vendor is in dealing
with customers should be considered next. Can they work on all aspects of a project including design, construction, installation and training, or just supply specific services? Will the automation vendor be able to help with the system design? What about system development
Machine builders are increasingly considering automation vendors as project partners, placing as much
importance on their system design and support capabilities as on the extent of their product portfolio. Neil Beaumont,
marketing communications manager at Lenze, offers insight to those about to choose an automation partner
With modern process and production machinery now almost entirely automated, some automation vendors have taken on a role far beyond that of supplying components
to provide reliable advice in the earliest concept design stages? Do they have in- depth knowledge and experience of the process? What support can they offer to transfer skills such as engineering training and software creation? Software tools are used across all
stages of the machine’s lifecycle: from planning and design, to programming, diagnostics and maintenance. Lenze’s FAST application software can be incorporated into machines – typically,
“If an automation partner can prove they can cover most of a
machine builder’s automation needs in terms of product, then single source supply emerges as a more attractive option”
software tools? Are these provided? Are they reliable and easy-to-use?
WORKING WITH THE EXPERTS Many machine builders prefer not to invest the time and effort in developing in-depth expertise and prefer to consult with their automation partner for the systems expertise. Working alongside a solutions provider
will offer the best chance to maximise the added value and result in a successful project outcome. Where design capabilities are concerned, there are several questions to ask of a prospective automation partner, including their ability
8 JUNE 2019 | DESIGN SOLUTIONS
over 80% of the design requirements for most motion control applications can be met. This reduces the project/design risk and saves time and effort when pioneering new system designs.
RELIABILITY OF SUPPLY Once the design is completed, it will be converted into a bill of materials. Ideally the supply partner will have a broad portfolio of products, and the knowledge to apply them. Seamless connectivity is the byword here, although the machine builder should not expect all products from one supplier to be interoperable across successive generations. The
automation partner must have sufficient understanding of their portfolio to be upfront and provide guidance on how to fulfil the application requirements without the machine builder getting lost in interconnectivity issues. Lastly, an automation partner
needs to provide evidence that their product portfolio is scalable, complete and modular. Can the portfolio cover everything from simple to complex applications? It is also advisable to research the company itself – is it financially stable, and does it have industry recognised accreditations, certifications and so on. A level of after-sales support can be
assumed, even for the simplest of component suppliers. However, if the intention is to partner with a supplier, then expectations should be considerably greater. For example, is this support comprehensive and worldwide? Is an extended warranty provided? Is the supplier open about product obsolescence and can he support machine updates that extend life? Armed with all this critical underlying
knowledge, the machine builder can begin to identify the strengths and weaknesses of a potential automation partner – helping them to make the right choice.
Lenze
www.lenze.com/en-gb
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