FEATURE MACHINE BUILDING, FRAMEWORKS & SAFETY
Selecting an automation partner M
In addition to component supply, machine builders increasingly regard automation vendors as project partners, placing as much emphasis on the latter’s system design and support capabilities as on the extent of their product portfolio. Derek Jones, business development manager at Lenze, offers some advice to those about to select an automation partner
achine builders are under increasing pressure to provide
flexible machines that deliver fast cycle times, accommodate multiple product configurations with minimal time loss between changeovers, while complying with strict international machine safety regulations. As modern process and production machinery is now almost entirely automated, with substantial functionality embedded in high-speed communications networks, some automation vendors have taken on a role far beyond supplying components. Indeed, 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.
STARTING WITH THE PRODUCTS Selecting the best automation supplier can be a challenge. As an initial starting point, there are several fundamentals the machine builder should consider when embarking on the selection process. When appraising a supplier, the first thing to look at is the range and scalability of their product portfolio. Admittedly, few machine builders want to be tied exclusively to a single vendor. However, neither do they want to work with multiple suppliers and suffer from ensuing interoperability problems. If an automation partner can demonstrate their ability to cover the majority of a machine builder’s needs in terms of product, then single source supply begins to look like the more attractive option. The next task is to find out how flexible
the vendor is in his dealings with customers. Can they work with you on all aspects of a project, or simply supply specific services such as design, construction, installation or training, but without a joined-up approach? Virtually all vendors offer technical support, but this can mean different things to different people. Will the automation vendor be able to help in-depth with your system design, based upon solid application knowledge and proven experience? Can they provide system development software tools that are easy-to-use and 100 per cent reliable?
14 OCTOBER 2017 | DESIGN SOLUTIONS
SYSTEM EXPERTISE The key functionality of most machinery relies on motion control. Many machine builders do not want to invest too much time and effort in developing in-depth expertise in this field. They instead have clear specifications in terms of loads, distances, speeds and timings, and want to consult with their automation partner for the necessary systems expertise. Where design capabilities are concerned, there are several questions to ask of a prospective automation partner - can they provide dependable advice in the earliest concept design stages? Can they demonstrate in-depth knowledge and experience of the process? Also, are they prepared to include support to transfer skills such as engineering training and software creation? Working alongside a solutions provider, rather than a simple component supplier, will offer the best chance to maximise the added value and get a successful project outcome. Software tools are used across all stages of the machine’s lifecycle - not just planning and design, but also programming, diagnostics and maintenance. For example, Lenze’s FAST application software can be incorporated into machines for complex motions such as synchronisation, registration, feeding and robotic pick and place. This software saves the programmer from having to develop complex, bespoke software of their own, therefore lowering the project/design risk and freeing resources to focus on challenges elsewhere.
RELIABILITY OF SUPPLY Once the design stage 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 key factor is whether the partner has sufficient understanding of their portfolio to be upfront and provide guidance on how to optimally fulfil the application requirements, without the machine builder getting lost in interconnectivity issues. A prospective automation partner should be asked if
their product portfolio is scalable, complete and modular. What is the span of powers that can be delivered and can the portfolio cover everything from simple to complex applications? For example, are both simple AC drives and high performance servo from low to high powers available. Can these be delivered quickly in the UK, and worldwide, in the case of spares, and is there a guaranteed supply of parts for a defined future period? It is also advisable to research the company itself – is it financially stable, 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
High speed
communications are needed throughout the production line
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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