As a supplier of turnkey robotic options… what questions would possibly maintain your prospects again from buying your options?
You probably have primarily provided integration companies up to now, chances are you’ll discover a change whenever you transfer to promoting pre-engineered, off-the-shelf options.
Prospects would possibly ask totally different questions than whenever you have been solely promoting companies.
Listed here are 15 questions your prospects would possibly ask:
1. What Are the Variations Between This Resolution and Options?
In comparison with integration companies, turnkey options are extra like a “product.” This implies prospects will examine related merchandise in the marketplace.
In case your prospects are asking about your opponents, it is a good factor!. Get to know what different firms present related options to you in order that you know the way to reply.
2. What Is the Lead Time to Obtain the System?
A big advantage of turnkey options is that they’re fast to ship as a result of the parts are standardized… which also needs to be true of the supply occasions!
Present your prospects with a transparent, sensible estimated of the supply time based mostly in your present manufacturing capabilities.
3. How Lengthy Will Set up Take As soon as on Web site?
Ease and pace of set up are vital promoting factors for turnkey options. Guarantee you may have an in depth step-by-step set up course of that’s straightforward for purchasers to comply with.
A good suggestion is to debate potential challenges particular to the shopper’s facility early-on, so you may anticipate them.
4. How Will It Combine With Our Present Manufacturing Traces?
A possible objection to pre-engineered robotic options is that they won’t combine with different processes within the buyer’s facility.
Clarify the modular design of your system and the way it can adapt to varied configurations. That is additionally an space the place you may present your experience as an integrator.
5. What Are the Efficiency Specs and Capabilities?
As with every expertise product, your prospects will scrutinize the technical efficiency of your answer.
Be prepared to supply complete knowledge in your turnkey software, together with cycle occasions, payload capability, accuracy, and some other related metric. If potential, validate your claims with earlier real-world knowledge from prior installations.
6. What Is the Whole Price and Pricing Mannequin?
Price transparency is essential. Prospects are sometimes contemplating a turnkey answer as a result of they need a clearer price than they’d get with a customized answer.
Provide detailed pricing fashions that clearly clarify all prices concerned, together with {hardware}, software program, set up, and potential customization charges. Standardized pricing packages may streamline the shopping for resolution
7. How Can We Modify It for Future Adjustments in Operations?
Your prospects could also be involved concerning the flexibility of your answer. They could need to know if it will probably adapt to future adjustments to their product strains or operations.
With the proper programming software program, your robotic answer can have excessive agility with simply reconfigurable parts.
8. Can It Deal with Totally different Product Sizes or Variations?
Flexibility for dealing with totally different product strains or variants is usually a key requirement. As a robotic answer, it’s probably that yours will inherently embody this stage of flexibility.
Give a transparent understanding of the vary of sizes that your turnkey answer can deal with. Clarify what steps are required to adapt the answer to totally different variants.
9. What Is the Anticipated ROI and Payback Interval?
New robotic customers are sometimes involved with the query of when is the proper time to spend money on robots for his or her enterprise.
The return on funding (ROI) and payback time are helpful measures to so that you can know when promoting turnkey options. Assist your potential prospects to calculate these for his or her deployments.
10. What Sort of Upkeep and Assist Is Included?
Put up-sales help is an important side of any automation answer. It helps to offer your prospects the arrogance that they’ve made the proper alternative and builds belief that may result in future gross sales.
Clearly define your technical help, upkeep and different companies.
11. How Customizable Are Programming and Interfaces?
Regardless of the standardized parts of a turnkey answer, customization is essential for a lot of prospects. That is notably the case with programming software program, which can have to combine with different software program package deal.
RoboDK provides in depth customization choices from integrating with many CAD/CAM packages all the way in which to customizing the graphical interface.
12. What Sort of Coaching or Documentation Is Offered?
The coaching you present together with your turnkey answer can have an incredible influence on its success in your buyer’s enterprise. Present as complete coaching and documentation as potential.
If you’re utilizing RoboDK as your programming software program, we provide an intensive vary of coaching assets without cost to RoboDK customers.
13. How Dependable Is It Anticipated to Be Over the Lifetime?
Reliability is paramount for production-grade methods. With turnkey options, you may supply extra correct reliability metrics than you would possibly for extra customized robotic deployments.
The place potential, present empirical knowledge on metrics like system uptime, imply time between failures, or some other related reliability metric.
14. Are There Any Limitations We Ought to Be Conscious Of?
No robotic system can do every little thing. Honesty about your answer’s limitations can go an extended solution to stopping misconceptions and dissatisfaction.
When your prospects are well-informed about what your answer can and may’t do, they’re extra more likely to respect its strengths and get probably the most from it.
15. Can You Present Me?
Lastly, typically one of the simplest ways to indicate the capabilities of a robotic is to reveal it working.
Usually, one of the simplest ways to do that is to ask the potential buyer to your small business and present the robotic answer in motion! For those who can’t do that, another is to indicate movies or case research.
Whenever you tackle these questions with authoritative responses, your prospects will see your experience and reliability as a supplier of robotic options.
And with RoboDK’s highly effective robotic programming software program supporting you and your buyer, you may confidently supply turnkey options which are straightforward to program and use.
If you’re utilizing (or contemplating utilizing) RoboDK as a element in your turnkey software… tell us and we would characteristic you on this weblog!
What questions do your prospects ask you most? Inform us within the feedback beneath or be a part of the dialogue on LinkedIn, Twitter, Fb, Instagram, or in the RoboDK Discussion board.. Additionally, take a look at our in depth video assortment and subscribe to the RoboDK YouTube Channel
