6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

CONSIDERATIONS
WHEN SELECTING A

ROBOT
INTEGRATOR

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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR
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.
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…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/cost-
effectiveness 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.
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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

COMMUNICATION
FINDING SOMEONE WHO SPEAKS YOUR LANGUAGE
Good communication is developing a comprehensive Request For
central to any successful Proposal (RFP). The benefits of a well-written
business partnership. RFP cannot be overstated. Not only does it
Being transparent in allow you to compare candidates based on the
objectives, needs and same project criteria, it also lets all prospective
expectations, as well as providing feedback integrators know exactly what you’re looking
along the way builds trust, confidence for in terms of application, goals, service,
and understanding. Importantly, good timelines and budget.
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 Be Realistic.
early on, as long as, of course, you are clear
in your own expectations. Initially, you can
Opting for the cheapest
demonstrate your commitment to creating bidder could cost you
a strong, mutually beneficial relationship by
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.

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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

TRUST
KNOWING WHO TO TRUST
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.
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 in-
depth 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 cost-
efficiencies. 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
TRUST IS A
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 TWO-WAY
may want to consider an integrator that has a network of
technicians.
STREET.
Remember to ask what
Take the opportunity to tour the facility. Make sure you the integrator needs
have your questions prepared beforehand. What happens from you to ensure the
if other business comes online? Will your project suffer, best for the project.
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,
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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

Safety
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
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 10218-1 and
ISO 10218-2 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
standards. Make sure the robotic integrator Safety Standard: ISO/TS 15066:2016
you choose has sufficient knowledge for Robots and Robotic Devices
of ANSI/RIA safety standards provides safety requirements
and ask to see copies of the for collaborative industrial
company policies regarding robot systems where a robot
health and safety. system and people share
the same workspace.
A DESIGN FOR LIFE Depending on the type of
Currently, the ANSI/RIA system you require, both
R15.06-2012 American you and your prospective
National Standard for integrator need to
Industrial Robots and understand and plan
Robot Systems Safety and budget for the safety
Requirements standard, requirements as specified by
approved March 28, 2013, these standards.
provides guidelines for the
manufacture and integration of
Industrial Robots and Robot Systems with

It is common sense, as well as good

business sense, to ensure robot safety
of your proposed system meets all
current safety standards.
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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

Culture
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
business.
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.

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6 CONSIDERATIONS WHEN SELECTING A ROBOT INTEGRATOR

Accountability
MONEY TALKS
The last thing you want, One way to assess the health of a business is
or need, is for your based on how busy they are and what projects
integrator to go out of are in the pipeline.
business in the midst of
Questions to ask include:
your integration project,
leaving you at a dead-end • Are they recruiting new staff?
and having to find a new partner to complete • Do they have any expansion plans?
the job. While a business may not be willing to
let you see their accounts, you can run your • What new clients are coming on board?
(This is an interesting one as you can also assess if
own credit check simply and cheaply. You may
there is any conflict of interests.)
also want to develop a vendor background
questionnaire.
Questions to ask include:
• Have you ever claimed bankruptcy? Make sure candidates are
• Do you have any judgements against you willing to stand by their work
(defaults, tax liens)? and follow through on their
• Who are the principals?
• Is the company known by other names?
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.

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Accreditation
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.

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