In the machine roaring workshop, a key production line unexpectedly stalled, every minute of downtime
means huge losses; the face of the market in urgent need of new products, the existing equipment is unable
to quickly adjust the production, missed opportunities; the product qualification rate has always been hovering,
repeated rework and scrapping devouring the meager profits ...... these plague the real pain points of
manufacturing enterprises can not be solved simply by buying a few robots or a set of software. These real
pain points plaguing manufacturing enterprises can not be solved by purchasing a few robots or a set of
software alone. The value of industrial automation suppliers is leaping from a mere equipment provider to
a key strategic partner for manufacturing enterprises to crack the dilemma and realize intelligent upgrading.
Beyond hardware: supplier's core value remodeling
The role of leading industrial automation suppliers has undergone a profound transformation:
Industry insight and pain point diagnosis experts:
They specialize in specific manufacturing sectors (e.g., automotive parts, food packaging, electronics assembly,
pharmaceutical production) and understand the unique processes, quality requirements, compliance standards and
core pain points of different industry segments. Instead of “selling what you have”, they are able to penetrate into
the customer's shop floor and accurately identify efficiency bottlenecks, quality fluctuations, cost wastage and safety risks.
Based on the grasp of industry trends (e.g. flexible manufacturing, green production, personalized customization),
we are able to propose automation upgrading paths that are in line with the customer's long-term development
strategy in a forward-looking manner.
Complex system integration and engineering capabilities:
The real value lies not in a single piece of equipment, but in the seamless integration of heterogeneous technologies
such as industrial robots, intelligent sensing, motion control, machine vision, AGV logistics, MES software, etc., into an
efficient and synergistic overall system. This requires deep engineering experience and cross-technology integration
capabilities.
Suppliers need to be proficient in various industrial communication protocols (e.g. OPC UA, Profinet, EtherCAT) to ensure
that the “language” between the devices is fluent; have strong PLC/SCADA programming, electrical design, mechanical
design capabilities to build a stable and reliable physical foundation; and be able to effectively converge the underlying
data to the MES/IIoT platform. and effectively converge the underlying data to the MES/IIoT platform to realize data-driven.
Turnkey solution provider:
We provide end-to-end “turnkey” services from detailed demand analysis and program design, to equipment selection,
software development, on-site installation and commissioning, to final acceptance and capacity ramp-up. This greatly
reduces the burden of manufacturing enterprises in technology selection, project management and cross-departmental
coordination, and ensures that the project will be implemented on time, on quality and on budget.
We are especially good at dealing with complex scenarios such as the transformation of old equipment and the
integration of new and old systems, maximizing the use of existing asset value.
Full life cycle service and knowledge empowerment:
The partnership does not end with equipment delivery. Provide continuous technical support, preventive maintenance,
spare parts supply, remote diagnosis, rapid response to faults to ensure long-term stable operation of the system.
Provide professional training for operators and maintenance engineers, and transfer technology, experience and best
practices to the customer's team, so as to enhance their independent operation and maintenance capabilities and
avoid over-dependence on suppliers. Some of the leading suppliers also provide continuous optimization services,
making suggestions for efficiency or quality improvement based on operational data.
Supplier selection: key considerations
With a multitude of industrial automation suppliers, how do manufacturers identify true value partners?
Industry Expertise and Successful Cases: Do you have deep experience and proven successful projects in your
niche? Are there real cases that have solved similar pain points?
Technology Integration and Engineering Strength: Can you provide full-stack technology capabilities covering
sensing, controlling, executing and analyzing? Is the system integration capability solid? Is there a mature
engineering methodology and quality control system?
Openness and scalability of the solution: Does the provided system adopt open architecture to avoid being locked by
a single technology? Can it be smoothly interfaced with existing equipment or other systems (e.g. ERP) that may be
introduced in the future? Is it easy to expand and upgrade?
Localized service and responsiveness: Is there enough technical support team rooted locally? What is the response
speed and service quality? Is the supply of spare parts timely? This is the key to ensure the long-term stable operation
of the system.
Long-term willingness to cooperate and value concept: Does the supplier focus on establishing long-term strategic
partnerships? Is their value proposition “selling products” or really helping customers “solve problems and create
value”? Is communication smooth and transparent?
Collaboration for the Future: Shaping the New Ecology of the Smart Factory
The role of the industrial automation supplier continues to evolve:
Embrace new technology frontiers: Actively integrate artificial intelligence (AI), machine learning (ML), digital twins, 5G,
edge computing and other cutting-edge technologies to provide customers with smarter predictive maintenance, adaptive
control, quality prediction, autonomous decision-making and other capabilities.
Deepen the value of software and services: Software (especially industrial AI algorithms and data analytics platforms) and
continuous optimization services will account for an increasing proportion of the value. Suppliers will shift from “selling
equipment” to “selling capabilities” and “selling results”.
Focus on sustainability: Provide automation solutions related to energy efficiency monitoring and optimization, carbon
emission tracking, and resource recycling to help customers achieve green manufacturing goals.
Build platform-based ecosystem: Some leading suppliers are committed to building an open Industrial Internet platform or
ecosystem to connect more devices, application developers, and industry experts to create richer value for customers.
Conclusion
In the manufacturing industry's journey towards intelligence, flexibility and greening, the importance of choosing an
industrial automation supplier who understands the industry, has technology, emphasizes service, can land and can be
trusted is no less important than choosing a core technology. They are not only the provider of advanced equipment, but
also a strategic consultant, system architect, engineering delivery experts and lifelong service partners in the transformation
and upgrading of manufacturing enterprises. Rather than choosing a supplier, it is better to choose a peer who can face the
challenges of the future and work together to realize the new value of manufacturing. A wise choice will lay a solid
foundation for the competitiveness of the enterprise and sustainable development.