MHI Solutions Improving Supply Chain Performance
BY , EVP OF INDUSTRY LEADERSHIP, MHI
WHILE REFLECTING ON her past experiences, Amanda Vernaglia, director of target development at MHI member Rehrig Pacific Company, has found that “systems integrators know their designs and systems very well.” On the other hand, end users “know their processes and workflows” much better.
When it comes to systems integration as a whole, “true value” is ultimately created when integrators’ and end users’ skill sets are “combined into one operational reality.”
“Systems integrators connect businesses’ needs to engineering reality,” she stressed. “They manage complexities within detailed constraints and they consider—and plan for—the digital and physical applications.”
Not to mention, systems integrators provide a delivery method that’s highly disciplined and fully prepared for implementation in the real world. Upon being implemented, systems integration should be ready for real‑world growth, too.
“Systems integrators should also act as pragmatic filters on trending industry hypes, such as demo‑ware versus production readiness,” she emphasized.
Kevin Thompson, vice president of MHI member Systems in Motion, adds that systems integrators stand out in another key way: They have specific knowledge about the types of equipment that are used in the material handling industry. As a result, systems integrators can remove any burdens from an end user’s operations and engineering teams throughout their entire processes.
“System design requirements are developed and established at the beginning of a project,” he explained. “Then, research and design work is done to determine the correct material handling equipment.”
From there, normal project work will occur, from the selection of a vendor to the actual implementation to the “go‑live and commissioning support.” All these tasks will be conducted by individuals on the end user’s team, while receiving support from the original equipment manufacturer (OEM).
“However, finger‑pointing between the OEM, the install teams and the electrical teams is all handled by the systems integrator—not at the end‑user level,” he added.
As a new business development consultant for MHI member Bastian Solutions, Matthew Theriault‑Thompson has discovered that systems integrators offer value to the material handling industry in three primary aspects. First, they have a wide array of experience in “selecting, designing and installing disparate systems since they do this every single day.”
According to Theriault‑Thompson, engineers arguably have the experience and know‑how to produce products like no one else. But they “don’t have the same level of exposure” as systems integrators. Why? Simply put, “they aren’t embedded in the technology to the same level as a systems integrator.”
Second, systems integrators generally have certifications on any equipment that’s installed. They can also provide service‑level agreements that enable them to properly handle the servicing of all installed equipment. Consequently, they’re “the one point of responsibility.” Gone are the days in which various individuals need to manage several different service groups, all from different technologies that are installed separately.
Finally, systems integrators can offer system‑specific learning management systems, according to Theriault‑Thompson.
“These systems will assist with training—both onboarding and continuing education—for operators, maintenance and administration staff that are responsible for the system’s operation,” he continued.
To acquire each of these value‑oriented benefits, Ed Romaine, vice president of marketing at MHI member Integrated Systems Design (ISD), advises end users to select the best fit possible. By choosing the most ideal systems integrator for their particular business, an end user will have a systems integration partner that understands their goals and business needs. They’ll also be able to evaluate the technologies (and groups of technologies) that work most efficiently, given the end user’s objectives.
“Systems integration is certainly a practice where 1 + 1 = 3, when done properly,” Romaine said. “The sum is greater than its parts to create a system designed for an end user’s operations, not everybody who calls them.”
During their searches for systems integrators, end users must be aware of certain “green flags,” so to speak. For starters, before focusing on material handling equipment (MHE), systems integrators should discuss their integration processes.
“It takes about two times the amount of time for anyone outside of an end user’s optimization to understand the full dynamic operations,” Thompson said. “Simple things like the ‘hidden factory’ are not always known or documented. These will trip up a project if they’re not rooted out.”