{"id":8773,"date":"2026-06-26T06:58:00","date_gmt":"2026-06-26T11:58:00","guid":{"rendered":"https:\/\/www.mhisolutionsmag.com\/?p=8773"},"modified":"2026-06-26T06:00:39","modified_gmt":"2026-06-26T11:00:39","slug":"the-value-of-systems-integrators","status":"publish","type":"post","link":"https:\/\/www.mhisolutionsmag.com\/index.php\/2026\/06\/26\/the-value-of-systems-integrators\/","title":{"rendered":"The Value of Systems Integrators"},"content":{"rendered":"
\n
\"christianBY CHRISTIAN DOW<\/span>, EVP OF INDUSTRY LEADERSHIP, MHI<\/figure>\n

\u00a0<\/p>\n

WHILE REFLECTING ON<\/strong> 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.<\/p>\n

When it comes to systems integration as a whole, “true value” is ultimately created when integrators\u2019 and end users\u2019 skill sets are “combined into one operational reality.”<\/p>\n

“Systems integrators connect businesses\u2019 needs to engineering reality,” she stressed. “They manage complexities within detailed constraints and they consider\u2014and plan for\u2014the digital and physical applications.”<\/p>\n

Not to mention, systems integrators provide a delivery method that\u2019s highly disciplined and fully prepared for implementation in the real world. Upon being implemented, systems integration should be ready for real\u2011world growth, too.<\/p>\n

“Systems integrators should also act as pragmatic filters on trending industry hypes, such as demo\u2011ware versus production readiness,” she emphasized.<\/p>\n

\"the\n
<\/figcaption>\n<\/figure>\n

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\u2019s operations and engineering teams throughout their entire processes.<\/p>\n

“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.”<\/p>\n

From there, normal project work will occur, from the selection of a vendor to the actual implementation to the “go\u2011live and commissioning support.” All these tasks will be conducted by individuals on the end user\u2019s team, while receiving support from the original equipment manufacturer (OEM).<\/p>\n

“However, finger\u2011pointing between the OEM, the install teams and the electrical teams is all handled by the systems integrator\u2014not at the end\u2011user level,” he added.<\/p>\n

As a new business development consultant for MHI member Bastian Solutions, Matthew Theriault\u2011Thompson 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.”<\/p>\n

According to Theriault\u2011Thompson, engineers arguably have the experience and know\u2011how to produce products like no one else. But they “don\u2019t have the same level of exposure” as systems integrators. Why? Simply put, “they aren\u2019t embedded in the technology to the same level as a systems integrator.”<\/p>\n

Second, systems integrators generally have certifications on any equipment that\u2019s installed. They can also provide service\u2011level agreements that enable them to properly handle the servicing of all installed equipment. Consequently, they\u2019re “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.<\/p>\n

Finally, systems integrators can offer system\u2011specific learning management systems, according to Theriault\u2011Thompson.<\/p>\n

“These systems will assist with training\u2014both onboarding and continuing education\u2014for operators, maintenance and administration staff that are responsible for the system\u2019s operation,” he continued.<\/p>\n

To acquire each of these value\u2011oriented 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\u2019ll also be able to evaluate the technologies (and groups of technologies) that work most efficiently, given the end user\u2019s objectives.<\/p>\n

“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\u2019s operations, not everybody who calls them.”<\/p>\n

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.<\/p>\n

“It takes about two times the amount of time for anyone outside of an end user\u2019s optimization to understand the full dynamic operations,” Thompson said. “Simple things like the \u2018hidden factory\u2019 are not always known or documented. These will trip up a project if they\u2019re not rooted out.”<\/p>\n

Click here to read the full article.<\/a><\/em><\/p>\n<\/div>\n\n\n

ISTOCK.COM<\/a>\/TADAMICHI<\/h6>\n\n\n\n

<\/p>\n","protected":false},"excerpt":{"rendered":"

BY CHRISTIAN DOW, EVP OF INDUSTRY LEADERSHIP, MHI \u00a0 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 …<\/p>\n","protected":false},"author":40,"featured_media":8776,"comment_status":"close","ping_status":"open","sticky":false,"template":"","format":"standard","meta":{"footnotes":""},"categories":[6,5],"tags":[2097,442,1902,1907,466,441],"class_list":["post-8773","post","type-post","status-publish","format-standard","has-post-thumbnail","hentry","category-featured-article","category-features","tag-emerging-technology","tag-mhi-solutions","tag-mhi-solutions-magazine","tag-mhisolutionsmag","tag-supply-chain","tag-supply-chain-innovation"],"yoast_head":"\nThe Value of Systems Integrators - MHI Solutions<\/title>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.mhisolutions-digital.com\/mhiq\/library\/item\/0326_volume_14__issue_3\/4349253\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"The Value of Systems Integrators - MHI Solutions\" \/>\n<meta property=\"og:description\" content=\"BY CHRISTIAN DOW, EVP OF INDUSTRY LEADERSHIP, MHI \u00a0 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. 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