Question Everything

The key to any successful project is getting the right answers but you won’t get them without the right questions. That sounds fairly obvious but doesn’t always happen.

In almost all projects there will be several builders who can provide machinery that can meet the specification. Some companies stop here and choose based on lowest price because this is a relatively simple as well as visible decision. It is also a mistake. Machinery must always be selected based on cost. The price is paid once and any savings quickly forgotten. Cost is paid every day.

I do not have space here to discuss all the questions that must be answered to minimize cost. Below are a few important ones that may get missed:

1. What are the machine builder’s capabilities?

Many builders make a variety of machines for a variety of customers. Typically, each has something that they are particularly good at. Ask the builder about similar machines that they have built for customers similar to yourself. Remember the learning curve: the company that has built similar machines previously is likely to do a better job than the company that has not.

1. What are the builder’s financial capabilities?

Most packaging machinery is built to order. Deliveries may be as short as 4-6 weeks or as long as a year or more. Financial weakness can prevent the builder from meeting your delivery. Worse, if they go belly up in the midst of the project, you have not only lost any payments made, you will have lost your startup schedule. Do a financial strength analysis on every potential vendor.

1. What service and support do they offer?

Most companies can offer on-site service technicians but how many? How long will you have to wait when you need one? Do they speak the appropriate language? If buying a German machine, do they have English speaking technicians?

Assistance from a distance is also a plus. Builders must be able to provide support by phone and e-mail. Some machines can be connected to the Internet so that the builder can analyze them remotely. A few even have webcams so the builder can see the machine in operation.

1. What documentation is provided?

At a minimum builders must operating provide operating, repair/maintenance and changeover manuals. These should be profusely illustrated and the repair manual should have exploded views of the machine with each part name and part number. Wiring and plumbing diagrams as well as PLC code are a must. Paper copies are nice but electronic copies are a must. Videos are always helpful as training aids.

Ask to see a typical documentation package.

The list of questions to ask when buying machinery is long and will vary from project to project. The key is to ask as many questions as possible as early as possible. Always bear in mind that the machine will be around for a long, long time. Even small differences in operating costs will add up to a big difference over that time.