Q: When you visit customers, is there a common theme or problem they face?
Rob Davison: The most common theme or problem I hear from customers is the need to solve the constraints on their processes. However, it’s a matter of how critical the problem is to their operation. If fixed, will they be able to go another shift without having to replace a tool? That’s valuable. However, it’s the issues that are constraints on their process where we discover and solve their biggest problems. As a result, it opens not just one shift of extra productivity, but maybe the solution will let them skip a whole maintenance cycle in their facility and then that extra productivity is more beneficial to them. Suddenly, we can solve more problems than just one.
Ultimately, it’s a matter of figuring out how we can provide value to the customer.