“For my sales team, the objective is to understand the market requirements. When we start looking at a project with a potential customer of course we present our technology portfolio, but the task is above all to scope out together with the customer what such an industrial automation project includes. It is important not to underestimate the work that needs to be done before chosen solution can be installed. Industrial automation does not consist of simply installing a robot that can make thousands of movements per day. The first step is to understand the existing workflow and processes and their future likely evolution. Once the technical requirements have been agreed with the customer, RAX works on developing the best technical solution for them, taking into account the budget available, technical constraints and business plan. In doing so, RAX can choose from its already available wide range of technologies, combining standard and customized”