Why the choice of integrator matters so much
Industrial automation is a long-term investment. A well-designed, documented and maintainable control system lasts 15-20 years and increases your plant's productivity throughout its life. A poorly designed system creates dependency on the original integrator, generates frequent stoppages and may ultimately require complete replacement investment within a few years.
1. Real experience in your sector
Industrial automation is not generic. Automating a pharmaceutical plant (with GMP validation, audit trail and FDA 21 CFR Part 11) is radically different from automating a food packaging line (with CIP/SIP, IP69K hygiene and BRC/IFS traceability). Ask specifically: how many projects have you done in my sector? Can you provide references from similar clients?
2. Manufacturer independence
An integrator with exclusive or preferential agreements with a PLC manufacturer may not be best placed to recommend the optimal platform for your project. Ask: which PLC manufacturers do you work with? Why do you recommend this one for my project?
3. Documentation quality
This is the criterion most ignored during procurement and most regretted afterwards. A system without documentation is a black box: only the original integrator can maintain it, creating permanent dependency. Minimum documentation to require in the contract: updated electrical schematics, PLC programme backup in editable format, operation manual, signed FAT/SAT protocol, critical spare parts list and programme functional description.
4. Post-delivery support capability
What happens when you have a breakdown at 2am on a Sunday? Ask for SLA (Service Level Agreement) with explicit response times in writing: maximum remote response time, maximum on-site presence time. Without a written SLA, verbal promises have no value when you need them.
5. FAT testing before installation
A serious integrator performs Factory Acceptance Tests (FAT) at their premises before shipping the system to your plant. FAT drastically reduces commissioning time on site and production problems. If an integrator does not include FAT in their proposal, it is a warning sign.
6. Verifiable references
Any company can claim experience in your sector. Ask for specific references: company name, contact person, project carried out and date. And call them. A satisfied customer is always willing to talk.
7. Own team vs subcontracting
Ask: who is going to do the work? Are they your own employees or subcontractors? Who will be the technical project manager and what is their experience?
8. Price: the least important criterion (but the one that weighs most)
A system 15% cheaper that creates integrator dependency, has poor documentation and requires frequent interventions ends up being much more expensive in the total lifecycle cost. Compare proposals ensuring they include the same scope, documentation, FAT/SAT tests, maintenance team training and post-delivery support conditions.
At Bluemation we answer all these questions transparently. Contact us for an honest proposal.