Why Did a Customer Pay Triple for Our Applicator?
A recent customer purchased a PL100EPi Applicator to meet their very demanding application requirements. Though we received only our normal price, solving their problem actually cost our customer three times the price of our unit. How and why? Simply because before they tried our system, they were sold a ‘competitive’ system that really couldn’t meet their needs.
Our customer purchased a unit from a competitor based on claims of speed, accuracy, and reliability. This competitor used a very simple formula to make this sale. A focus on the number of machines they had previously sold and an impression that they were the only viable option for this type of application.
The system was delivered by our competitor to a third party provider of integrated custom automation solutions. To make a long story short, the competitive system never attained the performance that had been promised. Even with multiple visits by the competitor, over the course of SEVERAL MONTHS, to address the issues. Eventually this equipment caused a delay in shipment of a highly integrated and expensive custom automated assembly system. It also jeopardized the ability of our customer to meet their production schedules.
Finally, our customer searched for an alternative and discovered NSI solutions. In their first inquiries the customer had some very pointed questions regarding our systems in comparison to the issues experienced with the competitor. Nautilus Systems (NSI) was quick to point out the technical superiority of our applicator products and the engineered solutions that come standard with each of our machines. These solutions solve long-standing issues experienced by users of competitive systems.
This customer invested additional time and cost in requesting a demo and a personal visit to our facilities. Eventually this customer elected to purchase a PL100EPi system.
Four weeks later the PL100EPi Applicator, featuring our patented technology, and incorporating our closed-loop Encoder Package for extreme precision, was installed on their production line. The result was a machine solution running at MORE THAN TWICE the speed, with GREATER PLACEMENT ACCURACY, and operating in a HIGHLY RELIABLE manner. All of this at a LOWER PRICE!
The competitive system? It was placed on a pallet and wrapped in plastic with a future likely to be spent in the dark corner of a warehouse.
The lesson? Though some may claim greatness by virtue of past accomplishments, NSI is focused on ever improving and expanding our products. Not only does this strategy allow us to be the technology leader in our field, it will also lead us to be the sales leader. Successful installations throughout the U.S. and in more than a dozen countries around the globe are only the beginning.
If you’d like to know more, please take a look at our products, or better yet, give us a call!