CASE STUDY

TM Robotics in search of Middle Eastern partner

tre058-1TM Robotics, the European robotics partner of Toshiba Machine, is actively expanding its operations in the Middle East and Africa and is searching for systems integrator partners from the Arabian Peninsula and North Africa . At present, the company handles the majority of its Middle Eastern business directly, but would like to introduce a new level of local expertise by working with plastics or packaging integrators to improve its offering.

TM Robotics handles the sales, marketing and support of Toshiba Machine’s industrial robots throughout Europe and offers an extensive range of SCARA, six axis and Cartesian robots. The robots find applications in industries ranging from plastics and packaging to food and pharmaceuticals and electronics and cosmetics to automotive component handling.

The company believes that its Toshiba Machine SCARA is the most easy to use robot on the market, and also the easiest to integrate. As a result, once integration, training and programming costs are factored into the equation it can be the most effective for the end user. They argue that this means good business and satisfied clients for the integrator.

“Repeat business with the same end users is always the sign of a good integrator,” explained Nigel Smith, managing director of TM Robotics. “We already have relationships that yield those kinds of results across Europe and in South Africa . We are now looking to fill in the geographical blanks between the two,” he continued.

“This isn’t simply a dot joining exercise though; it’s a serious strategic plan. There are some very impressive manufacturing companies in the Middle East that offer huge opportunities. But, like the rest of us, they are operating in a Global environment. As a result, budgets are tight and anything that can improve efficiency and reduce costs will be a benefit. Industrial robots bring these benefits and others.”

TRE058-2TM Robotics believes that the benefits of an industrial robot can be calculated simply by analysing the application and isolating the savings, costs and additional financial benefits of the installation. Subtracting the costs from the savings and the financial implications of the additional benefits, results in a figure that will demonstrate return on investment. Payback is achieved when the total saving figure, which will mount up month by month as savings are incurred, becomes greater than the total cost of the installation.

“Our systems integrator and distributor partners gain advantages from a host of benefits such as training, partner events and unique product developments, such as our industrial robot starter pack , which is an ideal training tool or introduction to robotics for novice end users. We’re looking for a partner who is knowledgeable in engineering with an awareness of mechanical and electrical applications. Naturally, they should also be experts in their sector; most likely plastics or packaging. We need someone that can work effectively, with our technical, guidance to take advantage of the new and exciting opportunities that are arising in the Middle Eastern markets,” concluded Smith.

Suggested box out content:

Savings:

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    Labour costs saved by re-distributing existing workers elsewhere within the company
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    Maintenance costs saved by switching to robotics from an existing system
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    Changeover savings incurred as a result of the advantages of robotics over current system
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    Other overheads reduced as a result of manual labour no longer being required on this line

Costs:

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    The cost of the robot itself
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    The cost of programming
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    The cost of integration
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    The cost of associated equipment*
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    Training costs
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    Such as vision or control equipment

Benefits:

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    Increased turnover and/or profit incurred due to increased production within the existing system
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    Increased turnover and/or profit incurred as the result of 24 hour operation or additional shifts

SAVINGS + BENEFITS – COSTS = ROI