When to Work with an OEM vs. a System Integrator: Navigating the World of Packaging Automation
In the complex world of packaging automation, there are two key players: original equipment manufacturers (OEMs) and systems integrators. Understanding when to work with each can significantly impact the outcome of your packaging automation systems. Chris O’Brien, Field Service Manager for Wayne Automation, clarifies the role of an OEM and a systems integrator and explains when to engage each for a successful project.
Understanding OEMs and System Integrators
An OEM like Wayne Automation specializes in designing and manufacturing specific pieces of equipment. They focus on creating individual machines that form part of a larger packaging line. OEMs possess deep expertise in their particular area of manufacturing.
On the other hand, a packaging systems integrator, sometimes referred to as an engineering firm, is typically a large engineering group that handles comprehensive projects involving multiple pieces of equipment. They often work with various OEMs to create complete line layouts and integrate all the equipment to meet the customer’s specific needs.
When to Work with a System Integrator
Most customers engage a packaging systems integrator for large-scale projects that require multiple pieces of equipment or a complete line overhaul. This is because system integrators excel at engineering turnkey lines, planning and executing large projects, and integrating various equipment from different OEMs.
Businesses may also work with an independent integrator during the planning and layout phases of a large-scale packaging automation project. The integrator, in turn, collaborates with OEMs for recommendations and integration strategies to ensure they deliver the specific packaging equipment that the customer needs for a successful line. This is especially true for businesses that need custom equipment or unconventional packaging machinery features.
“However, sometimes the OEM has a large role dealing with both the customer and the integrator throughout the project, and sometimes the OEM only deals directly with the integrator,” says Chris.
When to Work Directly with an OEM
Customers may work directly with an OEM if they need to upgrade or replace a single piece of equipment in their packaging line. In cases such as these, working with an OEM is often more efficient, and the OEM has the technical knowledge the customer needs to implement new machinery.
When a business wants to boost its secondary packaging capabilities without overhauling the entire line, an OEM can provide targeted solutions. The same is true for companies that require smaller-scale projects that don’t require full line integration services.
“Our engineering group can handle line layout and planning the footprint. Everything the integrator would normally deal with on a larger scale, we can do on a smaller scale directly with the customer,” says Chris.
OEMs will develop a relationship with the customer after the integration is complete if a relationship hasn’t already been established. After the initial project completion, customers often work directly with OEMs for:
- Parts and service needs
- Staff training programs
- Warranty-related issues
- Ongoing customer support
Working with System Integrators and OEMs
The key to success when working with system integrators and OEMs is active customer involvement. “We encourage the customer to be very active in the process because they are the end user, and they know what they’re looking for, what their products and demand are,” says Chris.
Here’s how the process typically unfolds:
- The customer approaches a system integrator with their project requirements.
- The integrator seeks recommendations from relevant OEMs.
- During the active project phase, most interactions go through the basic system integrator.
- As the project nears completion, the OEM establishes a direct relationship with the end-user for ongoing support.
Working with system integrators vs. OEMs depends largely on the project scope and complexity. For comprehensive, multi-equipment solutions, a packaging systems integrator is often the way to go. For specific equipment needs or smaller-scale projects, working directly with an OEM can be more efficient.
Regardless of your choice, staying actively involved in the process ensures the best outcomes for your packaging automation needs.
Contact Wayne Automation Today
Wayne Automation can work directly with your integrator to implement large-scale end-of-line packaging solutions, and we encourage you to be part of the process. Whether you need a complete line overhaul or want to upgrade a specific piece of equipment, we offer a wide variety of packaging automation technologies and service plans–contact us today to discuss your packaging equipment needs!
