Try before you buy!
“Free trial” is common for web services like Netflix, but not for
industrial machines. Fast installation and easy programmable robots
enable new business models for automation.
In Norway, Kameleon is offering free installation and operation of robotic palletizing for one month. The conversion rate is far beyond what any web service could ever dream of.
You may have tried Netflix or Spotify for 30 days, then decided to either buy or stop the service. When
Kameleon faced challenges in selling its new robotic palletizer, they chose to offer just that to convince
customers that the robots kept what they promised.
“It’s about building trust in both the product and the supplier before you buy,” says Trond Olav Eek, CEO of the Kameleon Group.
“We know we promise a lot with this product. Short payback period (one year), and both installation and training are done within two days without the need for stop in production. Still, we struggled to get the signature on the paper. But when the customer actually got this into their facilities without obligations, everyone realized that there was never an alternative to take them out again. It was clear that both management and operators needed to see it before they could trust it. “
Of the six customers who have tried the solution with free trial, all have ended up with the solution permanently.
The secret behind the offer lies in low installation costs, and for that you need a flexible solution that works for most scenarios right out of the box. Therefore, together with Rocketfarm AS, a company that specializes in software for collaborative robots from Universal Robots, they have developed a palletizing software that takes into account many different scenarios.