Major beverage manufacturer breaks long-held U.S. traditions

The best solutions for today’s U.S. beverage manufacturers are equal parts IT and ingenuity.

02/04/2016


In the United States, the products and systems of one major provider have historically served the hardware and software needs of the beverage manufacturing market. Over time, the large installed base of Rockwell Automation machines and systems created a domino effect in the region. System integrators and suppliers also cater to the North American market by providing Rockwell or compliant IT. To compete, U.S. systems integrators and aftermarket parts providers also support Rockwell. Service and support systems are largely based on Rockwell technologies, so manufacturers' internal technical resources are fluent in Rockwell hardware and software, and investments in Rockwell spare parts are significant.

Sales organizations have built the perception that non-Rockwell solutions are more expensive. Combined, these dynamics deterred U.S.-based beverage manufacturers from pursuing automation alternatives, and market dominance was an entry barrier for other automation providers. Until recently.

Recognizing that modernization and continuous improvement would remain priorities for beverage manufacturers world- wide, Siemens set out long ago to form inroads with a global, U.S.-based manufacturer. As relationships and internal awareness of Siemens global capabilities grew, the manufacturer began awarding projects to Siemens. These have included the provision of packaging line systems in greenfield and brownfield plants, inside and outside North America.

Through these highly successful projects, Siemens dispelled longstanding stereotypes that had precluded its expansion into new markets like the United States.

Siemens proved that:

  • It can proficiently support and exceed U.S. beverage
  • Manufacturer hardware and software requirements.
  • A manufacturer's internal technicians can quickly learn
  • and support Siemens systems and equipment.
  • The combination of Siemens products, systems, services, technical training and support are more cost efficient and effective than those of its North American competitor.

Read the full case study here.



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