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Vidir does do preventive maintenance packages on carousels. A lot of times it’s not really needed for a government contract. They’ll ask for it or it’ll be mandatory to build it. So we will we can price it out for you. But it’s pretty rare. Anybody’s care. Those are super reliable and they don’t take much to keep them running. So the R-AL color change is a good option.

That’s like we said, you can pay them a special R-AL powder coating with their all powder coated. There has been no real color, but we can paint them black.

We’ll do a red Unifor Ferrari. A blue Mercedes lately for BMW. Any any different color the customer has, John Deere will get green and yellow ones.

It’s about a six hundred dollar charge and it looks really nice, really. Eye-Catching. So a lot of times customers like that option. Keep it in mind.

We do do colors, electrical changes usually free as long as we get it right from the factory. So if you bring me four eighty or two away or no matter what their power is, we don’t charge the meat what they have in their facility. It’s one less that the customer has to do. So we give the ability to change different powers as long as the machine hasn’t been built and we get it right right away. And that is that’s not a charge. If we have to go back, we order them to go away. And then the customer comes back weeks before it gets installed and said, hey, actually we won for eighty, then we have to a few charges has to get rewired. And am I push back against also trying to get that electric right from the factory. But no, no change in that will change the cost of the carousel. Secondary controls. We talked about that through their access from the rear of the unit. Or you can access the unit up the top for going through Ramezani and now have secondary controls at the bottom and at the top of the unit. That’s a pretty popular option. Barcode scanners, just a little bit of automation you can add. With the barcode scanners would also have an inventory control ID, scan the product, the machine would automatically rotate and that product would come to you for loading the carousel to you would get an empty shell position to scan the product and the carousel would automatically add that product to that shelf. So we do a thing with Sam’s Club for their Boca’s program, buy online, pick up on site. We sell Sam’s Club carousels and each one of their stores where their customers will fill out an order on the app.

An employee inside Sam’s Club will go pick the entire order. They will put it in a position on our carousel, so will scan it with a barcode into the carousel so the carousel now knows where it is. And when that customer shows up to pick up his or her order, they just show the employee, the Sam’s Club employee, their phone, the employee scans it and our SO automatically go find that pick for them. They’ll take their order. They’ll go home. They’re happy, everybody’s happy. So barcode scanners are utilized a lot for that. And then auto retrieval. That’s our inventory control system. We can add auto retrieval, auto retrieval, search to carry the search unit by carrier. So if you know you want shelf six, you just type in self zero six and enter in the shelf automatically appear. The only negative to auto retrieval is you do need like her hands on the machine to have auto order retrieval of the carousel rotating on its own or by itself you must have the like in there. So they looked like her and usually seventy eight thousand extra charge. So sometimes you can get a little pricey, especially if you’re only looking at, say, seventeen thousand rockets carousel also and adding nine thousand dollars for auto retrieval looks like a lot. So auto retrieval can get expensive, but it’s a lot of people like it because it’s adding that automation to the facility and helping on efficiency. The customer can search by the carrier, by the part number or by a carrier, and then they can walk away and package a box or get something else ready and turn around. And the product that they’re looking for is automatically right there.

So that’s the automotive option.

 Vidir

Some of our work of refining and innovating on vertical lift machines. As market pressures from sustainability initiatives to growing fulfillment demands continue to be added on top of various different industries, Vlm’s have become a straightforward way to reimagine work floorspace productivity and safety, to name a few. So today we’re connecting the dots between today’s industry needs, our VLP and the innovations taken to deliver a vertical lift machine from scratch. So let’s go and start by better understanding the context for Vlm’s in today’s various industries. Why our commercial and users needing a vertical lift machine today? What needs are most pressing.

So that if vertical lift modules are a fantastic solution for a vertical storage because they bring the best we need for that application, they also bring the accuracy because you’re using server models, technology, and at the same time is a very elegant machine to have in the middle of your facility. If you either if you’re an industrial application or a retailer. So as I said, if you’re industrial, this machine is going to boost your operations. If you’re a retailer like those big corporations, supermarket chains, et cetera, especially programs like pickup on line and buy online and pick up a store, those machines are going to to really upgrade your operations.

So as manufacturers of vertical lift machines, how have these industry needs posed new challenges or new opportunities in the design and creation of your new hardware? Connect some of those dots for us.

Well, everything nowadays is integrated some way or other. You cannot imagine you have refrigerators with Internet access nowadays. I’m not exactly sure why, but but they are available. And if you see a few of them and new technologies like remote access for for a better service so we can actually service our machines remotely if this is required. We also have an inventory control inside of the machine. So very precise information, real data is available for it, whatever need we may have. So considering just 4.0, which is the new trend, we want to have robotics, we want to have a picking arm automatically selecting components without necessarily a man interfacing that operation. Now the technology is in place in Vider. Vom is definitely fully aligned with the future.

All right. Let’s get a little more specific now. At Veter, your team has designed a new VM for the marketplace. So just for a little context, before we get into the actual technical specifics, what are some of the main features of a more traditional vertical lift machine? And where do they succeed, in your opinion? And also where do they fall short?

What we’ve seen and what we’re striving towards is a more accurate machine that is easier to set up in the field. I think a large portion of the market takes quite a long time to set these machines up. And we’ve taken a lot of effort to make these Vlaams install in three days or less. And I think we’re as we’re learning and as our team is learning, we’re getting very close to that, to that goal. So I think that’s that’s pretty high end work, whereas we’re not in the middle of somebody’s production facility for one to two weeks at a time, depending on how many of these we’re putting in. I think that’s pretty big. And I think. Throughout the industry, we see everybody’s attempt to velum has different different technologies used, and some of them have advantages and disadvantages. And I think that by jumping into our servo motor application, we’ve negated a lot of the problems that previous manufacturers have had to engineer around. By increasing our accuracy, we can negate a lot of the needs for very expensive positional encoders, etc. Given our scheme, and I don’t know too much more about competitors or other vlaams beyond just general brusher rating. So I don’t know how far to take these comments, but

I think you hit the nail, Ubaidi, when you said accuracy. So because visor is using silver motor technology, we do have the accuracy we want to have on the machine. And today we’re offering a basic machine. But tomorrow we may have a customer that wants to fully integrate with many other robots or the technology, and we’ll be there for them. But at the same time, Veter brings the simplicity of a chain driven machine with minimal training. Anybody can service and detect any potential problems with chains, and these are very, very reliable product. I believe what vendor is doing very well is combining Beauford. So as simple as can be a machine and at the same time bring the accuracy when we need that accuracy.

And how did the current landscape of vertical lift machines, basically what you all just broke down, motivate your team’s desires to refresh the Volm concept? What were some of the specific areas that as you decided to build a VM from scratch, were most important to you to get? Right.

What we’ve seen in other models and from other manufacturers, we see sort of a little bit of overselling and capability, whereas we’ve seen machines stall and we’ve seen machines not not be able to do exactly what the sales pressures have said, whereas Vytas is sort of undershooting its its ability where we’re hiding the fact that we can not really hiding, but we’re saving our big guns. We’ve got pretty heavy duty capable motors in these things and we’re using using a portion of it. So kind of finish that thought. Our machine has no problem lifting twelve hundred pounds because it’s probably spec for closer to two thousand. Right now we’re limited by mechanical and steel on our capability, but as we progress moving forward, we’ll have the ability to go into heavy duty models, heavy duty hardware, etc.. Our promise and our sales and our our specifications that we’re putting out to our customers are more than met. And I think they’re going to be very happy with that moving forward.

In terms of motivation of our team here, there’s nothing more exciting than developing a new product for engineers. Definitely Velum was our plan and has been our playland for for about two years of development on this machine. And we are we have the ability to touch on technology that we we didn’t use in the day to day here. Veter in the past nowadays is our reality. So we are expanding this technology to old older products like carousels, for instance, Courcelles for some applications, getting very sophisticated and now have the ability to do the reverse flow. So from the vom technology, we’re bringing back to basic machines as well and make those machines more technological with for specific applications eventually.

All right. Let’s go ahead and get into those technical specifics then, because this is where y’all can really geek out a bit. So let’s jump in. Can you go and break down the main mechanical and electrical differentiators of your vertical lift machines? Feel free to get specific and technical here.

Well, maybe start with the mechanical and mechanical. There’s nothing really new on that machine. We are using technology that has been in place for many, many, many years, maybe a hundred years. But the way we’re combining the technology with Atlantico and automation, that’s what makes it special. Right? So now have many, many sensors that will provide real data, real time information about the status of machine and in many other ones that I let Brady explain.

Yeah, I think that’s exactly right, Demetrius. What we’ve done is mechanical is what it is, and it needs to hold weight and it needs to be able to move weight. But what we’ve done with these servo motors is we’ve sort of reinvented, reinvented the use of high position motor drive and position sensing. So it’s pretty neat. Vlaams, when they ship out, are essentially the same footprint in all cases. But the big piece of variability is the height. So we hope that we can take these machines in anywhere from 15 to 30 feet now and beyond that. Multiple story buildings in the future, and no matter what height we should out, the base that we’ve created is the ability to basically have the machine learn itself on a whole and dynamically adjusted the available storage positions. And how we do that is the use of proximity sensors and voter registration of the values. As the machine learns its bottom limit of travel, we then send the elevator on a vertical ascent and on four corners of the lift we have laser sensors that are essentially sensing each real edge as the left ascends all the way to the top. And as the lift gets to the top, it has the top proximity limits. So in that very simple motion, we’ve now learned our entire height of the machine and we’ve learned exactly where every real edge is with relation to the top and the bottom.

So it’s pretty neat to go beyond that. We’re dynamically creating storage positions as Israel edges sense, so it’s quite heavily automated and it took a lot of engineering and automation to come up with that scheme to make it simpler for installing a field. So circling all the way back to the machine’s ability to learn itself, it doesn’t matter the height our customer is asking us to attain. Our machine is capable of doing that, no matter whether it’s 50 or 40 feet. Right. And further to that, the machine itself and its components within it are fully networked on its own isolated network. Beyond that, what that what that does is allows us to troubleshoot remotely by introducing VPN cloud appliance. And we work with our customer to have them supply us with a safe Internet connection that that they’ve deemed safe on their local Internet infrastructure to our device. And through the use of the cloud, we can remotely log into each of them that we have sold and we can as the customers reporting problems or we are finding problems ourselves and providing updates or just general health and maintenance check ins. We can access those machines all over the world through the inter web safely using a VPN and cloud application.

And I just want to make a correction here on the mechanical challenges. Let’s put this way. The technology is old. There is nothing you change within the machine, but every single step of that development was extremely well calculated. So that machine is made to be reliable, that the machine is made to be easily manufactured. The machine is made to be easily serviceable as well. So you can get inside of the machine and reach every single part of the machine, basically very easily. In one eye opening moment, I was in a different location and installing a castle in our customer and that customer had bought a violin from one of our competitors. And that machine took four weeks to be installed when it decided to develop all of the OEM. We said, guys, this is not what we want to deliver. We don’t want to cause disruptions for our customers operation for four weeks in a row. Right. So we designed this machine to be assembled in less than a week. And at this point, we are installing a machine in about four days. And our goal is to get these to three days. So hopefully that’s going to be our next podcast in a few months from now.

How do these technical and mechanical differences affect the engineers who are working on the machines and specifically their workflows and even their servicing operations, et cetera, et cetera? Many dots to connect there.

We spent a lot of time specifically on sort of feeding off the Dimitri’s last comment. We’re having these things install in a field faster. So what we did is we had to look at it from from the point of view of installation time and efficiency. So what we did was we brought him back to the drawing board. Essentially, we said, how do we trim installation time at the customer? What we came up with specifically in the electrical side of things is quick connection of all sensors and quick connection of all electrical interconnections. So we have sensors and electrical running throughout this machine that after it leaves veter, is fully assembled and just has to be put into place and quick connection. So how does that help us in the field? Well, now we don’t have the requirement for a fully staffed engineering team to be on site for installation because these items are now quick connect and they’re labeled accordingly. And you can’t have crossed wires and they’ve been factory acceptance dastagir inverter for a high level of accuracy. And we’re confident sending out our installers to essentially put the square peg to the square hole. So throughout the machine, these quick. Devices, even though they cost a little bit of money up front, allow us to trim that tail end off the installation time huge otherwise. We’ve got ten thousand wires on this thing and asking somebody to terminate those is quite a daunting task. It’s really easy for you to complete, tested and ready for install in a field.

Now, how about on the flip side, how do these light mechanical and technical differences affect the end users in their day to day use of their vertical lift machine? And if there’s any specific industries you can use as reference in your answer, I think that’d be helpful as well.

Well, I would say a good vertical solution machine is the one that the customers don’t know that it’s on there. They’ll know what there is in their facility. Right. So they want to have a machine that when they press the button, the machine goes whatever they need to go. And in that way, a simple machine with very accuracy, very high accuracy eats what the customers wants. And I hope they’re the awarding pack doesn’t apply here. They are going to not going to see any any relevant need for for a deeper contact with Veter for service or anything like that. But even if it does happen, we’ll be there for them and then there will be a ability to have remote access that machine so we can do diagnostic every feen software wise, we can upload new software, we can run that machine remotely if that’s what customers allow us to do. And perhaps we can talk a little bit more about the future customer needs. Today is a machine that storage parts and and bring back those parts to for an operator tomorrow. They may not want to integrate with robots or anything more sophisticated. So the technology is in place already. So as I mentioned before, so it’s just a matter of combine that need, the special need, and we can easily customize that machine for the customer.

Are there any other anecdotes that you have based on your time working in the field, working with other clients, where you can point to how you’ve seen vertical lift machines meet all of these specific industry needs, any specific customers or impacts that you can point to and reference?

Yeah, I’ve been in the field doing an install locally here in Manitoba, and there was a point where we did the installation that we came back to do a basically a customer service visit and finalize some product details. And one of the things they found or were reporting very quickly is that what we filled our machine. So we were concerned about that. So I crawled in there safely, of course, and I looked and they absolutely had filled the machine. So I was surprised. I said, well, I don’t understand. This entire store room is kind of still looks the same as to when we installed it. I thought I’d see a lot of the static shelving disappear and the parts on it. And they said, no, you don’t understand. We put an entire shed full of parts into this machine in less than a week. So they’ve cleaned up now a remote location in their yard and brought all those parts that they used to have to go for. Walks through snowy, snowy yards to go and get now is in the building, warm and at the touch of their fingertips to retrieve. And even later in that day, the general manager of that business came up and essentially had the same reaction that I did. And they said, no, boss, the shed is empty. It’s all on this machine. Anyone? Holy smokes. That’s amazing. So I think it was a good accomplishment and a good anecdote for how much these machines can store and how you make some like you want to get parts in Manitoba, Canada, a little more enjoyable than a minus 40 walk to a 10 shed.

That’s a good point. And we also experience the same thing with our own internal prototype, the first prototype made. We start emptying static racks and loading the machine and then machine get we have to do is to stack racks in the heartbeat. And that machine was maybe 30 percent full. So it’s a lot of hardware and components that can go inside of the machine and we are not going even to notice that.

All right. Just to give you all a little space to geek out a little bit more on some of the technology work that you’ve done for your vlaams of the specific technical decisions that shaped Vytas vertical lift machines, which are some of your favorites, are the ones that really get your wheels turning the most and why?

Well, I like the idea of using server orders on this kind of application. This is I don’t I don’t know if there’s any any customer or competitors using this technology for this application. We were probably the pioneers on that. And they, I think was a solid decision. The machine, the technology give us enough power or more than enough and enough feedback as well, to be precise, where we want to be so really hard to keep using old technology. A newer applications going forward, because once we experiment that you don’t want to go back, right.

I think I’d like to mention the fact that essentially the machine is a fully incorporated automated system. We’re pretty happy with the hardware we’re using on our partnership with Schneider. We’ve stretched the ability of some of these items to the point where Schneider was impressed with us as far as the limitations that some of their software experiences and our programmers locally here have taken their their my programming beyond what Schnieder themselves were expecting us to do. So there was a big shout out to our programmers for setting this machine up to function, sort of like a PC based standard in the industry. The touch and feel of the HMO is very similar to what you might find in iOS or Android users. You see Windows close Windows. It just is very intuitive when you’re using it. And we find that our customers and even some of the older store room workers that may be 50 or 60 years old are finding the ease of use here with this product. Further to that, the Vilem, I think we should circle back to the use of hype detectors and the decision on the volume dynamically to make safe storage location selections. Every time that a load traverses from the access point into the machine, library is measuring the height of the tray contents and then looking into its own database for a safe storage location for this payload. So even though it’s, say, one to three is cold, it may not ever go back to the same position depending on the orientation of the payload that you put on that tray. So I think that’s pretty neat. And I think dynamically to create that, we have to give a pretty big shout out to our automation team for accomplishing this, this task. And it’s definitely worthy of a mention.

All right, Dimitri Brady, we’re just about done with our conversation here for the day. Last main question I’ve got for you is future focused. So how do you see future vertical lift machine solutions and therefore your coinciding engineering work continuing to evolve? And for what reasons? What do you see as the main motivators for evolving velum solutions?

I think that taking these volumes into industry in North America, they’re going to quickly be recognized for their advantages and in a warehouse. And I think that the customers are going to buy one and see the advantage. And then two, three and four models might be ordered for the same area in fairly quick order. And I think the networking and and the ability for those machines to work together is a very short, immediate need in the future. So we’re currently developing, not moving forward. Beyond that, I think robotic picking, our robotic vision, sensing picking may quickly come into focus here as we go forward. Not having an actual person standing in front of the machine populating or executing a list, I think will be something that we’re looking at in the very near future. And if whatever you’re picking off, that machine can be placed upon a cart that just travels to the person who requires it throughout the warehouse by use of an automated guided vehicle, I think it could be interesting in our very short future

To a very good answer. I would just add the ability to integrate with other system as well is something that is not in our radar and pretty soon we are going to deliver on that. So if you have an operation that needs to receive feedback of inventory in real time or or you want to select remotely which parts machine needs to deliver, these is going to be in place in the near future as well.

Yeah, I think that’s that’s a very good point. Make not a lot of larger companies already have an ERP system and they’re not interested in reinventing the wheel every time. So that’s one thing I think Futter does very well, is works with the customers, pre-existing components, and we integrate into their system rather than trying to reinvent their systems.

more about some of the work that Veter is doing around Vlaams, whether that is to source your solution or just to get some more resources on whether or not a PVM is right for their organization, how can they get in touch? How can they learn more?

Vidir News

Vidir releases a VLM to compete with Hanel and Remstar vlms!!

Now this is huge because of the reliability of the machines compared to Hanel or Remstar. Think about a company, Vidir, who has tens of thousands of units in public places like Home Depot and Lowes and these units never go down. I mean, have you ever been in a Lowes or Home Depot and seen a unit down? i haven’t! 

Not only are Vidir VLM’s reliable but they are supported by the manufacturers service team on a nationwide basis. With Hanel and Remstar you are replying on the dealer you purchase from and technicians come and go much more quickly than they ever have. So you buy today, and the dealer has a great technicians or two, but next month they are gone. It takes years to gain the knowledge to do proper maintenance on these units. Vidir has developed a system to keep so many units up and running in Home Depots and Lowes. 

The 1000 foot view of Vidir’s VLM.

 This lift is going to be most similar to a Hianel VLM. So module is a little bit different. Hanel is using belts. Vidir uses a chain and sprocket system. This is a heavier duty. A bit more robust. It’s really in line with with that handle unit. It was designed more so off that handle unit and it was designed as big and robust and with the chains because eventually the the secret to it will be doing two £2,500 trays. Right now, it’s offered at £601,000 trays and eventually that’ll get beefed up and we’ll be able to put different product on there. Vidir has a real soft we have that we have the market cornered for £1,000 and below and then we have an HD carousel that will hold £2,000. And then anything between 2005 thousand is a problem. So typically what we would do is if we have customer that has like £3,200 or £3,000 or even £2,500 per position, we end up selling them or quoting them at least a vertical lift system for sheet metal or bar stock. That’s usually way overkill, 280,000. And it just not even in the budget and the conversation ends. So the goal will be to beef this unit up structurally it can support it. We just have to beef up the elevator and get those extra weights out of it. And this will kind of be that middle, middle part where it’s too heavy for a carrousel, it’s too light for 300,000 machine. So this will kind of be that sweet spot. But for now, it’s at 1006 hundred. We’ll get into it. This has been two years. We’ve been building them for two years now. 

Companies we work with pretty closely in the past, local companies. Companies we have good relationships with. We sold them units at cost, installed them and have been beta testing those units and then did a year of that. And then this year it was released to dealers slowly and hopefully by the end of this year, all of our dealers that want to be on board are on board and have know the machine and have some leads working. So this is part of getting you guys trained unlike like where we would do a wire carousel and someone would try to bid against you. There will be absolutely no bidding against each other both ways. So obviously direct we won’t and through reps we won’t either. So if you have something registered or you have a lead that you think is going to become a lead, or you made a call or you send
them an email with literature, whatever it is, send me an email right away. Give me the company name and the zip code. I don’t need the contact name or their number or anything like that. Just give me the company name that you want to register in the zip code and I will register you under BLM. And then in four months and six months in a year, if someone comes back from Stanley or Southwest Solutions and they’re trying to register that lead with you, it’s it’s really it’s safe. You don’t have to worry about it. So if you take anything away from today, take that. Make sure if you have somebody that you think’s interested or even if you do a real soft proposal to them or just talk about it with them and you want to register it, send me their name, send me the zip code and I’ll get it registered for you in our system. Great.
The goal is not to have to sell these direct. So we want we want to get all of our dealers up and ready and running with this. The problem that we’re having is like so Stanley Vidmar will sell a couple hundred modular units a year and Bradford Systems in Chicago sells a bunch of them and Patterson Pope down south sells a bunch of HINO units a year. The problem in getting those big guys to switch that have sold so many of them in the past is they’re getting paid to service those machines as well. So if they switch over to Vita, it’s great. But we don’t have thousands of units in the field yet like modular and will do. So they’re worried about losing that service revenue. So as these guys start, we get more and more units installed in the field and that service revenue picks up where say they call us and say, yeah, we have 100 of them in, you’re in your three states you’re carrying. They can service them. They’re not going to miss that service revenue. They’ll eventually switch by the time they switch. I’d like you guys to have as much registered as possible. We’re thinking about and just thoughts we’re thinking about doing. If we wanted to do a few states of just nobody would be ever allowed to register anything in your state. So if you guys get a couple of these things sold and it’s going good and you’re a good partner for the Volm, that’s not off the table to grant you exclusive territory for states still kind of working on that. In the meantime, when these leads come in through our website, I’ll be passing them out. So Chris, you might see me send some leads across the area that there’ll be Volm leads now instead of just like the wire carousel or shelving carousel as concepts gets rolling and they start making these cold calls and digging up and digging up leads. Great. We’ll take them. But the unit is.
Pretty much like a unit. If you’re looking at it, I’ll focus. It’s like, it’s good. You guys are already sold VMC have a pretty good idea. But it’s instead of being on a chain path, obviously it’s moving vertically and horizontally. Your elevator’s going up and pulling from the side. Separate motors do both of those actions. The one thing that we’re that we really want you to hit on is we’re using servo motors on the system. So very fast motors, really accurate motors. Servo motors are kind of like plasma TVs where in 2009, if you bought a plasma TV, it was $3,000 and it weighed £200. And now the technology’s been out there. They’ve worked on it, revised it. Now you can buy a flat screen TV for $500. That’s £40. That’s sort of how the servo market’s going. When they first came out, they were super, super expensive. Nobody was using them because it was just drove the cost so high. There’s still a little bit more expensive. But because that technology’s gotten better and better, they’re within reach. Now we figure eventually all the manufacturers will switch to that servo motor. They’ll have to redesign the unit, but they’ll switch and eventually we’ll redesign carousels to run on servo motors as well, just longer lasting, faster, more accurate motor. So all of these units will go out the door with that. All of the units will also have light curtains. All of the units will also have this LCD screen right here, and all the units will also get the software. So as where a lot of our care sells, you add that software and it’s an upcharge and the light curtains, it kind of gets expensive ad and all that stuff. This system, as it’s quoted, it’s going to have all that included.
So it looks like you can do it with or without skins. Is that true? That’s that’s just showing. So you can get a good look at the inside. They’re always skinned, but I did just do one. So at a trade show, if you see it at a trade show, it’ll be like Plexiglas skins on the sides just so you can see the actual elevator movement and people can get an idea of what’s going on inside that cube. And I did just have a customer order it with those Plexiglas skins. So it’s an option. If they want to see through the unit, we can do it. Cool. And sorry if I’m jumping ahead. No, no, go ahead. It’s great how you guys compare from a price perspective to anal.  Yeah. So we are a less expensive than anal. More expensive than modular. And it’s kind of in that it’s more of a it’s a it’s a more robust unit than modular. So instead of those belts, we’re using chains. So we kind of designed it to be that not to directly compete. I mean, we do directly compete with modular, but it is coming in at a little bit higher price point because it’s a more robust, bigger unit. But so if the selling point against modular would be the the chains and the motors. Yeah, exactly. Yeah. 100%. And the real. And we’ll get into it a little bit here, but the serviceability of it. So you guys are familiar with VMM? A lot of times if customers are familiar with Volm and they hear Volm, they get they’re like, Oh man, because they’ve had bad experiences. Everybody we talk to, they have ten modular units, they have a bunch of hang on units. Service is never great. Parts are hard to get to and if they go down, they’re down for a while. So we’ve been doing carousels for 30 years and we’ve had customers come back and back and back and say, Guys, we need you to build a V Elm. We’d love for you to build a VM that’s as reliable as your carousels. It took us a while to get to that point and that sort of COVID lull there, that first couple of months gave engineering time to really sit down and figure this out. And so now we have a unit
that we think is as reliable as our carrier carousels. So that’s sort of why we we brought it to the table and it’s a feather in the cap like you would have prior years. You would have a customer that you would look at their specs and what they’re trying to store and their ceiling height and their workflow. And you’d say, Man, carousel doesn’t make a ton of sense. You really do need a VLAN and we’d have to send them the modular or anal or card x ramp star. So now that we have this, you can start with this. It’s the beautiful thing is you can go into a customer’s facility and say, you know what, a VLAN would be great for you, it’s 130,000 and they go, Oh, I’m looking to spend 6570. Okay, well, we’ll work you down to a pan carousel. If the pan carousel is too expensive, you can drop them all the way down to a shelving carousel. But there’s something for just about every budget for the vertical space. So like curtains are going to be included on every machine standard. Like curtains are tucked in behind the guard right here on either side of the machine. They’re tucked in pretty good. You’d have a heck of a time hitting one or breaking one. We really buried them back there just to get away from the service, cause of someone smack to, like, hurting or something. So they’ll be on every machine height detectors are going to be on every machine too, just like a modular unit or a anal unit. So there’s a beam that gets shot back here that’s not the best X, but there’s a beam in the back of the machine. And every time that carrier or that tray gets sent through that sensor, it’s going to tell the machine the height of your product. So your height is never set. Surely it’s 32 inches opening right here. So if it’s within 32 inches, it will fit on the machine. The machine will take the measurement and put it away in the correct spot for you. So customers kind of have a hard time understanding that it’s sort of the hardest thing to explain is your positions are
never really set, especially if they’re used to carousels, where every carousel has got an 18 inch clear height and a 24 inch depth. So that’s sort of the hardest part to convey to them. But once they understand it, it’s a beautiful system. The HMI screen is going to come on every single unit we sell, so you can’t buy it without it. It’ll come with that. It’ll come with our software. Automatically, you’ll be able to search the machine by part number by product description, and that’s our own software. So if there’s a change they want to make, we’re more than happy to make that for them. Like we’re doing one right now with Walmart where they’re using RFID tags. So instead of typing in a log in for the employee to log into that machine, they walk up to the machine, swipe their RFID tag, and it automatically opens the machine for them. So because it is our software and we created it, our guys wrote it, we can make those little changes. And like the government Air Force Base, I’m doing a lot of custom software stuff for them. If that comes up, I’ll get their team on the phone, get our team on the phone, we’ll figure out a price to do what they’re asking. Sometimes we just throw it in for free. If it’s not that crazy for us to rewrite something. Sometimes I’ve got one now where they want to log into the machine with an RFID tag and then they would like a camera to come on and film that process. So if it’s crazy like that, we’ll get it involved and find out the cost. But if it’s something simple, it’s no worries. That front facing maintenance access. What they’re talking about here is I’ll zoom in here, this little cutout right here, it’s kind of hard to see. We’ll see it better in another slide further down. But what that does is it’s the electrical control box. So all of your we have all sorts of switches in there, pulses. There’s an MX guard in there. All of that is easily accessible. You’ll power down the machine. This is locked when the machine’s in use because we have a lot of electronics
in there. But when you’re ready to access that, you’ll power down the machine. And then this whole thing will slide out. There’s a panel on top, pop the panel off, and you have access to all of that, all that good electronic components. Whereas normally if something goes wrong with the film, it is based in that box. So instead of sort of dismantling the machine and taking a bunch of stuff off, it just slides out and you can pop that off. Another really nice thing about this machine is we partnered with Schneider Electric Components. So all of the electronic components in the machine, the sensors, the switches, it’s all from Schneider. I think they have 4000 locations in the North America, so they have a ton of locations. The parts are really accessible and readily accessible. We’ll have it all in Pennsylvania here if we have to send a part out overnight. We definitely can. But even even faster turnaround time, we could tell the customer exactly what part number it is from SCHNEIDER. They can go
purchase that themselves. And a lot of times they can pop that panel off there and plug it in themselves. And so instead of having it down for the day and having a tech come the next morning, sometimes I just had a customer had for an hour, so they went, they bought the part and they plugged it in. It serves in two purposes. It gets rid of that long lead time and gets rid of the anxiety of not being able to get parts shipped in and the machine being down for a while. So that’s nice. And then it also cuts down on that customer’s cost. So instead of buying a sensor from modular that they bought from Schneider and then marking it up 300% and selling it back to the customer, we can let the customer buy it at Schneider’s cost, and they don’t have to pay any markup on it. And it’s right there. We’re not trying to make money on the service of these machines. We’re just trying to sell a machine off the bat. So like where some of these companies are charging, I saw I think I saw was on a I think it was a modular quote the other day, but it was 8070 $900 a year for access to their 24/7 support line, which is crazy. We have that 24/7 support line for free. So we’re not trying to make a killing on the back end of this and keeping up after it. We’ll make money when we sell the unit and then hopefully they love the unit, it’s reliable and they buy more units and that’s sort of the business model for it. It’s in here. All of this is going to be pretty similar to competitors. The variable tray spacing, it’s within 1.2 inch increments. I think anal has a speed on that. I think they have within one inch increments. Really, really close. No customers ever really get into that chain driven. That’s bonus. Servo motors that’s that’s a bonus. That’s a servo motor moving the elevator up and down and it’s the servo motor moving the trays in and out as well. One piece tray designs. £601,000 capacities. The only difference between that £600 tray and that £1,000 tray is these little sliders are beefed up on the £1,000 tray. And then on the £1,000 tray, you also have these stiffness throughout there. But the specs of the tray are exactly the same. Gets you back in here. Auto learning is pretty cool. So just to give you a brief description on that, our IT guy could give you a two hour spiel on that. But auto learning just means that this system is going to recognize habits of the user. So if you’re pulling tray 27 and you’re pulling tray 27, 15 times a day, tray 27 is going to automatically start getting stored at the bottom of the unit. So say that’s Tray 27 and that just keeps it from being up top because it would waste time for it to come all the way down and then present itself. The elevator has much less travel and it just presents that a lot more efficiently. So if Tray 27 is getting pulled 15, 20, 30 times a day, it’ll recognize that after two weeks of use, after 14 days of use, and it’ll start doing the math on which trays you’re pulling more frequently, you don’t have to input anything extra just by simply pulling the parts. The machine is going to recognize what your habits are and what you like to do. So that’s that’s auto learning. The inventory control is, like I said, it’s our inventory control. It’s our software. So if we have to make changes on there, we certainly can do. Schneider Electrics, we talked about using their electrical components. The remote service is pretty cool. That means that you can hook these units up to a Cat five or a Cat six cable, and it will give us full view of what’s going on inside the machine. So there’s a couple of different and this always is a finicky topic. Of course, connecting our machine to anybody’s network is finicky. If it’s the government, the Air Force, they want nothing to do with it. If it’s Walmart, they’ll let it happen. But they want to put some parameters in place to make sure they don’t get hacked. Other than really big companies like Walmart, Amazon, Tesla and the government, it hasn’t been an issue. So what will happen is that Cat five, Cat six cable will plug into the back of the machine and they can call us on our service number and say, Hey, my machine slowed down. I don’t know why it’s moving slower than it was. Something’s up. Take a look. We’ll send a signal to that machine. They’ll plug it in. We’ll send a signal to that machine that says, Do you allow Vader to access your unit? They’ll click, Yes. And then we’re logged on to their machine and we can go through all the diagnostics. So we can see the input from the motors, we can see speeds, the balance. We can check everything through there and see what’s going on with their machine. A lot of times they like I did it here in Pennsylvania when we had ours installed. I accidentally I was playing around in settings and digging around and stuff. I shouldn’t have been. I slowed the whole machine down. I called our service line, put the machine, plugged the machine in, gave them permission. In 5 minutes they set everything back to factory speeds and we were good to go. So that is a pretty nice feature. There’s a couple of ways around that the question will come up with, especially if it’s a bigger company of they don’t want the system online, they don’t want to get hacked through the back end. All those concerns will come up a couple of different ways around it. Most customers I’ve dealt with so far have just left them plugged in 24, seven, no big deal hours in Pennsylvania. Here it’s plugged in 24, seven. The other way around it is we can leave that Cat five cable unplugged. And when there is an issue, they can plug it in momentarily and then we can have access to it while it’s plugged in. And as soon as we’re done fixing the machine or accessing the machine to see what’s going on, we can unplug it and then they’re back offline again on the machine the other way around. It is called an MX guard. And what that does is it puts a SIM card inside of of a device called an MX guard and it allows us to connect to that VLAN without going through their network. So that’s what Walmart does. The negative to doing that route is that they’ll have to keep an annual contract on that SIM card so we can always access it. That’ll be their responsibility. We’ll set it up for them, we’ll give them the contract and then they’ll have to renew it yearly. I think it’s like $290 a year to renew. So not a huge cost, but there’s a little bit more cost in the machine to add that MX guard It’s 1000 I think, and then they’ll have that $290 contract annually through the provider of the SIM card. The other thing with that too, like I explain it to customers. The really nice thing about that, being able to connect that remote services. Imagine it like you’re driving a BMW and your check engine light comes on and you have to take that car to the dealer and they service it and they tell you what’s wrong and then they order the parts. In this case, it would be like that BMW throws a check engine light and you call BMW and say, Hey, my car just threw a check engine light. What’s going on? They can log on to your BMW, tell you exactly what’s wrong with it, what part it needs replaced. They can already have that part ordered if they don’t have it in stock. So by the time you drop that car off, it might be an hour wait. They already have the part. They know what’s wrong with it. They can plug it in and you’re back up and running instead of bringing the car in the next day, getting it serviced. So if something happened with the Volm and it was something was going on and it wasn’t wasn’t operating correctly, they could call us. We would log on to that machine, see exactly what’s wrong with the machine, dispatch a tech. And that tech will already show up with the part in hand. So instead of having the tech show up, finding out what’s wrong with it, ordering the part the next day comes back, puts the part in. We can we can cut out all that time, have the tech show up and have the part in the sand already. Any questions on that? That’s that’s a big selling feature for us is that remote service. It also comes with an app, so there will be a QR code. It should be shown in these literature. I’m going to get that changed. There’s a QR code right there on the inside of the machine. You can scan that QR code with any phone, any device that supports apps. You can scan that queue. And we have our own
app. It’s called the Beta App. They’ll scan that QR code and it’ll give them access to the app. The app will open up automatically, log them in. And inside of that app is manuals, user manuals. There is a number for you can connect directly to our service team. There is 40 different videos on how tos so little one minute links that show you and a step by step video that shows you how to add a tray, how to take a tray out, how to change a part number, how to limit certain users to accessing certain trades, how to change users password. How to get into the machine if you log yourself out and can’t remember the password. So that apps are really nice too. It gets rid of that service call of Hey, we logged ourself out and we don’t know the password or Ben quit and he was the only one that knew how to log into the machine or stuff like that. So it’s really, really simple. When we got our machine here, I went through all those videos and learned how to do just about everything in a couple of minutes. So every machine will come with that app and every machine will have access to that app for the life of the machine. Meaning they’re never really in the
dark. Like if it’s third shift and someone doesn’t know what they’re doing, they can watch a 45 second to a minute and 15 video on how to do that. So that’s that’s nice and it’s super helpful and using the machine. The other thing we do to before they buy the machine. So they say, yeah, we like it, we want to move forward with it. We do demo software, so we’ll plug in the software to the machine and we’ll take like it’s usually about an hour. I’ve had them go longer. If the other person’s IT teams on
the phone and they’re asking really intricate questions, but typically about an hour we’ll show them how to operate the machine. We’ll walk them through adding part numbers, deleting part numbers, and just give them a real base. Look at the inventory control software, how it operates, and it just is a little bit of a piece of mind of this isn’t so scary and it’s easy to operate and here’s how it’s done. So we do do that as well. But usually before the sale happens, before the PO is written, sometimes I’ve gotten without that and then we’ll schedule that before the machine gets installed. So we’ll have an order, we’ll set that training up, we’ll go through that training, they’ll get them the machine installed. I’ve done it with a customer in New York where they bought the machine. We did the training before the before the POA. We did the training after the POA and then we did the training again a week after the machine was installed. So we’ll sort of hold their hand there and get them really familiar with, with the technology as before, during and after the installation, if so needed. We also have a video, too. It’s, I think, 15, 20 minutes that shows all the steps as well that we can send as well to get them familiar with it. But I don’t expect you guys to be experts on that software there. It’s more complicated than a carousel software. Obviously, there’s a lot going on. It’s pretty simple to use, but you guys don’t have to worry about the knowledge of how is it connecting to their ERP SAP system? What API are we using any of that stuff? When you get a customer that interested and they start asking those sophisticated questions as far as technology and the software, just turn it over to us. We’ll set up a call. Obviously you’ll be on the call and I’ll set the call up with yourself, the customer, and then our I.T. guy will be on the line. A lot of times the customer will bring their IT team in on that call, too, and they can talk. And it’s pretty simple and it always works out really nicely that way. So you guys don’t don’t have to feel those questions yourself. Just bring me in the loop and I’ll get our IT guy and we’ll help you out with all those questions as far as the software and the technology of it. Dude, we’re done. Wrap it, install.
Ignore that. It takes four days to build them. It takes everybody four days to build them. I don’t know why we put that. It’s just marketing. So I don’t I don’t know. Next that out I guess. Dual redundant DC power. That’s pretty cool. As far as I know. We’re the only ones doing this. What it is, is typically the power will run into the top right hand side of the machine. That’s the main power from the facility if they have and there is a caveat to this, but if they have a generator, that’s that their whole facility would run on for a power outage. We can wire this unit two times. So it would be a second source of power going into the unit. And if their whole facility is running off of a big generator on the roof or outside the building, we can wire this in to run off that as well. So you have two power hookups there. It’s not as big of a hit as I thought it would be when we were designing it, only because not as many facilities have generators that will run for 80. The machine is wired at 480, so not as many facilities have that like big, big companies John Deere, Caterpillar, big manufacturer, Space, X, Tesla, all those guys, they usually do, but medium to small companies do not. So in that case, it doesn’t really it’s not a real sell point for them unless they have that big of a generator to run everything. If they do, that is an option. It’s on every machine. So whether they hook it up or not is their choice. But it comes on all of our machines. Seismic that that probably plays a little bit more for you guys than than our East Coast customers. The units are ready to they’re already seismic ready. So no matter how much weight you put in this, the only thing that would be a factor is if. Depending on what slab thickness. Like if they have four and a half inches of concrete and we have 100 trays on this machine and each
one’s £1,000, we’d have to look at what the floor would support. But as far as a standard six inch slab of concrete, the units are already seismically ready to go. You
can see in this image here, this is a pretty good one. They’re super beefed up. So we have we used to have two packages of seismic package in a non seismic package. All the units are going to go out the door. Now, with that seismic package, because it’s harder for us to produce two different options, it just streamlines everything if we just do the option right off the right off the gate. So all this extra bracing is in the cars, as in the Volm, and it’s specifically for seismic. And then if we get a look at the front of the unit, you have it all up here to even the ceiling on this machine is structural. It’s a two piece structural sealing all together around seismic. So the biggest complaint we heard was modular is they have modular design, obviously, so they can add on and take away from the Volm, which in theory seems like a great idea, but it leads to a bunch of issues and one of them being seismic, it’s really tough to get a modular unit approved seismically on the West Coast. California
really, really hard. And so what modular will do is I’ll quote the system and then they’ll put a little fine print on the bottom of it pending seismic approval. And it never does pass seismic with the standard design. And then they come back and tell you, yeah, we can get it to pass seismic after we already took the order, but it’s 21,000. So these units, you don’t have to worry about that. They’re ready to go out the gate. There are four massive foot plates. We’ll have an image that shows them a little better, but there’s four massive foot plates on each side of this machine, so there’ll be eight foot plates total. They’re really big dispersed weight. And we don’t worry about seismic at all. I think that was it there. Yeah. I’ll keep moving through it here. You guys understand how the VLC works? It’s moving vertically. It’s ore moving horizontally. As you call that position. The elevator is going to move up and then it is going to pull the tray that is desired. That tray will move horizontally back on the elevator. The elevator will go down to the opening, and then it will dispense that tray into the opening. A little bit about the motors. All of this is coming on every machine, that touchscreen computer. The inventory controls are all going to come on every machine. Right now, they’re only running at 480 volt. We’re looking at getting a208 option as well, 2083 phase. We’re using a real big ten horsepower motor. So right now it has to be on 480. But stay tuned that that’s going to change in the future. We’ll have different power options for it. But right now we’re going on 480 for 60 volt retrievable speeds. You’ll get you guys will get this copy here after we’re done. So don’t have to write any of this down, but it’s also in every quote. So if a customer if you get a quote to a customer and they’re asking, it’s always going to be on page two and three of the quote. Max load capacity, tray capacities, they’re all fully enclosed like we talked about earlier. The textured paint is is a good sticking point here. A lot of customers are ordering these things in different colors. So it’s always an option if you want to do like John Deere gets a green and yellow unit space supplied by an all black unit. Nasser wants a red unit. So it comes like this. But if you want to change those colors, we’re more than happy to. We just need that real color. They’re powder coated, so if it’s a number for a powder, we can order that powder color and we’ll paint it. They’re color. And then every machine has a two year full warranty, just like our carousels. That includes parts and service as well. And with that to you get the 24/7 support on the unit. If you need to give us a call in the middle of the night for the foreseeable future, that’ll be for the life of BLM. So all the units sold now you’ll always be able to call us. We’re not charging any extra additional fee to to have that 24/7 support. Someday, if there’s ten, 15 to 20000 of these out there, that might change. But for now, if you sell one, it’s always going to have that 24 seven support as well. Just model numbers here. Like I said, you’ll get it. So don’t worry about writing anything down, but start at just under ten feet tall and they go up to 28 six. So the thing to keep in mind is that that’s different than modular. What these units is, they are one piece well to design. So if you sell a 28 foot unit, just keep in mind that that the longest piece of that volume getting it in the door until the final resting place is going to be 28 feet long. So it presents a few challenges and like going around corners, stuff like that, always easy to get it in the door, but just keep that in mind when you’re going through the coding process, whatever height the unit is, that’s going to be the longest piece that we have to get to that to where it’s going to final resting place it’s going to be. This is a good slide to show to customers. Just gives you a breakdown on all the parts. Obviously the tray is all over here. The enclosure, there’s that two piece structural roof piece one and piece to the elevator is a good image of that slide out electrical box. Things really nice. Customers like that. And then your HMI and everything else is labeled in there for you. This is a view of what that inventory control software looks like. We’ll go over it with the customer. You don’t don’t feel the need to get too familiarized with this. We’ll break down what all these screens do when they when they present a certain level of interest. We’ll set that call up. We’ll dig into it with you and the customer. Eventually, you guys will probably learn it as you do enough of them to the point where you won’t need us to be on that call anymore. But for your first couple, for sure, we’ll really hold your hand and make sure every questions answered with us on the phone as well. So you’re sort of not in the dark. Obviously a lot more complex than just the standard wire carousel. So we will be there to sort of hold your hand and help you get the first couple, at least the first couple sold, and support you guys and get you comfortable with the units. But here’s what I was talking about. When you get into the nitty gritty of the software and ifsomeone’s playing around in here and they’re into servo diagnostics or initial setup or IO status, they can they can change the unit speed, they can clear memory, they can do all sorts
of different stuff in there. So if something like that ever happened, they would call us, plug the machine in, and we’ll set it back to factory settings for them. Options for the. Unit. They come pretty well optioned, so it’s not like there’s a ton of options. You have to present the inventory control of that touchscreen computer. That’s all the light that’s already on the unit. It’s already fully enclosed, but a few options are these fold out external arms. I think I have a picture here showing it on one of these slides. Maybe not. We’ll use this one. Those arms get bolted to the front of this VLAN and I have them on my one in Pennsylvania here. I can send you guys a picture if you want to see it in real time, but they fold in to the unit so they’re flush with the unit and then when you’re ready to use them, they just fold out. And so the the trays, the arms are kind of sit like this and what that does. And they all have little wheels on there. And what that does is it allows the tray to exit the machine and come out here. Customers. It’s really nice for adding trays, taking putting trays, more trays on the unit, taking trays off the unit. But we also sell. It’s a little cart. We call this the trade transporter, so it’ll also push those arms. I’ll take that tray and put it on to this cart and then you can push that cart around the facility. So it’s nice for like kidding circumstances like IKEA, if they’re doing Kitting, they might take a whole tray off that film with 5000 different pieces of hardware, take it to their station, use it all day for kitting, fill it back up and at the end of the night they’ll put it back into the LM. So it’s rare most customers will leave that tray in the machine for the life of the machine unless they are adding more trays. If they change their product height and they want to add more trays, they go down from like seven inches to three inch average space. Maybe they want to add more trays, then you would use the arms. You don’t need the arms to do it, but it just makes it a little bit nicer. But you’ll get into a circumstance where a customer will ask if the tray can come out and be taken to a workstation and then put back in. And that’s what those arms in tray are designed for. And stay tuned. We’re doing we’re doing this tray right now is manual. So you’d put the tray on this cart and you’d push this card around on these little casters. Here we have a motorized system as well that is going to drive itself. So that’s coming out here soon. Two barcode scanners, a couple hundred dollars option if they’re using barcodes. That’s a very nice setup badge reader. That’s a little bit more expensive of an option, but that works well in hospitals, government facilities, army bases, whatever Air Force base. That’s nice because they’re already using that system to get through doors so we can take that RFID card that they already have around their neck or on their waist and allow access to our machine and then preventative maintenance. We also have preventive maintenance program for them. It’s quoted on a case by case basis. So it’s going to depend where your customer is located, how many machines they have, what machine they have. But if you have a customer that wants to look into a preventative maintenance program, we are happy to get that coded for you. A few other options pick to light. Really nice to help them find out where their material are on the certain tray. So it’s pretty self-explanatory. But if you pull a tray down to your opening and you have this big long tray here and your product is right here, you don’t want the customer to have to walk back and forth looking for that. We have a little LED bar that will shine a light right here showing them where that is. So that’s that’s really nice in like a high flow, high pick scenario. And then what else do we have here? Customizable trays. We saw divider kits to divide that tray up. So it’s a 32 by 96 inch tray, but rarely will a customer have product that’s going to fill that whole 32 by 96 tray up as a single position. So we have dividers that can go with wise and depth as well, so you can get it all the way down to one inch by one inch squares with the divider kit. So if they need us to divide that up into different compartments for those trays, we can certainly do that. I have a few in the warehouse here in our volume that are divided up, so I could also send pictures of that as well. If a customer wants to see what that looks like finished product. But it just it just gives the compartments to the tray. The real color
change we talked about. That’s nice. I feel like we don’t do a good enough job of pushing that as Vader. But if you’re spending $130,000 on a machine, you might as well pick what color it is. So that’s a nice option. Multiple load capacities is nice as well. What that does is basically if you have most of your product in that volume is 4 to £600 per tray, and then you have a tray or two trays or three trays that you want to do motors on, and you’re like, Oh, that’s £600, not going to be enough. We’ll send separate trays for that for £1,000. So you can have some trays that’s £600 max, some trays at £1,000 max. Sometimes customers will do them all at £1,000, cost a little bit more money. But a lot of times customers will do a mix of both. So we’ll do £601,000 trays in the same volume. And that is all I have for you guys through the literature side. Any questions about. The hook up, the. App, the software, the design. No. No. Yeah, I think. I think it all looks great. Like I said, we’re we’re pretty familiar with lifts, so a lot of this is. Stuff that we know, but I’m excited that we can go to mid-year now for these. So it’s sort of it’s. Really close to anal when you look at it. And I put I just put one in next to a anal unit and when you look at them, you’re like, Oh, it’s just got a different name on it. So it’s real close. That’s, that’s what we sort of targeted at. The differences are the longevity of the machine. The serviceability of the machine is really the end goal here. So all those little things like the Schneider electric components, being able to hook up to the machine, live and take a look at it. There could be a scenario where if the machine’s not working
because there’s a tiny little sensor. Cut off position sensor and we showed it’s real hard to see what we show it right there. There’s one there and there’s one in this back corner that’s a position sensor and it lets the computer know that there’s a tray there or there’s not a tray there. So if you tell the computer, I want tray seven, what’s going to want to put whatever tray is here away first so it can go get tray seven. If that position sensor is broken, the machine thinks that it has a tray already in the position and it won’t want to move. So with being able to hook it up remotely and log on to that machine, we can go into that machine. We can delete the signal from that sensor, so we’ll disable it. For the meantime, we can dispatch a tech and have that tech show up with that sensor. So not only is the machine not broken, in the meantime, you can operate as normal with by logging on to that machine and deleting that sensor. But the next morning the tech will be there with that exact part to fix it. And you didn’t experience any downtime, whereas if we didn’t have that machine hooked up, we’d send a tech out there. He would realize that that hole,
that hole, 24 hour cycle there, it wouldn’t be able to operate the machine by the time the tech got there. He would say, Oh, it’s a position sensor. I’ll call the factory, I’ll get one ordered. It would be another day till that got there. Even if we overnighted it, the machine is still not operating. Then the tech comes back in the next day and fixes it. So being able to log on to these machines remotely, figure out what’s wrong, get them up and running in that exact moment, and then also having a fix on the way for it is really, really big for service. So that’s sort of what we’re trying to sell it. As alarms have a bad name in the market, depending on who you talk to, service is it sucks on most of them. We hear horror stories all the time about VMs being down for two, three, four, five, six weeks waiting for parts. So we’re trying to avoid all of that and give them the best unit we possibly can and the most serviceable, long lasting unit we possibly can. So that’s that’s sort of what we try to hit home on and all the other bells and whistles, the IT side of stuff, we’ll match everything everybody else is doing, even sometimes a little easier with it being our own software, we can we can make those special changes for them. So yeah, we’ve had really good luck so far. It’s been super successful so far, so hopefully it continues and hopefully we get you guys a couple of them. And like I said, your first few don’t feel like you’re bugging me. Call me and ask me whatever questions. Put me on a conference call with the customer. If you have to FaceTime me when you’re in the customer’s facility, whatever it takes. We’re here 110% to support you. So you’re not bugging us. Once you get a few of them sold, you’ll be comfortable with them. Our goal is to get you to that point. So your first few, we’ll get you guys super comfortable with
the process and the machines and it’ll take off from there. Sounds great. Let’s send you guys all this information then. But if there’s no other questions, we can
wrap it up. Yeah, I think. I think we’re good. Thanks for doing this with us. And yes. And that info and hopefully we can get some of these solved for you. Yeah, I think you guys are a really good location for us and I think if you guys do as well with the Volm as you do with carousels, it’s a home run. So we’re excited to have you
guys on board for the Volm. And I think the good thing about sort of like a carousel, but they always lead to more. Eventually it leads to more. That guy left the company and now he’s working for a new company and he used to have a VLP. He’ll buy another VLP or same thing with carousels.