“The market leads!”

Mr Müller, why does Pilz even target industries?

Pilz is a solu­tion provider. This means that we not only sell com­po­nents, but also sup­port cus­tomers in their indi­vidual require­ments. In cer­tain indus­tries, the topic of safe automa­tion plays a par­tic­u­larly impor­tant role. Here we can offer tai­lored automa­tion solu­tions that meet the respec­tive spe­cific industry require­ments.

So each industry has its own specific requirements. How does Pilz manage to satisfy these?

First, it is impor­tant to under­stand and to listen to the cus­tomer. We reflect the wishes and needs against the legal and nor­ma­tive spec­i­fi­ca­tions of the industry and the target coun­tries. Inter­na­tional Sales, Cus­tomer Sup­port Inter­na­tional, Product Man­age­ment and Mar­keting stan­dardise this knowl­edge in order to develop solu­tions from it. Our expert team for stan­dards also plays an impor­tant role. It sup­ports us so that our solu­tions meet the respec­tive spe­cific require­ments. This is par­tic­u­larly impor­tant for the topic of safety.

The variety of industries and markets with different specifications surely doesn’t make it easier.

That is why we have industry teams for the indi­vidual indus­tries at Pilz. Our cham­pions at our var­ious sub­sidiaries guar­antee the cus­tomer focus. These are experts who are focused on the sup­port of indi­vidual indus­tries. They reg­u­larly com­pare notes with the cham­pions from other coun­tries in a process that is led by head office. This helps us to ensure knowl­edge transfer. Meaning that the market and its ongoing devel­op­ment lead us!

What specifically do industry solutions look like?

Our solu­tions are always a com­bi­na­tion of sev­eral prod­ucts and often also include Pilz ser­vices. Let us take the safe feed of card­board on pack­aging machines as an example: The spe­cific cus­tomer require­ment was to be able to effi­ciently refill the card­board safely and in accor­dance with the nor­ma­tive require­ments. The result is a TÜV-cer­ti­fied solu­tion with sen­sors and con­trollers for safe card­board feed. Cer­ti­fi­ca­tion saves users time during design, con­fig­u­ra­tion and com­mis­sioning. Inte­gra­tion into existing appli­ca­tions or retro­fitting is also easy to imple­ment.

The safety-related equip­ment of auto­mated guided vehi­cles in the intral­o­gis­tics industry is another example of a com­plete solu­tion. This solu­tion package includes not only con­trollers, sen­sors and our Iden­ti­fi­ca­tion and Access Man­age­ment, I.A.M. for short, but also ser­vices such as the con­for­mity assess­ment in order to receive the nec­es­sary CE marking, for example.

What is the one element that links all industries?

The col­lec­tive goal is devel­oping a deep under­standing for the appli­ca­tions and require­ments of the market seg­ments. Ulti­mately, cus­tomers in all indus­tries can always rest assured that the Safety and Secu­rity of their plant and machinery is guar­an­teed with Pilz.