Mastering the Art of Automation Part Replacements

In the world of automated machines, the need for replacement parts is inevitable. Every company that relies on automated processes has encountered the challenge of sourcing the right part to keep their machines running efficiently. However, terms like "unavailable," "discontinued," or "long lead time" often act as roadblocks during this quest. Overcoming these challenges requires a strategic approach, often referred to as "doing a crossover" or "finding a cross."

While some components seamlessly transition from one manufacturer or product to another, others pose unique challenges. For instance, a pressure gauge can be easily crossed by matching specific parameters, ensuring it fits and functions similarly. On the other hand, electronic sensors may require more effort due to differences in physical, electrical, and operational characteristics.

To navigate the crossover game effectively, it's crucial to understand the perspectives of the key players: machine builders, machine users, and suppliers. Each entity faces distinct challenges and needs throughout the process.

Machine Builders:

- Flexibility during design and build phases.

- Ability to switch to available crossovers with minimal issues.

- Modifications such as bracket adjustments and wiring changes are manageable.

Machine Users:

- Pressure to restore broken machines quickly.

- Limited flexibility, knowledge, and ability to modify machines.

- Challenges in communicating specific part usage details to suppliers.

Suppliers:

- Often approached without context for crossovers.

- Need detailed information on who, why, and what for effective assistance.

- Addressing challenges when the requestor lacks authority to substitute parts.

Understanding the motivation behind crossover requests is essential. Reasons could range from dissatisfaction with current suppliers, urgent machine downtime situations, cost concerns, to the common practice of seeking a second source. However, suppliers often find that while crossover requests present sales development opportunities, they rarely lead to transactional sales due to a lack of comprehensive understanding of the underlying motivations.

The urgency of machine downtime situations presents a significant challenge in finding suitable crossover parts. While end users may resort to temporary solutions, the ideal approach involves understanding the specific application needs—the "what" of the crossover equation. Knowing the application allows for a more informed search, avoiding unnecessary features that may complicate the replacement process.

Mastering the art of automation part replacements involves a deep understanding of the unique challenges faced by machine builders, users, and suppliers. Navigating the crossover landscape requires a collaborative effort, with clear communication and a focus on the specific needs of each player. By embracing these principles, engineers and industrial purchasing workers can confidently overcome obstacles and keep their automated machines running smoothly. 

Do you have a crossover part requirement? Our staff is available to help source the right part for you. Contact us at 1-888-600-3080 or click here to book a 15 minute appointment to speak with one of our sales engineers now.