1 00:00:00,538 --> 00:00:01,638 I think one 2 00:00:01,638 --> 00:00:03,058 thing that I'm 3 00:00:03,058 --> 00:00:04,038 honestly trying 4 00:00:04,038 --> 00:00:04,838 my customer and 5 00:00:04,838 --> 00:00:05,398 helping them 6 00:00:05,398 --> 00:00:06,058 think through is 7 00:00:06,058 --> 00:00:07,158 something I talk 8 00:00:07,158 --> 00:00:08,038 about a lot 9 00:00:08,038 --> 00:00:08,878 is the building 10 00:00:08,878 --> 00:00:09,258 readiness 11 00:00:09,258 --> 00:00:10,118 aspect. 12 00:00:10,118 --> 00:00:11,098 I think one 13 00:00:11,098 --> 00:00:11,418 of the 14 00:00:11,418 --> 00:00:12,418 challenges we 15 00:00:12,418 --> 00:00:15,198 have is like, 16 00:00:15,198 --> 00:00:16,478 and again, I 17 00:00:16,478 --> 00:00:17,018 would say anyone 18 00:00:17,018 --> 00:00:17,818 listening, 19 00:00:17,818 --> 00:00:18,338 do not sign 20 00:00:18,338 --> 00:00:19,058 the PO until 21 00:00:19,058 --> 00:00:19,598 you know your 22 00:00:19,598 --> 00:00:19,998 building is 23 00:00:19,998 --> 00:00:21,638 ready in a 24 00:00:21,638 --> 00:00:22,198 good way because 25 00:00:22,198 --> 00:00:23,178 sometimes that 26 00:00:23,178 --> 00:00:23,998 can impact your 27 00:00:23,998 --> 00:00:24,878 lead times, your 28 00:00:24,878 --> 00:00:25,298 ROI 29 00:00:25,298 --> 00:00:26,018 conversations 30 00:00:26,018 --> 00:00:27,618 because it can 31 00:00:27,618 --> 00:00:28,478 incur cost. 32 00:00:29,298 --> 00:00:30,558 Don't sign the 33 00:00:30,558 --> 00:00:31,538 PO until the 34 00:00:31,538 --> 00:00:33,038 building is ready. 35 00:00:33,058 --> 00:00:34,198 correct in a 36 00:00:34,198 --> 00:00:34,858 in a good 37 00:00:34,858 --> 00:00:35,318 way i will 38 00:00:35,318 --> 00:00:36,618 say and again 39 00:00:36,618 --> 00:00:37,318 you won't be 40 00:00:37,318 --> 00:00:37,838 able to answer 41 00:00:37,838 --> 00:00:38,158 all the 42 00:00:38,158 --> 00:00:38,558 questions 43 00:00:38,558 --> 00:00:39,278 because there are 44 00:00:39,278 --> 00:00:39,458 some 45 00:00:39,458 --> 00:00:39,898 questions you 46 00:00:39,898 --> 00:00:40,698 can only answer 47 00:00:40,698 --> 00:00:41,858 after the after 48 00:00:41,858 --> 00:00:42,518 you know what 49 00:00:42,518 --> 00:00:43,038 robot you're 50 00:00:43,038 --> 00:00:44,278 buying uh for 51 00:00:44,278 --> 00:00:45,258 example like i 52 00:00:45,258 --> 00:00:45,858 would say like 53 00:00:45,858 --> 00:00:46,598 you can have 54 00:00:46,598 --> 00:00:47,418 a flat surface 55 00:00:47,418 --> 00:00:48,138 but if it's 56 00:00:48,138 --> 00:00:48,858 too smooth it's 57 00:00:48,858 --> 00:00:49,518 also a problem 58 00:00:49,518 --> 00:00:50,938 uh right so 59 00:00:50,938 --> 00:00:51,298 i have a 60 00:00:51,298 --> 00:00:51,818 customer that 61 00:00:51,818 --> 00:00:52,458 i'm working with 62 00:00:52,458 --> 00:00:53,258 right now they 63 00:00:53,258 --> 00:00:53,678 have an 64 00:00:53,678 --> 00:00:54,658 amazingly flat 65 00:00:54,658 --> 00:00:55,718 surface there's 66 00:00:55,718 --> 00:00:56,998 no no grinding 67 00:00:56,998 --> 00:00:57,858 needed amazing 68 00:00:57,858 --> 00:00:59,118 flat surface but 69 00:00:59,118 --> 00:00:59,978 the challenge is 70 00:00:59,978 --> 00:01:02,038 their floor is 71 00:01:02,038 --> 00:01:03,598 super smooth. 72 00:01:03,598 --> 00:01:04,378 So they have 73 00:01:04,378 --> 00:01:04,978 to actually, we 74 00:01:04,978 --> 00:01:05,998 have to put 75 00:01:05,998 --> 00:01:06,878 some friction on 76 00:01:06,878 --> 00:01:07,358 it so that 77 00:01:07,358 --> 00:01:08,138 way the wheels 78 00:01:08,138 --> 00:01:09,438 are not rolling, 79 00:01:09,478 --> 00:01:09,718 right? 80 00:01:09,718 --> 00:01:10,358 And the robots 81 00:01:10,358 --> 00:01:10,818 can actually 82 00:01:10,818 --> 00:01:11,338 work. 83 00:01:11,338 --> 00:01:12,118 So those are 84 00:01:12,118 --> 00:01:14,078 the minor detail 85 00:01:14,078 --> 00:01:15,878 that when it 86 00:01:15,878 --> 00:01:16,618 comes to 87 00:01:16,618 --> 00:01:17,498 automation that 88 00:01:17,498 --> 00:01:17,838 we need to 89 00:01:17,838 --> 00:01:18,438 take care of 90 00:01:18,438 --> 00:01:18,958 it.