9 Essential Questions to Ask a Food Processing Equipment ...

Purchasing new food manufacturing equipment is a significant investment with many variables. The impact of this investment will be felt both in the short-term and long into the future. It's crucial to partner with the right manufacturer to ensure a positive impact on your investment.

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Whether you are investing in a new production line or an individual piece of equipment, the following nine questions will help you assess the capabilities of the manufacturer or supplier.

What level of experience do you have?

Experience in delivering the type of solution you need is essential, given the specific challenges of food production and regulatory requirements. A general level of knowledge is not sufficient, nor is experience in other parts of the food production sector. The manufacturer or supplier should fully understand your industry and its unique needs.

For example, the requirements of a salmon processing facility are significantly different from those of a dairy or confectionary line.

Ideally, the food manufacturer or supplier you partner with should have experience with the type of products you produce.

Do you have engineering design expertise and the ability to work with in-house engineering and production management teams?

The success of most projects, particularly larger-scale production line solutions, hinges on the engineering and design stages. It's crucial that your equipment partner has high-quality engineering and design expertise, as well as the ability to collaborate with the engineering and production management teams you have in-house.

What components and equipment do you use?

The food processing equipment manufacturer or supplier you partner with will use components and equipment from other manufacturers. It's important that these components and equipment meet your requirements.

At SF Engineering, for instance, we use high-quality belts from leading manufacturers like Intralox for the conveyors we manufacture. If we recommend an Intralox belt, we can provide our customers with a clear rationale and return on investment calculations.

We also partner with leading equipment suppliers such as Ishida, Marelec, and Ceia to maintain the highest standards and ensure we meet the complex requirements of our customers.

Do you have testing capabilities, including proof of concept testing for complex solutions?

There are often situations when investing in new food processing equipment where it is beneficial to test the solution. Therefore, it is important that your partner has these capabilities.

For example, at SF Engineering, we regularly test concepts and solutions in-house in our manufacturing facility. We also frequently arrange proof of concept tests in collaboration with our equipment suppliers at their locations. These tests provide peace of mind for our customers and give our engineers valuable information used to refine the solution before final production.

How will you ensure the solution meets future requirements in addition to today's needs?

When investing in new food processing equipment, it's important to consider your future requirements and plans in addition to your current needs. The equipment partner you choose should also consider future requirements.

Where is the equipment manufactured?

This question helps you understand the capabilities of your equipment partner, in addition to the logistics involved. Will your equipment partner subcontract parts of the manufacturing process, or do they have full in-house capabilities?

What are the lead times?

Understanding the current capacity of your equipment partner and the expected lead times for your new solution is essential for planning. You have plans for your food processing facility driven by pressing challenges, such as meeting anticipated customer demand or improving inefficient processes. Can your equipment partner deliver the solution that will help solve these challenges within your expected timeframe?

What parts, servicing, and maintenance support do you offer?

The support you receive after the equipment has been installed is just as important as the support you receive pre-installation.

Where are the support teams based? Who will deliver the support, and what are their skill levels and experience? What are the lead times for critical parts? What service level agreements (SLAs) does the manufacturer or supplier offer? These are examples of the questions you should ask.

When can I expect a return on investment?

Ultimately, the investment you make in new food processing equipment should deliver a return on investment. The manufacturing partner or supplier you choose should have a proven track record of delivering ROI on previous projects and should be able to project an anticipated return on investment for your project.

Choosing a Food Processing Equipment Manufacturer or Supplier You Can Depend On

At SF Engineering, we have extensive experience answering questions like those mentioned in this blog due to our comprehensive background in delivering solutions for the food processing industry. To get specific answers to any of the above questions in relation to your requirements or to discuss the solution you need, please contact a member of our team today.

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As someone who has worked in capital equipment sales, selling various technologies, I learned the craft of sales not only from my mentors but also from my customers. Prospects and clients provided me with perspectives that allowed me to better serve them and capitalize on new opportunities. Here are five key questions every buyer should ask a vendor in their first meeting.

#1 Who are your competitors?

This question provides two insights. First, it reveals whether your vendor understands the competitive landscape. Are they aware of the major players or key market leaders? All great salespeople know their competition, so if they cannot recite or are unwilling to share this information, it indicates they are not confident in their ability to compete. Something they are not telling you might be a major competitive disadvantage. The second benefit of this question is that it provides you with other companies to reach out to for competitive bids.

#2 Why should I not buy from you?

If you really want to understand the type of person and company you are buying from, this is the question to ask. Every vendor has a weakness, and their willingness to be open and share their weaknesses speaks volumes about what they value in a vendor/client relationship. Many salespeople highlight their strengths against competitors. Understand that the positive qualities of their offer are intentionally presented to you.

#3 What happens if you do not deliver on your promises?

The answer should be simple. The vendor should make every effort to prevent underperforming. If they foresee any shortcomings, they should bring it to your attention as soon as possible. Great vendors do not hide their issues until they "have" to bring them up. They will work with you to minimize any impact on your business and reputation. The best salespeople will go above and beyond to bridge the gap between the client's expectations and what is delivered by the vendor.

#4 What are the risks associated with this project?

Each vendor you bring in for the same project should have overlapping assessments of the inherent risks associated with the project. You can learn a lot from a vendor's experience by noting which risks are highlighted and which are not. A vendor with a history of managing project risk will be best suited to mitigate risks and their impacts.

#5 What do I not know that I need to know?

This is a great way to wrap up a first meeting. The purpose of a first meeting with a vendor is to learn as much as possible about the vendor, technologies, and whether the project is worth pursuing for your team. A great vendor will always provide you with impactful insights that you likely hadn't considered.

Remember, salespeople are meeting with you because they are looking to make a deal. The good ones will be transparent and let you know if they can truly bring you value from their products or solutions. The bad ones will try to sell you a mop if that's what they think they can sell you.

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