When exploring warehouse automation, one of the first big decisions is whether to build a custom system or go with a ready-made solution. To better understand how companies can make the right choice—and what else they should consider—Zone 4 spoke with Stanislas Normand, the Managing Director, North America at Exotec a company specializing in warehouse automation solutions. He shared the following insights.
What’s the most important piece of advice you’d give to a company exploring warehouse automation?
Your team is at the heart of any successful automation project—they’re the ones who will interact with the system day in and day out. That’s why it’s so important to involve them early in the process. When you take the time to gather their input, understand their challenges, and show how automation can support—not replace—their work, you build trust and engagement. This kind of buy-in helps reduce resistance to change, surfaces valuable on-the-ground insights, and ultimately leads to a smoother rollout and stronger long-term adoption. Automation isn’t just a tech investment—it’s a people investment, too.
2. What are some common misunderstandings or false assumptions companies have when they start looking at automation?
One of the most common misunderstandings is that they can automate without rethinking their existing workflows from the ground up – automation is not a plug-and-play fix for all operational problems. Companies often assume it will instantly boost efficiency without fully assessing how their current processes, layouts, or data flows may need to adapt. Successful automation must start with thoughtful planning and cross-team collaboration.
3. What is the first thing companies should look for when choosing a warehouse automation solution provider?
When evaluating automation partners, the most important trait to look for is a deep commitment to understanding your business. If a provider doesn’t take the time to fully grasp your unique needs, challenges, and goals, even the most advanced solution can miss the mark—either by failing to address critical pain points or by being overbuilt and unnecessarily costly.
Strong providers prioritize listening first. They speak your language, align with your operational reality, and tailor conversations to where you are on your automation journey. This approach is foundational to how Exotec operates.
4. What key factors should businesses consider before deciding between custom or off-the-shelf solutions?
Unless your needs are truly unique, choosing a standardized automation system is often the simpler, faster path. It helps you avoid unnecessary complications and gets you moving sooner.
The biggest advantage of a proven solution is that you’re not starting from scratch. These systems have already been successfully used in other warehouses, so you know they work. They can typically be installed faster, are usually more affordable, easier to scale, and backed by reliable support. Plus, you can talk to other businesses who’ve already implemented the system, giving you valuable insights and real-world advice before you even begin.
5. What are the biggest hurdles clients usually face during implementation, and how can they get ahead of those challenges?
One of the biggest hurdles in automation implementation is underestimating the planning phase—especially around integration with existing systems and workflows. Without a clear understanding of how the new solution fits into the current operation, teams can face delays, misaligned expectations, or rework down the line. Getting ahead of this means investing time upfront in cross-functional planning, and involving IT, operations, and logistics early to align on goals, system requirements, and integration points.
6. Once a system is up and running, what metrics or KPIs should companies track to know if it’s performing well?
For advanced automation systems, there are two key KPIs that we have found offer critical insight into performance: MMBO (Mean Missions Before Obstruction) and MMBI (Mean Missions Before Intervention). MMBO tracks how many missions a robot completes before encountering a blockage or congestion, while MMBI measures how long the system runs before human intervention is needed.
These metrics go beyond surface-level stats like throughput—they reveal how independently, efficiently, and reliably the system operates. Monitoring trends in MMBO and MMBI can uncover hidden issues like poor layout, growing congestion, or software misconfigurations, and they’re vital for predictive maintenance, root cause analysis, and continuous improvement across sites. Paired with system health monitoring—such as battery diagnostics, sensor calibration, and real-time congestion tracking—these KPIs help build a complete picture of operational performance.
7. How critical is flexibility in automation, especially for companies expecting to scale or change quickly?
Flexibility in automation isn’t just a nice-to-have—it’s a must for businesses that are growing fast or need to adapt quickly. What fits your needs today might not be enough a year from now. Without flexible systems, you can end up stuck with costly, time-consuming upgrades or workarounds.
To make sure your automation can keep up, look for solutions that offer:
1. Modular design – so you can add new components or expand capacity as your business evolves.
2. Flexible, easy-to-update software – that allows you to adjust processes and workflows without major disruptions.
3. A true long-term partner – someone who works with you over time, not just during setup, to support your growth
4. Seamless integration – so the system connects easily with your existing tools and can adapt to future technologies.
5. Transparent performance tracking – with clear data and insights to help you optimize and plan for what’s next.
8. Looking ahead, how do you see AI influencing the way automation solutions are built, used?
AI is already changing the game in warehouse automation—and its impact is only growing. Early on, AI can help design smarter systems by running simulations and analyzing data to match your layout, workflow, and inventory needs. Once the system is live, AI can support continuous learning—enhancing picking and packing efficiency for systems like robotic picking arms. It can even spot trends, like upcoming peak periods, by analyzing consumer behavior and social media trends.
To make the most of AI, businesses should lean toward flexible, software-based systems instead of rigid, PLC-based setups. With a modular, software-driven approach, it’s easier to add new AI capabilities over time—without needing to rip out or rebuild your infrastructure.
Warehouse automation goes far beyond installing advanced technology. It requires aligning people, processes, and systems to create real, lasting operational improvements. As Stanislas Normand from Exotec highlights, success starts by engaging your team early, planning carefully, and partnering with providers who truly understand your business needs. Companies that rethink workflows, prioritize scalable solutions, and focus on integration set themselves up for smoother implementations and stronger long-term adoption.
Looking ahead, automation’s future will be driven increasingly by AI and data-driven insights. To remain competitive, businesses need flexible modular systems that can evolve quickly with changing demands and support sustained growth. Tracking meaningful performance metrics and fostering cross-functional alignment from the outset are key to unlocking automation’s full potential, turning complexity into clarity and transforming challenges into lasting value.