Arcobel expands to Germany with experienced German team
AI and machine control Arcobel GmbH will operate as a separate entity within the Arcobel organization, and only as a sales department. The headquarters will stay in Heesch, as will the test and assembly facilities. However, we do not exclude that in the future, the German office will be expanded with their own facilities. As the German market is extensive, both geographically and in volume, Arcobel will focus on specific markets and product areas. Traditionally, we are strong in fields like public transportation and industrial automation, and we look forward to apply our extensive experience and knowledge in the DACH region. In addition, Schoenmakers already mentioned Arcobel’s hardware-as-a-service model. Our cloud based platform enables customers to realtime monitoring and analyzing data of industrial sensors. The platform is modular, plug and play and can be deployed completely as a service. “Next to that, we have two focal points”, says Altin, “artificial intelligence and robotics, and machine control.” The first sector is booming and fits perfectly with the added value that Arcobel can deliver. “We want to expand our business there.” Machine control and automation are relatively new for Arcobel but Altin and Brüggemann are convinced that Arcobel has a lot to offer in that sector. The assignments they have scored since the start, and the companies that have shown interest in Arcobel’s proposition, back them up. There are many German machine builders – for instance in the food and medical markets – reacting enthusiastically to what Arcobel can do for them.
Bigger volumes Of course, the German market is well covered with distributors of embedded computers and complementary products. However, Arcobel does much more than just moving boxes. “In contrast to many of our competitors, we operate independently from our suppliers”, adds Altin. “Since our engineers have a thorough understanding of the technology and are experienced in the respective fields, they can combine components from different manufacturers to create the most optimal solution for a customer, both in hardware and in software. Moreover, we can even customize end systems with, for instance, different connectors or housing, when the application calls for it.”
Big companies open to Arcobel approach The German market is different to the Dutch and Belgian industry in the sense that it is much bigger. Therefore, volumes will be higher. Another distinction is the fact that in the Benelux customers are more used to outsourcing and look out for finished products. “In Germany, the majority of the companies prefer to do the assembly themselves”, says Altin. “Especially the smaller companies can be quite protective and want to keep full control over the process.” However, it is precisely in that service and expertise that Arcobel can prove its added value; by taking over part of the engineering and by delivering a plug-and-play solution to the customer.
To illustrate this approach, Altin tells about a partnership with a large public transport operator in The Netherlands. “Arcobel partners proactively with the technical department by acting as R&D partner, advising about new hardware developments and setting up a knowledge base with technical information of the delivered hardware. We also take care of a thorough Product Life Cycle Management en End of Life Management, that ensures a reliable lifecycle management of all hardware within the organisation.” Altin notices that bigger companies in Germany tend to be more open to this approach. “We like to talk to the engineers and developers first, and to the purchasers second”, he explains. “We can only guarantee the best solutions when we have all the technical details.” Arcobel’s services go beyond
Professional flexible Altin points out another unique selling point of Arcobel. “We are, what I call, ‘professional flexible’”, he says. “Flexibility is a necessity when you want to move with your customers and adapt to their requirements. That is difficult to achieve in a large organisation. Arcobel is an ISO certified company that has the right size to have all the imperative knowhow in house, and still be flexible to adjust when needed.”