ZLW actuators with e-chains and robotic dress pack solutions offer on point solutions. Leave a comment

This story is a perfect example of how teamwork, customer focus, and technical expertise can turn a lost customer into a winning opportunity.

A customer from the automation industry, who had earlier moved away from igus, came back into the picture when an enquiry for a camera slide application was received. The customer was working on a robotic de-palletizing project and needed a reliable camera slide solution.

IS alerted the OS colleague about this new requirement in the territory and the customer was immediately visited. The application was discussed, and reference videos and images were showcased, demonstrating igus’ proven capabilities and advantages in such projects. This helped build confidence and opened the door for a fresh engagement.

The opportunity was alive again—but there were budget constraints. That’s when teamwork kicked in. Product Management optimized the design and pricing, and with support from the regional One Team, we offered a complete ready-to-install ZLW actuator system with e-chain assembly. Result? The customer placed an order for 21 sets of ZLW-10-40-S with drag chain!

Success didn’t stop there. During discussions, the team also pitched the igus Robot Dress Pack solution. The opportunity was passed to the robotics colleague, who quickly engaged with the customer. Considering the tight budget, and with guidance from Industry Management, the team proposed a cost-effective conduit solution for Yaskawa GP 180 robots. The customer placed an additional order for 21 sets of 2-meter conduits with 5 brackets each.

In total, igus not only won back a lost customer but also replaced competitor products (HIWIN slides, and Chinese drag chains) with igus solutions, while successfully up-selling into robotics dress packs also. ONE TEAM