We host a floor visit for almost every customer before a contract is signed. Over the last year that has meant 22 separate walkthroughs across three facilities. The questions repeat often enough to write down.
Question one: what happens when the model is wrong
Every visitor asks this within the first ten minutes, usually while standing next to the inspection station. The honest answer: the cell flags the unit, holds it in a quarantine bin, and a human reviews it before anything ships. We show them the bin. It is usually empty, and that is the point.
Question two: who owns the data
The second question is always about the production data itself: who sees it, where it is stored, and whether a competitor’s engineer could ever see a customer’s part file. We walk through the access boundary live on the floor terminal, so the visitor sees the real screen.
Question three: can we change the line ourselves
The third question is the one that closes deals. Customers want to know if a tolerance change next quarter means calling us or means editing a parameter themselves. On 19 of the 22 visits, showing the change-control screen on the cell controller answered it on the spot.
None of this is a sales pitch written in advance. It is what people actually ask when they are standing on a factory floor deciding whether to trust it with their product.