1. Mr. Arch, what has been your experience in dealing with your customers when it comes to integrating RFID technology straight into the product?
Typically, it is the case that one or two departments come forward with an identification challenge and then the realization comes that the technology can certainly be used in other areas. On the one hand, it enables better documentation, better logistics, a precise product history that can be created. The last point in particular is a great advantage that quickly convinces other departments.
On the other hand, customers with new projects have often already developed this idea themselves. They either already use RFID or it is clear that an end-to-end solution is needed for every phase of the product's life cycle. What then becomes extremely important is consulting on integration in the product and in the subsequent processes, i.e. reading or writing in the individual life stages. This must then be considered holistically.
2. Compared to five years ago, how would you describe the interest and also the speed of customers in integrating RFID?
Five years ago, there was less know-how on the part of customers on the subject of RFID. Since then, a lot has been done within the industry, so that the topic is now better known. Many customers have become pre-informed, especially at trade shows such as the Wireless IoT Tomorrow, which takes place once a year. The other important factor is that in the past, it was more common to get point-in-time requests when customers had a problem at a particular point.
Now, we are seeing more and more of a move in the direction of managers looking at the complete production area, rather than just one situation or one challenge. This has changed. It has also become clear to those responsible that, although the investment comes from one department, the entire company benefits from it.
3. How many conversations do you have before a project is started and how long is this initiation period?
That depends on the product itself. Depending on the framework conditions such as high temperatures, mechanical stresses and so forth, it may take more meetings and on-site appointments to implement a project. The initiation period can last from quick solutions within four to five phone calls to several months. The time required for integration also depends on how many cycle phases we cover with the solution and whether field tests at the customer's site are desired.
4. How many phases of the lifecycle are generally covered?
Of the 12, sometimes three are covered, and sometimes seven. For each point of the cycle, you have to investigate what you need for it separately. The requirements are quite different. If I go into the raw materials area, there might be a transponder incorporated at high temperatures and pressure. In the warehouse, on the other hand, there are no stresses of a mechanical nature or due to temperature.
We look at all the general conditions and then find the right product in terms of design and frequency. Should a bulk capture take place? Should it be captured individually? These are all points that we go through with a question and project catalog to see whether we can use a standard product or whether customer-specific adaptations are necessary on the transponder side and for the readers.
5. Are most of your customers familiar with RFID?
Not all, but some of our prospects have been using RFID for a long time. Unfortunately, this then often means that the transponders and the frequency of the installed solution do not match the previous or next stage in the life cycle. We always approach the acquisition of the initial situation with an open mind and get to the bottom of everything.
If, in the course of the installation, an increasing number of areas are then added and further adjustments have to be made little by little - which is often the case - we are then of course thrilled, however, in this case, the installation would take longer overall.
6. What does AEG ID's customer base look like? Are they mostly regular customers or are you constantly gaining new customers?
They are typically new customers, because these projects are, after all, products that are being developed and are new to the market. We also have existing products, of course, so that a new product generation is then added. However, it is often new customers who have found us as a reference and approach us because we have expertise in transponders and readers.
7. If you compare which sector you think is more affected by change right now, would it be industrial manufacturing or logistics?
The industrial sector is growing faster in terms of numbers. In logistics, it is often the packaging that is tagged with transponders and not the products themselves. The application is always the same. In industry, on the other hand, where products are manufactured, each application is different. When I integrate transponders into products, I have to look at each product and project individually. In terms of the number of projects, this is more important for us. We are also not a label manufacturer, so labels for boxes are not one of our core competencies.
8. Do you have a bestseller?
The bestsellers for us are glass and disc transponders, simply in terms of their design. They are very good in terms of resistance to extreme temperatures and water, i.e. with respect to IP protection classes. You can actually integrate them anywhere and "throw them in" without anything happening, even in project steps where the housing is produced.
9. Passive or active – can you comment on this?
Predestined for the topic are of course passive transponders, because the lifetime of the products exceeds what you can achieve with an active transponder. With a battery or if I have to guarantee a power supply, then I am not able to get by with active transponders. For this reason, almost 100 % of the products and capital goods are passive systems. The transponders are integrated or built into the production process and are then always accessible.
10. What importance do you attribute to other wireless technologies such as UWB, LoRaWAN or BLE?
My answer has to do with lifetime and cost. If the transponders are integrated in the product, then they are only of interest to the manufacturer, not to the end customer. For this reason, I consider the other technologies to be of little importance in this respect. They tend to have their justification in process-intensive applications, but typically not in integration in products per se.
11. Is UWB also a topic of interest for AEG ID?
Yes, of course. We are already looking into this in our development departments. At present, there is no series product in this area that we manufacture in volume. We tend to use them in combination. However, we are currently concentrating on passive RFID transponder systems and the associated readers.
