Automation buyers are evolving—and industry veterans Mandy Dwight and Guy Courtin are here to explain why that's changing everything. Recording from Boston's iconic Public Garden (sadly, not from the famous Good Will Hunting bench), they dive deep into how today's robotics customers are no longer wowed by flashy demos and bold promises.

"What I've seen which is really encouraging is that the buyer has become smarter about the solutions and what's available out there," explains Courtin, VP of Industry and Global Alliances at Tecsys. This sophistication means robot vendors must work harder, but it ultimately creates healthier, more sustainable implementations across the industry.

The conversation explores how automation ecosystems are replacing isolated solutions, with companies consolidating technologies to address comprehensive warehouse challenges. They question traditional ROI calculations that focus narrowly on labor reduction rather than strategic value, particularly relevant for 3PLs using automation to free space for higher-margin services like kitting and returns processing.

Economic uncertainty looms large in automation decisions, creating both challenges and opportunities. Courtin suggests that forward-thinking companies willing to invest now could position themselves advantageously when markets stabilize.

The pair also tackles AI's role in automation, the importance of supply chain education, and offer invaluable insights for anyone navigating the rapidly evolving landscape of warehouse automation and robotics implementation.