In industrial sectors, picking the right technical product is never trivial. Whether it's an energy renovation operation or installing a metrology sensor on a pharmaceutical production line, a bad call can mean a failing project, cost overruns, or worse, compliance incidents.
Understanding the customer's need: the foundation of a successful project
Every product selection starts with a precise understanding of the need. But that step is often neglected or handled too shallowly.
In an energy-renovation project, it's not just about whether to insulate a building — it's about identifying thermal constraints, the built environment, the user energy profile, local standards…
In a pharmaceutical metrology project, complexity is even greater: compatibility with existing equipment, cleanliness constraints (ATEX or ISO 8 zones), regulatory calibration, connectivity with SCADA or ERP systems… The slightest analysis mistake upstream skews the entire value chain.
Decoding a project's technical parameters
A good product recommendation depends on the ability to identify the critical parameters of the project: dimensions, usage environment, regulatory requirements, economic constraints, lead times… These elements must be cross-referenced with the — often vast and complex — product catalogue to surface the best option.
Another example, in automated logistics: choosing a handling shuttle. Wire-guided or laser-guided? What payload? What compatibility with the existing racks?
The challenge: bringing expertise close to the need
In most cases, this expertise is centralised and rarely available in real time on the ground. Salespeople often have to “push” information back to the design office, lengthening lead times and complicating the sales cycle. The result: errors, misunderstandings and lost opportunities.
This is exactly where an AI-based expert system makes sense. It captures the need in real time (text, voice, photos), analyses the project constraints, and immediately recommends suitable products.
DARYL: the revolution in selling technical solutions
DARYL is an intelligent business assistant designed to support field teams across every stage of the sales cycle:
- •Automated data capture via a mobile interface combining text, voice and photo.
- •Technical analysis with a simulator based on domain standards and project requirements.
- •Automatic offer generation, personalised, from a configurable quoting engine.
Imagine a salesperson visiting a food-processing plant looking to improve its noise environment. DARYL captures dimensions, materials and reverberation, then recommends an acoustic treatment with a quote to back it up. Time saved: several days. Precision: up. Conversion rate: boosted.
Toward a new era in technical selling
Selling industrial products rests on a deep understanding of the need and of the available solutions. DARYL automates and stabilises that process by bringing expertise where it's most useful: in the field, from the very first exchange.
For industrial companies, that's the promise of shorter sales cycles, more relevant proposals and higher revenue — both at home and abroad.
