Standards Make The Sale: Twain, Dealers, And Robots That Behave

by Mason Bright

Standards are boring until they save your quarter. Anyone who ever wrestled a mystery driver on a Friday at 4 p.m. knows what I mean. Twain’s name lives on that quiet bridge between an application and a device. Software talks to a driver. The driver talks to the scanner or the MFP. Millions of machines run that way because a volunteer group wrote the rules and kept them current. That same discipline belongs in robotics if the channel is going to scale.

On the webcast, Kevin set the table. A robot is another hardware device. Not 300 dpi and duplex. Different verbs. Raise the mast. Turn left ninety. Pause until the corridor clears. Open a gripper. The application does not need to speak each dialect if a clean specification sits in the middle. Dealers do not want bespoke spaghetti in every account. They want an interface that survives an update. They want to write simple logic once and reuse it.

An HR Robot Walks Into Onboarding

by Mason Bright

The new hire sits down and stares at a stack of forms. Benefits. Direct deposit. Code of conduct. Policies that matter yet drown people in paperwork. HR teams do what they can. They lose hours anyway. Dealers know this rhythm because they live it with their own reps and techs. So we asked a plain question. What if a robot handled the rote and gave humans back the hard parts.

The pilot is simple. We trained an LLM on a dealer’s HR manual. We loaded it onto a robot we already use for office demos. The bot can move like any AMR. It can also talk. It knows the handbook down to the last line break. A new employee sits with it. The robot answers questions, collects information, and walks the person through an orientation flow. When done, it writes back to the system and logs what it did.

In the webcast, we did not pitch it as a cure-all. It is a force multiplier. It turns three hours into minutes for routine cases. It runs after lunch when HR is pulled into something urgent. It can point a human to anything sensitive or nuanced. It does not fall sick. It does not forget a step. It becomes another member of the office that never needs a calendar hold.

From Copiers To Robots: The Channel’s Next Tail

by Mason Bright

Pages are falling. Everyone in the room knows it. 

A3 and A4 still carry most dealer revenue, yet the slope points down. MPS never filled the gap. Managed IT helped some, not all. Water coolers add margin, but not a model. The tail that once followed every copier placement is thinning. So we built Crickets with a simple line that fits in a single breath. We bring robots to the channel and the channel to robots.

Start with what dealers already do well. Prospect. Run site walks. Map workflows. Quote leases. Deliver hardware. Stand it up on the network. Dispatch. Close the loop with a help desk that knows the difference between a ticket and a truck roll. That muscle does not disappear because paper drops. It repoints. AMRs and early humanoids give that muscle a new job.

Art laid it out clean. Dealers need to plan a legacy. If you want your company to matter five and ten years from now, you need a service tail that matches the way you already operate. Robotics offers it. Not a replica of 1986 copier economics. A modern tail. Firmware. Software. Training. Cybersecurity. Recurring support. Revenue that renews because movement never goes out of style.

We are not selling science fiction. We start with carts on wheels that move where you tell them. Tires to bays. Batteries to lifts. Paper files from desk to desk in places that still run paper. On the show floor in November, we run a simple office proof. A robot leaves home base, hits supply, goes to a device, drops a box next to the MFP, heads home. It reports into a small help desk app. Tickets pop as tasks complete. No heroics. Just movement, confirmation, and a repeatable loop.