PART I | LESSON 4: CUSTOMER DISCOVERY MATERIAL HANDLING ACADEMY
DRIVING QUESTION What problem am I actually trying to solve?

The Six Discovery Categories

Product

What are you moving, and what are the biggest and smallest packages in it? How many SKUs do you carry, and what's the A, B, C rotation? Any special handling: temperature, fragility, hazmat?

Flow and Throughput

How many orders and units ship per day, per hour, and at peak, and what does peak actually look like? How do goods come in: pallets, loose cartons, mixed? How do orders leave: full pallets, split case, parcel, LTL, truckload, and which carrier handles each of those?

People and Operations

How many people work this area, across how many shifts? Which manual tasks eat the most labor, and where are people working hardest? Is the plan to grow the team, hold it steady, or shrink it through automation?

Existing Systems and Equipment

What WMS and ERP are you running? What conveyor, sortation, or automation is already in place, and what would a new system have to connect to? Get the names and write them down. The deep dive comes later, in Part V. Today you just need to know what's there.

Space and Building

What are the building dimensions, the column spacing, and the clear height? How many dock doors, inbound and outbound, and where are they? What's in the way: mezzanines, floor drains, sprinkler drops, utility runs, and is there room set aside to expand?

Business Goals and Appetite

What's the real driver: labor reduction, throughput, accuracy, capacity? Is there a hard go-live date behind it, a lease or a contract or a peak season? And the one that matters most: what does success look like to you in year one, and in year three?

Requirements Document

  1. Project Overview. Customer, site, driver, primary contact.
  2. Current State. How it works today, the pain points.
  3. Future State. What they want to achieve.
  4. Product Profile. Dimensions, weights, SKUs, rotation, special handling.
  5. Throughput Requirements. Orders and units per hour, peak, seasonality.
  6. Building Constraints. Dimensions, clear height, columns, dock doors, floor.
  7. System Interfaces. WMS name and version, ERP, existing automation to talk to.
  8. Existing Automation Assessment. What's in place, what works, what doesn't.
  9. Business Objectives. Driver, timeline, budget if shared, definition of success.
  10. Open Questions. Anything still to confirm before engineering begins.
DESIGN PRINCIPLE Understand before you engineer.