Independent Advisory · Client Side Only

You're about to commit millions to a logistics automation project. Camori makes sure every decision protects you — not the vendor.

Camori sits exclusively on your side of the table — from vendor selection through go-live and beyond. Thirteen years inside the logistics automation industry. Now working for you.

Talk to Camori See the packages →
0+Years Inside
the Industry
0%Client Side
Always
The Market Reality

This market doubles
every five years — and accelerates.

The global warehouse automation market is growing at 15–16% annually. The question is not whether to automate. It is whether your investment will deliver what the vendor promised.

Global Warehouse Automation Market — USD Billions
$0 $30B $60B $90B $120B YOU ARE HERE $13B $17B $22B $27B $32B $55B $107B FORECAST 2020 2022 2024 2025 2026 2030 2035
Sources: Precedence Research · LogisticsIQ · Grand View Research · McKinsey & Company · MarketGenics (2026)
0% Annual Growth Rate Compounding every year. The cost of waiting is not zero — it grows.
0% Not Yet Automated Three in four warehouses globally. Your competitors are closing the gap.
$0B+ Current Market Size Global warehouse automation spend in 2026, up from $13B in 2020. The market did not just grow — it accelerated.
0× Every 5 Years The market doubles every five years. The cost of entering late compounds at exactly the same rate.
The Problem

The mistakes that derail projects at go-live were made months earlier.

Logistics automation projects fail not because of what goes wrong during implementation — but because of what was decided, underspecified, or ignored before the contract was signed. Bad SLAs. Unrealistic ramp-up timelines. Unvalidated interfaces. A warehouse not ready when the vendor arrives.

By the time the problems surface — during the site acceptance test, at go-live, during ramp-up — the contractual decisions that caused them are locked in. The only question is how much they cost.

40%

of warehouse automation projects fail to meet expectations — primarily due to misalignment between client needs and vendor execution. (McKinsey & Vecna Robotics)

01

The Specification Gap

Software specifications and interface definitions signed off without proper validation become permanent. Every gap becomes a change request. Every change request costs money, time, and quality — and the client is almost always the one who pays.

02

The Site Acceptance Test Crisis

The site acceptance test phase is the most underestimated and highest-risk phase of any project. Clients are overwhelmed. Errors are discovered too late. Systems go live with known defects. What follows is months of escalation that traces back to decisions made at the beginning.

03

The Ramp-Up Gap

The vendor's support window closes. The client's team isn't ready. Open issues compete with the vendor's next project. Performance gaps that should have been caught before final acceptance become permanent — and the leverage to address them expires with the contract.

How Projects Actually Fail

Every phase is a decision point.
Most go unprotected.

The six phases of a logistics automation project — and where Camori intervenes before each critical mistake becomes permanent.

— Camori Active Across All Phases —
01
Compass
Vendor Selection & Contract
The most important phase. Every downstream problem is planted here — vendor fit, SLAs, contract terms, scope boundaries.
Risk
02
Compass
Specifications & Sign-Off
Software specifications and interface definitions are negotiated and locked. Once signed, every gap becomes a change request. The most expensive mistakes are made here — and the hardest to reverse.
Risk
03
Vantage
Development & Sandbox Simulation
Vendor builds against signed specifications. Sandbox testing verifies what can be verified in simulation. Preliminary acceptance closes here — with scope requiring live-system validation explicitly carved out for SAT.
Risk
04
Vantage
On-Site Commissioning
Equipment installation and vendor internal commissioning. The phase nobody discusses honestly — vendor attention drifts toward installation deadlines, client toward building and IT readiness, pending simulation tests get quietly deprioritized. Issues that should have been caught earlier carry forward into SAT.
Risk
05
Vantage
Site Acceptance Test
The vendor hands the system over for client validation. The most underestimated phase of any automation project. Issues that escaped simulation testing surface here under operational time pressure. SAT quality determines whether go-live is clean or compromised.
Risk
06
Accord
Go-Live, Ramp-Up & Final Acceptance
Vendor support window closes. Performance gaps surface against contracted throughput. Final acceptance determines last payments and warranty start. Your leverage expires here.
Risk
Who This Is For

If any of this sounds familiar, you're exactly who Camori was built for.

Not every company needs independent advisory. But for the ones who do, the cost of not having it compounds with every week the project advances without protection.

01

You're making a significant automation investment for the first time

Your team has operational expertise. They know the warehouse, the volumes, the workflows. But you've never navigated a $5M+ automation project before. You don't yet know what vendors routinely omit from RFP responses, which contract clauses are negotiable, or what a realistic Ramp-Up timeline looks like.

→ Compass is designed for you
02

You're mid-project and something doesn't feel right

Change orders are accumulating. Milestones are slipping. The vendor is explaining why every deviation is the client's fault. You need an independent technical voice to tell you what's legitimate, what isn't, and what leverage you still have before the next sign-off.

→ Vantage is designed for you
03

Your system went live — but didn't perform as promised

The vendor's support intensity has dropped. Performance gaps that should have been resolved before final acceptance are now normalised. You need someone who understands what was contractually committed — and what your rights are before the leverage expires.

→ Accord is designed for you
Why Camori

13 years on the other side of the table. Now working for you.

Camori was not founded by a consultant who studied logistics automation. It was founded by someone who spent 13 years building it from the inside at KNAPP AG — one of the world's leading warehouse automation companies — progressing from software commissioning engineer through senior commissioning manager to founding and leading KNAPP's Mexico operations from scratch.

Years of operational experience on the vendor side — including escalations, complex client negotiations, and change-order management — now sit exclusively on your side.

01

13 Years at KNAPP AG — Built From the Ground Up

Starting as a software commissioning engineer in 2012, progressing through lead engineer, senior commissioning manager for Europe (including major automation deployments for leading European fashion retailers), and then senior commissioning manager for LATAM — leading the program on Lojas Renner's Cabreúva distribution center in São Paulo, Brazil. KNAPP's largest Latin American automation project at the time of its 2022 public disclosure (€88.4M KNAPP technology scope; KNAPP press release, May 2022). This is not advisory built on observation. It is built on execution.

02

Building and Leading from Mexico City

In 2022, founded and led KNAPP's Mexico hub. Built the commissioning team and ran cross-border implementations across the US and Latin America under direct operational pressure. This is what leadership under real operational pressure looks like.

03

Exclusively and Permanently Client-Side

Camori accepts no retainers, referral fees, or commercial relationships with any vendor, system integrator, or third-party supplier. The only commercial relationship is with the client. That independence is the foundation of every engagement and is non-negotiable.

04

Technical Depth Behind Commercial Protection

The commercial protection Camori delivers — on contracts, change orders, SLAs, acceptance tests — is credible because it is grounded in technical reality. Camori knows what a milestone actually means technically before advising a client to sign off on it. That is the difference.

05

Five Languages. No Misunderstandings.

Camori speaks your language — literally. Engagements are conducted in English, Spanish, Portuguese, German, or Italian, whichever is your native language. In high-stakes projects where every word in a contract matters, communicating in your first language is not a courtesy. It is a commercial advantage.

What I've Seen

Four patterns. Every troubled project sits on at least one.

Four patterns appear in every project that goes wrong. Recognising them early is the difference between a project that delivers and one that costs millions in escalations.

01

The Sold-vs-Needed Gap

Vendors sell against a brief the client wasn't able to articulate clearly enough in the first place. There is rarely malice in this — it is a mirror that was never properly held up. The result surfaces months later as scope disputes, change orders, and the slow erosion of trust on both sides. The right protection happens before the contract is signed: someone who knows how to ask the questions vendors need answered, in the language vendors understand.

02

The Under-Projected Engagement

Clients consistently underestimate the staffing, internal capacity, and decision-making bandwidth a project of this scale demands from their own team. The vendor's plan assumes a level of client readiness that almost never exists in practice. When the client team can't keep pace, the vendor gets blamed — but the gap was already in the plan. The right protection is a project organisation defined honestly, before the first milestone slip becomes a pattern.

03

The Conflict Pileup

Small misalignments early are not resolved at the right altitude — they get re-litigated at every milestone, accumulate emotional weight, and by mid-project become the dominant force in the room. By the time someone escalates formally, the technical problems are smaller than the human ones. The right protection is an independent voice on the client's side from day one — someone whose role is to keep small issues small, before they become escalations nobody can unwind.

04

The Split-Responsibility Failure

The most expensive projects are rarely failures of a single vendor — they're failures of coordination between vendors. The warehouse automation provider delivers their WCS, a different vendor delivers the WMS, the client's IT team owns the ERP integration, and somewhere in the gaps between those scopes is where projects go quiet. No one owns the seams. The right protection is an independent technical authority who reads the contracts of every party, maps the integration points before they're built, and forces coordination decisions to happen at the right altitude — before they show up as production incidents.

About Camori

Built from the inside. Working for the outside.

Camori was founded on a direct observation made across 13 years at KNAPP AG — one of the world's leading warehouse automation companies. Clients entering logistics automation projects are at a structural disadvantage. Vendors have run these engagements hundreds of times. The client's team is doing it for the first or second. That knowledge gap costs millions every time.

What those years on the vendor side made plain was that this gap is not bad faith — it is structural. The vendor cannot be both the seller of the system and the long-term steward of the client's interest in that system. Camori exists to occupy that second role exclusively.

The clients needed someone who knew what the vendor knew. Now they have one.

Formerly: Software Systems Engineer (7 years) · Commissioning Manager · Global logistics automation leader · 70+ projects · 5 continents
Camori LLC · Registered in Delaware, United States · Serving US and international clients
Languages: English · Spanish · Portuguese · German · Italian — engagements conducted in your native language
Hans-Peter Troesterer — Founder, Camori
⊕
Hans-Peter Troesterer Founder · Camori "13 years inside the industry.
Now exclusively on your side."
"
The mistakes that destroy projects during implementation and ramp-up are almost always planted in the specification and contract phase. The chaos at go-live was decided months earlier. Camori is the only advisor who knows this from both sides.
— Camori Founding Principle
13+Years Experience
70+Projects Delivered
5Continents
100%Independent

Read more about the founder →

Sectors Covered

Six sectors. One standard of advisory.

Across thirteen years of logistics automation work, I have delivered projects across six major industry verticals. If your sector is listed here, Camori knows your operational model, your regulatory constraints, and the vendors who serve you.

⚕
Pharmacy & Healthcare

The most complex and regulated sector for warehouse automation — from wholesale pharmaceutical distributors to retail pharmacy chains. High precision, cold chain, serialisation, and strict acceptance criteria. My deepest vertical, with direct project experience across Europe, Latin America, and the US.

WholesaleRetail PharmacyHospital SupplyDistribution
◻
Retail & E-Commerce

High-volume order fulfilment, omnichannel complexity, and the need to manage automation investments that must perform from day one. I have delivered retail automation projects ranging from regional chains to some of the largest retailers in Latin America and the US.

Mass RetailHypermarketsE-CommerceOmnichannel
✦
Fashion & Apparel

Premium and mid-market fashion requires automation that handles SKU complexity, seasonal peaks, and returns processing at scale. I have direct project experience with European fashion houses investing in next-generation fulfilment infrastructure, including autonomous robotics systems.

Premium FashionDepartment StoresReturnsSeasonal
◈
Wholesale & B2B Distribution

Industrial wholesale and B2B distribution centres face unique automation challenges — diverse product dimensions, high order frequency, and complex replenishment logic. I have delivered projects for major distributors across Europe and Central America.

Industrial SupplySpare PartsDIY & HardwareB2B
◭
3PL & Contract Logistics

Third-party logistics providers are among the fastest-growing adopters of warehouse automation — and among the most exposed when implementations fail. Multi-client environments, shared infrastructure, and tight SLAs create a highly complex advisory landscape that I navigate from direct experience.

3PLFulfilmentMulti-ClientContract Logistics
◯
Food Retail & FMCG

An emerging but rapidly growing area of logistics automation. Speed, temperature control, and throughput are critical, and the tolerance for go-live delays is near zero. My experience in this sector is selective — engagement only where the depth genuinely adds value.

Premium BrandsFMCGCold Chain
The Camori Principle

Camori is not here to solve your problems.
Camori is here to make your team capable of solving them.

Camori's measure of success is not what happens while Camori is in the room. It is what your team can do independently the day after Camori leaves.

The most expensive consultant is the one your organisation cannot function without.

Every Camori engagement is designed to transfer capability — not to create dependency. Camori brings 13 years of vendor-side knowledge to your team's decision-making, not to replace your project manager or operations director, but to make them decisively more effective in every conversation, negotiation, and milestone review they lead.

The goal is not that Camori handles it. The goal is that your team handles it — with the knowledge, structure, and confidence to do so correctly from the first project to every project that follows.

Camori's methodology — including the Preliminary Acceptance Dossier and Operations Transition Handbook frameworks — was developed post-KNAPP based on independent analysis of recurring failure patterns in logistics automation projects.

A clear boundary

What Camori is not.

  • A substitute for your project manager or internal team — Camori advises, your team leads
  • A vendor that creates dependency — Camori transfers knowledge, not ownership of it
  • A resource you need permanently engaged to keep things from falling apart
  • An escalation point your team can offload difficult vendor conversations to
  • A guarantee of outcome — Camori protects decisions, not controls them
  • A reason to delay building your own operational capability after go-live
01

Team Capability

Your project team understands what to ask, what to challenge, and what to sign off on — independently. That capability stays in your organisation long after the engagement ends.

02

Organisational Structure

Camori helps you define the right temporary project organisation — who owns what, how decisions escalate, how your team interfaces with the vendor at each phase. Structure prevents chaos at go-live.

03

Operational Independence

By the time the vendor's support window closes, your operations team knows the system, the escalation paths, and the performance benchmarks. They own it. That is the return on this investment.

How Camori Works

Three packages. One continuous line of defence.

Three engagements, structured to protect the project from the first decision to the day the vendor's support window closes. Remote advisory is the standard — efficient, structured, and capturing the majority of value. On-site presence is available where it materially changes the outcome.

Most advisors won’t disclose what they actually do until you’re on a call. Camori does — because the buyer who knows what they’re getting is the buyer worth talking to.

Package 01 Compass Pre-Contract & Technical Foundation "Find the right direction before you commit."

For organizations approaching contract signature on a major automation project, where the decisions about to lock in will be inherited by every phase that follows. Compass shapes every decision from vendor selection through signed specifications — vendor evaluation, contract terms, specification workshops, warehouse readiness.

What you walk away with
  • A vendor selection grounded in technical reality, not sales narrative
  • Contract terms that are enforceable and timelines that match operational reality
  • A warehouse readiness plan your team can actually execute
  • A ramp-up plan calibrated to your team's real capacity

Anchored by a Contract & SLA Review Memorandum identifying every clause requiring negotiation.

Concrete Deliverables
  • Vendor evaluation matrix with weighted criteria and ranked recommendations
  • Contract & SLA review memorandum identifying every clause requiring negotiation
  • Specification workshop advisory — software and interface definitions challenged before sign-off
  • Warehouse readiness specification — power, layout, safety, third-party scope
Scope discussed on discovery call
Package 02 Vantage Build, Testing & Commissioning Oversight "The superior position from which every critical decision is protected."

For organizations in active implementation, where capital is being deployed and every change order, milestone, and test phase carries financial weight. Vantage covers the full build-to-handover span — development oversight, sandbox simulation, on-site commissioning, site acceptance testing. Anchored by a preliminary acceptance milestone on sandbox-testable scope, with non-simulatable functionality explicitly carved out for SAT.

What you walk away with
  • Specifications protected through development and verified on sandbox before preliminary acceptance
  • Change orders accepted only when genuinely justified — rejected or renegotiated when not
  • Simulation testing kept alive when on-site commissioning begins — the gray phase that catches projects out, governed openly
  • Site acceptance test entered with documented scope, validated test plans, and a system actually ready to test

Anchored by a Preliminary Acceptance Dossier separating sandbox-verified scope from functionality explicitly carved out for SAT.

Concrete Deliverables
  • Sandbox simulation test plan with pass/fail criteria and traceability to signed specifications
  • Change order audit log with technical and commercial assessment per request
  • Preliminary acceptance dossier — sandbox-verified scope and explicit SAT-deferred scope
  • SAT readiness package — test plans validated, operations team briefed, handover criteria documented
Scope discussed on discovery call
Package 03 Accord Ramp-Up & Operational Stabilization "Resolution reached. Client independent. Project truly complete."

For organizations at go-live or in active ramp-up, where the operations team is taking ownership and the vendor support window is the critical leverage period. Accord protects the client from go-live through final acceptance — performance validation, hypercare, transition to operational independence.

What you walk away with
  • Performance metrics validated against contract — gaps documented, not waived
  • Final acceptance signed on your terms, not on the vendor's schedule
  • An operations team trained, equipped, and confident to own the system
  • Every unresolved commitment captured before warranties close

Anchored by an Operations Transition Handbook documenting every escalation path, hotline structure, and response SLA.

Concrete Deliverables
  • Final acceptance test plan and performance validation report
  • Operations transition handbook — escalation paths, hotline structure, response SLAs
  • Operations team readiness curriculum and reference documentation
  • Documented evidence file for every unresolved post-go-live commitment
Natural continuation of Vantage · Also available standalone for projects past go-live
◈
Add-On · Available within Vantage

Site Acceptance Test Advisory

Structured support through the site acceptance test phase — the moment the vendor hands the system to the client for validation. Camori prepares the client's operations team, reviews and validates test plans, coordinates between both parties, ensures errors are resolved before go-live rather than after, and advises on the go/no-go decision with full technical grounding.

Available remotely or with on-site presence during critical test sessions

Scoped and priced independently — covers the dedicated test-phase engagement on top of the continuing Vantage retainer.

On-Site Premium — Available for Any Package

The standard is remote. On-site is the exception — reserved for short, focused periods where physical presence materially changes the outcome. The specific moments are knowable in advance, and discussed on the discovery call.

Travel arranged at cost · On-site daily rate applies
Get in Touch

Ready to have someone on your side?

Book a 45-minute conversation directly. Camori will be ready with what's relevant to your project — your stage, your concerns, your specific situation.

What to Expect

From a Camori discovery call

01

A 45-minute call. No slides.

A direct conversation about your project — where you are, what's worrying you, what good would look like.

02

Mutual fit assessment.

Camori only engages where the depth genuinely adds value. If your project doesn't need this level of advisory, you'll hear that clearly — and with referrals where helpful.

03

Confidentiality from the first word.

NDA available before the call if your project requires it. Nothing discussed is shared, attributed, or used externally.

04

Direct response, then a written summary.

Within 48 hours of the call, you'll receive a written assessment of fit and a proposed scope — or a clear note that this isn't the right engagement, and why.

Every Camori engagement is led personally by the founding advisor — not delegated to junior associates, not rotated mid-project, not handed off to staff. The person on this page is the person on every call.

Schedule Discovery Call

Prefer a direct approach? Email Camori at hello@camori.co

Camori accepts engagements where the depth genuinely changes the outcome — not every project warrants this level of advisory.

Camori is in its founding period. Early engagements receive a depth of personal attention that won't be available once the practice scales — at the same terms as established advisory firms charge.