Prepare an anonymised test pack
Bring representative products, units, locations and a sample order. Include one case that currently causes trouble, such as a short receipt or a part shipment. Avoid sending customer details or confidential files during an initial sales conversation. Tell each provider the same test requirements.
Ask about workflow and access
Can the team complete receiving, location changes, order preparation and dispatch? What happens to partial quantities and cancellations? Who can approve corrections? Can an ordinary user access another company's records? Can you export the records needed for reconciliation? Ask to see the answers, not only hear them.
Ask about integration and operation
Which connections already exist and which require development? Who owns identifiers, retry failures and duplicate records? What happens during a network interruption? How are updates, recovery and support handled? What are the limits on users, storage, AI use or other services in the proposal?
Ask about the commercial boundary
List setup, migration, training, recurring charges, third-party costs and future change work separately. Agree acceptance checks, responsibilities, cancellation and export arrangements. For VasKem, compare the WMS subscription scope with any separately scoped managed software work. A successful demonstration should leave fewer assumptions, not just a longer feature list.