The Skeptic's Field Guide
The first-time robotics buyer operates in one of the most asymmetric information environments in modern capital equipment: a market where the most richly valued vendor trades at fifteen times the price of the first one to face public audit, where the sector is capitalized at roughly forty times its own present-year revenue pool, and where the demonstration is a produced artifact engineered to be believed rather than verified. This paper is the complete counter-procedure. It maps the 2026 vendor field into three tiers with fundamentally different mortality profiles, then prices that mortality as actuarial fact through three documented deaths — the incumbent that misread the requirement, the application startup that left a customer with a $250,000 stranded-asset "aquarium," and the frontier humanoid whose engineers debated whether software should replace mechanical end stops. From there it builds the working apparatus: a buyer-designed counter-demo protocol the vendor cannot choreograph, a spec-sheet decoder that translates "up to," "autonomous," and "99% uptime" into the questions that break them, a balance-sheet diligence method requiring no finance background, a reference-check script aimed at maintenance technicians rather than vice presidents, ten contract clauses that convert vendor risk into vendor obligation, and a weighted scorecard under which no demo, however dazzling, can outscore a missing fleet. The organizing principle throughout: valuation is noise, deployment hours are signal. The fifth paper in the robotics deployment series turns from the deployment to the purchase — REA·004 valued the asset, REA·005 mapped the stall, REA·006 structured the capital, REA·007 priced the crew; this one vets the seller.