STAR LETTER: Competitive and accurate

They fear that adding costs to the bid will jeopardise their offer. This process causes a moral dilemma for suppliers because, though they know that there is a correct and better solution, instead they are offering a basic and potentially troublesome one.

In the case of ac motor control tenders, for instance, brake resistors, surge protection, emc and harmonic filters are frequently left out of quotations because they add costs to the bid. When challenged, the ac drive suppliers can truthfully say that they assumed the customer was aware of all requirements. Suppliers are not to blame; instead it is the system of putting companies in strict price competition that is the culprit.

In future, there will be more to lose than the accuracy of an initial bid. Tightening of future directives will make it the legal responsibility of everyone in the supply chain to ensure equipment is correctly specified.

Competitive tendering is likely to continue. It is therefore essential that these specifiers are aware of the potential pitfalls and regulations that relate to their industry. Therefore advantage must be taken of the in-depth information that is freely available.