Water Heater Case Study?
About 13 years ago, I was working as a technical engineer with a subsidiary company of Wembly Industries.
One day, I received a call from Mr. Chai of AVC engineering, asking me to quote on fabrication of 4 units of stainless steel water heater.
These water heaters are to be installed at one of the offshore platform.
Based on the specs, I quoted a price of RM 200,000/unit. The estimation is based on SS316 materials. Delivery shall be made 3 months after awards of project.
Mr. Chai like my quotation. So the project was awarded to my company!
I was very happy. I got my first project!!!
After 2 days, Mr. Chai called me and ask how much would be the price difference if the materials were changed from SS316 to SS316L.
I checked the price and advise that it will cost him an extra RM20,000/unit.
Mr. Chai is negotiating….
Mr. Chai is negotiating….
Mr. Chai is negotiating….
At the end (after almost 2 months) he agreed & asked me to start the fabrication.
After the called, I initiated the project. Order materials and starts the fabrication.
1 week after that, Mr. Chai called me again.
He asked me when can I deliver the water heater. I said it should be 3 months after he change the material from SS316 to SS316L.
He said, that will be too late. Client want the item in 6 weeks. Otherwise the helipad cant be installed!!
I told Mr. Chai, it is impossible to deliver the item in 6 weeks. Please tell your client.
The next day, Mr. Chai called me. He said the main client want to meet everybody in their office. It turned out there are 3 other companies involves;
Shell
Sime Sembawang
GE Engineering
AVC Engineering
Wembly Indusrties
Question: If you were me, what would you do?