Proposal Assignment
Your team will develop a fictitious company which you will use to represent a product line applicable to the tender presented for the proposal. This will include roles in a sales team for each participant, as well as company background and product line.
Read the tender document in depth prior to starting. Post a copy to your teams group, as well for future reference.
In Assignment 2, your team will present your proposal to a panel of buyers and influencers representing the client firm.
Deliverable:
1. Your team will submit a proposal with pricing as per the tender document.
1. The report must be 8 to 12 pages long in a .doc format
1. Provide sources, links, and a bibliography
1. Must be uploaded to BrightSpace LMS drop box- one submission per group
3. SPECIAL NOTE: The tender document references a submission email. The BrightSpace drop box is the substation for the email.
1. Create a professional-looking document that includes:
4. Headings and subheadings
4. Headers and footers
4. Page numbers
4. Section
eaks
4. Bullets
Suggested Steps for Proposal Background:
Step 1 – Create a company persona and designate selling department (team) roles.
Your company is positioned as a deale
installer of equipment from major manufacturers.
1. Name of the company
1. Purpose, goals, mission
1. Locations
1. Industry
1. Target markets (Who are your “past” customers)
1. Various products or services
1. Main competitors- this does not appear in your proposal, however you need to conduct research on the competitive environment to ensure that your offering is realistic.
1. Brand imagery/ Logo- ensure
and consistency for all your documents.
Step 2 – Your product line will include industrial generators to the size required by the tender.
1. Read the tender document carefully and determine the specifications required.
1. Conduct research on major manufacturers and determine the best selection of products and typical prices.
1. Choose appropriate equipment that would best match your client’s specifications.
Step 3 – Describe the product your firm will represent
1. Provide a thorough description of your product or service.
1. Describe the product along with its targeted market (target market).
1. Develop three features with benefits for the product or service you plan to sell. For the product or service determine:
0. Selling features
0. Sales advantages
0. Specific selling benefits
0. Proof source of benefits
Features and Benefits (Guides)
1. Establishing the features and benefits of a product or service is important because it provides specific components to present to your custome
1. Features do not make a sale; benefits do.
1. Selling a quality product or service is not enough. There needs to be more than one feature or benefit to attract sales. Additional considerations might be: Can you demonstrate ways in which the product or service increases convenience or saves time?
1. Consider the prospective client’s needs and market trends. Provide visuals that show possible outcomes from including your product or service.
1. Match one or two features and benefits directly with a customer’s needs. This is the key to a successful sale.
1. The product’s or service’s benefits determine what kinds of proof sources you need to have on hand when you do your initial sales call. The client needs to see proof of your claims, such as total sales, evidence of increased profits for other clients over a period of time, testimonials.
Step 5 – Develop a client profile. (This does not appear in the proposal)
Step 6 – Provide a sales plan. (This does not appear in the proposal)
Step 7– Create a Proposal from your Company Addressing the Tender Provided
Assumptions:
1. The prospect business normally gets called by outside sales representatives.
1. You are interviewing someone in Calgary who has the buying authority to make purchase decisions for the location you are calling.
1. You are providing competitive pricing and covering all the activities outlined in the tender document.
Tender Ref: CBV/ENG/TABH/2019-13/04
September 2020
500 KW DIESEL GENERATOR SET TENDER DOCUMENTS
CBV Engineering Ltd.
SUPPLY, TESTING & COMMISSIONING OF 500 KW DIESEL GENERATOR SET AT TRANSALTA BIGHORN CAMPUS
Sealed Tenders are invited from reliable, experienced & reputed Diesel Generator Set suppliers by CBV Engineering for the work of “SUPPLY, TESTING & COMMISSIONING OF 500 KW DIESEL GENERATOR SET INCLUDING NECESSARY CABLING AT TRANSALTA BIGHORN CAMPUS”
Submission
1 INVITATION TO TENDER
1.1 Offers are to be submitted for the subject work in bid system as explained herein. The sealed tender document, duly filled in, shall be submitted in the Tender Drop Box kept at the reception of CBV Engineering Ltd. (“CBV” in short); or by electronic mail to XXXXXXXXXX
1.2 Tender Documents
1.2.1 Tender Documents can be obtained from the Accounts Section of CBV during working hours against written request and on payment of $50.
1.2.2 Amendment of Tender Documents: CBV may modify the Tender Documents before the last date for submission of tenders by issuing Addenda which shall be part of the Tender Documents.
1.4 Validity
1.4.1 The Price Offer must be valid for 90 days from the date of opening of the Technical Cover of the Tender; otherwise the same will not be considered at all.
1.5 Due Date
1.5.1 The due date of Tender Submission is Nov 27, 2020 and will be opened on the same day at 23:30 hours.
1.6 Rejection
1.6.1 If the offers are not received according to the instructions detailed herein, they shall be liable for rejection. The co
ections and remarks shall be either typewritten or legibly written and signed.
2 DESCRIPTION AND SCOPE OF WORK
2.1 Work requirements
2.1.1 The work included in this Tender comprises the following:
XXXXXXXXXXSupply, Trials & Commissioning of 500 KW Diesel Generator Set with all necessary peripherals including cabling. The proposed DG set will serve as a standby source of power supply when state utility power supply through existing 11 kV sub-station will not be available. Hence, suitable cable termination at the change over switching needs to be provided.
XXXXXXXXXXDocumentation for all the systems and equipment, including operation and maintenance manuals, spare part lists, licenses and certification by relevant authorities and other statutory bodies.
XXXXXXXXXXTraining of the Campus staff in operation, maintenance and defect diagnosis of the system.
XXXXXXXXXXMaintenance of the DG Set and peripherals supplied under the contract over a period of two years from the date of completion of Commissioning.
XXXXXXXXXXA Guarantee against damage or failure due to defects in design, material and workmanship for the duration of the Defect Liability Period (24 calendar months).
XXXXXXXXXXFull load testing shall be conducted at the supplier’s works and delivery of equipment will be done only after satisfactory testing clearance and approval by the owner.
2.2 Site Familiarization
2.2.1 Before quoting, the Tenderer in his own interest shall ca
y out site visits to know the site conditions and full implications of the assignment. This will also help him in proper assessment of the work. Failure to do so will not absolve the contractor of his responsibility to ca
y out the work as specified in the Tender Documents. The cost of visiting the site shall be borne by the Tenderer and shall be at his own responsibility and risk.
2.3 Tender Costs
2.3.1 CBV will not reimburse any costs incu
ed by the Tenderer towards preparation and submission of the Tender.
2.4 Site Consultations
2.4.1 The work shall be ca
ied out in consultation with the CBV’s Engineering Section.
DETAILED SPECIFICATIONS FOR 500 KW DIESEL GENERATOR SET
1. DIESEL ENGINE
1.Type: 4 stroke No: of Cylinders: 12 cylinders Cooling: water cooled and tu
o charged intercooler, Diesel Engine Capacity: Minimum 645 BHP @ 1500 RPM under NTP conditions. Engine designed to run continuously, conforming to BS: 5514/ DIN-6271/ISO – 3046 with an overload capacity of 10% for one hour in any 12 hours continuous operation.
2. The engine shall be complete with the following accessories:
a. Radiator Cooled
. Co
osion inhibitor coolant
c. Paper element filters for fuel, lube oil and by-pass
d. Flywheel to single bearing alternator with housing.
e. Dry type air cleaners and vacuum indicators
f. Electronic Control panel with digital governor suitable for synchronization
g. 24 V Electric Starte
h. Battery charging alternato
i. Electronic Instrument panel (Displaying the following):
i. Battery Voltage
ii. Coolant Water Temperature
iii. Lu
icating Oil Pressure
iv. Engine Speed
v. Engine Hours
j.
3. Fuel consumption: At 75% of rated load the Bench Mark - Fuel Consumption is 78.0 litres /hr. The fuel consumption indicated by the supplier shall be guaranteed for first 600 hours of operation / first one year whichever is earlier. Suppliers offering equipment with higher fuel consumption shall be disqualified.
4. Efficiency: 90% or higher. Performance Guarantee Certificate (Specifically indicated from Authorized agency for Certification) to be provided by the supplier for Type approval and conformity of production testing of DG set.
6. Base Frame: Sturdy, fa
icated / welded construction, made out of high quality Steel section suitable for mounting the engine and alternator. The base frame shall be suitably designed to simplify transportation, handling, slinging, Shall have provision for levelling adjustments, as required during installation.
7. Fuel Tank: Inbuilt Fuel Tank with Capacity: 850 liters (min) .
8. Battery: Suitable Dry type Batteries of Standard Make with leads and Terminals shall be part of the equipment. The pack shall be suitably positioned and modular withdraw able to ease of servicing.
9. NOISE LEVEL OUTSIDE the enclosure: 75 dbA at a distance of 1metre under free field condition and adhere to the guidelines of Alberta regulatory norms.
10. Provision to log essential parameters at 1minutes interval shall be provided along with Optional Data logger, to be quoted separately.
11. Desirable maximum ambient temperature without derating: Base level 48 deg C but not less than 45 deg C, considering peak summer temperature.
12. Lube oil system: Complete with cooling system, oil temperature monitor, filtration system up to 20 microns, level indicator and fume disposal system to be provided. Fuel system with primary and secondary fuel filter, fuel pump to be provided.
3 INSTRUCTIONS TO TENDERER
3.3 Return of Tender Forms
3.3.1 TENDERER MUST RETURN A COMPLETE PROPOSAL INCLUDING PRICE AND SPECIFICATION SHEETS.
3.4 Completion Period
3.4.1 The time required for completion of the work from the date of award of the contract is Six (6) calendar