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RFQ analysis saves steel mills time and money

Going beyond just bidding on a job, Air Products applications engineers identify ways to help potential customers find not just a supply option, but the best supply option for their application.

Issue: Many companies thinking of utilizing industrial gas will hire an engineering firm to evaluate their requirements, recommend a solution and write an RFQ for potential suppliers to bid on.

Solution: At Air Products, we evaluate these opportunities from more than just a commercial perspective. By understanding the industry and the applications for industrial gas, we will often make recommendations and propose better alternative solutions for supply.

For example, when a startup steel plant requested a quote for an on-site generator for their mill, we initiated an exchange of information which included analyzing the customer’s expected usage patterns, operating mode, and their planned production over the first five years. This allowed us to compare several supply modes to determine what would be the most suited for their application. In this case, liquid proved to be the best option for the first several years, and enabled the customer to achieve economic savings by substituting a fixed cost supply mode with variable cost, with no loss in reliability.

Similarly, while assisting a steel mill considering various industrial gas supply options to replace their aging on-site plant, Air Products went the extra mile. Rather than simply quoting on the provided RFQ, we presented additional guidance that addressed operating patterns, power consumption and supplied purity. We then worked with the prospect mill to write a revised RFQ which better suited their requirements, with no guarantee that we would get the order. Fortunately, with our industry experience, superior engineering and technology, we were selected for this supply and the customer has achieved significant savings.

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