Bid Thee Welcome-Window Film Players
Back when I was at 3M I'd spend a good deal of time trying to win major projects across the USA. That was particularly true after 9/11 when I was National Sales Manager.
Many of our 3M dealers were encouraged to bid for these government projects that very quickly arose as a belated response to the terror attack. We would compete against an assortment of competitive films and their dealers who for the most part were a very select few.
Madico had CHB out of New York City. LLumar had Glasslock . Solar Gard-Armorcoat had Wayne Staley and there were some folks like Aegis who was a Madico distributor at the time, and some distributors in TX and the Midwest that would frequently try to double-dip as a dealer.
There was also a time when several manufacturers of window film would compete directly against their own dealers or rather pretend as though they hadn't noticed their own dealers might be interested in bidding a project.
I'd listen to the legal types offer their brilliant obfuscation analysis that would amaze me. There are no moral absolutes when it comes down to a corporate business's self-interest. The legal departments at most major companies are not seeking the truth by any way, shape or kind. That's a blog entry for another day and another time.
These days the world of larger window film projects has sunk into an auction-like muck of low ball offerings by every guy in town. That's the "Elephant In The Room " these days.
The performance characteristics point to the clear reality that many window film manufacturers can obtain the performance specifications of GSA. (I may be off a bit here but I'd guess that Armorcoat, Madico, SunTek, 3M, LLumar all meet the blast requirements. )
This Houston project specifies a Suntek 11 Ml films which ironically is priced rather lower than the other manufacturer's 8 ML films.
I believe that 3M dealers would think to bid their 4 ML or 6 ML films which at last check were twice to two and a half times the cost to a dealer for a film with the very same level of blast protection.
Of course the true cost calculation combines your labor costs- equipment costs and travel per diem costs.
Recent projects throughout the USA have demonstrated that some installation companies are willing to shave huge amounts off their P&L to win a project.
This is an unfortunate trend simply in terms of expectations on the part of the client. Cutting corners on many of these projects can frequently result in an inferior installation and unforeseen problems down the road.
Our Windowfilmusa.com initiative is geared toward the higher end consumer and residential and commercial scope of work. Frankly there is no margin in these larger projects or margin for error. Instead the huge risk and lowball bids have turned the larger project into a lost leader.
Someday this will evolve back to the times when only the qualified need apply.
Until then. .
My guess is some bone head will do a 60,000 sq. ft job like this for $5-6 a square foot.
Let's hope not!
Mike Feldman
Many of our 3M dealers were encouraged to bid for these government projects that very quickly arose as a belated response to the terror attack. We would compete against an assortment of competitive films and their dealers who for the most part were a very select few.
Madico had CHB out of New York City. LLumar had Glasslock . Solar Gard-Armorcoat had Wayne Staley and there were some folks like Aegis who was a Madico distributor at the time, and some distributors in TX and the Midwest that would frequently try to double-dip as a dealer.
There was also a time when several manufacturers of window film would compete directly against their own dealers or rather pretend as though they hadn't noticed their own dealers might be interested in bidding a project.
I'd listen to the legal types offer their brilliant obfuscation analysis that would amaze me. There are no moral absolutes when it comes down to a corporate business's self-interest. The legal departments at most major companies are not seeking the truth by any way, shape or kind. That's a blog entry for another day and another time.
These days the world of larger window film projects has sunk into an auction-like muck of low ball offerings by every guy in town. That's the "Elephant In The Room " these days.
The performance characteristics point to the clear reality that many window film manufacturers can obtain the performance specifications of GSA. (I may be off a bit here but I'd guess that Armorcoat, Madico, SunTek, 3M, LLumar all meet the blast requirements. )
This Houston project specifies a Suntek 11 Ml films which ironically is priced rather lower than the other manufacturer's 8 ML films.
I believe that 3M dealers would think to bid their 4 ML or 6 ML films which at last check were twice to two and a half times the cost to a dealer for a film with the very same level of blast protection.
Of course the true cost calculation combines your labor costs- equipment costs and travel per diem costs.
Recent projects throughout the USA have demonstrated that some installation companies are willing to shave huge amounts off their P&L to win a project.
This is an unfortunate trend simply in terms of expectations on the part of the client. Cutting corners on many of these projects can frequently result in an inferior installation and unforeseen problems down the road.
Our Windowfilmusa.com initiative is geared toward the higher end consumer and residential and commercial scope of work. Frankly there is no margin in these larger projects or margin for error. Instead the huge risk and lowball bids have turned the larger project into a lost leader.
Someday this will evolve back to the times when only the qualified need apply.
Until then. .
My guess is some bone head will do a 60,000 sq. ft job like this for $5-6 a square foot.
Let's hope not!
Mike Feldman
Posted by Mike Feldman at 5/12/2009 10:23 AM 
Categories: Windowfilmusa.com,Consulting Coaching
Tags: Houston window film bid
Categories: Windowfilmusa.com,Consulting Coaching
Tags: Houston window film bid
Mike, did you notice all the distribtors/manufacturers on the sign in document? You are probably correct about the final pricing. It isn't possible for a dealer to low ball as low as a distributor can low ball.
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I did.
My associates tell me that this would take 60-90 days and would require several installers. Frankly based on the scope of this project plus the wet sealant this really should be a 12-15 per sqaure foot job - -at minimum.
The distributors/manufacturer's might just be observing; or trying to alter the Suntek specification for one of their films?
As long as manufacturers will sell to anyone; and customer's will accept bids simply on the lowest cost; you will have these potential situations.
This particular project requires a performance bond at least!
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People are flocking to this from all over the country. A disaster in the making... all the ingredients are in place for a poor installation and the inexperienced retail company to have to walk off the job or go out of business, IF they get the bid.
In this case it is better to stay home and sell work that is more profitable than have to compete against suppliers that an have unfair pricing advantage over their customers. I know at least one of them that is not "observing."
-vc
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I agree with your observations.
I am compelled to look at these projects like a driver passing an accident thankful I didn't join the crash.
Or perhaps a better metaphor - - a Blue Morpho Butterfly attracted to the flame??
Butterflies do so inspire me as they do most innovative people.
I noticed that Japanese Bid for GSA several buildings along with a huge Texas project involving their university system over the next few years.. All interesting but better suited for dealers with deeper pockets or limited cognition of fear.
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Any word on who the weiner is? I have not heard anything... I assume you will blog about it?
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Word on the street is that no decision has been made - -as of Saturday (my most recent update!)
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