Across the Table: Upsetting the Contractors

Since the Achema lab exposition in Frankfurt was just held, I’ll begin with an Achema anecdote.  Several years ago, I was working on a display with a European lab product manufacturer. Out of the blue, I saw an American lab planner I knew.  It was a total surprise. She explained she was in the area for a different reason and decided to visit the expo for a day. She asked which displays she should visit. I explained a day wasn’t enough for all that was on display. To save her time, I reminded her that Achema is every three years. Some of the products she would see as “new” may be “old” to the display staff, so she may have to insist they tell her more.

At the end of the day, I see her approaching, looking ragged.  “You were right, David.  There was so much to see, but I didn’t get to everything.  I know, though, that I would not use company X for any projects.   They have so many accessories I would never use.”

I replied, “You don’t have to use them all.  Remember, though, that here, manufacturers work directly with customers, not through dealers. You can be certain everything you saw was made at the request of a customer. If it is engineered, they may as well display it.  Other customers may have the same need.”

Then she added, “The one problem I have with all of them, though, is I do a lot of government projects and have to deal with Buy American requirements.”

“No problem,” I replied. “As far as the Buy American Act (actually the Trade Agreements Act) is concerned, all of these companies qualify to be treated as if they are American firms.”

A few months later, I visited her office.  With no small talk, she gets right to her agenda. “David, I checked out everything you told me at Achema. I want to try European manufacturers on some projects.  Who do you recommend?” I mentioned a few I trusted and explained why.  We then went on to other topics.

Maybe a year later, I see her at the Laboratory of the Year judging. I knew some of those European manufacturers I recommended were now doing projects for her. “Hey, how are those companies doing on your projects?”

She laughed and said, “The contractors are all upset!  The lab furniture showed up on the dates they requested!”  I laughed also, knowing it is common for a contractor to give a date that is earlier than actually needed, knowing the manufacturer will be late.

Then she added, “So the contractors complained if there are any shortage or breakage problems, they will have to wait for products to be shipped from Europe.”

“Each manufacturer reacted the same way. They explained one of their shipping containers has materials and tools needed to fix or make anything on the job site.”

It’s not often contractors are angry for good performance!

Dave can be reached at dwithee@alum.mit.edu or 920-737-8477.

All opinions expressed in Across The Table with Dave Withee are exclusive to the author and are not reflective of Lab Design News.