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HSL TENDER -METHOD ADOPTED

HSL TENDER- DESCRIPTION OF THE OPPRORTUNITY. M/s Hindustan Shipyard Ltd,Vizag floated a Limited tender for the Procurement of 147 KL LDO in Aug 2011.They invited offers from IOC/HPC/BPC under two bid systems.

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HSL TENDER -METHOD ADOPTED

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  1. HSL TENDER- DESCRIPTION OF THE OPPRORTUNITY • M/s Hindustan Shipyard Ltd,Vizag floated a Limited tender for the Procurement of 147 KL LDO in Aug 2011.They invited offers from IOC/HPC/BPC under two bid systems. • M/s HSL requires LDO with density of 0.85 to 0.87 @ 20 Deg C, for the sea trial of new ships. • The specifications were very stringent. Any deviation would affect the Trim and List of the vessel during sea trials. Hence density is very important and there is no comprise on this.

  2. HSL TENDER -METHOD ADOPTED • In order to bag this business, We contacted DGM(Purchase),HSL. He made it clear that clearance of the Design & Drawings Department is must for him to place PO on IOCL. We met GM (D & D) and obtained the specifications of Marine Diesel Oil, as spelt out by the OEM of the engine. It was clearly mentioned that the density must be 0.85-0.87 @ 20 Deg • At Vizag Terminal, we have two tanks for LDO:Tank No 17 & Tank No 34.Between these two, Tank No 34 has lower density ie.,LDO with density of 0.8862 @ 15 Deg C. Or 0.8823 @ 20 Deg C. The same is found suitable.

  3. HSL TENDER- METHOD ADOPTED • Since density and temperature are inversely related, in order to bring down the density to the desired range, We suggested that there must be some kind of pre-heating arrangement on board the vessel. • During the discussions, the HSL officials confirmed availability of pre heating arrangement on board the vessel. • IOCL lab officials contacted their counterparts in HPC/BPC and confirmed that OMCs have LDO with density ,more than 0.9 @ 15 Deg C. Hence ,the same will not meet the desired specifications of M/s HSL. • In order to gain the customer’s confidence, We invited officials from Design & Drawings Department to our Lab. We demonstrated the properties of LDO sourced from Tank No 34. • We could convince the HSL officials that the LDO from Tank No 34 would alone meet their requirements.

  4. HSL TENDER – BENEFITS OBTAINED • Taking advantage of the situation, We submitted our offer with NIL discount and 100% advance payment. • M/s HSL, having convinced that only IOCL has LDO meeting their requirements, confirmed that their management accorded consent for sourcing 100% of their LDO requirement from IOCL only. • IOCL succeeded in getting the entire business of M/s HSL against stiff competition from OMCs with NIL discount and 100% advance payment.

  5. Thank you

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