Issue link: https://www.e-digitaleditions.com/i/1388570
July 2021 / 41 systems that work well. Don't rely on penalty clauses in the contract — they mean you failed to find the right partner. Do give the vendors all the information they need, then clarify that equipment and system perfor- mance are their responsibility. In the long run, you'll be most successful when you and your equipment ven- dor form a partnership. Ideally, you want them to make money and be successful, and they should be doing everything possible to help you be more profitable and successful as well. PBE For further reading Find more information on this topic in articles listed under "System or equipment design, fabrication" in the article archive on PBE's website, www.powderbulk.com. Todd Smith (toddsmith@k-state.edu, 316-350-5865) is the business and strategy manager for Kansas State University's (K-State's) Bulk Solids Innovation Center. The Center's focus is to help industry with education, material testing, and project consulting for powder and bulk solids handling. He has spent more than 35 years in the bulk solids industry working in a variety of engineer- ing and management positions. He has a mechanical engineering degree from K-State and an MBA from Kan- sas Wesleyan University. K-State Bulk Solids Innovation Center Salina, KS 785-404-4918 https://bulk-solids.k-state.edu probably won't get in to see a competitor's plant, but perhaps you can get backdoor information if you or your colleagues know them through trade associations or other networking opportunities. Furthermore, you can ask your vendor for references in which the equipment has been installed at plants that aren't competitors, perhaps even in a different market or handling different materials. Also, be sure to understand the vendor's personnel and how they'll be organized to handle your project. In the beginning, you'll probably be communicating with a local agent and perhaps a corporate sales application engineer. But after the order has been placed, your proj- ect will likely be handed off from the sales department to one of the vendor's project engineers. Ask whom you'll be working with, get specific names if possible, and meet them. Unfortunately, you shouldn't assume that the new person will understand your needs, and you should plan to re-explain all your goals and con- straints to your new contact. You should get assurance, up front, that this person will be your liaison for the life of the project — you don't want to go through it all again with someone else. Also, be aware that you'll probably work with another person for the startup and yet another when it's time to buy spare parts. Summary Following these guidelines will help you find the right vendor and achieve project success. See the sidebar "Tips for project success" to help get you started on the right foot. A successful project is one that is completed on time and within budget, resulting in equipment and