{"id":99254,"date":"2023-08-07T09:30:48","date_gmt":"2023-08-07T07:30:48","guid":{"rendered":"https:\/\/www.mwm.net\/?post_type=mwm_moments&p=99254"},"modified":"2023-08-07T15:51:27","modified_gmt":"2023-08-07T13:51:27","slug":"sales-engineers-innocent-move-proves-successful","status":"publish","type":"mwm_moments","link":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/","title":{"rendered":"Sales Engineer’s “Innocent” Move Proves Successful"},"content":{"rendered":"

Request of Saudi Customer Becomes a Sales Hit<\/h3>\n
\n

\"Schwerlasttransport-Grossaggregate\"A Special MWM Moment by Hans Volker Utz<\/strong><\/p>\n

At the family party in July 2023, I met my former colleague Norbert Eisinger. Norbert drew my attention to an article in the MWM Moments and Milestones timeline: “Firmly Established in the Desert Sand\u2014First Large Generator Set for Saudi Arabia.” I must confess: the naive project engineer who moved forward in “innocence” was me, Hans Volker Utz, the Regional Sales Engineer for Saudi Arabia and the Middle East …<\/p>\n

But how exactly did this project come about?<\/p>\n

In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, in line with the normal technical standard, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.<\/p>\n

But then, unexpected problems were encountered: During the negotiations in Riyadh, the somewhat idiosyncratic customer rejected the usual design involving a fundament. Instead, referring to competitor concepts, he demanded an overall frame for the engine and generator. In other words, we would not get the order unless we complied with the customer’s request.<\/p>\n

Back in Mannheim, this information resulted in a great debate. The design department initially refused to implement it, saying it would not be technically feasible. However, yielding to the pressure of Mr. Syassen, the then-CEO, the customer’s request was eventually complied with. After all, the customer’s wishes are what count, and “no go” is a no-go.<\/p>\n

The outcome was as shown in Norbert Eisinger’s report.
\nInterestingly, these three first generator sets with the technical challenges described marked the start of a success story for MWM in the 5-MW category. From then on, only this design was successfully sold in Saudi Arabia, the Emirates, and Bahrain.<\/p>\n

In 1983, I was deployed to Dubai as Regional Manager to manage the MWM Middle East office until it was taken over by DEUTZ AG.<\/p>\n<\/div>\n","protected":false},"excerpt":{"rendered":"

In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.<\/p>\n","protected":false},"author":14,"featured_media":99256,"menu_order":0,"template":"","format":"standard","meta":{"_acf_changed":false,"footnotes":""},"moment-category":[1180],"class_list":["post-99254","mwm_moments","type-mwm_moments","status-publish","format-standard","has-post-thumbnail","hentry","moment-category-moments"],"acf":[],"yoast_head":"\nSales Engineer's "Innocent" Move Proves Successful - MWM<\/title>\n<meta name=\"description\" content=\"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.\" \/>\n<meta name=\"robots\" content=\"index, follow, max-snippet:-1, max-image-preview:large, max-video-preview:-1\" \/>\n<link rel=\"canonical\" href=\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/\" \/>\n<meta property=\"og:locale\" content=\"en_US\" \/>\n<meta property=\"og:type\" content=\"article\" \/>\n<meta property=\"og:title\" content=\"Sales Engineer's "Innocent" Move Proves Successful\" \/>\n<meta property=\"og:description\" content=\"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.\" \/>\n<meta property=\"og:url\" content=\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/\" \/>\n<meta property=\"og:site_name\" content=\"MWM\" \/>\n<meta property=\"article:modified_time\" content=\"2023-08-07T13:51:27+00:00\" \/>\n<meta property=\"og:image\" content=\"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg\" \/>\n\t<meta property=\"og:image:width\" content=\"800\" \/>\n\t<meta property=\"og:image:height\" content=\"553\" \/>\n\t<meta property=\"og:image:type\" content=\"image\/jpeg\" \/>\n<meta name=\"twitter:card\" content=\"summary_large_image\" \/>\n<meta name=\"twitter:label1\" content=\"Est. reading time\" \/>\n\t<meta name=\"twitter:data1\" content=\"2 minutes\" \/>\n<script type=\"application\/ld+json\" class=\"yoast-schema-graph\">{\"@context\":\"https:\/\/schema.org\",\"@graph\":[{\"@type\":\"WebPage\",\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/\",\"url\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/\",\"name\":\"Sales Engineer's \\\"Innocent\\\" Move Proves Successful - MWM\",\"isPartOf\":{\"@id\":\"https:\/\/www.mwm.net\/en\/#website\"},\"primaryImageOfPage\":{\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage\"},\"image\":{\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage\"},\"thumbnailUrl\":\"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg\",\"datePublished\":\"2023-08-07T07:30:48+00:00\",\"dateModified\":\"2023-08-07T13:51:27+00:00\",\"description\":\"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.\",\"breadcrumb\":{\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#breadcrumb\"},\"inLanguage\":\"en-US\",\"potentialAction\":[{\"@type\":\"ReadAction\",\"target\":[\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/\"]}]},{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage\",\"url\":\"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg\",\"contentUrl\":\"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg\",\"width\":800,\"height\":553},{\"@type\":\"BreadcrumbList\",\"@id\":\"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#breadcrumb\",\"itemListElement\":[{\"@type\":\"ListItem\",\"position\":1,\"name\":\"Home\",\"item\":\"https:\/\/www.mwm.net\/en\/\"},{\"@type\":\"ListItem\",\"position\":2,\"name\":\"Sales Engineer’s “Innocent” Move Proves Successful\"}]},{\"@type\":\"WebSite\",\"@id\":\"https:\/\/www.mwm.net\/en\/#website\",\"url\":\"https:\/\/www.mwm.net\/en\/\",\"name\":\"MWM\",\"description\":\"\",\"publisher\":{\"@id\":\"https:\/\/www.mwm.net\/en\/#organization\"},\"potentialAction\":[{\"@type\":\"SearchAction\",\"target\":{\"@type\":\"EntryPoint\",\"urlTemplate\":\"https:\/\/www.mwm.net\/en\/?s={search_term_string}\"},\"query-input\":{\"@type\":\"PropertyValueSpecification\",\"valueRequired\":true,\"valueName\":\"search_term_string\"}}],\"inLanguage\":\"en-US\"},{\"@type\":\"Organization\",\"@id\":\"https:\/\/www.mwm.net\/en\/#organization\",\"name\":\"Caterpillar Energy Solutions GmbH\",\"url\":\"https:\/\/www.mwm.net\/en\/\",\"logo\":{\"@type\":\"ImageObject\",\"inLanguage\":\"en-US\",\"@id\":\"https:\/\/www.mwm.net\/en\/#\/schema\/logo\/image\/\",\"url\":\"https:\/\/www.mwm.net\/wp-content\/uploads\/2022\/02\/logo2.jpg\",\"contentUrl\":\"https:\/\/www.mwm.net\/wp-content\/uploads\/2022\/02\/logo2.jpg\",\"width\":260,\"height\":142,\"caption\":\"Caterpillar Energy Solutions GmbH\"},\"image\":{\"@id\":\"https:\/\/www.mwm.net\/en\/#\/schema\/logo\/image\/\"}}]}<\/script>\n<!-- \/ Yoast SEO Premium plugin. -->","yoast_head_json":{"title":"Sales Engineer's \"Innocent\" Move Proves Successful - MWM","description":"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.","robots":{"index":"index","follow":"follow","max-snippet":"max-snippet:-1","max-image-preview":"max-image-preview:large","max-video-preview":"max-video-preview:-1"},"canonical":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/","og_locale":"en_US","og_type":"article","og_title":"Sales Engineer's \"Innocent\" Move Proves Successful","og_description":"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.","og_url":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/","og_site_name":"MWM","article_modified_time":"2023-08-07T13:51:27+00:00","og_image":[{"width":800,"height":553,"url":"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg","type":"image\/jpeg"}],"twitter_card":"summary_large_image","twitter_misc":{"Est. reading time":"2 minutes"},"schema":{"@context":"https:\/\/schema.org","@graph":[{"@type":"WebPage","@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/","url":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/","name":"Sales Engineer's \"Innocent\" Move Proves Successful - MWM","isPartOf":{"@id":"https:\/\/www.mwm.net\/en\/#website"},"primaryImageOfPage":{"@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage"},"image":{"@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage"},"thumbnailUrl":"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg","datePublished":"2023-08-07T07:30:48+00:00","dateModified":"2023-08-07T13:51:27+00:00","description":"In a tender process, Saudi Electricity Corporation wanted to buy three diesel generator sets, each with a capacity of 5 MW. Initially, our offer was based on a fundament solution with spring packs between the fundament plate and the generator set fundament.","breadcrumb":{"@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#breadcrumb"},"inLanguage":"en-US","potentialAction":[{"@type":"ReadAction","target":["https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/"]}]},{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#primaryimage","url":"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg","contentUrl":"https:\/\/www.mwm.net\/wp-content\/uploads\/2023\/08\/Schwerlasttransport-Grossaggregate.jpg","width":800,"height":553},{"@type":"BreadcrumbList","@id":"https:\/\/www.mwm.net\/en\/news\/news-releases\/mwm_moments\/sales-engineers-innocent-move-proves-successful\/#breadcrumb","itemListElement":[{"@type":"ListItem","position":1,"name":"Home","item":"https:\/\/www.mwm.net\/en\/"},{"@type":"ListItem","position":2,"name":"Sales Engineer’s “Innocent” Move Proves Successful"}]},{"@type":"WebSite","@id":"https:\/\/www.mwm.net\/en\/#website","url":"https:\/\/www.mwm.net\/en\/","name":"MWM","description":"","publisher":{"@id":"https:\/\/www.mwm.net\/en\/#organization"},"potentialAction":[{"@type":"SearchAction","target":{"@type":"EntryPoint","urlTemplate":"https:\/\/www.mwm.net\/en\/?s={search_term_string}"},"query-input":{"@type":"PropertyValueSpecification","valueRequired":true,"valueName":"search_term_string"}}],"inLanguage":"en-US"},{"@type":"Organization","@id":"https:\/\/www.mwm.net\/en\/#organization","name":"Caterpillar Energy Solutions GmbH","url":"https:\/\/www.mwm.net\/en\/","logo":{"@type":"ImageObject","inLanguage":"en-US","@id":"https:\/\/www.mwm.net\/en\/#\/schema\/logo\/image\/","url":"https:\/\/www.mwm.net\/wp-content\/uploads\/2022\/02\/logo2.jpg","contentUrl":"https:\/\/www.mwm.net\/wp-content\/uploads\/2022\/02\/logo2.jpg","width":260,"height":142,"caption":"Caterpillar Energy Solutions GmbH"},"image":{"@id":"https:\/\/www.mwm.net\/en\/#\/schema\/logo\/image\/"}}]}},"_links":{"self":[{"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/mwm_moments\/99254","targetHints":{"allow":["GET"]}}],"collection":[{"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/mwm_moments"}],"about":[{"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/types\/mwm_moments"}],"author":[{"embeddable":true,"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/users\/14"}],"version-history":[{"count":3,"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/mwm_moments\/99254\/revisions"}],"predecessor-version":[{"id":99298,"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/mwm_moments\/99254\/revisions\/99298"}],"wp:featuredmedia":[{"embeddable":true,"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/media\/99256"}],"wp:attachment":[{"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/media?parent=99254"}],"wp:term":[{"taxonomy":"moment-category","embeddable":true,"href":"https:\/\/www.mwm.net\/en\/wp-json\/wp\/v2\/moment-category?post=99254"}],"curies":[{"name":"wp","href":"https:\/\/api.w.org\/{rel}","templated":true}]}}