End Of Study Project Report - INSA Strasbourgeprints2.insa-strasbourg.fr/1003/1/GM5EI-2011-Huth-memoire.pdf · End Of Study Project Report Solar Turbines Europe SA Project Operation

End Of Study Project Report

Solar Turbines Europe SA Project Operation

PREPARATION OF TECHNICAL PROPOSALS FOR INSTALLATION OF NEW

EQUIPMENT GAS TURBINE PACKAGES AND CONTROL SYSTEMS.

Christophe Huth GM5 EI Professor: Mr. Thierry Engel

Industrial Tutors: Mr.Erik DeVos

Mr.Marc Lempereur

September 2011

Christophe Huth

End of Study Project Report September 2011 2

In Memory of my loved Grandmother who died the first week of my internship.

Christophe Huth


ACKNOWLEDGMENTS I want to thank Erik DeVos, the EAME operation manager, for the great opportunity he gave me.

However I was an intern, I was not excluded from any part of the PAE job. This sign of trust can only

be outlined. I want to thank Marc Lempereur, my tutor together with Erik DeVos, and all my col-

leagues Christine, Bruno, Eric, Jean-Baptiste and especially Luis, who taught me a lot. Are also in-

cluded the colleagues from Construction Service and their manager Joe McDonaugh, and all the oth-

er Solar employees. Naming everybody is impossible, therefore: thanks a lot for the great welcome!

I want also to thank Maxime Lecart, who informed me about this internship opportunity, and

Mr.Engel, my school tutor.

Christophe Huth


TABLE OF CONTENT 1. Introduction ................................................................................................................. 6

2. Solar Turbines ............................................................................................................. 7

2.1 History ............................................................................................................................ 7

2.1.1 Solar turbines and compressor .......................................................................................................... 7

2.2 Solar’s portfolio .............................................................................................................. 9

2.2.1 Gas compressor sets: ......................................................................................................................... 9

2.2.2 Electrical Motor Drive (EMD): ....................................................................................................... 11

2.2.3 Generator Sets: ................................................................................................................................ 12

2.2.4 MPU: ............................................................................................................................................... 12

2.2.5 Mechanical drives: .......................................................................................................................... 12

2.3 Solar Business Units ...................................................................................................... 12

2.3.1 Oil and Gas:..................................................................................................................................... 12

2.3.2 Power generation: ............................................................................................................................ 13

2.4 Compressor station: ...................................................................................................... 13

3. The proposal .............................................................................................................. 16

3.1 Proposal Content........................................................................................................... 16

3.2 PAE Tasks for preparing a proposal ............................................................................ 17

3.2.1 Overview of the proposal tasks ....................................................................................................... 17

3.2.2 Other PAE jobs ............................................................................................................................... 24

3.3 Different proposals for different projects ..................................................................... 26

3.3.1 The tender ....................................................................................................................................... 26

3.3.2 The sales strategy ............................................................................................................................ 27

3.3.3 Construction service ........................................................................................................................ 27

3.4 Detailed description of how to build a proposal ............................................................ 29

4. The PAE Tools .......................................................................................................... 33

4.1 Phoenix .......................................................................................................................... 33

4.2 PDSWin......................................................................................................................... 33

4.3 FASTE .......................................................................................................................... 34

4.4 GasComp ...................................................................................................................... 35

4.5 Windchill ....................................................................................................................... 35

4.6 Gas Fuel Suitability ....................................................................................................... 36

4.7 Skid edge pressure ........................................................................................................ 37

4.8 API datasheet builder ................................................................................................... 37

4.9 Utility list generation ..................................................................................................... 37

4.10 Pricing build up sheet ................................................................................................... 38

Christophe Huth


4.11 The PAE website ........................................................................................................... 38

4.12 The phone and the email-service ................................................................................... 39

5. My actual Work ......................................................................................................... 40

5.1 Description of the projects: ........................................................................................... 40

5.1.1 GASUNIE Deutschland 1 (DE1) .................................................................................................... 40

5.1.2 GASUNIE Deutschland 2 (DE2) .................................................................................................... 41

5.1.3 GRT Gaz France ............................................................................................................................. 41

5.1.4 TouatGaz ......................................................................................................................................... 42

5.1.5 Dowletabad ..................................................................................................................................... 42

5.1.6 E.ON Storage .................................................................................................................................. 43

5.1.7 TIGF ................................................................................................................................................ 43

5.1.8 OMV ............................................................................................................................................... 43

5.2 My actual work ............................................................................................................. 44

5.2.1 Gasunie Deutschland 1 .................................................................................................................... 44

5.2.2 Dowletabad ..................................................................................................................................... 48

5.2.3 GRT Gaz Beynes ............................................................................................................................. 48

5.2.4 Touat Gaz ........................................................................................................................................ 50

5.2.5 Gasunie Deutschland 2 .................................................................................................................... 50

5.2.6 E.ON Storage .................................................................................................................................. 51

5.2.7 TIGF ................................................................................................................................................ 51

5.2.8 OMV ............................................................................................................................................... 51

5.3 Resume of my work ....................................................................................................... 52

6. Summary ................................................................................................................... 55

7. Table of Illustrations ................................................................................................. 56

8. Bibliography .............................................................................................................. 57

9. Annexes ..................................................................................................................... 58

Christophe Huth


1. INTRODUCTION

During the studies at the INSA Strasbourg, mainly the research and development (R&D) aspect of the

work of an engineer is taught. However, a look on the yearly graduate job report shows that engi-

neers, especially mechanical engineers, have opportunities in a lot of different functions besides the

R&D.

My end of study project is a great illustration of what type of jobs are available for engineers. The

title of this work was:

“Preparation of technical proposals for installation of new equipment gas turbine packages and

control systems.”

The aim of this work is more related to the sale process. However, R&D makes only sense if the

products can be sold. Solar Turbines Europe SA offered me the opportunity to discover this new as-

pect of an engineer’s business.

The report hereinafter presents in a first section the company and its business. Then, the proposal is

described in detail. In a third part, the tools used to create the technical proposal are presented. My

actual work, including a description of the projects I’ve worked on, is part of the last section.

Christophe Huth


2. SOLAR TURBINES

Solar Turbines Inc., headquartered in San Diego (California, USA), is a subsidiary of the Caterpillar Inc.

The company is designing, manufacturing, installing and servicing gas turbine-driven generator sets,

mechanical-drive packages and centrifugal natural gas compressor sets. Solar Turbines is the leader

of industrial gas turbines in the 1 to 23 MW power range.

2 . 1 H i s t o r y

When Solar was founded in 1927, the company was a manufacturer of all-metal airplanes. In the

1930’s, Solar began the manufacturing of stainless steel manifolds for aircraft engines, and became

few time after a major supplier of manifolds, stacks and heat exchangers for both military and com-

mercial aircraft. Solar participated in the first U.S. jet engine programs beginning in 1944. The com-

pany’s knowledge in manufacturing aircraft engine components, and also achievements in high tem-

perature metallurgy, resulted in the designing and building of the first successful jet engine after-

burner.

The end of the war and new business opportunities led Solar to design gas turbines. The first radial

gas turbine (the original Mars) was introduced in 1948. The 60 HP turbine was used as an auxiliary

power unit for aircraft and mainly to power portable fire pumps for the United States Navy.

The early work in the aviation industry explains the localization of the headquarter and first facility

close to the San Diego airport. Actually, the Spirit of St. Louis, aircraft used by Charles Lindberg for his

historical flight across the Atlantic Ocean, was built in this place.

The Saturn engine, launched in the 1960’s, was the first Solar gas turbine designed for industrial ap-

plications. In opposition to other competitors, the industrial gas turbines were not modified aircraft

engines, but turbines especially designed for land/sea based application. Nowadays, more than

14,000 units are running worldwide, and this numbers rises every year by 200 units.

2.1.1 Solar turbines and compressor

The current portfolio consists in 6 turbine families, as shown below:

Illustration 1: Stainless Steel Manifold and Jet Engine Afterburner

Christophe Huth


Illustration 2: Solar turbines

The compressor sets and the mechanical drives are two shaft engines, whereas the generator sets

are mostly single shaft units. The needed flexibility for the operating of CS and MD packages requires

the separation of the compressor shaft and the power turbine shaft.

Hereinafter, the figures of the turbines for Generator set applications:

Table 1: Gas turbines for generator set applications

The table below details the dimensions and weight of the two shaft engines.

Christophe Huth


Table 2: Gas turbines for compressor sets

The Titan 250 is the newest and also most powerful gas turbine in Solar’s offer. The first compressor

package driven by this turbine has been shipped to Waidhaus (Germany), close to the Czech border.

The turbines can be run with fuel gas only. Dual fuel (liquid and gaseous) engines are also available.

More and more stringent emissions regulations, also in offshore applications, led Solar to develop

low emission engines: a so called SoLoNOX version is available for nearly each type of turbine.

The company has sold over 4,000 compressor sets and 7,500 generator sets. In total, over 14,000

turbines have been sold. In order to maintain this population of units, Solar has developed a com-

prehensive customer service. Solar customer support centers are located all around the world to

cover all the countries where Solar products have been sold.

Illustration 3: Worldwide support center localization

2 . 2 S o l a r ’ s p o r t f o l i o

2.2.1 Gas compressor sets:

Solar manufactures gas compressor for several uses. The compressor is mounted on its own skid and

driven either by a turbine, or in some cases by an electrical motor.

Christophe Huth


Illustration 4: Gas compressors

As shown in the table above, two compressor families are available. Applications for the gas com-

pressors are:

Gas production: for this type of application, high-pressure ratios are required to operate the

gas wells. The number of stages is therefore more important.

Oil production: associated gas is present when crude oil is extracted. This gas can be used to

counterbalance the natural pressure decrease of the well and ensure a longer oil well operat-

ing time.

Gas transport: the gas compressor has only to counterbalance the pipeline pressure drop.

The pressure ratios are low. Therefore, the number of stages is less important. High flow ca-

pabilities are required.

Illustration 5: Turbine driven generator set

Gas turbine Centrifugal

compressor

Christophe Huth


Illustration 6: European gas transportation network (source: www.dw-world.de)

Gas storage: the gas compressor is required to inject the pipeline gas into the gas storage

and also to extract the gas of it in order to feed the pipeline.

2.2.2 Electrical Motor Drive (EMD):

An electrical motor replaces the turbine on the compressor package. Advantages of this solution are

a lower noise emission, no pollutant emission and lower package price. An important disadvantage of

this solution is the reliable electrical power supply requirement, which has a great cost effect on the

projects.

Solar doesn’t manufacture electrical motors. Supplier equipment is requested and adapted on the

package in order to furnish a complete solution.

Christophe Huth


Illustration 7: EMD

2.2.3 Generator Sets:

Solar Turbines is also offering a solution for power generation. The turbine drives a supplied genera-

tor in order to produce electricity. The power range extends from 1,210 kWe to 21,745kWe. The

generator sets can be equipped with a waste heat recovery unit or a steam producer for special ap-

plication.

2.2.4 MPU:

Mobile Power Units are pre-engineered, reliable and short time deliverable power generation units.

The trailer-mounted package is easy to transport and therefore a solution for emergency and tempo-

rary power needs.

2.2.5 Mechanical drives:

Turbines are not only intended to drive a generator or a Solar compressor. They can also be used to

drive a pump or OEM (Original Equipment Manufacturer) supplied compressors.

2 . 3 S o l a r B u s i n e s s U n i t s

Solar Turbine is split in two business units:

2.3.1 Oil and Gas:

The product range includes the gas turbine driven compressor set through the EMD, the mechanical

drives and the power generator sets, in order to provide solutions for the oil and gas market. Cus-

tomers are oil and gas producers like Exxon Mobile, Total, Shell, ENI, Lukoil, Petrobras,…, gas trans-

porters like Gasunie, GRT Gaz, OMV,… and gas storage companies like Storengy…

Compressor Electrical Motor

Gearbox

Christophe Huth


2.3.2 Power generation:

Main customers of power generation are industries and public institutions (Hospitals, Schools, Gov-

ernments…). Solar offers electrical power generation for facilities to cover customers’ need in reliable

power supply and heat or steam production for the manufacturing process (like for the food industry

or rubber industry).

2 . 4 C o m p r e s s o r s t a t i o n :

As intern within Solar Turbines, I’ve mostly worked on important proposals for compressor stations

in Germany, France and Austria.

These projects can be seen as complex projects due to the scope of supply. In fact, not only a turbo-

compressor package has to be provided, available Ex-Works in San Diego. The package has to be in-

stalled and commissioned on site by Solar. Furthermore, specific European, German, Austrian, or

French requirements and standards have to be taken into account. Therefore, Solar has to supply

specific equipment that can’t be provided by San Diego.

The European regulations and standards are different from the USA. Customers from this region,

ENAGAS, E.ON, GASUNIE, GRT Gaz, OMV, Total, ENI… are well-known and old companies. Each cus-

tomer has his own “way of doing” that has been forged by his experience. This experience is reflect-

ed in the comprehensive tender documents.

Main differences for the European market are:

The control system: the customer has drawn his own control philosophy, based on the com-

munication between the unit control system and the station control system.

The electrical system: the design of motor control systems is different due to the different

requirements, NEC in the USA, CENELEC in Europe.

The stringent noise requirements: in Europe, the requirements regarding the noise emission

especially for projects in Germany, Austria and France.

Stringent pollutant emission requirements.

Solar’s common practice is to build the package (compressor set or generator set) and to prepare it

for shipment. The customer is then responsible for the shipment, installation and commissioning on

site. He is also in charge of the interconnecting piping between the lose-shipped equipment and the

package (like the oil cooler), interconnecting cabling (between the lose shipped instruments and the

package or between the off-skid control and the package…), grouting…

In Europe, the tender often requires the delivery, installation, and commissioning on site of all the

scope of supply, which includes the turbo-compressor, the ancillaries and the electrical/control sys-

tem. In this case, Solar delivers the installations ready to be operated by the customer, including all

the needed supply to run the turbine.

Solar differentiates between the turbomachinery and the balance of plant supply. The first item in-

cludes the turbine, the compressor (in case of a compressor set) and the skid including the control.

Christophe Huth


The balance of plant is composed of all the equipment needed to run the turbomachinery, like the air

inlet and exhaust, the enclosure, the ventilation, the oil cooler, the fuel gas heating and filtering,…

The Balance of plant part in European projects is sometimes as important as the turbomachinery.

Illustration 8: Typical gas compression station layout (source: www.wintershall.com)

Electrical

Building

Control Building

Compressor

Building

1

Compressor

Building

2

Gas

Cooler

Gas

Cooler Gas Network

3. THE PROPOSAL

The illustration hereinafter shows the schedule of a project.

Illustration 9: Project Schedule

3 . 1 P r o p o s a l C o n t e n t

Besides the sales engineer, the project application engineer (PAE) is the only employee directly in

contact with the customers for new equipment sales.

The project application engineer is the owner of the proposal process, which means during the first 1

to 12 month of the project. He is taking care of all the technical part of an offer. The sales engineer

manages the commercial aspects of the offer. However, the PAE determines the list price of the

project, which is adapted by the sales before submitting to the customer. The final price, which can

reach several 10 million US dollars, is never equal to the list price.

The technical proposal is a comprehensive document with all the information the customer needs to

perform an evaluation of the proposed equipment.

The technical proposal includes typically:

An introduction with a brief history of the company and the products.

A list of reference for the proposed turbine.

The listing of the scope of supply with a comprehensive list off the offered equipment to

match the customer requests.

A technical description of the main elements.

API datasheets with the different performance values.

1 to 12 month

•Technical, commercial and legal negociations (clarifications, proposal, negociations...)

12 month

•Production

3 to 12 month

•Delivery

•Installation

•Commissioning

•Tests

Christophe Huth


In the case of a compressor set: the compressor maps with the requested operating points.

Solar comments and deviations to the tender.

Solar comments and exceptions to the common API standards.

Typical drawings of the unit(s).

A list of Solar’s standard documentation delivery.

A typical delivery schedule.

Solar’s quality manual, which explains the quality insurance of the company.

Third party quality certifications.

3 . 2 P A E T a s k s f o r p r e p a r i n g a p r o p o s a l

My end of study project was the preparation of technical proposals for gas turbine package. In fact,

I’ve learn how to perform the job of the project application engineer, responsible of the technical

part of the project from the first customer questions till the handover to the project management.

I’ve learned and also performed most of the following tasks necessary to accomplish my end of study

project.

3.2.1 Overview of the proposal tasks

1. Establish Sales Strategy with Sales Engineer (Strategy Review Form)

As stated above in the report, the proposal process can’t be started without a strategy. What will

Solar offer? How much Solar will comply with the tender? The sales engineer fills the Strategy Review

Form where the project is described, some background is given, and the most important: what strat-

egy Solar, and also the strategy the PAE will follow to build the proposal.

2. Review Specifications and Create Specification Review Summary/Strategy

The first duty of the PAE is to read through the specifications as soon as he gets them. It allows him

to get an overview of the project. Furthermore, he is able to recognize what help he’d need, what

quotation he needs to prepare and what the deadlines are.

3. Select equipment for proposal

The compressor selection is performed by the system analysis group in San Diego. The PAE has to

send the customer operating points to the engineers over there.

For generator sets or mechanical drives, the PAE can select the equipment by his own by taking ref-

erence to the tender.

4. Performances calculation

For compressor sets:

Christophe Huth


The system analysis engineer provides the equipment selection with the needed mechanical power

for each specified operating point. Customers often request the turbine power and fuel consumption

for achieving the operating points with the compressor. Therefore, the PAE runs FASTE with the dri-

ven equipment speed and shaft power to get these values.

Illustration 10: Equipment selection for compressor sets

For generator sets:

The customer commonly requests the power output of the operating units taking in consideration

the ambient temperature and humidity. In this case, the PAE runs FASTE with full load output for

different operating points with changing ambient characteristics.

5. Initiate SERs for special turbine requirements, if applicable

The PAE has to check the fuel suitability. Therefore, he runs the Gas Fuel Suitability tool. If the fuel

doesn’t fulfill the requirements, a Special Engineering Request could be required. The engineer has to

fill the demand form and follow the process. The answer can be negative, so that the PAE has to go

back to the customer, who will have to clean his fuel gas before. In other cases, changes on the tur-

bine can be performed to run with the client’s gas. These modifications have cost effects and are

included by the PAE in its proposal.

6. For special lube oil coolers, intake and exhaust systems, and enclosures, or any noise is-

sues, request input from Construction Services

In European projects, Construction Service supply is often required. The PAE determines the scope of

European supply and requests a Construction Service quotation.

7. Send commercial section to Contracts group for review

This section has normally to be done by the sales engineer. However, if legal or commercial items are

“hidden” in the technical specifications, the PAE has to send them to Contracts group.

8. Establish validity of proposal (Discuss with Sales)

Depending on the project, the due date is written in the tender. If not, the PAE has to clarify the due

date with the sales engineer. Knowing the deadline is necessary for the PAE because he has to finish

the entire proposal at this date, gather all the information, comments, deviations and quotations,

and therefore has to put deadlines to all the interfaces he is in relation with.

9. Complete Project Info in Phoenix/PDSWin (if applicable)

Customer operating points and

ambient conditions sent by PAE

Compressor and Staging

Selection with GCASE

Turbine Selection

Send Equipment Selection, GCASE and Compressor Maps to PAE

Christophe Huth


The price of a project is depending on when it will be booked and when it shall be delivered. To get

the right price, the book and ship dates are to be filled in PDSWin and/or Phoenix. If not specified in

the tender, these dates are to be discussed with the sales engineer.

10. Send performance and relevant specifications to OEM equipment vendors (Compressor,

Pump, Generator, EMDs, gearboxes, anti-surge valves)

The PAE is not only in contact with Solar groups. He is the requestor for quotations regarding gear-

boxes, generators for generator sets, compressor or pumps for mechanical drives, and electrical mo-

tors for EMDs. Specific request forms have to be filled with the information the OEM needs to pro-

vide in his offer. Furthermore, the customer requests have be submitted to the vendor to allow

comments or deviations to them. If applicable, they have to be added to the proposal. The duty of

the PAE doesn’t end after sending the requests to the OEM. He is the contact for all the vendors if

questions are rising. Deadlines have to be settled and the requests have to be followed to get the

price and technical description by time.

11. Establish due date for proposal and schedule for support groups

The project application engineer has one deadline: the proposal submission date. He has to manage

all his interfaces to get all the information and quotations he needs by time prior finishing the pro-

posal.

12. Establish strategy for technical offer from Sales Engineer

The strategy for the technical offer is settled in the Strategy Review Form. However, changes during

the proposal process can lead the PAE to review the strategy with the sales engineer.

13. Obtain necessary information on how proposal is to be submitted, who is to be submit-

ted to, number of copies required. The addresses to send the proposal

14. Determine Construction Services scope of supply (if applicable) and notify them of needs

Like stated hereinafter, European projects often include items that are not part of Solar’s standard

supply. Whether some of them are not available, or not compliant with European standards. These

items have therefore to be quoted and later provided by Construction Service Gosselies.

15. Send the specifications off for review that are too difficult to comment to

Three project support engineers are available to support the PAEs. Senior PAEs in San Diego can also

be a well of information. In some particular cases, like for commenting standards, for specific engi-

neering requirements (e.g. for the EMD) etc, specific groups can also be contacted.

16. Send Solar specifications to Vendors when soliciting quotes from them

Solar has own engineering specifications the supplier has to respect. Supply that is not compliant

with these specifications can’t be used in the project in order to avoid issues.

17. Send the requested information to Prime vendors at their request

Christophe Huth


Depending on the project, Solar is not the prime supplier. This is the case if the company only sup-

plies the compressor, and others all the driver equipment. Solar acts as a supplier for another com-

pany bidding for the customer project.

18. Submit lube oil and interface requirements to Compressor/Pump vendors

If Solar only provides the mechanical drive, without own compressor, and another company supplies

the driven equipment, the PAE has to communicate to the supplier all design information needed to

assure the assembling and well performing of the entire package.

19. Obtain pricing for Customer Service Scope of Supply (Training, Commissioning, Spare

Parts and Tools lists, special Warranty)

Depending on the tender, the customer requests a offer including the on-site training, the commis-

sioning of the provided equipment, spare parts and tools, special warranties… The PAE has to include

the price for each of this item in his price and shall therefore request a quotation by sending a RFQ to

different contacts within customer service. The PAE has to gather all the quotations by time for the

proposal.

20. Make comments and exceptions to Specifications

Like stated in this report, comments and exceptions to customer specifications have to be included in

the proposal. Otherwise, the customer wouldn’t accept, and even notice them. In this case, it would

mean that Solar is compliant with all the specifications, and shall, if awarded, provide fully compliant

equipment. Solar would bear a great technical and financial risk.

21. Obtain field services rates and lump sum pricing for field work if required

These items are project specific and the PAE has to contact the district service manager to get the

quote.

22. Review comments and exceptions received back from discipline engineers

The PAE has to gather all the technical information and the comments coming from the different

support groups. A review is necessary to ensure that the comments are applicable to the proposal.

He is the only person who can perform this because of his overview of the project.

23. Complete deviations to Customer Specifications

The PAE comments, support groups comments, standard comments and supplier comments have to

be put together and included in the proposal.

The more comments and deviations to customer requests have to be added, the worth it is. Indeed,

the customer wants to buy what he really requested. But comments and deviations protect Solar

from expensive and unrealizable customer whishes. The compliance with the customer requests is

stated in the sales strategy.

24. Modify API deviations to the specific project, if applicable

APIs are standards of the American Petroleum Institute (API). The customer always requests the

compliance to these standards. Solar’s deviations to these have to be transmitted to the customer.

Christophe Huth


25. Establish Scope in Phoenix/PDSWin

Once the compressor and engine selection has been performed by the System Analysis group, the

PAE can choose the equipment in Phoenix or PDSWin.

26. Develop Custom features for Scope with pricing

The basic items for a standard package are included in the PDSWin/Phoenix selection. In order to

comply with the tender and therefore to customize the package, so-called custom-features can be

added to the equipment selection. Some of the custom features have already been created for pre-

vious projects, and the PAE has to find it in the Windchill database. If a custom feature isn’t available

to respond to the customer requests, the PAE contacts the support group in San Diego and coordi-

nates with the engineer the creation of the new custom feature.

27. Create performance section of proposal

The performance section is an important part of the proposal. The GCASE with the customer re-

quested point is included. If performance guarantees are required, the PAE has to contact the system

analysis group for approval of the figures with the intern tolerances. He is also in charge of getting

the performance values from the suppliers of the compressor/pump/generator and the EMD if appli-

cable.

28. Fill in Data Sheets

API datasheets are used to summarize the performance of the supplied main equipment (turbine,

compressor, and gearbox). They use standard descriptions, which can be understood by all the par-

ties involved in the project. The PAE is also in charge of filling all the datasheets requested by the

customer (like consumption/CO2 emissions, maintenance costs… for the OPEX calculation) and has

therefore to contact other departments, perform some searches are run some performance calcula-

tions.

29. Review delivery terms and discuss with sales engineer and PAE Manager

The delivery doesn’t only include the transport from the Solar factory to the site. The Incoterms are

specific, worldwide applicable rules for the delivery of goods. The main question is: where does the

transfer of property take place, that means when stops the responsibility of Solar. Commonly, the

delivery terms are stated in the tender. Depending on the Solar strategy, deviations can be applied

and shall be discussed with the sales engineer. When the terms are settled, the PAE has to request a

quotation for the delivery of the goods.

30. Make updates to Scope Section (Phoenix/PDSWin Output)

The proposal process is a living process. Nothing is settled until the submission of the proposal.

Therefore, the PAE has to update the equipment selection.

31. Develop Commercial Section with Sales Engineer

The PAE prepares the pricing of the proposal including the list price of the standard equipment, cus-

tom features and other quotes (construction service, customer service, freight…). All the prices are

Christophe Huth


filled in the pricing build up sheet. The final price, and also the payment terms, are prepared and

added to the proposal by the sales engineer.

32. Review proposal after assembled and before sending to Customer

In general, those tasks are necessary for creating a proposal. The number can vary depending on the

project. However, every item is important to get a complete proposal that can be sent to the cus-

tomer. The illustration hereinafter summarizes the PAE tasks for the preparation of a technical pro-

posal.

Christophe Huth


Review of the specifications

Equipment Selection

Determine Scope of Supply

Clarify Strategy

Request Quotations

Perform Gas Fuel Suitability

Request SER

Clarify technical issues

Request Internal Quotation

Construction Service

Spare parts and tools

Technical Training

Freight

Warranty

… Request Anti-surge analysis

Request External Quotation

OEM driven equipment

Electrical driver

Anti-surge valve

Strainer

…

Turbomachinery

Construction Service

Supplier/OEM

Prepare Proposal

Pricing Build-Up sheet

Prepare Proposal Inserts

Performance

API datasheets

Utility lists

Drawings

Comments

…

ACS Selection in PDSWin/Phoenix

Finalize proposal

Finalize Selection

Prepare Price build up sheet

Finalize scope description

Finalize proposal and Han-

dover to sales/customer

Illustration 11: PAE tasks for the preparation of a technical proposal

Christophe Huth


3.2.2 Other PAE jobs

The PAE job doesn’t start with the publishing of the tender and ends with the submission of the pro-

posal to the customer.

Indeed, the proposal is the main and most important document created by the PAE during a 4 to 6

weeks period. Projects last years, from the feed studies to the award of the winner. During all the

phases in between, the PAE is the main technical contact for the potential customer. The illustration

bellow shows the different steps of a proposal where the PAE is involved.

Illustration 12: The PAE tasks

Each project and each customer is different. Therefore, the proposal process is strongly dependent

on both the project and the customer. The sales engineer has to establish a sales strategy, which has

to be discussed with the PAE. The company’s proposed equipment and services will be strongly de-

pendant of a Strategy Review Form filled by both engineers.

The tender is commonly the last request sent by the customer before awarding the job. In fact, this

document is the result of a long preparation process. The customer often requests clarifications in

order to prepare the tender documents. The questions are transmitted to the PAE through the sales

engineer. Answering these issues is the task of the PAE, who gets in touch with the technical teams in

San Diego. This phase is interesting for both parties: the client can have a first overview of what

equipment Solar is supplying and Solar has a first approach of the project.

Building a compressor station is an important and complex project. It represents an important in-

vestment and technical risk. Commonly, a compressor station must be built every 200 km in order to

Hand over of the project to the project manager

Book the project if awarded

Participate to clarification meetings

Answer clarifications

Prepare the proposal

Answer clarifications after submitting the budget proposal

Prepare budget proposal

Answer first technical questions for Feed studies

Christophe Huth


compensate the pressure losses in the gas pipeline. The complexity of the projects, due to the regu-

lations, the technical issues and the economical aspects (costs, return on investment ROI…) is illu-

strated through the duration of the projects. It’s common that a compressor station is built five or

more years after the first feed studies. During this time, some budget proposals have been issued

and some clarifications given, so that the final tender and the proposal will be the result of these

clarifications.

Projet Application

Engineer

Customer

Service

Marketing

System analysis

Anti-surge

control

PAE support

engineer

Construction

service OEM supplier(s)

Certification

group

Other Solar

Teams

Sales manage-

ment

Engineering compa-

ny

Customer

Finance depart-

ment

Legal department

Sales engineer

Illustration 13: PAE interfaces

Christophe Huth


3 . 3 D i f f e r e n t p r o p o s a l s f o r d i f f e r e n t p r o j e c t s

The architecture of a project can be different from one project to the other. We can distinguish be-

tween:

A customer only project. The final customer has his own engineering team who designs the

compressor station and issues the tenders. (e.g. GRT Gaz)

An Engineer-Customer project. The final customer has chosen an engineering company to

design and issue the tender together with his engineering team. (e.g. Gasunie Deutschland)

An EPC-project (EPC: Engineering-Procurement-Construction). Several EPCs design the com-

pressor station and issue tenders. The final customer awards an EPC after comparison of the

offers. (e.g. Dowletabad) In some cases, the final customer performs a feed study by another

company than the EPC later in the race.(e.g. Touat Gaz)

Depending on the project architecture, the strategy of the proposal will be different. Also, each

project is unique, depending on following characteristics.

3.3.1 The tender

The basis for the proposal is the tender. The document is the expression of the customer needs. The

tender in the projects I’ve worked on, consisted of several documents:

The introduction of the tender with a description of the project, the proposal and project

schedule, the description of how the proposal shall be submitted (hard and/or soft copies,

number of copies, how to submit, where/whom to send to…) and the summary of all the

documents in the tender.

The commercial Terms and Conditions (T&C) for the purchasing of equipment.

The main technical specification, which is the backbone of the tender and therefore the main

reference for the PAE. This document includes all the technical aspects the equipment has to

fulfill (scope of supply, standards, operating points, ambient conditions, ancillaries, enclo-

sure, control system, electrical system, painting, fire & gas detection…).

Technical specifications. The main specification refers to a lot of specific requirements, such

as material requirements, design of valves, electrical systems, customer standards,…

Data sheets. Those data sheets (e.g. API 616, 617) are like the main specification a descrip-

tion of the scope of supply. In this case, the description acknowledge standards, that means

that the used wording and description is standardizes and can be understood by any compet-

itor.

The tender can also include some data sheets to fill in, for example regarding OPEX cost calculation

or document transmittal.

http://de.wikipedia.org/wiki/Engineering-Procurement-Construction

Christophe Huth


3.3.2 The sales strategy

As stated in the PAE tasks above, the first duty of a PAE is to determine the sales strategy with the

Sales Engineer. This review is commonly done by filling the Strategy Review Form, a document that

summarizes the important items like purpose of the proposal, description of the project, customer,

competitors, and Solar’s position compared to the competitors (positive and negative points). A pro-

posal can’t be issued without a sales strategy. In fact, the compliance with tender requirements,

through the equipment selection, will be different from one project to the other depending on the

strategy. For example, Solar’s strategy regarding the Gasunie and the GRT Gaz project was to comply

as much as possible with the specifications, in contrary to the Algerian project, were the selection

was standard. Reason of this different choice was the customer. In the first case, the tender has been

issued by the final customer (Gasunie Deutschland and GRT Gaz). After submitting the proposal, the

winner will be awarded and the project will be realized. In the other case, the tender has been issued

by the feed engineering company. At this stage, the EPC is unknown and the project realization will

be later in time. Other tenders will be issued by the customer or the end-user before awarding and

purchasing of the equipment.

3.3.3 Construction service

Solar Turbines Europe has created the so-called construction service in order to fulfill the require-

ments of the expanded scope projects in Europe. Currently, the service, headed by Joe McDonaugh,

is composed of four project manager and two project engineers. The team has two tasks:

Preparing the technical offers for the European supply to be included in Solar’s proposal.

Managing of the projects with European scope of supply. Those projects are headed by two

project managers: one, based in San Diego, is responsible for US-supply, which means mainly

for the turbomachinery. The second one, based in Gosselies, is responsible for the balance of

plant. The overall project managing might be provided by the turbomachinery manager or

the balance of plant manager. This depends on the amount of European supply, and on the

customer. A general rule doesn’t exist.

Most projects I’ve worked on during my end of study work included some European supplied equip-

ment. I had the opportunity to join the construction service in order to discover another aspect of

Solar Turbines, and also to participate on another important part of a technical offer. As told before,

the PAE is responsible for the technical proposal. Construction service is one of the interfaces he is in

touch with. After a first review of the customer specification, he defines in collaboration with con-

struction service the European scope of supply. Highly customization often limits the US supply, so

that Gosselies has to take care of it. A project manager is assigned to the offer. He prepares the offer

for the construction service scope of supply.

During my time within the construction service, I’ve worked on a balance of plant offer regarding the

GRT Gaz project for a new compressor station in France. The specifications included a certain amount

of customization and stringent noise requirements. Therefore, the balance of plant is in Solar Tur-

bines Europe scope of supply. Following items are often included in the scope:

Air inlet and exhaust system: the standard inlet and exhaust system can’t fulfill the noise re-

quirements. Bigger silencers are required.

Christophe Huth


Off-skid enclosure: the turbo-compressor units shall be installed outside, without a surround-

ing concrete building. To fulfill the stringent noise requirements, the enclosure noise perfor-

mance shall be superior to the standard enclosure supplied by San Diego. To allow mainten-

ance and easy access, a one-meter walk-around was specified in the tender. Therefore, an

off-skid enclosure, specifically design for this project, shall be proposed.

Enclosure ventilation: the noise requirements are the driver for the European supply of the

ventilation. Furthermore, the ATEX regulation requires an adequate ventilation of the com-

plete enclosure. Since the enclosure is off-skid, that means bigger than the standard one, the

ventilation has to be designed for the project.

Oil cooler: the noise requirements concerned also this equipment of the scope of supply.

Gas cooler: that equipment shall cool the gas that has flown through the compressor. During

recycling phases, the compressed gas is redirected to the compressor input to be brought to

a higher pressure. The temperature limit at the compressor intake shall not be achieved to

avoid a shutdown. The gas cooler assures that the trigger temperature is not achieved. Solar

Turbines San-Diego doesn’t offer such type of equipment. One reason is the fact that the

cooler is more process related, and is not required for the normal turbo-compressor opera-

tion.

Process gas strainer: this strainer is installed at the compressor inlet. It prevents the intro-

duction of solid particles in the compressor, which could damage the impellers due to the

high velocity. As standard supply, Solar can offer a temporary strainer for the start-up of the

unit. Remaining particles in the process piping, result of welding works and other installation

steps are filtered out of the process gas. Some European customers request a permanent

strainer, which may avoid any damages from particles during the compressor lifetime. The

permanent strainer is supplied by a German company and is therefore in the construction

service scope of supply.

MCC: the function of a Motor Control Cabinet is the control of all the electrical actuators in

the balance of plant (gas cooler and oil cooler fans, enclosure ventilation,…).

Process instrumentation: normally, Solar’s scope of supply doesn’t include process instru-

mentation in the field (temperature transmitters, pressure transmitters, flow meters). The

package supplied by Solar includes all the necessary equipment for the compressor opera-

tion. Regardless, in expanded scope projects, the customers require such type of instrumen-

tation to control the process.

Electrical installation: the control system cabinet (in case of an off-skid control), the VFD (va-

riable frequency drive), the MCC, the battery, the battery charger etc, are loosed shipped

equipment. Expanded scope projects require the complete installation of the electrical cabl-

ing between the different supplies.

Installation and commissioning: in this case, Solar is responsible for the installation of the

turbo-compressor, including the electrical cabling and the piping (excluded the process pip-

ing, e.g. the gas pipe to the compressor inlet and after the compressor outlet). As stated

above, the customer requests a ready to use installation.

Christophe Huth


Seal gas filter and heater: depending on the customer specifications and operational parame-

ters of the process, a seal gas filter and heater can be required.

Seal gas booster: depending on the customer specification and operational parameters of the

process, a seal gas booster may be required. It can be supplied either by San-Diego or by

construction service Gosselies.

Fuel gas heater and filter: depending on the customer specification and Solar’s fuel gas re-

quirements, a fuel gas heater and filter skid may be supplied by Gosselies. A standard pack-

age includes by default a filter with minimum performances.

Block and bleed valve: this valve is standard equipment in European installations. German

customers request a well-known valve supplier equipment (Kühme).

Fire and gas system: Solar’s standard fire and gas detection system doesn’t comply with Eu-

ropean regulations. Therefore, construction service supplies the fire and gas detection sys-

tem for packages in the EU.

The PAE has to include a technical description of the whole supply including the equipment provided

by the construction service, and a price to add to his selection-pricing. Therefore, construction ser-

vice has to request quotes from suppliers and prepare its own technical offer to add to the main pro-

posal.

3 . 4 D e t a i l e d d e s c r i p t i o n o f h o w t o b u i l d a p r o -

p o s a l

There is no doubt that the tender is the main and only reference for the proposal. In fact, it’s the

expression of the customer needs. That means that Solar will only offer what was clearly described in

the document.

The tender can be a comprehensive document. Each customer/engineering company has its own

vocabulary, especially when the companies are not coming from an English speaking country. The

requests don’t start from an empty sheet of paper. The opposite is the fact. Indeed, previous projects

are the basis for the tender document. Therefore, the described requests can be closer to the way of

doing of a concurrent. In such a case, Solar can comply as much as possible with the tender, even if

the solution is not standard and results in a cost increase without operational benefit for the end

user. The strategy is driving this choice.

The major task of a PAE is to decrypt what the customer requested in its tender. If a specific point is

not included in the standard package features, he has to find a way to add it in the proposal.

The technical proposal is based on operating points the compressor will perform. Therefore, the

compressor selection is an important step in the proposal. The tender commonly includes an API617

Data-sheet. This standardized form is filled with the operation points, the ambient conditions, the

gas composition, information about material and control…. Furthermore, the driver is chosen de-

pending on the compressor. The selection of the compressor is done in San Diego by the system

analysis and field performance team. To perform this selection, the engineers are using a Solar soft-

ware, called GCASE. The inputs are:

Christophe Huth


Gas composition: needed for the specific gravity

Suction pressure

Gas temperature at suction pressure

Discharge pressure

Standard flow

The tool calculates the energy needed to achieve the pressure rise. The output is a list of different

compressor stage configuration. The choice of the compressor staging is driven by the isentropic

efficiency and, with the help of FASTE, the best turbine match. The compressor is not project specific

engineered. The impellers are pre-engineered parts. Each compressor is build to match the re-

quested duty by assembling those pre-engineered impellers. Each impeller type is simulated per CFD

analysis. The simulation is confirmed by real aerodynamic tests. The values measured during this step

are fed into GCASE and are the backbone of the compressor selection.

The selection of the equipment for the proposal can’t be started before the compressor selection is

done. Therefore, this information is marking the first tollgate in the proposal project. Once the com-

pressor selection has been issued by the San Diego team, the driver is known, and the proposal

process can continue.

Based on the compressor selection and its performance on the operating points, a surge analysis has

to be performed. The compressor selection file is therefore sent to another team in San Diego, who is

taking care of the anti-surge analysis and provides the sizing of the anti-surge valve (and, if neces-

sary, the fast stop valve). These results are the basis of and request for quotation sent to Mokveld, a

well known valve manufacturer.

As noticed hereinabove, the PAE shall recognize all the requests and translate them in Solar proce-

dures.

This is for example the case for customer services related items. The tender can include a request for

on-site technical training, spare parts and tooling, maintenance contracts or commissioning. All those

services are provided by Solar, but have to be quoted for each project. Therefore, the PAE has to fill

and send Request For Quotation (RFQ) forms to the appropriate person (for example, the training is

quoted from Dublin, the parts and tooling from San Diego, and the commissioning from the district

manager customer service). Inputs are the type of machines, the dates, the location and the accurate

description of the request (e.g. for the spare parts: start up and commissioning parts, 2 years con-

sumable, capital spare parts,…).

The PAE gathers all the quotes and includes the description of the supply in his proposal and the

price in the pricing build up sheet. Depending on the requests stated in the tender, a comprehensive

spare parts and tooling list has to be added to the proposal. An RFQ form has also to be filled and

sent to San Diego, where the list is made starting from the ACS selection. Some customers requests

none Solar standard warranties. Especially for expanded scope projects, the warranty has to be ex-

pended (installation will also be covered by the warranty) and extended (a longer warranty time after

on site delivery or completion of work). Those specific warranties represent business risks for Solar,

Christophe Huth


and therefore have a cost. The expended and extended warranty has also to be requested from San

Diego.

San Diego is supplying standard, pre-engineered equipment, including the turbine and the compres-

sor on their skids, the on-skid enclosure and the ancillaries. Especially the ancillaries don’t fulfill the

customer noise requirements. The tender also includes some detailed requirements regarding the oil

cooler, the gas cooler, seal gas supply, off-skid enclosure, Waste heat recovery units…. In the case of

an expanded supply project, Solar has to take care of the installation of all the compressor units in-

cluding installation and commissioning. For all those items, Construction Service has to provide a

quotation. After reading of the tender, the PAE gets in touch with construction service to determine

the European part of the supply.

Once all the requests for quotation are sent, the actual equipment selection can be started. This se-

lection in Phoenix or in PDSWin is based on the specifications of the tender.

First, the basic selection is performed:

1. Type of package: compressor set/generator set/mechanical drive, engine, dual fuel, SoLoNOX

CENELEC or NEC package requirements, voltage (3-Phase and single phase)

2. Lube oil system: engine driven or AC lube oil pump, type of oil, lube oil cooler size,…

3. Compressor: package architecture (direct drive or gearbox, single/tandem compressor…),

type of compressor, compressor staging, seal gas system,…

4. Compressor control: anti-surge valve, type of process control (flow, pressure…)

5. Gearbox: speed increaser/decreaser, ratio,…

6. Control system: on/offskid control, communication interface, printer, remote desktop, lan-

guage,…

7. Quality: certifications (e.g. CE Mark), language of the Operator Maintenance and Interface

manual, number of OMI hard/soft copies, customer degree of observance,…

8. Inlet system: filter, silencer, ducting, material…

9. Exhaust system: silencer, ducting, material…

10. Enclosure: driver/full enclosure, ventilation, material, fire and gas detection and extinguish-

ing system…

As stated hereinbefore, the selection is based on the specifications exposed in the tender. The gen-

eral items of every project are covered by that selection. Customer specific requests can be handled

through so-called custom-features. These customizing items are created to respond to specific de-

mands and can therefore be project specific. The custom features are classified in a database and can

be found through a word search are after review with the engineers in San Diego. If none of the ex-

isting custom feature covers the request, the custom feature can be created and added to the ACS

selection by either the PAE or the engineering team in San Diego. Each custom feature includes a

description of the purpose and a price.

Christophe Huth


The European projects are thoroughly customized. Therefore, the number of custom feature to add

to the basic selection can include more than 20 items. The toughest part of the PAE-job is to recog-

nize the special request of the customer in the request and to find/create the appropriate custom

feature.

The ACS is a living document. In fact, its purpose is not only to calculate the price, but also to de-

scribe what has been agreed upon the booking. The engineering and the production of the package is

based on this document and it should therefore be as accurate as possible to avoid issues during the

execution of the project.

Christophe Huth


4. THE PAE TOOLS

A PAE has the access to several tools in order to generate the proposal and to answer the questions

of the customer. The none exhaustive list below describes some of them.

4 . 1 P h o e n i x

Phoenix is a proposal generation tool. The software has been implemented in order to simplify the

creation of the proposal. The offered equipment is selected in a tabs and drop list interface. The se-

lection is controlled in order to avoid unbuildable configurations. The standard documentation (his-

tory, references, description of the equipment, API comments,…) are included in the tool. They just

need to be selected. Additional information, like performance curves, API datasheets, training and

spare parts description, can be easily uploaded. The output of the software is the technical proposal,

with all the wording, the scope of supply, performances values and curves, etc… in a unique PDF fill

ready to be sent to the customer. The selection is exportable to PDSWin.

Illustration 14: Phoenix

4 . 2 P D S W i n

However PDSWin is used by the PAE in order to create the selection of the scope of supply, reducing

this tool to this function is a mistake. In fact, the selection done by the PAE will be used from the

creation of the proposal till the shipment of the built equipment from all the technical departments

of Solar. Indeed, the ACS (name given to the equipment selection) is the ID of the supply, like a guide-

line for every step in the manufacturing. PDSWin contains also the prices for the different items that

Christophe Huth


can be selected. The price building spreadsheet, Utility list generation and the API datasheet builder

are fed by PDSWin. An important issue is that the selection isn’t applying rules to check the selection.

Therefore, the selection must be performed thoroughly.

Illustration 15: PDSWin

4 . 3 F A S T E

FASTE is the turbine performance prediction tool. Based on measured performance values, correc-

tions are applied to adapt the known values to the project application. Inputs are:

Type of turbine (product family, 1 or 2 shaft, SoLoNOx, type of fuel)

Gas composition

Ambient Temperature, Relative Humidity, Site Elevation,

Inlet and Exhaust losses,

Gearbox losses,

Operating point,

The outputs are the predicted performance of the turbine running according to the site conditions,

the process and the gas composition. Those performances are:

Heat input

Fuel consumption. This value is calculated from the heat input and the gas fuel composition.

Christophe Huth


Exhaust temperature. This value is important if the exhaust system includes a waste heat re-

covery unit.

Efficiency

Output power

Turbine Speed

Load

FASTE analyses are often performed to answer questions coming from the customer.

4 . 4 G a s C o m p

This tool is a little PAE “helper” in order to get a first compressor selection for a compressor set. The

inputs of this Excel sheet are:

Gas inlet temperature

Gas inlet pressure

Standard flow

Gas Outlet pressure

Isentropique efficiency

Gas composition. The gas composition is needed to convert the standard flow into the actual

flow for a given temperature.

Solar’s compressors cover a large range of flow and head. The input described above results in an

operating point, which is placed on a head vs flow diagram. The compressor operating areas are also

plotted on this graph, so that the operating point can be matched with the best compressor. As

stated above, this tool is only a first approach of the compressor selection. In fact, a so called system

analyst group is taking care of the compressor selection with a more comprehensive tool, named

GCASE, which allows the accurate design selection with for example Redlich-Kwong approaches. The

compressor selection output includes also the driver selection.

4 . 5 W i n d c h i l l

Windchill is a large database. All the drawings, CAD parts, procedures, technical documentation, cus-

tom features,… are centralized in this PTC software. The PAE mainly uses this tool to access to the

drawings and the custom features.

Christophe Huth


Illustration 16: Windchill

4 . 6 G a s F u e l S u i t a b i l i t y

The purpose of this tool is to check the gas composition provided by the customer. This composition

is put in the software. The values for each component are compared to set values included in tool.

Following values are important to check the gas suitability:

Content in methane: the turbines are designed to run with high methane content gas.

Content in hydrogen: this gas has a high “Lower Heating Value” that could lead to higher

combustion temperatures.

Content in sulfur.

Water content.

The gas composition is compared to Solar’s requirements for fuel. If the water or the sulfur concen-

tration is above the prescribed limit, the tool informs the PAE that a Special Engineering Request has

to be launched, that means that the standard design of turbine has to be changed to allow the run-

ning with this fuel. Another purpose of this tool is to provide the gas fuel supply temperature versus

the gas pressure. This information is important to assure that the gas fuel will never reach the gas

dew point and the water dew point. If water is present in the gas fuel, it shall be gaseous in order to

prevent the formation of acid when associated with sulfur. These curves are included in the proposal

to inform the customer how the fuel must be supplied.

Christophe Huth


4 . 7 S k i d e d g e p r e s s u r e

This tool provides curves that are included in the proposal. Those curves are gas fuel flow pressure

and versus gas fuel supply temperature. Those data’s are necessary to assure the correct fuel supply

in the combustion chamber in order to control the burning of the fuel, and therefore to assure the

power output of the turbine.

4 . 8 A P I d a t a s h e e t b u i l d e r

Commonly, API 616 and 617 data sheets are included in the tender. These data sheets summarize all

the characteristics the gas turbine (API 616) and the gas compressor (API617) shall possess. In the API

616, following information can be found:

Site conditions

Fuel composition

Materials

Bearing type

Control system

Type of instrumentation (e.g. for the vibration analysis)

…

Regarding the gas compressor, following information are provided:

Site conditions

Description of the operating points

Process gas composition

Material

Type of sealing

…

The turbine and gas compressor selection is based on those data sheets. Solar provides filled API data

sheets to the customer with the characteristic of the offered equipment. Those sheets are not filled

by hand. The API Datasheet builder is a tool to build the API documents. It’s linked to the ACS selec-

tion in PDSWin and builds by its own the data sheets with the characteristic of the chosen equip-

ment.

4 . 9 U t i l i t y l i s t g e n e r a t i o n

The utility list summarizes the utilities the customer has to provide for allowing the turbine to run.

Those utilities are:

Christophe Huth


Electrical power,

Lube oil (type, requirements),

Oil cooler flow and outlet temperature,

Water (for the engine cleaning system),

Instrument air (for the valve actuators),

The tool is also linked to the PDSWin selection. Depending on the turbine, the chosen features and

the ambient conditions, the utility list is built based on the ACS selection.

4 . 1 0 P r i c i n g b u i l d u p s h e e t

The pricing build up sheet is the base document for the commercial part of the proposal. The PDSWin

configuration pricing is imported in the Excel work sheet. Other prices need a manual input, such as

the freight, training, spare parts, tooling, and construction service costs. The finished price build up

sheet is communicated to the sales engineer. It’s his base document for preparing the final price of

the proposal, with all the discounts approved by the sales manager and the executive management.

4 . 1 1 T h e P A E w e b s i t e

The PAE website includes references to numerous documents and technical information the PAE has

to look at not only for the preparation of a technical proposal, but also to answer customer ques-

tions. Product Information Letters are available with information regarding Solar products, and can

be shared with the customer. Product Information Bulletins provide technical information and Solar

practice for internal use.

The PAE website also links to all the PAE tools, and is therefore a main tool.

Christophe Huth


Illustration 17: PAE website

4 . 1 2 T h e p h o n e a n d t h e e m a i l - s e r v i c e

Both communication means are necessary for the PAE. The communication with people all over the

world is an important aspect of the daily business.

Christophe Huth


5. MY ACTUAL WORK

5 . 1 D e s c r i p t i o n o f t h e p r o j e c t s :

5.1.1 GASUNIE Deutschland 1 (DE1)

This project was the first one I’ve been assigned to. The tender was the first specifications I’ve read.

Some background is needed to understand the project.

GASUNIE is the biggest Dutch gas transport network operator (15,000 km). The state own company

was founded in 1963. The company bought in 2005 the transport network from the German BEB

Erdgas und Erdoel GmbH (3,200 km). The illustration hereinafter shows the pipeline network of

GASUNIE Deutschland. The pipelines are located in the North-West part of Germany.

Illustration 18: Gasunie Deutschland network (source: www.gasunie.de)

GASUNIE Deutschland and the Dansk energy companies have agreed the supply of gas to Denmark

starting from 2013. To comply with this contract, GASUNIE has to improve its transport capacity. To

achieve this goal, GASUNIE has chosen the German engineering company ILF to design a new com-

pressor station in Schleswig Holstein.

Christophe Huth


GASUNIE and ILF issued mid March a tender for the providing of the turbo-compressor units. The

supply includes three units with a total installed power of 18 MW. The expanded scope project in-

cludes an important balance of plant supply.

5.1.2 GASUNIE Deutschland 2 (DE2)

The second GASUNIE Deutschland project was related to the refurbishment of an existing station

located close to the Dutch border. The station is equipped with two turbo-compressor units installed

in an unique compressor building. During normal operation, only one unit is running, but in case of

maintenance operations on one unit, the whole station must be shut down. GASUNIE has contracted

the German engineering company IBB for the project.

The tender issued mid of June includes the supply of an additional turbo-compressor unit to be in-

stalled outside. The unit shall be similar to the GASUNIE Deutschland 1 units. That means an impor-

tant balance of plant supply including an off-skid enclosure. As an option, the proposal shall include

the replacement of one existing unit, as first alternative only the turbine, as second alternative the

complete package. The second existing unit will be removed. This project is also an expanded scope

project.

5.1.3 GRT Gaz France

GRT Gaz is the main French gas network operator. The company belongs to the state owned GDF-

Suez.

The project comprises the furniture of two 12 MW turbo-compressor units for a transport applica-

tion. The station shall be located close to an existing station and gas storage close to the French capi-

tal. Like both Gasunie projects mentioned above, the tender describes a expanded scope project.

Christophe Huth


Illustration 19: GRT Gaz network (source: www.grtgaz.com)

5.1.4 TouatGaz

The Touat Gasfield is the biggest Gasfield in Algeria. A French engineering company is in charge of a

feed study to determine the feasibility of the installation. Solar only proposes generator sets for the

power supply needed to run the production. The tender included a lot of specifications. But at this

stage of the project, the review of those specifications is not a priority. Therefore, I prepared the

proposal based on Solar’s standard supply. Through our proposal, we sent to the customer informa-

tion he needs to build his project (capabilities of Solar’s supply, budget costs…). The customer speci-

fications will only be review in detail when the actual EPC is awarded, and the project is close to

booking.

5.1.5 Dowletabad

Dowletabad is a Turkmen gasfield located close to the Iran border. Solar had to prepare a compres-

sor set firm proposal for a Czech EPC. The final engineer hadn’t been awarded at this stage of the

project. The equipment selection was only based on the operating points and the gas composition.

The customer didn’t issue a tender with specifications. Therefore, the proposal offered only standard

Christophe Huth


features. The EPC came back after the analysis of our proposal with some technical questions I had to

answer to.

5.1.6 E.ON Storage

E.ON is one of the four biggest energy providers in Germany (with ENBW, RWE and Vattenfall) and

owns a large part of the German gas network. The company is planning a gas storage and performs

therefore a feed study regarding the installation. Solar’s scope of supply would include compressor

sets to boost the gas back into the pipeline after removing of the storage. Solar had to provide a

budget proposal regarding compressor sets driven by an electric motor.

5.1.7 TIGF

TIGF is belonging to the TOTAL Company. This customer is the only European onshore user of Solar

EMD packages. To increase the amount of transported gas, the company is aiming to add an electric-

al motor driven compressor set to an existing station. A feed study is performed. Therefore, Solar had

to send a budget proposal to the customer.

5.1.8 OMV

OMV is the biggest Austrian gas and oil company. The new project has been issued to replace two

existing compressor sets driven by turbines by two electric motor driven compressor sets. This

project is also an expanded scope project.

Christophe Huth


5 . 2 M y a c t u a l w o r k

When I came beginning of February to Solar, I was fully unaware of the company and its business. I

had some poor knowledge on gas turbines and compressors. So my first duty in my position of intern

was to meet all my new colleagues and to learn as much as possible about the theory of gas turbines

and compressors. The next step was the gathering of as much information as possible about Solar’s

products. The most difficult point is to recognize what is included in the standard scope of supply,

and what isn’t.

Additional to this, I attended trainings about vibration monitoring, generator controls, compressors,

finance, etc with the project operation team. I also worked a couple of days in the overhaul shop and

the test cell in Gosselies in order to give a practical base to my basic theoretical knowledge.

Illustration 20: Different knowledge improvement

5.2.1 Gasunie Deutschland 1

After less than one month of reading documents, I was assigned to the GASUNIE Deutschland 1

project. At that time, the tender has been issued. The main PAE explained me the history of this

project, and I started to read through the specifications, which included more than 200 pages.

1.2.1.5 Codes & Standards Comments

For this first step of the proposal, I was in charge of the comments regarding the codes and standards

mentioned in the tender documents. Comment means a Solar statement if the company comply with

the requested text or not. I first created a summary list with all the requested codes and standards. I

could comment some of them by taking reference to previous German projects. But most of the

standards weren’t commented yet. Therefore, I had to get in touch with the certification group based

in San Diego. The employees of this team are specialized in reviewing codes and standards. They

could answer some of my questions, or they gave me contacts within Solar engineering.

The most important issue was the fact that Solar is a US-based manufacturer. But the German cus-

tomer referred to German and European standards. Maybe the differences between the codes and

standards across the Ocean aren’t important, but nobody has the time to review each specific text. I

did it regarding some specific codes and standards. For sure, Solar’s equipment is designed to comply

with European and local law. The large number of operating units in Germany proves it.

Technical Knowledge

•Turbine and compressor basics

•Work in overhaul shop and test cell.

•Attend technical trainings

•Follow Solar on-line training

PAE Knowledge

•Solar's products

•PAE tools

•PAE tasks

•Interfaces

•Templates

•Proposal preparation

•Clarification meetings

Construction Service Knowledge

•Scope of supply of Construction Service

•Preparing RFQ and clarifiying

Commercial/other Knowledge

•Networking

•Communication skills

•Language skills

•Financial and commercial considerations

•Attend legal and financial training

Christophe Huth


The result of those efforts was gathered in the above-mentioned list, which could be added to Solar’s

list of deviations and exceptions in the proposal.

2.2.1.5 Preparing Typical Drawings

The customer always requests actual drawings of the quoted equipment, with all the customization

and specific designed items showed. The vendor has not the time and the resources to issue project

specific drawings with the proposal. It would represent a huge cost and workload impact. Further-

more, the equipment selection isn’t frozen until the sending of the technical proposal. A compromise

has been figured out to illustrate as accurate as possible Solar’s offered equipment. Drawings of rea-

lized projects are included in the proposal. These documents can be found in Solar’s drawing data-

base (Windchill). The first duty is to determine a project that could match as much as possible (e.g.

turbine type, compressor, off/on-skid control, starting system, ancillaries, fuel type,…). The furnished

drawings are either mechanical drawings, with 2D and isometric representation of the package, or

so-called P&IDs (process and instrument diagrams).

I’ve gathered drawings regarding the above-mentioned project. The list of existing projects only per-

mits to specify the diver and the driven equipment. The drawings must be found in those projects by

checking each project drawings. The project numbers and customer had to be erased and the note

“as a reference only” had to be added on each drawing. This sentence protects Solar from customer

who doesn’t realize that shown drawings aren’t the project specific ones.

Illustration 21: Typical mechanical drawing

3.2.1.5 Preparing the spare parts and tooling list

Those specific items are quoted from San Diego. A request for quotation form has to be filled by the

PAE. The answer is including a comprehensive priced list off all the spare parts and tools that could

Christophe Huth


be ordered. Depending on the strategy to offer or not a Long Term Maintenance and Service agree-

ment, the prices had to be deleted and/or converted one by one from US-Dollars into Euros.

The exchange rate is fixed for the whole duration of the project by the finance department.

4.2.1.5 Filling customer schedule of rates lists

The tender included some documents to fill by the bidder. Especially, GASUNIE requested a schedule

of rates for field service and rates for engineering employees in case of a change in order after the

contract signing. To get the first information, I had to contact the District Service Manager (DSM) for

the Region, based in Gosselies. The Lead of Custom Service Operations also based in the Belgian facil-

ity gave me the second values.

Those documents were also included in the proposal.

5.2.1.5 Operating costs and maintenance schedule

The customer also added to his tender an Excel sheet. Solar had to fill the number of operating units,

the power, the electrical consumption, the fuel consumption and the CO2 emission for each specified

operating point. Based on the compressor and engine selection, I ran FASTE performance prediction

analysis to get both last values. In fact, the compressor selection performed by the System Analysis

group in San Diego only specifies the driver speed and power needed for the compressor to achieve

the requested operating point.

The OPEX cost calculation sheet also included a maintenance schedule to be filled by the bidder. I

had to get in touch with the DSM to gather this information, including the yearly costs.

Christophe Huth


Illustration 22: OPEX costs

FASTE Performance/Consumption prediction based on selected driver, customer operating

points and ambient conditions

Data provided by Solar Engineering information

Customer Service Field Service

6.2.1.5 Preparing the technical proposal document

I assisted the assigned PAE in order to format the 311 pages document. The customer requested a

certain way to do the proposal. Therefore, the proposal generation tool couldn’t be used and all the

documents and information had to be put together in one unique document.

My work on the first step of this inquiry ended with the sending of the proposal to the customer for

reviewing.

Four weeks after submitting of the proposal, a clarification meeting in the EPC premises in München

has been scheduled. The week before, a bid clarification form was sent to the competitors with ques-

tions regarding the offer. I answered the questions concerning the codes and standards.

The clarification meeting last 2 days and was split in a technical part with the project engineers from

the final customer and the EPC, and a commercial meeting with the GASUNIE and ILF purchaser and

the lawyer. I attended the technical meeting together with the Project Operation Manager, the PAE

and the Electrical Engineer from Construction Service. The Sales Engineer and our lawyer took part to

the commercial/legal part of the meeting.

Operating Expenses (OPEX)

Operation Costs

Fuel consumptionElectrical

consumptionCO2 emissions

Maintenance cost

maintance schedule

labour costs

material costs

downtime

Christophe Huth


After this meeting, some points could be cleared and the equipment selection has to be slightly

changed. A revised offer had to be sent the week after. I reviewed the OPEX cost calculation and

helped the PAE for the preparation of the proposal revision.

5.2.2 Dowletabad

As stated hereinbefore, the Turkmen project didn’t include specifications to be reviewed. Due to this

fact, the project was a good approach for me to create my own, first technical proposal on Phoenix.

Indeed, there were no specifications to comment and custom feature to add. I selected the equip-

ment to fit the API 616 datasheet. Furthermore, I had to request a freight quotation for Turkmenis-

tan, which was not so easy due to the fact that the location name was not clear because there is a

region in Iran that has the same name. Furthermore, Solar hasn’t any subsidiary in this country.

Therefore, the asked delivery terms couldn’t be applied and I’d to clarify with our freight group and

the sales engineer. To complete the proposal, I added through the Phoenix interface documents like

the compressor performance, turbine performance at different ambient conditions, the generated

API 616 and 617 datasheets, typical drawings.

I requested the spare parts and tooling list like for the Gasunie DE1 project, an included it in the pro-

posal. I prepared together with the main PAE the pricing build up sheet to obtain the price of the

selected equipment.

Two weeks after the proposal sending, the EPC sent some questions I had to answer. Therefore, I was

in touch with engineers in San Diego regarding some cold ambient requirements and I also searched

some information in drawings. The clarification questionnaire included the price of some applicable

custom feature and could be sent back to the customer.

5.2.3 GRT Gaz Beynes

Like the German projects, the BOP part of this tender was very important. I covered this proposal as

part of construction service. The expanded scope project includes the supply of an offskid noise at-

tenuation enclosure for outside installation, the ancillaries, gas cooler, oil cooler, fire and gas detec-

tion and suppression s system, seal gas booster and heater, interconnect piping and cabling (that

means the piping and cabling between equipment supplied by Solar), the installation and commis-

sioning. The price for the BOP is needed by the PAE for his technical and commercial offer. Therefore,

he addresses an internal request to construction service. I assisted the project manager who has

been assigned to this proposal.

The first task is to read the tender document and to clarify with the PAE and the Sales Engineer Con-

struction Service scope of supply. Afterwards, I prepared the request for quotation regarding the oil

and the gas cooler. Those requests were not only based on the specifications and information pro-

vided by the customer, especially regarding the gas cooler (applicable standards, material, type of

cooler, allowed gas temperature and ambient temperature) but also on requests done for previous

projects. Furthermore, some information about Solar equipment were also necessary for the redac-

tion of the requests, for example, the lube oil temperature and flow, the gas output temperature…

Christophe Huth


Illustration 23: Example of a gas cooler

I calculated the chimney height based on a French code. The height is function of the outlet tempera-

ture and the exhaust gas flow. I verified the fact that the heat loses through the chimney is negligible

due to the insulation, and could confirm the exhaust stack height.

Based on the customer specification, and on previous projects, I wrote the requests for quotation for

the oil cooler and for the gas cooler. It includes a general description of the supply, the technical

characteristics (material, performance…), requirements regarding codes and standards and delivery

terms.

Between the request for quotation date and the supplier offer date, I had to answer some questions

coming from suppliers regarding the equipment.

After receiving the quotations, the offers had to be checked if they comply with the request, and

compared regarding the performance and the price.

Additional to both oil cooler and gas cooler, I compared offers regarding the enclosure for the

GASUNIE Deutschland project.

I’ve also been in touch with a supplier regarding a quotation for strainers. It took a lot of time, and

phone calls, to finally get the price.

As temporary member of construction service, I could attend some meetings. For example, the GRT

Gaz project had, as stated before, stringent noise requirements. To assure our compliance, construc-

tion service requested help from a noise consultant, who worked out the detailed noise require-

ments for BOP equipment.

I met also a supplier who did offers regarding the enclosure and ancillary for both GASUNIE and GRT

Gaz projects. Together with the project manager, we went through the specifications. I’ve learned a

lot during this meet because the supplier has performed several projects with Solar.

Christophe Huth


Like I stated hereinbefore, each customer is different. GRT Gaz scheduled a pre-clarification meeting

some weeks before the bid submission date. The purpose of this half-day meeting was to present

Solar the project and to answer raised questions.

My final task was to prepare the technical description of the Construction Service scope of Supply.

This document is included by the PAE in his technical proposal.

5.2.4 Touat Gaz

As described before, this proposal had to be submitted to an engineering company in charge of a

feed study. The project is in an early phase of its definition. But the engineering company already

included in its tender a lot of specifications. Solar’s strategy was to focus the proposal on the main

specification and to quote the most standard generator set equipment selection. I reviewed briefly

the other specification and read the main one in order to pick up the requests. After this review, I

prepared the ACS selection in Phoenix and included all the specific documents in the proposal (Con-

struction Service scope of supply, API datasheet, drawings, performance). I also requested quotation

for spare parts.

A supplier provides the generators. I had to send a filed request for quotation to the sales engineer

of the supplier. I picked the information in the specification. I also added to my RFQ the documents

of the tender regarding the generator. The supplier had some comments on those specifications, and

I added them to my proposal with the supplier datasheet.

The really new task for me in this proposal was to comment all the customer documents. Indeed, the

bidder complies with the specifications written in all the tender transmittal, unless he specifies it

clearly in his deviations. Due to the strategy of “standard offer versus customer specifications”, all

the documents had to be commented. Especially the main specification had to be comment item by

item. With the help of the PAE, I could create this list of deviations that states what our offered in-

cludes, and what exceptions/deviations Solar is taking.

5.2.5 Gasunie Deutschland 2

This project is based on the Gasunie DE1 tender. All the deviations and clarifications raised in the first

project were still valid. Only few deviations and new operating points were added in the new issued

tender. The great difference between both projects is that the second station already exists. Due to

new emission regulations, the existing units provided nearly 40 years ago from a competitor, shall be

removed. The two existing units are running in a 1+1 mode. That means that one unit is running

when the other one is a backup. Both units are installed in a same building. Therefore, the entire

station must be shut down if maintenance on one unit is necessary. To improve de availability of the

station, one new unit will be installed in a new building, whereas another package installed inside the

existing building will replace both old machines. The first one is a copy paste of the Gasunie DE1

project. The second one is more interesting. Indeed, two options are possible: only the turbine is

replaced and one compressor is kept or a complete package is installed. A site survey allowed making

us an opinion of the possibility to keep the compressor in place.

I attended the site survey together with the sales engineer, the main PAE, and the project manager

from Construction Service. The project team of GASUNIE and IBB were also present. Some clarifica-

tions rose during this survey, including changes to add to our proposal.

Christophe Huth


I gathered information about the existing units in the tender to send them to our system analysis

group. I also requested spare parts and tools quotation, training quotation, expanded/extended war-

ranty, a lump-sum commissioning and a freight quotation. I sent also the anti surge valve sizing re-

quest. Furthermore, I was in touch with the strainer supplier and the anti-surge valve supplier to get

their quotations. I also cleared with construction service the BOP scope of supply.

5.2.6 E.ON Storage

The scope of supply included electric motor driven compressors like stated in the presentation of the

project. E.ON sent this request in order to prepare the tender for the firm proposal. The sales engi-

neer already prepared a budget proposal for a turbine driven compressor set. As the EMD is a very

specific product, with supplied electrical motors, the preparation of the budget proposal for such a

product needs more work. In fact, the selection has to be done in PDSWin in an EMD specific ACS.

Furthermore, the price for the electric motor has to be requested. The EMD-project coordinator in

the PAE group helped me to prepare the budget proposal for this non-standard product.

A specific document has to be filled to prepare the request for quotation. The motor type and power

has to be filled in. Furthermore, all the operating points have to be checked regarding the torque

reserve. In fact, the compressor selection provided by San Diego describes the power and the rotat-

ing speed of the compressor for every point. In some cases, when the speed is too high, the motor

has not enough torque to drive the compressor. A more powerful motor is needed in this case.

Once the document filled, I could send the request to our French electric motor supplier. The electric

motor supply includes also the transformer, the VFD (frequency converter), the water to air cooler

for the motor and the VFD. After receiving the motor quote, I could determine the total price in the

price build up sheet, including the ACS selection and the supplier price.

5.2.7 TIGF

Solar has already sold turbine driven and electric motor driven compressor sets to this company.

TIGF wants to increase the number of installed units and asked therefore a budget proposal for an

additional electric motor driven compressor set. For my second EMD budget proposal, I searched the

ACS selection of the sold project and I based the new one on it. Furthermore, I had to request a quo-

tation for the electrical motor. I couldn’t use the one done before for E.ON. In fact, the power was

lower, and the motor was air and not water-cooled.

5.2.8 OMV

A firm proposal for EMDs is always a more complex task. If this project is like the German one an

expanded scope project, the preparation of the firm proposal is much more difficult. I’ve been as-

signed to this project to take care of the EMD part of the supply.

A request for quotation had to be sent to our EMD supplier. The OMV is a complex firm proposal

with customer specifications. I had to clarify the scope of supply of the supplier. Three commercial

and technical offers were necessary to clarify the supply. The limit of the scope had to be settled in

internally and communicated to the supplier.

Christophe Huth


I helped the junior PAE on this proposal. We prepared together the full firm proposal under the su-

pervision of EMD coordinator in Gosselies.

Illustration 24: Request quotations from supplier

5 . 3 R e s u m e o f m y w o r k

When I started in February, I only knew that Solar is an American turbine manufacturer. During the

first three weeks, I’ve met the employees based in Gosselies, especially the PAEs. I spent all this time

to read documentation, not only fundamental about turbines and compressors, but also Solar specif-

ic documents about the products. I learned to use the software tools I needed later, I also spent time

in the test cell in order to learn how a turbine is run and in the shop to learn what a turbine and a

compressor is made of.

After the three first weeks, I read my first specifications for the German project. So I could recognize

what specifications are, and what information they include. Working on the codes and standards

permitted me to react with other groups in San Diego and also improved my knowledge of what So-

lar is offering.

The Dowletabad and the Touat Gaz proposal where my first technical proposals I’ve done by myself. I

could apply the tools I’ve learned to use on “easy projects”.

The GRT Gaz projects was interesting because both the fact that it was another expanded scope

project and because I could prepare some parts of the technical BOP proposal. So I could widen my

knowledge and learn more about a crucial part of this type of projects: the BOP. My understanding of

the tenders was therefore higher after this task.

The EMD budget proposals introduced me to this technology and the special requirements for this

type of supply.

Send request to supplier

Follow the request

Review offer and compare

to specifications

Clarify open points with

supplier

Christophe Huth


The OMV project was a great opportunity to work on a firm proposal for EMDs. I was in charge of the

electric motor supply. I was involved in this other expanded scope project.

The more my knowledge about Solar’s supply and customer specifications grew, the more important

was my implication in the different proposals.

After two and a half month working on the Gasunie DE1 and the GRT Gaz project, I was able to pre-

pare “standard” technical proposal including the technical clarifications, the request of all the quotes

(customer service, construction service, external supplier…), comments, equipment selection, prepa-

ration of the price and after submission of the proposal, clarifications.

The GASUNIE projects very important project for my end of study internship. I followed the projects

from the beginning of my internship till the end. In fact, the Gasunie DE1 project was my first contact

with Solar’s business. Furthermore, the complex nature of the project was a perfect example of what

a PAE can face during his work. I assisted the PAE on the preparation of this “huge” proposal and

took care of some parts of it. After submitting the proposal, I answered some questions and I could

attend a first clarification meeting. I also worked on the Gasunie DE2 project from the beginning of

the proposal process till the issuing of the proposal. The added value of this project was a site visit to

the existing station.

Christophe Huth


Illustration 25: Different projects I’ve worked on

GASUNIE

DE 1

•Reading specifications of complex project

•Comment Codes and Standards

•Prepare some sections of the proposal (drawings, OPEX costs...)

•Attend clarification meeting

Dowletabad

•Prepare full firm proposal

•Answer Customer Clarifications

GRT

•Review customer specification

•RFQ for Construction Service scope of supply: lube oil cooler and gas cooler

•Review offers, answer supplier questions

•Prepare technical description to add to the proposal

Touat Gaz

•Prepare full firm proposal

•Comment Customer specifications and Solar offer

EON

•RFQ for EMD including clarifications

•Prepare budget proposal

TIGF

•RFQ for EMD including clarifications

•Prepare budget proposal

GASUNIE

DE 2

•Start proposal process for firm proposal (complex project): request equipment selection, internql qnd external RFQ

•Attend site survey

•Equipment selection with PDSWin

•Preparation of some sections

OMV

•RFQ and clarifications EMD

•Prepare sections of the complete firm proposal

Christophe Huth


6. SUMMARY

As “junior PAE”, I followed an internal learning process to be able to perform the PAE job. The de-

scription of the projects in general and the proposal process in particular, does not match with the

reality. In fact, they seem to be straight forward projects, where one step follows the other. Projects

are never settled, neither on the customer side, nor on Solar’s side. The best examples are the Gasu-

nie DE projects. The tender was a clear and comprehensive document with accurate specifications.

After the clarification meeting, with discussions about the advantage of a more standard equipment

selection, a revised proposal with important changes had to be submitted. On Solar’s side, the

equipment selection has also changed in order to decrease the costs for the customer with respect of

the performance needs. Two month after the submission of the first proposal, the project has been

canceled. Another tender has been issued for the revamp of an existing station. By chance, the ten-

der has only been modified to comply with the new requests, but the engineering company and the

project team were different. During the site visit, scheduled one week before the bid date, the cus-

tomer notified us that the operating points have changed. A new equipment selection was necessary;

a part of the work already done for the proposal had to be done again. The PAE has no other choice

than to follow the changes. The bid due date can never be delayed!

If we were in a perfect world, requests for quotations and questions or clarifications would be sent

and the responses would came by time. But the business is not that perfect. Therefore, I had to con-

tact supplier located in Sweden, France, Germany... to get the quotes or information. The same was

necessary for internal processes. It’s a real challenge to follow by the same time the changes in the

project from the customer side and the different external and internal requests. It often happens

that the answer of a request is outdated due to changes.

A rough description of the PAE job, and also what I’ve learned to be, would be the following: the

project application engineer has one goal: take care of the technical part of a project during a pro-

posal process. Therefore, he has to understand the requests of the customer, to include them in So-

lar’s supply. Exchanges and requests of information are fundamental. He is also the main contact

person for the customer regarding technical questions, and also for Solar’s engineering teams to

understand the requests.

I’ve dealt during my end of study project with several internal and external interfaces. From the EMD

sales engineer, Solar’s sales engineer, external project application engineer from different compa-

nies, to discipline engineers in San Diego, project engineers/managers in Gosselies, customer service

people…

The PAE work on a project only ends after the award. If Solar wins, he is in charge of the booking and

the handover of the project to the assigned project manager. Due to my relatively short presence,

compared to the project duration, I couldn’t see the end of the proposals I’ve worked on.

However, project after project, I covered more and more parts of the preparation of a technical pro-

posal, and of the daily PAE business.

Christophe Huth


7. TABLE OF ILLUSTRATIONS

Illustration 1: Stainless Steel Manifold and Jet Engine Afterburner ....................................................... 7

Illustration 2: Solar turbines .................................................................................................................... 8

Illustration 3: Worldwide support center localization ............................................................................. 9

Illustration 4: Gas compressors ............................................................................................................. 10

Illustration 5: Turbine driven generator set ........................................................................................... 10

Illustration 6: European gas transportation network (source: www.dw-world.de) ............................... 11

Illustration 7: EMD ............................................................................................................................... 12

Illustration 8: Typical gas compression station layout (source: www.wintershall.com) ....................... 15

Illustration 9: Project Schedule ............................................................................................................. 16

Illustration 10: Equipment selection for compressor sets ...................................................................... 18

Illustration 11: PAE tasks for the preparation of a technical proposal .................................................. 23

Illustration 12: The PAE tasks ............................................................................................................... 24

Illustration 13: PAE interfaces .............................................................................................................. 25

Illustration 14: Phoenix ......................................................................................................................... 33

Illustration 15: PDSWin ........................................................................................................................ 34

Illustration 16: Windchill ...................................................................................................................... 36

Illustration 17: PAE website .................................................................................................................. 39

Illustration 18: Gasunie Deutschland network (source: www.gasunie.de) ............................................ 40

Illustration 19: GRT Gaz network (source: www.grtgaz.com) ............................................................. 42

Illustration 20: Different knowledge improvement ............................................................................... 44

Illustration 21: Typical mechanical drawing ......................................................................................... 45

Illustration 22: OPEX costs ................................................................................................................... 47

Illustration 23: Example of a gas cooler ................................................................................................ 49

Illustration 24: Request quotations from supplier ................................................................................. 52

Illustration 25: Different projects I’ve worked on ................................................................................. 54

Table 1: Gas turbines for generator set applications ............................................................................... 8

Table 2: Gas turbines for compressor sets ............................................................................................... 9

Christophe Huth


8. BIBLIOGRAPHY

Brun, Klaus and Rainer Kurz, Introduction to Gas Turbine Theory: An Overview of Fundamental

Concepts, second edition, Solar Turbines Inc.

Solar Turbines Internal Documents

www.solarturbines.com : website of the Solar Turbines Inc.

www.eon.com : website of the German energy service provider E.ON AG.

www.grtgaz.com : website of the French gas transmission network GRT Gaz, belonging to the GDF

Suez SA.

www.omv.com : website of the Austrian oil and gas group OMV AG.

www.gasunie.de : website of the German gas infrastructure and transportation company Gasunie

Deutschland GmbH & Co. KG, belonging to the N.V. Netherlandse Gasunie

www.wintershall.de : website of the biggest German Oil and Gas producer Wintershall Holding

GmbH, belonging to the German company BASF.

http://www.eon.com/

http://www.grtgaz.com/

http://www.omv.com/

http://www.gasunie.de/

http://www.wintershall.de/

Christophe Huth


9. ANNEXES

Budget Proposal for the E.ON Storage project

Solar Particular Specification for Natural Gas Coolers regarding the GRT Gaz project

Product Information Letter n°140