b're s id e nt \' sArti c l e Help Wanted: ALevel Playingfor All Field Theopinionsand positionsany contractor submitting acan be required for "Package A" quostated in this article are those oftation will have to put two pack - the submittal requirements. In the author, and not by the fact ofages into his quotation envelope.theory this is an excellent idea. In publication, necessarily that ofThe main reason for this is that itpractice thistsbidding subver the MRCA.gives the account the opportunityprocessbecauseofthe sheer T W.P. Hickman Sys to review the submittals, ensuringmagnitude ofvarious requirehethe tems, Inc.originallythat the bid is truly responsive,ments. There arelyof wasliteral pages incorporatedinMay,before reading what could be arequirements havingtheclear 1985. The president oflow price that only confuses theeffecteliminating competition. of Hickman was the national salesissue for the owner."Some of the more interesting rem co. the manager of Tfrom 1969- " It puts your client in anrequirements that come from 1985.Hickmanis a verygoodawkwardand forces theabove referenced document are as position One ofsales and marketing organization.specifier to assume responsibil fo ows: thellIthas good systems with goodity for asystem thatOCopy of specified $100,000 cornerstones fortoocheapermay products. One of the positive fea not be as good. If, on the otherIndemnification Policy coverhighlycontractor\'stoquotahaving atures from aview ishand, prioropening bid ing the specifiers for failure of profitable businesswhenarm thatit has problems, it takestion, Envelope A is opened andtheroof systemtopert care of them promptly. As adoes n contain a number ofaccording to specifications for result,ot forallthree hastheroofingcontractorandhisrequired items, then the accountaofyears, orletter period5a customers are wel Iied withcan feel free to declare the bid isfrom an officer ofMaterial satisf the been their abilitythe end product and itsincomplete and non-responsive.Supplier certifying his intent to longevity. to come up withAs has been previously notedTherefore, the prices are not readindemnify for the above speciinarticles, Tremco, Garlandinto the record, eliminating all offication. past innovative andand Hickman have the same roots.the above concerns."@Current independent laboraThey all h implemented veryThisdocumentgoesontotory test results for each produnique waysave similar str and methods fordetai13 variousitems, (withuctas aitute ategiesIproposedsubst to to eliminatesuccess. One of the cornerstonesnumerousadditionalrequ specifiedls.Testing for ire materiacompetition andforhavinga highlyprofitablements under several of those) thatproposed alternate materials business for all threehas beenmustbedatedwithin12 their ability to come up with inno thedue write proprietary ormonths ofbiddate and vative and unique ways to elimi is required only for proposed closed specs. Onenatecompetitionandw tesubstitute materials. rimethod for this,proprietary or closed specs.f$)ff the supplier isa whollyOne method for th is, that appears to beowned subsidiary, the parent that appears to bea Hickman original, is the"twocompany wilt be required to a Hickman original,envelope" ploy.issue the warranty. The two envelopes are to con oevidence of Submitexperience is the "twotain "A Package," which consistsand qualifications as listed in of the required submittal informa these specifications under the envelope" ploy tion, and "B Package," which isheading ofSupplier\'s .Material the actual bid or quote.From aQualifications. H document dated May 5,A)Be nationally recognized in the ickman rn. nd 1994, we lea the following:"rooting,waterproofing,a[discuss] the advantages to them industries. oisture survey customer ofthe dual sub B)lndemnit the rooting consulusingy mittalfor public bidtantthe amount of,(]{){) packagequo in$100tations. Basically, this means thatforattorney\'sfees,related Continuedpage 4 on'