EMAIL INTERVIEW - Al De Wachter & Ken Sinclair

Al De Wachter has worked in the Building Automation industry for over 30 years. He has held senior positions with Honeywell, Landis/Siemens and TransAlta Energy. He is the president of ICS (Independent Control Specialists Inc), where he has directed the development of advanced productivity software for Building Automation Contractors since 1990.

Al De Wachter, President, ICS (Independent Control Specialists Inc) 
www.ics-controls.com

What's new in Contractor Cost Estimating Software?

Sinclair: From our previous conversations, I was aware that ICS has been working on advanced estimating tools. Are you ready to make any announcements? (Ref: articles "Beyond the Technical Issues" and "BAS Cost Estimating Issues").

De Wachter: Yes, we are. As you know, our "Sales and Operations Cost Calculator or SOCC" estimating software is helping Controls Contractors assemble accurate and detailed system installation cost estimates. After nearly 4 years of development our new estimating and productivity platform is ready and general release is just around the corner. We are now getting ready to release the successor to our successful SOCC program: Concerto Suite©.

Sinclair: Would pencil and paper, or a spreadsheet, be sufficient for estimating?

De Wachter: In a very small or very simple business, it can be. In a business where there is a requirement for consistent estimates regardless of who performs the estimate, or where the business wants to grow and prosper, or where substantial risks can cause financial hardship, a rational and methodical system is best.

Sinclair: Most of our discussions have been about HVAC Controls. Does the new release address other building automation disciplines like Access Control, Security etc?

De Wachter: It's true that we have concentrated on BAS contracting. However even SOCC was designed to serve those other building automation aspects, and several of our customers use it for those disciplines. At the same time, ICS never provided any generic SOCC product databases other than for HVAC controls, and as a result we did not really target those other industries. With the release of Concerto however, we are responding to a strong request from many users: to create and maintain product databases for them, which frees them from that task. This opens up a new opportunity to help contractors in the Access, Security, Intelligent Building, and Integration business. It also offers a venue for product manufacturers to get their products in their customers' hands in a useful format that actually helps the contractors to be more effective and successful.

Sinclair: Why is the product database so important?

De Wachter: It's because the GIGO (garbage in, garbage out) principle applies. A weak database produces a weak estimate. Our databases are very richly equipped entities that contain much more than just a part number and list price. We support variable discounts, so each contractor can see and use his true net costs. We also populate the databases with over 100 attributes that include labor task factors, and we go far beyond that to include technical selection data for the devices. The result is that Concerto estimates can provide highly detailed breakouts to allow reviews and analysis that are unlike any other. If implemented correctly, a detailed database changes an accurate estimate into a more useful and informative estimate.

Sinclair: What are the benefits from SOCC's evolution into Concerto Suite?

De Wachter: In some ways it's more like a revolution than an evolution. This will be the third major estimating software package release for Facility Automation Contractors in our 12+ years of existence. And while we have other programs, Concerto Suite is undeniably our flagship. All the 'good things' in SOCC were retained. In addition all the lessons learned, all the feedback from hundreds of SOCC users, all the advantages of the latest technology have been distilled into Concerto Suite. So while SOCC remains a great tool, Concerto adds benefits that were not achievable with 1995 technology. And to serve small contractors and multi national corporations equally well, we will be releasing several versions of Concerto to tailor a solution to every high-tech contractor need.

Sinclair: Sounds nice; can you quote a few examples of new features?

De Wachter: The list is pretty long. What an estimator will notice and use to good advantage includes some things like: 

• The interface is easier to learn. All estimate elements are now available via drill-down methods, minimizing mouse clicks and maximizing an estimator's ability to adjust and review. Drag/drop is used even more than in SOCC. Pop-up menus assist in power features. Capacities have been increased everywhere. 

• SOCC could provide a PDF file to show a product data sheet. Concerto has up to four data sheets per product, so he can now choose to view Sales, Installation, Maintenance or General product data. 

• Valve sizing was enhanced to include close-off pressure as a selection criteria. 

• The ability to create true, searchable libraries of standard systems was added. 

• Areas and Systems can be temporarily de-activated to observe their effect on the total cost. 

• Electrical and Mechanical Subcontracts can now be entered by system as well as in a single lump sum. They can even be calculated based on a subcontractor's labor and profit rates. 

• The ability to copy complete systems from one estimate to another via drag/drop. 

• The ability to compare the difference between two estimates in detail so that, for instance, an as-sold project can be compared to the same project as-designed. 

• The ability to create and use multiple templates, which means that for example, in-town or out of town work can use different labor rates, overheads, etc. 

• The ability to produce "Client Presentation" reports that help him share an estimate's details with a client without breaking his company's confidentiality rules. 

• The ability to produce a "Schedule of values", properly weighted and with up-front mobilization costs set aside. 

• The ability to… 

Sinclair: … Hold it … that was more than just a "few" examples. I'd like to hear a bit more about those advanced features. Perhaps we can talk in more detail for next month's magazine.

De Wachter: It's a deal. By that time we will be in a position to discuss the full announcement, and provide contractors with all details and features. We will also be talking to product manufacturers and wholesalers about making their product databases available to contractors in the Concerto formats.

Sinclair: We'll talk more next month.

Next Month: Finally, announcing a productivity software tool that lets your estimates establish a foundation for growth and success.

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