CONFIDENTIAL
778
110000
MDHIAN 6183
CONFIDENTIAL
FM BTC HONG KONG TO IMMEDIATE DTI TELNO OTTER 235
OF 131135Z DECEMBER 91
AND TO IMMEDIATE ECGD
INFO IMMEDIATE F C 0, PEKING
175
HKB 182/3
#C1991
ca
MY TELNO OTTER 231: GORDON WU AND PROJECTS: SHAJIAO C POWER STATION
SUMMARY
1.
GEC ALSTHOM ARE WELL PLACED TO WIN THIS POUNDS STR 250 MILLION ORDER. A DECISION IS EXPECTED VERY SOON. ECGD SUPPORT WILL BE REQUIRED QUICKLY.
DETAIL
2. A DECISION ON THIS PROJECT IS IMMINENT. GEC ALSTHOM REPRESENTATIVES HAVE BEEN TO SEE ME TODAY 13 DECEMBER. THEY FEARED THAT THE ORDER MAY BE SLIPPING AWAY IN FAVOUR OF MITSUBISHI. THEY SAID THAT MITSUBISHI HAD SUBMITTED A DELAYED BID WHICH UNDERCUT THEIR BID FOR TURBINES AND UNDERCUT BY AN EVEN WIDER MARGIN THE COMBINED BIDS OF THEMSELVES FOR THE TURBINES AND CE FOR THE BOILERS. THEY ASKED IF I COULD HELP.
3. I HAVE SUBSEQUENTLY HAD TWO MEETINGS WITH GORDON WU. AT THE SECOND I HAD JAMES AND KELLY OF GEC ALSTHOM WITH ME WHO WERE BROUGHT IN AFTER I HAD A SHORT SPELL ALONE WITH GORDON WU. THESE MEETINGS WENT VERY WELL AND GEC ALSTHOM I THINK HAVE NOW CONVINCED HOPEWELL THAT THEIR BID IS FAIR AND COMPETITIVE. AT GORDON WU'S SUGGESTION JAMES AND KELLY STAYED ON TO GO THROUGH THEIR BID AGAIN WITH HOPEWELL'S TECHNICAL PEOPLE.
4.
JAMES
MEANWHILE, A FAX FROM GUANGDONG'S POWER CORPORATION ASKED GEC ALSTHOM TO SUBMIT A FINAL PRICE IN GUANGZHOU BY MIDDAY TOMORROW 14 DECEMBER. AT THE SECOND MEETING WITH GORDON WU, HAD ALREADY SHAVED A LITTLE OFF THEIR PRICE. HE IS NOW AWAITING AUTHORITY FROM LONDON AND PARIS TO REDUCE IT A LITTLE FURTHER BEFORE TAKING A FINAL BID TO GUANGZHOU BY THE 14 DECEMBER DEADLINE. THE WILL WILL BE FOR GEC ALSTHOM TURBINES AND CE (OF THE USA, BUT PART OF ABB GROUP) BOILERS. THE VALUE TO GEC ALSTHOM
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CONFIDENTIAL
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