The leading part of the customer in construction feed compound a factory
(For those who the first time starts construction or reconstruction feed compound the enterprises or has not found time to draw conclusions from own experience)

In clause the theme which do not pay attention neither in the technical literature, nor in periodicals, but from comprehension of importance which success of any investment project depends is a determining role of the customer in construction and reconstruction of the enterprises feed compound the industries is discussed.

The analysis feed compound the factories constructed in Russia last years, shows, that cost of the import equipment is frequently overestimated. The supplier always wishes to sell the goods more dearly and results various reasons for a substantiation of the price. The customer by virtue of his impreparation cannot really estimate cost of the offered equipment. Cases when on the Russian market direct manufacturers of the equipment leave not, and trading firms intermediaries, which experts small knowledge on a complete set of the enterprise the equipment and experience of dialogue with the Russian organizations regulating import and operation of the equipment in territory of Russia are not rare have. These firms facilitate difficulties of language and administrative barriers, both to the supplier, and for the customer, but their presence in the market conducts to increase in cost of deliveries at 30-50 %.

Among intermediaries usually there are no the experts well understanding the requirements to forages and the importance of those or other technological units and features of machines, necessary for manufacture of that production and that quality which is necessary for the customer. Taking into account, that the level of preparation of commercial representatives is frequently comparable and, seldom exceeds those on the part of the customer in this case dialogue goes at a level of emotional belief by which it is necessary to measure, to reflect in the contract. Quality of forages, power consumption of manufacture and productivity of a factory are measured only by figures which in this situation any party cannot prove. Sometimes not the most favourable contracts consist on interest of the persons, influencing decision-making. In the result, the constructed factories, not always reach the steady declared productivity or declared western engineering the company of quality feed compound production. Investors, participating in construction of a factory, and, especially, after end of works and the beginning of operation of a factory getting a certain experience, start to understand, or to feel principal causes of the losses, but hide them as never want that their sad experience became a public lesson for others. But the most interesting, that the mistakes over and over again are ready to repeat a part of heads if only only to not admit them even to themselves. Investors and heads feel, that insufficient competence of this question, can cost millions or hundreds thousand dollars, depending on size of expenses for the constructed object, and then still its consequences will remain for a long time the reason of the half-received profit.

As investors at construction feed compound the enterprises the companies which have saved up means in power, building, or trading sectors of economy frequently act. Such the company incorporates the competent livestock specialists who in the wishes to forages can take into account modern achievements of a science on feeding and genetic features of animals. These experts are necessary in the company as the current success of business depends on daily work. Construction feed compound a factory this single action and to pick up a command, to find the qualified experts in a developed personnel situation rather difficultly. Participation in this work can consider as a temporary passing stage and, therefore for management of construction the management of the company appoints somebody from the experts, being based on trust and that it has well recommended itself. Such decisions are caused by that heads of the company cannot estimate professional readiness of such expert for performance very much a challenge. A factory build once for 20-30 years, spending on it 2-3 years, but from that with what skill work during this short period of time will be executed, success of work of a factory, and sometimes the whole system in the subsequent depends.

Factory build for manufacture of concrete production, therefore before the beginning of construction and his substantiation it is necessary to develop precise and detailed requirements to raw material which will be and can use at a factory, and also to technological properties of forages, processes, transformations of raw material into finished goods. For livestock specialists and heads of the general structure it is not decided problem, - even it is difficult for them to estimate that information which is given by the supplier of the equipment because not their it is a speciality, and they have no corresponding knowledge. Taking into account different experience and a level of knowledge of the western and Russian experts him{it}, it is unconditional, difficult to receive desirable even from the most known engineering the companies. Basically wishes of the Russian customers are reduced to that all was fast, good and cheap, and these requirements, proceed at all from livestock specialists more often, and from former economists, financiers, lawyers, millers, agriculturists and it is difficult to present from what representatives else the trades which have appeared on a place of heads. To supervise over construction of a factory experts with profile formation and manufactures of mixed fodders knowing experience in the Western Europe should.

Usually after a factory will enter into operation, that lays on a surface starts to come to light: the factory works not steadily, automatics gives failures, reducers and bearing units fail, gauges not always work, executive mechanisms frequently do not operate, granules crumb, and that production which managed to be made, does not give desirable results. Up to the analysis grain-size structure of products beating, accuracy of batching, uniformity of mixing, carry of components from a portion at portion, separation of finished goods, a sanitary and ecological situation, power consumption, expenditures of labour, definitions of control critical points of a technological line still very for a long time do not reach hands.

At this stage search of the one who is guilty and always those who ask these questions begins, from the list adequate exclude itself. Practically always, guilty appear project, which work to the customer who is not having a professional knowledge is difficult for understanding and consequently competently to estimate. It turns out because at the customer the first stage of work begins with the design organization, at the first stage there are first problems. All subsequent participants of civil and erection works will support the customer, strengthening his opinion on weakness of the design organization as it it is possible to explain the miscalculations in a consequence. Project in turn cannot precisely define, that the customer because it cannot wishes from them is concrete, on items to state the requirements. In result the customer withdraws from high-grade discussion of requirements to the project and at this stage, the less to it set questions, the it is more convenient for him (but it is not better!) And project already after the beginning of discussion of the project understand what to ask special questions senselessly as all requirements to the project and a factory are defined by traditional universal concepts "well and cheaply", therefore they it is usual at the request of the customer to itself prepare for the technical project. It is natural, that they will prepare it how can understand the task put before them. Experts of the supplier too quickly will understand, to what wishes (instead of tasks) the customer are reduced. But they cannot take into account all features of other country and the requirement of the Russian legislation. Always the main omission at this stage is that the most different questions concerning to technical features of the project are discussed, to terms of his execution, features of separate machines, instead of all technological line. Always in the party there is the most important for the sake of what means will be spent: these are requirements to raw material on which the constructed factory and requirements to quality of made production will work. These positions define technology and a set of machines of that factory which will be necessary for constructing. Frequently by virtue of the different reasons all over again choose the supplier of the equipment, and then solve a problem how to use this equipment for reception of desirable production.

Each Russian customer has internal features in construction of the company, the organization of work and it is a lot of the factors determining the requirements to quality of production which should be taken into account and stated to the customer. They cannot be estimated and difficultly to understand to the foreign expert. There are insuperable general differences, characteristic for Russian and European feed processing. These are such basic positions, as quality of raw material, means of his delivery to consumers and requirements of supervising bodies.

It is possible to list tens concrete reasons on which even the most good enterprise from Europe cannot successfully work in Russia . At the European manufacturers of mixed fodders the sizes of warehouses which it is impossible to do without in Russia are very much limited. So, for example, more than 10 names of raw material, including extraction cake , gluten the forage, synthetic amino acids, fodder limestone, phosphates and other components are delivered, motor transport having own compressor, is strict under the schedule and injected delivery pneumotransport directly in bather the bunker, that is their warehousing is excluded.

Calcareous fodder a flour in Europe, deliver mainly as grit to necessary dispersiveness - so the customer, the Russian enterprises demands, are compelled to apply a product intended for liming of fields and having fine dusty structure that has a negative effect as on a made product, and technological process. At dialogue with the western expert we shall use same haul: for example «fodder limestone», but the supplier of the equipment will mean that product with which work in the Western Europe, and the Russian - that with which it is compelled to work. Everyone understands by virtue of the developed experience. Such factors the set and them should be taken into account all. Construction of a factory in Russia will always manage more dearly so construction of the big areas of warehouse for storage of raw material in container and silage warehouse capacities, and also the mechanisms connected to them is necessary. It results in increase in the attendants and charges on operation and, hence, and to increase in capital investments and costs at operation. In Europe a lot of good to what the results achieved in animal industries testify. It is necessary to adopt and use all progressive, but it should be added with the account of local features and requirements.

About 30 years ago Kasyanov B.V. for the first time it has been developed for conditions of Russia and the technological circuit is introduced on feed compound factory Ramensk of combine of bakeries portioned. After the domestic industry has adjusted release of gauges, executive mechanisms of satisfactory quality, in the market components of element base of automatics under the comprehensible prices have appeared, she began to take root at other enterprises of branch. It has allowed factories to find mobility and to make mixed fodders on ten recipes day and to lower power consumption of manufacture.

The concept "is "good" in feed processing almost does not operate, as this expression of emotions, and everyone they different. As well as at purchase of the automobile, it is necessary to define, for what it is necessary: for transportation of cargoes or for trips on reception to the heads or on rest. At a formulation of problems of construction feed compound a factory such introduction can be hundreds.

The limited opportunities draft are caused also by that they, practically, never participate in the analysis of the mistakes admitted at construction of the enterprise that it was possible to take into account them in the following project. Conclusions of the customer practically always after construction are reduced to one - «with this design organization we shall not work more».

Sometimes the part of fault is assigned to «greedy businessmen» who thirst to deceive unsophisticated Russian customers. The representatives, even the conducting West-European companies working in Russia, have the same vocational training, as our customers and differ only that know foreign language, and in literal sense realize only one - the customer wants cheaply and quickly.

As a result of the mistakes admitted by the customer at strategic planning, the enormous quantity of time is spent for the decision of tactical problems, it is easier to tell on vanity, and guilty there is practically all. According to contractors, draft detain and give out the "crude" engineering specifications on which it is impossible to mount anything and assemblers stand idle. In opinion of the customer at builders and assemblers qualification of what the lowest is is not enough experts, and.

Insufficiently competent head of works of the customer carries out on a platform on 12 … 16 hours of 7 days per week, that simply moves the investor and that considers, that so all should work. Having experience of reconstruction and construction of tens feed compound the enterprises, we can frankly tell, that the similar mimicry operates almost always trouble-free because from basic work most easy to hide on a building site. When you demand from such head to give the answer, and that you particularly do, that, seeing a puzzled sight, always it is necessary to help with the answer. Perhaps, it carries out functions general contractor and coordinates work of contract organizations? Or organizes work of brigades of any inept contractor? And can be, helps welders to pick up optimum modes or the necessary electrodes. In these cases the answer happens same: I for all answer. The person who understands a little cannot, than it is engaged for something to answer. It can worry, experience, fuss. That for something to answer, it is necessary to understand consequences of the decisions and instructions, real opportunities of suppliers of the equipment, draft, builders and assemblers, joint activity of services which it should coordinate. Certainly, 1 - the head should carry out 2 hours on a platform, but do it in the best way early in the morning before works have begun. Otherwise it there will prevent only.

If the customer has generated a competent command in which everyone knows the place and the problem, able to organize work of the design and building organizations good there is at once all.

Now, when the enterprises are under construction on own or extra means and the schedule of repayment of credits always is before eyes, the basic question becomes - to whom to entrust construction or reconstruction. Frequently the unsuccessful decision of this question results not only in losses in case of failure, and to crash of all company, and even business. If it is average business and the investor knows as as it is necessary to do, the best variant is to devote 1 … 3 years of the life to this business. If it is large business and the investor does not own these questions it is necessary to choose the expert to whom it is possible not only to entrust the means and which understands as, as what for it will do and has repeatedly confirmed it with productive work.

Is most dear incompetence manages. On tens examples of construction of very big and fine objects it is checked up by practice, that on layman at all stages of construction from designing before development of capacity it is necessary to provide in addition up to 25 … 30 % of capital investments and as much again subsequently on production costs. These are the Russian contingencies, and abroad they make 3 … 5 %.

The role of the head responsible for technical development, can be various. She depends on the sizes of the company and problems which she before herself puts. It:

•  Strategic planning of technical development of the company on 20 … 30 years.

•  Planning of development of each object, at least, on the nearest 10 … 15 years.

•  The Organization of reconstruction and modernisation on each industrial object during the nearest 5 … 7 years.

The holding companies including the enterprises on manufacture premix, concentrates, mixed fodders and other fodder products of this segment of the market, have advantages from the point of view of minimization of expenses for capital investments for construction of a complex as a whole, purchase of raw material and production costs while in service. It is necessary to satisfy only one condition: these enterprises should represent not a simple set of manufactures, and harmonious, complementary ensemble. Requirements to the technical head of such complex very high. It should not only know technology and opportunities of each enterprise and all units of equipment, but also opportunities of all complex as a whole, to see prospect of his development for the nearest 30 years, and it is desirable to have experience of a management by a similar complex.

To begin construction or reconstruction of each enterprise, it is possible only having realized a role of each object as a whole. The mistake in accommodation even one building or a construction can cause infringement of logic as a whole, lead to to substantial growth of capital investments and costs by manufacture further. As shows experience if with irrational accommodation of warehouses and industrial buildings it is necessary to be reconciled, and they remain an alive reproach for long years receptions and holiday devices frequently should be converted or even to reconstruct.

Construction and reconstruction of separate object also always should be planned carefully frequently to within days and hours. Here again, not less than in holding, it is important to have the efficient, harmonious command movable by will of the head. The head of similar works should have not only a profound knowledge and understanding of logic of created technological process, but also it is desirable experience of successful carrying out of similar works on a number of objects. It should understand precisely purpose of the builded enterprise as a whole and each object and the mechanism in development of competitive production in the market, instead of to perceive a factory as set of separate buildings and constructions which only should be constructed. Frequently absence of knowledge and irresponsibility disappear behind pseudo competent speech, and words, «so will be cheaper» almost always operate trouble-free on the investor. However the investor in all cases should count or demand the proved calculations confirming, than this reduction in price will cost in the long term, and to make only the weighed decisions. For this reason the objects worth millions of dollars, but in work which before input nobody saw are under construction, and has relied only on verbal assurances of representatives engineering the companies, that all will be normal. In result to reduce the risks caused not by sufficient competence, buy the equipment, which suitability in concrete conditions, try to define only on the basis of a known brand and the resulted supplier to technical parameters. In the subsequent in case of failures the conclusion is done one - on us have palmed off, we were deceived by artful suppliers. More often anybody also did not put a problem of anybody to deceive, and have put that has been listed in the signed contract. It is necessary to look at all itself the eyes and to commensurate with the concrete needs, precisely to formulate the requirements to technological process and each unit of equipment. And if someone has made other decision - it should take up the responsibility for sad consequences. But as though successfully all has not come to the end upon termination of construction, incompetence and voluntarism result in increase in costs of construction, and further - manufactures feed compound production and, as consequence, to increase in the price at livestock products. A number of the embodied unsuccessful decisions which on ethical reasons here are not resulted is known.

Example of creation of the successful holding company on complex manufacture feed compound production and concrete positive experience of strategic planning of any similar enterprise constructed recently in Russia to show inconveniently. We have the moral right to result experience of successful reconstruction when have been solved not only concrete for the given object, but also system for tens the factories constructed on a standard project, intended for construction of the factories designed for development of 400 tons of mixed fodders in day. It concerns to reconstruction feed compound a factory in the city of Pavlovo of the Nizhniy Novgorod area. For work the harmonious command including heads and experts of the holding company, the enterprise, draft and of some firms, suppliers of the equipment has been generated. Works were planned not on days, and on hours. Specially for this enterprise under orders of the customer by company " Тензо-о " has been designed original batcher, consisting of 3 weight ladles which provided high accuracy (an absolute error + 300 grammes on grain components) and preliminary passive mixing of products before crushing that allows to provide uniform loading on a crusher. Weight batcher established in space available in shop, therefore his sizes preliminary expected and set to within 1 see.

Dismantle of the old equipment and installation new carried out so, that feed compound the shop on one hour has not detained delivery of mixed fodders to own integrated poultry farms of holding and foreign consumers.

After reconstruction the work collective without a pressure has passed from the discrete circuit on portioned.

Has passed about 3 years from the moment of reconstruction. At a factory tens experts from other similar enterprises have visited and all assessed the lead work. The highest estimation for us were words: « yes that they there that have not made, - only have thrown out half of shop » which in the beginning have apprehended negatively. Really instead of 5 crushers one has been established, 2 chain conveyors and bucket elevator have been replaced the amalgamator and obsolete, not providing the necessary accuracy multicomponent weight batcher. Due to exception of pneumotransport installations and reduction of number of crushers has decreased power consumption of process. After reconstruction quality of production has improved, the factory could develop parties in quantity of 1 portion. A factory from object, about which reconstruction (and all similar, constructed under this project) began to think after the beginning of his operation, conceptually became the modern European enterprise.

It is not meaningful to describe in detail his technological circuit as, now having lead and having experience the same work can be lead the analysis better, more cheaply and fastly.

All leave those times when incompetence in a technical management feed compound the industry was norm when responsible for technical development, even serious feed processing the companies, sometimes appointed not enough prepared people further. There was obvious, in developed conditions, a need for a highly competent, complementary command of the customer. If the company itself has no, now, a technical opportunity precisely to formulate a ultimate goal of the project, to create the concept of the technological circuit, to develop the circuit of the general plan of accommodation of the basic industrial objects on a platform according to the needs and problems - it is better to address to experts.

Engineering the companies will solve only nonproduction questions, and forages are necessary for the customer, draft will embody in the project only that task which will receive from the customer, builders can help only only with those affairs which the customer has no time and a technical opportunity to make itself. The intellectual part of the project - always remains for the customer, and only it can be responsible for the project as a whole.