01 · QUESTION / INTENT
Compare delivered project value on one boundary instead of ranking nominal unit prices.
02 · DIRECT ANSWER
Normalise price to the same Incoterm, payment, forecast and specification, then add yield, testing, pack hardware, cooling, energy efficiency, degradation, augmentation, freight, dangerous-goods handling, inventory, warranty recovery, engineering support and change risk. The lowest cell price can produce the highest installed or lifetime cost.
03 · DECISION TABLE
| Decision factor | Decision direction | Confirm before approval |
|---|---|---|
| Landed cost | Include freight, DG handling, duty, insurance and working capital. | Same route, load plan, Incoterm and payment dates. |
| Integration cost | Include fixtures, validation, yield and controls. | Pack BOM, labour, scrap, test time and redesign. |
| Life-cycle cost | Include losses, degradation, augmentation and recoverable warranty. | Duty-linked cash flow and downside scenarios. |
04 · ENGINEERING EXPLANATION
A technically inferior fit often appears cheap because costs migrate into cooling, pack complexity, derating or accelerated ageing. Keep every adjustment visible in a common comparison workbook.
05 · APPLICATION / MARKET MAPPING
BESS weights LCOS and project delay; mobility weights payload, range and uptime; industrial equipment weights serviceability and irregular duty; marine adds class, integration and port/logistics constraints.
06 · EVIDENCE AND TEST CONDITIONS
- Comparable quote sheet and assumptions register.
- Quality, logistics, warranty and engineering-support service levels.
07 · RISKS / NOT SUITABLE WHEN
- Do not monetise benefits that are not contractually or technically supported.
- Avoid mixing cell, pack and AC-system boundaries in one $/kWh figure.
08 · FAQ
What is the minimum TCO model?
Landed cell cost, integration, losses, replacements/augmentation, downtime and residual/warranty value over a stated horizon.How should supplier support be priced?
Estimate avoided engineering time, faster issue closure and reduced schedule/field-risk—then use conservative, auditable assumptions.BUYING COMMITTEE ANSWERS
Engineering
Quantifies integration and performance trade-offs.Procurement
Normalises quote, logistics, terms, supply and support.Quality
Quantifies yield, inspection, deviation and field-quality costs.Compliance / Logistics
Prices route, DG and document obligations.Finance / Project
Owns TCO/LCOS and downside sensitivity.Management
Chooses the option with best risk-adjusted project value.10 · PROJECT CTA