🇦🇺Australia

Verlorene Mehrerlöse durch nicht abgerechnete Zusatzleistungen bei Inbetriebnahme

3 verified sources

Definition

Factory acceptance and commissioning frequently reveal gaps between customer expectations and the contracted scope, leading to extra programming, design tweaks, extended trial runs, and on‑site operator training sessions.[2][3][9] Industry guidance for FAT stresses the need to define scope, document deviations and clarify pass/fail and concession criteria to avoid disputes.[2][3] In practice, many of these scope changes and concessions are agreed informally during tests and start‑up and never make it into change orders or variation claims. This results in significant unbilled services, especially on large custom machinery where commissioning can take weeks.

Key Findings

  • Financial Impact: Quantified (Logic): On a AUD 2,000,000 custom machinery contract, it is typical for commissioning‑phase variations and additional services (software changes, extra tests, operator training) to equate to 2–4% of contract value if fully costed, i.e. AUD 40,000–80,000 per project. If only half of these are formally captured and billed, the remaining unbilled extras represent AUD 20,000–40,000 revenue leakage per project. Across 5 projects annually, this is AUD 100,000–200,000 of lost revenue.
  • Frequency: Common in highly customised installations and when customer requirements evolve during installation and early operation.
  • Root Cause: Poor change management during FAT, SAT and commissioning; lack of integrated system to log scope deviations and approvals in real time; commissioning engineers not incentivised or trained to document billable variations; acceptance certificates that do not itemise extra work performed.

Why This Matters

The Pitch: Industrial machinery suppliers in Australia 🇦🇺 commonly give away 2–4% of project value in free commissioning extras because they lack a structured way to log and price changes during FAT/SAT and start‑up. Digital variation tracking linked to acceptance and commissioning can recover AUD 40,000–80,000 per AUD 2m project.

Affected Stakeholders

Sales Director, Project Manager, Service & Commissioning Manager, Commercial/Contracts Manager, Finance Manager

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Financial Impact

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Methodology & Sources

Data collected via OSINT from regulatory filings, industry audits, and verified case studies.

Evidence Sources:

Related Business Risks

Verzögerte Rechnungsstellung durch verspätete Abnahmeprotokolle

Quantified (Logic): On a typical AUD 2,000,000 machinery project with 10% retention and a 30% commissioning milestone (AUD 800,000 tied to acceptance), a 45‑day delay in customer sign‑off at a 8–10% annual cost of capital costs ~AUD 8,000–10,000 in financing charges per project. With 5–10 such projects per year, this equates to AUD 40,000–100,000 annually in avoidable time‑to‑cash drag.

Hohe Nacharbeitskosten wegen unzureichender Werksabnahme (FAT)

Quantified (Logic): Industry examples for process and packaging lines show that fixing design or integration issues at site can cost 3–5x more than at factory. For a AUD 2,000,000 line, a 3% rework impact detected only after commissioning equals ~AUD 60,000 in additional costs (engineering travel, overtime, parts). Across 3–5 major projects per year with similar issues, this can reach AUD 180,000–300,000 annually in avoidable quality failure costs.

Verlust von Produktionskapazität durch verlängerte Inbetriebnahme beim Kunden

Quantified (Logic): Consider a food or packaging line designed to generate contribution margin of AUD 20,000–40,000 per production day once fully ramped. If commissioning and final acceptance at the customer site take 10 extra days beyond plan due to unresolved issues, the customer foregoes AUD 200,000–400,000 in margin. For the OEM, such schedule slippage often results in negotiation of discounts or free spare parts worth 1–2% of project value (~AUD 20,000–40,000 on a AUD 2,000,000 line) to resolve disputes, plus reputational damage.

Rush Order Cost Overruns

AUD 20-50% premium on rush orders; 10-20 hours/month manual expediting

Procurement Compliance Fines

AUD 10,000+ per non-compliant procurement over threshold; 20-40 hours/month manual compliance checks

Manual Procurement Bottlenecks

AUD 5,000-10,000/week idle equipment; 2-5% capacity loss

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