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Job 01 · Sales engineering

// Generator dealers · Specification quotes

A generator specification section and its electrical schedule, read into a draft quote sheet for your sales engineer.

A project lands with a Division 26 generator section, an electrical schedule and a bid date. Before anyone picks a unit, your sales engineer has to work out what those documents ask for and where they disagree. A free AI proof of concept repeats that reading on copies of 20 to 30 projects you already quoted, and drafts the quote sheet field by field, with every conflict listed for a person to resolve. Your reviewer, whoever on your team reads these sections best, compares each draft with the quote you actually sent.

Book a proof-of-concept call30 minutes with Rob
Past projects
20 to 30
Generators sized by AI
None
Logins needed
None

// The one job

From a stack of contract documents to a sheet your sales engineer can start from

A generator package usually arrives as a stack: the engine generator section, often numbered 26 32 13, a transfer switch section, the electrical schedule or one-line, and any addenda. Your sales engineer pulls kW and voltage as scheduled, the fuel and tank fields, the emissions tier named, enclosure and sound requirements, transfer switch requirements and the testing the section calls for, then marks where the section and the schedule part ways.

In the test, AI reads the same copies and drafts the quote sheet: each field with the page or clause it came from, and each conflict set out for a person to resolve. It sizes nothing, picks no unit, prices nothing and sends nothing to a contractor or an engineer. Your sales engineer decides what goes out.

Generator sectionDivision 26
Section number
Rating and voltage
Fuel and tank
Sound
FieldAs writtenClause
Invented section, no project's data
Read against
the schedule
Quote sheetDraft
kW and voltage
Emissions tier
Transfer switches
Tests called for
LineFrom the documentsOpen
Invented sheet, for illustration

// Where it gets hard

Why two owners' generator sections never read the same

kW and voltage often aren't in the section. Chicago Public Schools' master section, with a control date of July 1, 2025, makes power rating and voltage "as indicated on drawings", wants derating calculations with the submittal, and tells the designer to state whether the rating is standby, prime or continuous. The University of Houston's 2018 section leaves kW, kVA and amperes as blanks beside a bracketed 480Y/277 volts, and the University of Maryland, Baltimore's lists kW/kVA at 0.8 power factor, voltage, phase and wire as empty lines. Columbia University's design requirements set all new generators at 4160 volts under its emergency generator master plan, so a schedule showing anything else is a question for the engineer. The draft carries each value from the document that holds it, names the rating type, and flags every mismatch. It adds up no loads.

Fuel and emissions lines change with the owner. Chicago wants a double-wall UL 142 sub-base tank for at least 24 hours at full rated load, no larger than codes allow and with no bottom fittings, plus a calculation of maximum running time. Maryland's UL 142 base tank carries 72 hours at full rated output in a tank no taller than 30 inches. Columbia counts at least two days of full load on the tank's working volume rather than its labeled capacity. Houston brackets a UL 2085 in-skid tank with a low level switch at two usable hours, and Northwestern University's 2017 section mentions 168 hours of run time in its ratings paragraph and at least 24 hours in its tank paragraph, which is the sort of line that needs a question. The tier line varies as much: Northwestern says latest EPA tier and latest Illinois EPA requirements, Houston says the tier levels in effect for the Houston-Galveston area at the time of installation, Chicago says the rules applicable at commissioning, and Maryland ties the tier to horsepower under 40 CFR 89. Federal rules add one more field: under 40 CFR 60.4210(f), certain engines certified only to the emergency standards carry a permanent label for stationary emergency use only. The draft reports the tier, agency and date as the document states them, and which one applies stays with people. None of this is legal or engineering advice.

Sound figures use different yardsticks. Chicago leaves blanks for decibels at 23 feet at full load and at the property line, and a project note adds that the city's building code doesn't require life safety generators to meet sound requirements. Maryland's muffler paragraph gives 67 dBA at 25 feet from the exhaust discharge. Northwestern's gives 85 dBA at 10 feet from the discharge. A 2024 section in the City of Spring Lake Park, Minnesota's meeting materials gives 75 dBA at 7 meters at rated load. Field proof varies too: Chicago measures at four locations on the property line, Maryland at four the owner identifies. The draft keeps each figure attached to its distance, load and measuring point, so a blank stays a blank.

Transfer switches come with their own section, sometimes late. The City of Tampa added Section 26 36 23 by addendum on August 2, 2017, to a water treatment plant lime slaker contract, asking for a 65,000 AIC rating, a draw-out manual bypass and a controller with at least six timers. Houston's April 2020 section brackets a solid neutral against a four-pole switch with a full-size neutral pole, rules out both sources closed together unless the drawings say otherwise, and sets an in-phase monitor at a 15-degree band. Maryland has its engineer choose between a neutral pole switched with the phases and overlapping neutral contacts, and describes closed-transition switches that tie the sources for no more than 100 milliseconds, within five electrical degrees. The draft lists each switch with its poles, transition, ratings and accessories, marks any bracket left unedited, and checks the count against the schedule.

The tests are the priced sentences, and your reviewer watches for them. Columbia wants a factory load test of at least six hours with operating data recorded in real time. Chicago gives 14 days' notice of production tests, runs a 1.5-hour building load test and then a 2-hour full load test at acceptance, adds a power failure test of at least four hours witnessed by an inspector from the city's Bureau of Electrical Inspection, and puts the load bank and fuel on the contractor. Houston wants four automatic operations of each transfer switch during the field run, readings every 15 minutes, weather conditions on the report, starting and running kVA and kW in writing because charts and graphs won't do, and a notarized letter from the supplier certifying compliance. Northwestern keeps the housing doors closed during a four-hour full load run. Your reviewer, usually the lead sales engineer, checks that no scheduled number changed, no blank or bracket got a value, every test and submittal the section names reached a line, and every conflict reached the list a person resolves.

// What you send

Projects your sales engineers already quoted

Copies only
Past projects only
01

20 to 30 closed projects

Each project as it reached your desk: the generator section, the transfer switch section, the electrical schedule or one-line, addenda and any bid note. Include jobs you won, jobs you lost, and one where an engineer's answer changed the quote.

02

The quote sheets you built

The internal quote sheet and the quote that went out for each one, as they stood at the time. Those are the answer key, and nothing gets rerun.

03

Your standing exceptions

The exception and clarification wording your sales engineers reuse, plus your usual enclosure, tank and test offerings, dated to match those quotes.

04

Copies, after the NDA

Engineer, owner and contractor names can be masked. No one here signs in to your service system or quoting tool, and if a drawing can't leave your building, your reviewer helps us build look-alikes.

// Before it starts

Agreed before the first section is copied

The owner puts each of these in writing first.

Quote sheet test termsOwner's call
Your reviewer
Named by the owner, usually the lead sales engineer
Success criteria
In writing: which fields must carry over exactly, how conflicts are counted
Projects
Your reviewer's choice, across the sectors you really quote
Who sizes
Your sales engineer and the project's engineer, always
Price
A range for the live job, given up front
NDA
Signed before any file is copied

// How it's scored

The quote you sent, beside the draft, field by field

Project by project
Against what went out
On the same 20 to 30 projectsThe quote you sentThe AI draft
kW, kVA and voltage as scheduled, with the rating typeFilled in on your projectsFilled in on your projects
Fuel type, tank type, run time and tank listingFilled in on your projectsFilled in on your projects
Emissions tier or agency named, with its clauseFilled in on your projectsFilled in on your projects
Enclosure type and each sound figure with its distanceFilled in on your projectsFilled in on your projects
Transfer switch poles, transition, ratings and accessoriesFilled in on your projectsFilled in on your projects
Factory, field and load bank tests the section calls forFilled in on your projectsFilled in on your projects
Conflicts between section and schedule, listed for a personFilled in on your projectsFilled in on your projects
Nothing scored yet. Every cell stays empty until your closed projects have been through it.The verdict on each row belongs to your reviewer.

// After a yes

About 30 days on new projects

Once your reviewer says yes, the same reading moves onto new generator sections for about 30 days.

Every quote still goes out through your own process after your sales engineer has sized, priced and approved it, and the scoring table keeps running on live projects. Anything further is a separate decision with its own price, and monthly support follows the live run.

// Jobs that could follow

What could come after the quote desk

Possibilities, ranked
Each priced alone
  1. 01

    Load bank test report files

    A customer's annual file assembled from service records, with missing dates listed for your service manager.

    Next
  2. 02

    Submittal packages by section

    Data sheets, drawings and ratings gathered against the list a generator section asks a dealer to submit.

    Then
  3. 03

    Startup and acceptance packets

    Factory reports and field readings gathered into the turnover package a project's section lists.

    After that

// One hard limit

It never sizes a generator, and it never touches a live quote.

The draft reads what a section and a schedule say. It never sizes a generator, picks a unit, judges a test result or signs a report, and it never touches your service system, a generator controller, a live quote or a live compliance file. A sales engineer approves every quote. Which rule applies, and which document governs, stays with your team and the project's engineer; nothing here is legal, regulatory or engineering advice. Out of scope: defense and aerospace.

Priced per job. You get a range before the proof of concept and a fixed price before you sign.

Rob gives the range on the call, once he knows how many generator sections your sales engineers quote in a month and how many kinds of customer they come from.

// Questions

Spec quote questions

Will the AI size the generator or check our load calculation?
No. It records kW, voltage and rating type as the schedule and section state them. Sizing and the load calculation stay with your sales engineer and the project's engineer.
Our schedules come on drawing sheets and the sections as PDFs. Does that work?
Yes, and the sample should look like what really arrives, scans included. Field names and units stay as the engineer wrote them, and anything that can't be read stays open as a question rather than a guess.
What happens when the section and the schedule disagree?
Each figure appears with the document it came from, and the pair goes on the open list. Nothing is picked for you. Your sales engineer decides whether to send a question to the engineer, and that list is one of the things your reviewer marks.
Can it tell us which emissions tier or air rule applies to this engine?
No. It names the tier or agency the section names and shows the clause and any date tied to it. Applying that to a specific engine and site stays with your sales engineer, the customer's engineer and the air agency, and nothing here is legal advice.
Does it price the job or write the proposal?
No. The quote sheet carries requirements, not prices. Your sales engineer prices the job, writes the exceptions and sends the proposal as they do now.
Rob Eason

Rob Eason, founder

// Book a proof of concept call

Start with last quarter's generator sections.

Half an hour with Rob about your territory, your role, the job you'd test and roughly how many generator sections you quote each month. Keep sections, schedules and quotes on your side until the NDA is signed.

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