We worked hand in hand with our business partner validating the total load required by the customer, 3 options were offered (centrifugal chiller, magnetic bearing chiller and screw chiller with VFD) with a complete package including chilled water and condensing water pump replacement. In hotel projects, the load profile tells us that the vast majority of the time the chillers will be running at part load, so our strategy focused on delivering the best possible equipment and obtaining the best efficiency at part load. In the process we realized that the competition was offering very efficient equipment at full load and not at part load, which became our key point in winning the project.