Writing a product-neutral tender does not mean writing an imprecise tender. This article shows which functional, design and installation-related criteria should be included in a robust tender – including useful evidence and key technical data for better comparability.

Many tenders for bumpers simply state: "Supply and install ramp bumpers."
 This sounds open-ended, but in practice it is often too vague.

As a result, it is difficult to compare quotes, queries increase, and in the end, the price is discussed even though technically different services are being offered.

The better approach is to issue a tender that is product-neutral but functional and verifiable. This is precisely when offers become comparable – and subsequent surprises at the ramp become less frequent.

Something else

„Product-neutral = as vague as possible."
 Wrong.

Product-neutral does not mean imprecise, but rather:
 The requirements are described in such a way that different suppliers can submit bids – but only for solutions that actually meet the required performance standards.

If key criteria are missing, you will end up comparing apples with oranges:

• different protective effects
• different durability
• different installation requirements
• different follow-up costs

What belongs in a robust tender (product-neutral)

1) Function description instead of just product name

First describe what the solution should achieve:

• Use on feed bridges / folding wedge bridges / lifting tables
• Damping of impact loads during docking
• Protection of building and vehicle components
• Suitability for high loading frequency (if relevant)
  
• Installation including fastening and ancillary services

This allows you to define the task – not just a brand.

2) Minimum design criteria

To ensure that bids are technically comparable, you need clear minimum requirements, e.g.:

• Suitable damping principle (or equivalent)
  
• Robust front design
• Defined material/corrosion protection requirements
• Protected or sensibly arranged fastenings
• Suitable design for the existing installation situation (concrete/steel/mounting plate)

Important: As specific as necessary, as open as possible.

3) Mounting variants as alternative positions

A common mistake is to use a standard position for all ramps. In practice, installation situations often differ significantly.

It makes sense to differentiate according to the type of installation, e.g.:

• Installation on concrete
• Installation on steel structures
• Installation on existing mounting plates
• Fastening to existing threaded bolts/screw sleeves
• Fastening with suitable anchors (depending on the substrate)

This reduces the need for addenda and improves the comparability of quotations.

4) Define evidence

If you permit "or equivalent", you must specify how equivalence is to be demonstrated.

Meaningful evidence:

• Technical data sheet
• Product drawing/dimension sheet
• Information on material and design
• Certificates
• Assembly instructions/installation specifications
• Performance/load specifications, if applicable (depending on project requirements)

Without the obligation to provide evidence, "equivalent" quickly becomes an assertion.

5) Record implementation notes neatly

Even simple points should be included in the tender if they help to avoid discussions later on:

• Installation on a stable, suitable surface
• Professional fastening in accordance with the surface and manufacturer's instructions
• Installation in accordance with approved installation specifications
• Protection/after-treatment of damaged surfaces (if relevant)
  
• Define acceptance/test criteria

Specific key data (example: RAMPEX-PRO)

If the project is advertised on a brand-specific basis (or described as a reference solution), specific technical key data will help with comparability.

Confirmed key data (RAMPEX-PRO)

• External dimensions (W × H × D): 240 × 500 × 150 mm
• Borehole spacing: 250 mm
• Thickness of steel front plate: 12 mm
• Horizontal mobility: 70 mm
• Vertical mobility: +50 mm
• Max. tightening torque (M20): max. 90 Nm
• Max. starting force: < 110 kN

These values are particularly relevant when you:

• check existing installation situations,
  
• coordinate assembly/fastening details,
  
• evaluate alternative products for equivalence,
  
• or wish to reduce technical queries in purchasing.

How to write in a product-neutral way – without compromising on performance

Option A: Functional (open)

„Bumpers for loading bays to absorb impact loads during docking, suitable for high loading frequencies, including fastening and installation according to the substrate situation, with proof of technical equivalence.“

Option B: Functional + minimum technical specifications

„Buffer for loading points, robust front design, suitable damping and movement absorption for ramp operation, with technical documentation and installation instructions. Dimensions and performance data to be verified in accordance with tender requirements.“

Option C: Brand-specific with opening

„RAMPEX-PRO or equivalent, with proof of equivalence based on technical data, dimensions, mobility, installation requirements and performance specifications.“

Common mistakes in tenders (and how to avoid them)

Mistake 1: Only product name, no service description

Consequence: Offers look similar, but do not deliver the same performance.

Mistake 2: Too general wording

Consequence: Each supplier interprets it differently – comparability decreases.

Mistake 3: "Or equivalent" without verification criteria

Consequence: Equivalence cannot be verified.

Mistake 4: Not considering installation

Consequence: Addenda, delays, discussions on the construction site or at the loading bay.

Mistake 5: Not comparing key data with existing inventory

Consequence: A technically "suitable" product does not fit properly on site with the existing installation situation and loading technology.

Practical tip: First clarify the inventory, then issue the tender

Before issuing the final tender, you should check at least the following points:

1. Substrate/inventory situation (concrete, steel, mounting plate)
   
2. Available mounting surface
3. Fastening situation
4. Operational requirements (frequency, damage pattern, load)
5. What evidence you really need

This means that the tender is no longer an end in itself – but rather a means to an end.

Conclusion

A good tender is not simply "short", but clear, comparable and verifiable.

Product neutrality only works properly if the relevant performance and verification criteria are described in concrete terms.
And if you issue a brand-specific tender, confirmed key data such as 240 × 500 × 150 mm, 250 mm bore spacing and mobility values help to avoid technical misunderstandings at an early stage.

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