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There is a version of this decision that looks simple on a comparison sheet. Two suppliers quote the same Hydrolux chiller model. One is the authorised distributor. The other is a trader who sourced the same unit through a parallel channel and comes in eight to twelve per cent cheaper. On the spreadsheet the second line wins, and if the person signing the purchase order is measured only on capital cost, that is where the pen goes. The problem is that a chiller is not a spread