Why I Ask “What’s NOT Included?” Before Getting a Mitsubishi PLC Quote

I’m a controls engineer, and I’ve spent the last eight years buying Mitsubishi PLCs for a mid-size factory in the US. In that time, I’ve personally made—and documented—14 significant purchasing mistakes, totaling roughly $23,000 in wasted budget. So now I maintain our team’s procurement checklist. And the first item on that list is not “get three quotes.” It’s this: ask “what’s NOT included?” before you ask the price.

My stance is simple: transparent pricing beats hidden fees plus a “discount” every time. I used to chase the lowest initial quote. I don’t anymore.

The $285 Mitsubishi FX3S That Cost $412

In September 2022, we needed a Mitsubishi FX3S PLC for a packaging line. One distributor quoted $285 for the CPU. A second quoted $320. Both were legitimate US distributors, and the model number was the same: FX3S-30MT/ES. We chose $285.

Then the emails started. The programming cable? “Not included, $28.” The EEPROM memory carrier? “Optional, $19.” The terminal blocks? “We don’t stock those, you can order separately.” Shipping? $34. And when we needed to configure the PLC, the software license was an extra $95. (I’m not exaggerating; I still have that invoice.)

Final total: $412. That’s 44% more than the quoted price. In the meantime, the other distributor’s $320 quote listed every component upfront, and the final cost came to $346. They even included free shipping for orders over $300.

That’s when I added this question to the top of our checklist: “What’s NOT included?”

Transparent Quotes Always Cost Less (Eventually)

Now, I’ll be honest: a transparent quote can look scary at first. I want to say the $245 quote we got in Q1 2024 was the most expensive of three. But the breakdown showed exactly what we were paying for—PLC, memory carrier, software download link, cable, terminal blocks, and a 30-day return policy.

We went with that vendor. We ordered 12 Mitsubishi FX3U PLCs, and the total was $2,940 ($245 each). The other two quotes were $190 and $220 per unit, but neither included the software license or the programming cable. Add those missing items, and the real per-unit costs were $214 and $238. So the “expensive” quote was actually the cheapest—and we had one less headache to chase.

Of course, this worked for us, but our situation was a mid-size factory with predictable ordering patterns. If you’re a one-off project buying a single PLC, the calculus might be different. The point isn’t the number—it’s knowing what you’re getting for it.

Let me give you another example from the FX3S line. According to the Mitsubishi Electric FX3S datasheet, the CPU has built-in EEPROM memory for 4,000 steps. Some distributors try to sell a separate memory cartridge as an “accessory,” even though you only need it if you’re expanding beyond those 4,000 steps. If the quote doesn’t specify the memory size, you might end up buying something that’s already included. (We almost did.)

The “Always Get Three Quotes” Advice Is Too Simple

It’s tempting to think you can just compare unit prices from three distributors. But identical model numbers can lead to wildly different total costs because of what’s not written in the quote. And remember, IEC 61131-3 defines the programming languages for PLCs—but not every software package includes all five languages. If a quote doesn’t specify the software edition, you may be missing Structured Text or Function Block Diagram blocks that your application needs.

Here’s an example: a quote that says “FX3U-32MT/ES” and a price doesn’t tell you whether the PLC includes the real-time clock battery. On some models, the battery is a separate order. If it’s missing, you might find out only when the clock resets every time the power is cut. (We had that happen on a customer site. Not fun.)

So when you review a quote, look for these details:

• Exact part numbers (not just a series name)
• Software edition and license type
• Peripheral parts: cables, memory, batteries, terminal blocks
• Shipping terms and delivery time
• What happens if the PLC arrives defective

Reading a quote is like reading a battery charger: you need to know the input, the output, and what cables are in the box. If those details aren’t listed, assume they’re not included.

“But Isn’t This Obvious?”

You might think everyone knows to check for hidden fees. But in practice, I’m almost always in a hurry. When a line is down and you need an FX3S PLC this afternoon, you don’t read the fine print. You click “buy.”

I did that in 2017, my first year. I approved a $2,100 order without verifying that the software license was included. It wasn’t. That error caused a 3-day production delay and $890 in rework costs. So no, it’s not obvious when you’re under pressure.

I should also add that not every expensive quote is transparent. Some distributors just have high list prices or low stock and don’t really care. But the key difference is communication: a transparent vendor will happily tell you what’s missing. A vague vendor won’t, or doesn’t know.

So how do you actually ask this question without sounding cheap? Just say, “Could you send me a list of everything that’s not included in this quote?” That’s it. If the distributor says “wow, nobody’s ever asked that,” you know you’re dealing with the right kind of salesperson.

My Bottom Line

The vendor who lists all fees upfront—even if the total looks higher—usually costs less in the end. I’ve counted 47 potential errors in the last 18 months using this checklist, and it has saved us thousands.

So before you buy a Mitsubishi PLC from any distributor—especially here in the US—ask the question first. “What’s NOT included?”

That simple question is worth more than any discount.