of business activities with suppliers

Transcription

1 seugi 21_vienna 2003 Project Enhancement of business activities with suppliers M. Sc. Darko Hertarić Retail Sector, director of Commercial Dept Željko Tucman IT Dept 1

2 Agenda! Introduction! Contents 2

3 Introduction! Today, Croatia is confront to very fast market, political and economy changes. INA s privatisation process commenced in the year 2001, is just under the finalization,! The stronger competitive INA s position is expected through strategic partnership which will enable the further development of the company.! INA s transformation is based on retaining of leader s position on the Croatian market. 3

4 Corporate profile! History and incorporation The company, INA Industrija nafte d.d. Zagreb (INA), also known as INA Matica,, is a joint stock company wholly owned by the Republic of Croatia. INA was founded on 1 January 1964.! In 1993 INA became a share based company (or d.d. ) pursuant to Law 60/ % of the shares in INA are owned by the Republic of Croatia.! On 19 March 2002 Croatian Parliament passed new legislation relating to the allocation of INA s shares. 4

5 ! A strategic investor will be able to take up to 25% plus one share and public tenders (at least 15%) and others will account for the remainder of the balance up to 15%. 5

6 Company overview INA is a significant integrated oil and gas company and a significant regional player Principal group activities Exploration Refining and production and wholesale Marketing Other Domestic» Onshore» Offshore International» Angola» Albania» Egypt» Syria» Russia Refineries» Rijeka» Sisak Lubricant plants» Rijeka» Zagreb Some 450 retail outlets in Croatia and surrounding markets» 397 in Croatia» 43 in Bosnia and Herzegovina» 6 in Slovenia» Crude oil and oil product trading» LPG Wholesale and retail» Oil field services» Maintenance unit» Hotels» Car hire» Spring water and mud licenses (not included in transaction) 6

7 INA - INDUSTRIJA NAFTE d.d. ZAGREB Zagreb, Avenija V. Holjevca 10, Croatia HEADQUARTER 7

8 Contents! INA Retail Sector! Organization of Retail Sector! Development of Retail network! SAS Technical T solution in the Retail Sector! Conclusion 8

9 INA Retail Sector! INA s domestic retail segment is responsible for procurement, transportation, storage, bulk sale and retail of oil products and consumer goods on the Croatian market.! The retail network is organized in 5 business centres made up of 16 regional units! Their role is to coordinate the work and provide support to the network of 397 petrol stations and 30 special retail point owned and operated by INA. 9

10 Organization of Retail Sector Retail Sector Business support Retail network Commercial Operational support! Business supervision! Zagreb business centre! Oil products! Maintenance! Organisation! Rijeka business centre! Lubricants! Health and Safety! Quality management! Environmental protection! Monitoring (co-ordination of finance and controlling activities)! Asset and inventory control! Varaždin business centre! Osijek business centre! Split business centre! Consumer goods! Transport! Pricing! Fuel cards and exports! Marketing! Human resources! Asset management 10

11 Location of 5 business centres (BC) and the number petrol station (PS) in the area 11

12 INA PETROL STATION 12

13 Sale of 2002! During 2002 total sales on the Croatian market were 2.2 million tones of oil products. These sales volume included bulk sales (1 million tones) as well as retail (1.2 million tones).! Fuel sales account for 87% of total sales and non- fuel 13% (LPG, lubricants and similar products and consumer goods). 13

14 ! Through the retail net (petrol station s chain), more the 1500 various kind of consumer products are offered, what realized the turnover of 360 million kuna (without value added taxes), i.e. 14 % more than in

15 INA s s Advantage! In this way INA has a significant advantages as: leader position on the market national covering market knowing good logistics educated for all kinds of goods selling excellent retail net location (on the important traffic ways) high average fuel turnover (above the European average) 15

16 Current condition! 2003 year! Data Warehousing! Client Server application! Web application Intranet Business Units Internet Suppliers 16

17 Architecture 2003 DW part Alpha (OpenVMS) FTP WINNT Server ORACLE SEQ ETL ACCESS CONNECT SAS V8.2 SAS DW SAS V8.2! ORACLE = Product definition and codes! SEQ = Trade data from all points of sale (gas stations) 17

18 Architecture 2003 appl. part WINNT Server Client PC - browser web app datamart SAS DW C/S appl datamart Middle "WEB" tier SAS V8.2 Client PC C/S appl. SAS V8.2 18

19 Data Warehouse! Over 500 Millions Observations (approx pprox. 10 mil. per year)! 5 years of history! approx. 9 GB storage capacity 19

20 C/S appl. = AF & EIS application production in 1998! Available for couple of users in HQ 20

21 Benefits! Company intensively work on the introduction, development and improvement business intelligence system! the information required for every-day decision making as well as the strategic decision making were put on the disposal. 21

22 Web application! Idea to extend information availability to more users with minimum costs! The sales information s feedback to the source! The data were available to all the users 22

23 Web application N-tier application WINNT Server Client PC - browser HTTP "WEB" tier MS IIS Tomcat SAS V8.2 web app datamart JSP! Deployed to be used as INTRANET application! Users from business units 23

24 Select different views Export to Excel Web application Custom subset & totals menus 24 subset by string

25 subset by string Web application 25

26 Benefits! This web application enabled that data and analysis opportunities were put on the disposal to a wide range of users, INA s business units all over Croatia.! Regional manager got a tools which enable them to have the business reports of the particular business unit and its share in the total INA s business activities.! The business units could act flexible and focus themselves to develop business activities which contribute them the best profit. 26

27 Web application for external users! Idea to extend information availability to top 10 suppliers (with approx. 90% of turnover)! Currently in test phasep 27

28 Web application for external users N-tier application Client PC - browser Secure "WEB" tier Apache WINNT Server Internet HTTPS HTTPS Tomcat JSP SAS V8.2 Firewall! Deployed to be used as INTERNET application! Users are top 10 INA s s suppliers 28

29 First feedback! As far as the application which enable the data to the suppliers has just introduced, we expect the first feedback in due course of time.! Anyway, the suppliers were delighted with the application which give them the following opportunities: ies: - quick and precise sales and stocks information - decrease the distribution costs meanings labour costs, transport means, fleet costs etc. e - inventory management 29

30 Conclusion The most significant benefit of the new application are as follows:! benefit for both, INA and it s suppliers is a fast and easy access to the data (PC and IE)! decision making about the main and additional consumer goods assortment implementation at the petrol stations related to the sales issues throughout the years 30

31 ! decision making about the consumer goods assortment sortment related to the specific site category in the specific region! defined the specific brands (well known, and best sold domestic as well as imported) who will finally defined the site offer, and make the site recognized for the customer. 31

32 ! define the main supplier INA s partners whose business activities and offered consumer goods generate the best margin and on this way establish long term business cooperation, lower site operate costs! stock controlling and define the optimum stock on consumer goods related to the specific articles and the specific petrol stations 32

33 ! sales issues of new-entry entry consumer goods, in order to make decision for the further sales! marketing sales analysis making during and after the promotion activities in order to make decision about the short-term term and long term promotion activities depending on the turnover results 33

34 Questions and answers INA - INDUSTRIJA NAFTE d.d. ZAGREB 34