Presenter Name Date. LOUIS OQUENDO 5 September 2016

Transcription

1 Presenter Name Date LOUIS OQUENDO 5 September 2016

2 Agenda Introduction The Health Check program The Value of the Program Recap of Program 5 Next Steps

3 Customer Dynamics 3 Continuously improve operations Customers say that we have issues with inventory, latest status, down times, un planned maintenance spend, ROI justification OPEX cost predictability How can I get a holistic overview of the status of my automation investment? Reduce total cost of ownership I would like to reduce my maintenance variable cost throughout the life of my installation. Health Check: Your First Step in Delivering Greater Value

4 Elements of an Asset Management Health Check Program 4 Instruments Covered Transmitters Note: 3 rd party Equipment could be included 2 days work per 25 tanks Servo Gauges Radar Gauges Entis CIU PLC Loading Controllers Report Output List of Equipment Age Make Version Findings Visual Inspections Recommendations Optimization of Site Equipment over Lifecycle! Upgrades: Aging IB Migrations: Compliance Issues Maintenance Plan: No Contracts Corrective Maintenance: Break Downs Conclusion: Priority of work defined. Future budgeting exercise

5 Focused Segments Profile 5 Small Tank Farm Owners One site with No IT requirements such as Cyber Security. Automation in house. Equipped with Honeywell equipment but tend to do everything on their own. Value: Owner interests in equipment condition. Need to present evidence services as part of their compliance. Large Multisite Owners Have IT requirements. Multi suppliers for the same instrumentation. Measurement accuracy is important: renting site to oil companies. Decision making is split between corporate and local organization. Generally, do not have a service team / focus on core business. Lower Variable Cost Outline corrective maintenance (Variable Cost) KPI s to lower corrective maintenance Drive down corrective maintenance Co-Sourced Partner Variable Cost Savings Support Driven 32 % Saving Variable Cost Fixed Cost National Oil Companies Tend to select 3 supplier. Cost cuts programs implemented. Honeywell impact: When should a product be migrated to a new version How can we reduce variable cost with planning the services. Require IB history for instrumentation upgrade. High requirements for cyber security. Lower total cost of maintenance Focuses resources Provides cost consistency Minimize Downtime of install base and systems Extend lifecycle of your field instruments

6 Terminal Owner Challenges 6 Challenges Impacts $$ Impact Segments That Care about this challenge 1 Lack of Installed Base Overview Spares, Skills, Consistency High Large Multi-Terminal; NOC 2 Frequent Break downs High expediting expense Medium Small Terminal Owners; NOC 3 Safety Hazards Overflow, Reactive Maintenance High NOC, Terminal Owner 4 Regulations Compliance (W&M, Safety, etc.) Billing issues, Fines Medium Large Multi-Terminal; NOC, Terminal Owner

7 Assessment Outcome 7 Identify Plan Execute Decision Maker Operations Engineering/IT Finance Feature Proper Gauges for product Potential Risk Areas Feature Prioritize upgrades Develop migration path Plan budget needs Build automation roadmap Feature Year over year maintenance Replace aging gauges as required Influencer Maintenance Incharge Safety & Compliance Managers Value Obtain expected accuracy Proper level detection for Overfill Local regulation compliance Value Flat-line Opex budgeting Plan around scheduled shutdowns Upgrades along compliance Value No surprises Fix/Replace gauges as needed Complete site upgrade to latest technology

8 Health Check Value Added 8 Remove Hidden Cost Service Model Visible maintenance costs Hours labor Spare parts Hidden maintenance costs Invoices - checking, sorting, etc. Ordering tasks - checking, coordination, etc. Agreeing dates with the service provider Contract negotiations Invisible maintenance costs Productivity Capacity utilization Downtime Scheduling Delays (servicing, damage, etc.) Respecting and coordinating deadlines Asset condition and quality Strategic Long term partnership Support commitment from Honeywell Increased efficiency (less administration / agreed pricing) Shared responsibilities between Customer & Honeywell Customer skilled resources continue current activities Honeywell to provide guidance, support and recommendation to improve site uptime and lower cost. Objective of Health Check scope Protect Customer from obsolescence and mitigate security risks Reducing Customer overall Total Cost of Ownership (TCO) Predictable and flat OPEX spend

9 The LCM Evolution Benefits Curve 9 Customer Challenges Benefits / Savings Cost Safety Cost / Risk Increasing value with stable and known maintenance costs Operations Shot Down / Internal Time administration Reactive Cost Lifecycle Time Potential Savings on unexpected downtime With planned maintenance we should eliminate all or most of downtime. Up to 30% less cost after 3 years for less maintenance work. Maintenance spend over asset lifecycle 90 Radars under a preventive maintenance plan over 5 years yield a 0% corrective maintenance. 1 intervention is estimated 1,500 to 2,000 including parts 8000 Euros per hour for a ship to be in the harbor waiting to unload product. Value of up to date gauges Spend on parts goes up as products age, having an overview will insure up to the latest standards and they will not have issues with parts obsolescence. Inspect less of the units, discount on labor (no urgent cost) e.g. next day service 800 Euros plus travel.

10 Promotion Flow Chart 10 PUSH Marketing: Fixed Campaign Dates Direct Mail, Campaigns Events Drive-to single offer landing pages: PUSH Direct Channel Engagement 1. Leads generated managed by HON AM 2. Define Accounts which are HON Direct 3. HON will pass non direct leads to a channel partner. Attract and pull in potential customers PULL Banners Webinars, events Whitepapers, reports PULL Marketing: Lead Generation Visitors respond to Web promo based on interest Request a call Request Proposal Request Additional info Download Additional information Target Honeywell End User Mailing List Intercept highly qualified opportunities and trigger and Response follow up Channel 1. Where channel partner is assigned the lead is passed to the appropriate channel partner 2. If channel partner lacks capabilities to do report: a) HON Service staff can do report at local rates. b) HON Service can train channel on the fundamentals 3. Additional sales / spin-off from recommendations will be capture by channel partner 4. Channel partners to be inform of campaign prior to launch.

11 Recap: The Program 11 The Asset Health Check combines: Honeywell will provide a site survey and product audit. This audit will include model and serial numbers, location, user, and other pertinent data, and will be made available to Purchaser. If the Health Check reveals that ordinary repairs, as determined by Honeywell, are necessary to render the devices operable and serviceable, Customer will have option to: Satisfactorily repair the discrepancy. Accept additional charges from Honeywell or Channel Partner for repair or replacement. Such charges will be quoted at firm fixed prices. Channel Role: Manage customer procurement/instrument/operations buyers. Build your business with support from Honeywell where required. What is in it for the customer? Reduced risk, reduced schedule, lowest life cycle cost, improved safety

12 Asset Management Health Check Resources 12 Description Use pricing tool to begin estimating proposal process Honeywell AM Use the PMC Total Care Service proposal template to generate proposal Sales Tools: Website / HTML Mailer / PPT / Banners Webinars Service Team Trained Top 10 Customers per pole Item

13 Next Steps 8 Define possible site for an Asset Management Health Check report Agree timeline from data capture at site to report out on findings / recommendations Budgetary proposal for site optimization throughout the asset lifecycle. Anything else?

14 Who to Contact 14 To access the benefits provided under this program by calling or ing a global Service Representative representative closest to their plant location: Americas phone: (toll free US & Canada), (Latin America) EMEA phone: +31 (0) APAC phone: Global Rien.Debruijne@Honeywell.com please check out the Marketing Bulletin Board

15 15 Thank you