Professional Documents
Culture Documents
Agenda
What is Business.FLEX?
Applications and services to improve plant profitability by enabling plant staff to work more effectively Unifies business goals with production automation for effective decision making Applications build on Uniformance, on one another, and on other Hi-Spec Solutions applications to provide a collaborative manufacturing environment for the process industries
Operations Management
Monitor, highlight, and set priorities on deviations in manufacturing performance compared to plan Quality management
Production Management
Track, determine, and report production and gross profitability, including local inventory management
Agenda
1.
Solution
Set limits for all key operating data, and record all deviations Ensure all limitssafety, environmental, design, operabilityare honored all the time Follow-up based on relative impact
Benefits
Fewer incidents, due to more accurate and consistent limits Fewer incidents, due to better analysis of root causes Capacity/yield improvements, due to operating closer to true limits
Key users
Operators, supervisors, and engineers
2.
Solution
Improve communications between planning and operations Set complete daily plans, not just key drivers Monitor, record, and explain deviations for analysis Follow-up based on relative impact
Benefits
Capacity/yield improvements, due to operating closer to true limits Improved customer satisfaction, as products are made more reliably
Key users
Planners/schedulers, operators, and supervisors
3.
Solution
Use lab data in calculations and analysis everywhere Link test results to product shipments Link sample schedules to operating plans
Benefits
Lab effectiveness, as lab activities are tie more closely to the rest of the plant End user effectiveness, as lab data are available everywhere
Key users
Laboratory staff, and plant users everywhere
2.
3.
4.
5.
6.
monitoring of chemical and catalyst usage avoid run outs optimum usage to yields and cycle life savings from excessive usage reduced lab sampling/labeling errors take samples when needed, not more, not less
Savings for a typical refinery or large chemical plant can exceed $1M /year. Payback typically ~1 year.
Honeywell Confidential and Proprietary
Energy utilization
Improved monitoring of expected vs actual fuel utilization Improved monitoring of steam usage Efficiency status reporting
Inventory management
Improved inventory projection with timely reporting of high/low inventory trends which could negatively influence operations Reduction in contingency inventory levels
Logistics
Personnel costs
Reduction in engineering design cost Overall reduction in personnel costs
LIMS Benefits
Validates product quality Tracks lab performance and validates lab procedures Provides secure quality data history
Supports Statistical methods, enforced equipment calibration and maintenance schedules, management of Standard Test Procedure documentation, Tracking of resamples and re-tests. Audit LIMS events Data can also be shared with process historian data for comparing quality data to process data in a single trending tool. LIMS can also be used in an integrated environment to provide warnings to operations through the DCS when product quality is below specification By defining and documenting lab processes. Activities as Batch Release, Product Certification facilitate order fulfillment with correct grade products. Next most valuable grade, along with re-generation of Certificates of Analysis for the new grade level. Relate Lab results to specific Research projects
Honeywell Confidential and Proprietary
Agenda
[PlaceWare Multiple Choice Poll. Use PlaceWare > Edit Slide Properties... to edit.]
Good: I can explain and demo it Fair: I can explain the concepts but need help with
detailed questions I've heard of Operations Monitoring - isn't that just for Exxon? Isn't that similar to @sset.MAX products? Huh?
Suggested Poll
The Solution
Planning & scheduling provides the targets Advanced controls execute to the targets @sset.MAX solutions monitor equipment performance
Honeywell Confidential and Proprietary
Services
Support
Common reporting
Unit operating targets set every day based on operating modes KPI calculations for specific process units PHD collects process data
1. 2. 3. 4. 5. 6.
Establish operating envelope Calculate KPIs Set economic targets Monitor systematically Report results Manage quality data
Laboratory management
Manage samples and sample schedules Manage product specs and test methods
Reporting
Standard, on demand reports for consistent access to quality data Excel Companion for ad hoc analysis Web access and Digital Dashboard
(future)
(future)
Integration
Provides quality data for advanced applications Get specifications, report results to ERP systems with the Business Hiway product Reduce costs with shared configuration through Uniformance Results available in PHD
KPI Calculations
Monitoring
Deviation Analysis
Uniformance Database
Shipping
Work Packages
What are work packages?
Standard service descriptions, with scope, deliverables, required skills, and engineering hours
Costs and overheads are calculated by the Proposal group
Complete application Independent feature of an application
Available packages
Operations Management 1a Kickoff phase 1b Install Uniformance 2a LDI 2b LIMS Small Implementation 2c LIMS Large Implementation 2d LDI Lite 3a Operating Instructions 3b Planning System Interface 4a Calculate CDU KPIs 4b Calculate Reformer KPIs 4c Calculate FCC KPIs 4d Calculate Hydrocracker KPIs 4e Calculate Coker KPIs 4f Calculate Ethylene KPIs 5a Predict Crude Qualities 5b Improve Crude Predictions 6 Process Unit Monitoring 7 Project Completion
Work with customer at work package level to define scope Use work packages to quickly get to a scope and budget Modify if needed
SWOT
Strengths Comprehensive solution Strong domain expertise Proven applications Strong value proposition Weaknesses User interface Requires PHD Limited project know-how Internal skepticism and confusion Threats Competitor demonstrating whole solution at the high end Home grown systems at the low end
Opportunities Unique value proposition APC and Uniformance installed base Leverage Alert Manager, SUMMIT, other technologies
Competition
Internal and Historian Vendors (OSI, etc.)
Offering Spreadsheets and home grown tools Our Advantages Complete solution suite Support and total cost of ownership Their Claims I can code that in a day with a spreadsheet We already do that Our Rebuttals Show customer list Can a spreadsheet pass an audit or a resignation? Show breadth of solution
System Integrators
Offering Full product and service suite Turn key delivery Benefits studies Our Advantages Complete solution suite Support and total cost of ownership Their Claims Problem is too big for Honeywell or involves non-Honeywell parts Honeywell products only work for refining Our Rebuttals Show them our customer list Show our implementation methodology
Competition (continued)
Big commercial LIMS vendors
Offering Sophisticated, purpose-built LIMS Our Advantages Better integration Our LIMS well suited for medium/small process plants Their Claims More features Better user interface Our Rebuttals Make the lab part of the automation solution, not an island
Road Map
Situation today
Operations Management products date back to 1991 Business.FLEX 100 is released to consolidate the Business.FLEX products, and to deliver many enhancements and bug fixes
Agenda
Orders
20 15 10 5 0
1998 1999 2000 2001 2002
Sales by Region
Sales by Industry
Americas A/P EMEA OM/OI LIMS/LDI
10
Refining
Honeywell Confidential and Proprietary
Chemicals
Other
Current Customers
Industry Region Company Sites Ref. Chem Other NA EMEA A/P ACCO Building Products 1 X X Agrium 2 X X AKZO 2 X X Alcoa 1 X X Al-Jubail Petrochemicals 1 X X Andersen Corp 1 X X BP 1 X X Chevron 2 X X Conoco 1 X X DEA Mineraloel AG 1 X X Eagle Picher 1 X X ExxonMobil 50 X X X X X Honeywell Performance Polymers 1 X X Huntsman 5 X X Idemitsu 2 X X Kyokuto Petroleum 1 X X Lang & Peitler 1 X LG Chemicals 1 X X Nansei Sekiyu 1 X NCRA 1 X X NODCO 1 X X Nova Chemicals 16 X X X Petro-Canada 1 X X Petronas 3 X X X X Samsung Petrochemical 1 X X SASOL 1 X X Saudi Chevron 1 X X Sembawang Utilities Terminal 1 X Shell/Equlion/Motiva 9 X X Showa Shell 4 X X Singapore Chemical Company 1 X X SK Corporation (formerly Yukong) 1 X X Sunoco 1 X X Toa Oil 1 X X UOP 1 X X WMC 2 X X Woodside Petroleum 1 X X Worsley Alumina 1 X X Applications OM OI LIMS X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X X Notes
NOTES AND COMMENTS Source: Product shipping records plus known commitments. Shows current customers of at least one Operations Management product.
In many cases implementation projects are still going on. Not every site belonging to a customer has every application.
Includes Engen Durban refinery
Kill shots
Strategic account relationship and selling at the right level Honeywell product breadth Willingness to work closely to meet customer needs
Project execution
License fees Customer-funded development Consulting and occasional implementation services
Honeywell Confidential and Proprietary
Kill shots
Strategic account relationship and selling at the right level Well conceived study Honeywell product breadth
Project execution
License fees Customer-funded development Consulting services, including a pilot and a prototype
Honeywell Confidential and Proprietary
Kill shots
Account relationship Rapid, effective implementation by a senior consultant using a standardized methodology
Project execution
License fees Implementation services
Sales Strategies
1. Determine what business problems the buyer faces 2. Assess the customer and the opportunity
Company profile: first tier? Second tier? Opportunity scope: one product? Solution suite? Corporate-wide?
process industries Target customers who already have Uniformance or a Honeywell connection Sell at the right level: to the operations manager Sell solutions to business problems
Sell solutions, not feature/function Sell the complete solution suite story first (top-down) Settle for individual product sales as necessary Plant the seeds for selling up later
First tier company seeking a common solution for multiple plants, probably anticipating a step out in performance Mid-tier process plants seeking a complete solution for a single plant, probably building on Uniformance, RMPCT, or related Hi-Spec products First tier company seeking commercial products, to use as basis for in-house initiatives Small/medium process plants seeking point solutions such as LIMS
Solution suites
Corporate standard
Selling down from the top Long lead time, selling across the corporation Sell vision, direction, size, resources to deliver
Executive presentation Respond to detailed requirements? Value of demos, trial evaluations, and literature Key message
Services
Always sold with services Proposals and services by Hi-Spec Scope varies, typically starting around 1000 engineering hours for implementing the Suite Prototype and starter projects for single applications typically start at around 200 engineering hours
Projects
Usual range is USD 100-200,000 for a single application (including services), and up to $1M for a suite at one site
Support
Usual policy: 18-20% of license fees
Honeywell Confidential and Proprietary
Agenda
Mel Head
Business.FLEX Sales Consultant - North America
Ken Nghiem
Business.FLEX Sales Consultant - North America
Francois Lelerc
Business.FLEX Business Manager
Jim Christian
Operations Management Product Manager
Marty Israels
Business.FLEX Marketing Manager
http://intraspec.iac.honeywell.com/BusinessFLEX
Honeywell Confidential and Proprietary
[PlaceWare Multiple Choice Poll. Use PlaceWare > Edit Slide Properties... to edit.]
More technical and functional information More sales-related information More on projects and deliverables That's enough!
Suggested Poll
[PlaceWare Multiple Choice Poll. Use PlaceWare > Edit Slide Properties... to edit.]
Yes! Yes, but I need more technical depth Yes, but I need more marketing collateral or sales
support No, not enough new or useful information No, no interest in these products
Suggested Poll
Agenda
Summary
Complete solution sells for USD 100,000 and up Over 100 satisfied customers now using solution