Working group: COMMERCIAL VISIBILITYF. Lanzini, G. Franchini

ANIMP INTRODUCES ITS NEW SECTION:

PACKAGES FOR PLANT ENGINEERINGMilano, May 3rd 2018

SEZIONE

PACKAGES

COMMERCIAL VISIBILITY IS COMPLEX AND COSTLY TO ACHIEVE

End-Users

200+ Italian Packagers

Contractors

CONTRACTORS MUST REFER TO VENDOR LISTS BY END-USERS

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Identify the vendor in the

right category of supply –

especially on Packages where niche applications

exist

Visibility on key references and

End User Qualifications for the specific package, QMS, basic financials,

certifications, contacts

Assessment visit to

understand the capabilities,

tools, systems, resources,

compliance in place to deliver

the specific package

Performance evaluation in

order to move the competition

from Price to Total Value, considering

delivery, reworks, interface issue …

TYPICAL NEEDS OF A BUYER TOWARDS PACKAGERS

WHO DOES

WHAT?

WHO IS OUT

THERE?

ARE THEY ABLE

TO DELIVER?

HOW GOOD IS

THE PACKAGER?

A B C D

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DIGITAL PLATFORM TO BRIDGE BUYERS AND PACKAGERSE

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SupplHi.com, used as Vendor Management System for the Oil&Gas and Power industries, in parallel and/or as an integration to existing systems & tools of Buyers, is a digital environment built to help create and keep this connection updated

OPEN: enable sharing of

information inside the

community

FREE FOR VENDORS: the

basic subscription for

vendors is free-of-charge

CONSTANTLY GROWING: the

number of functionalities is growing

based on User indications

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HOW TO SUPPORT THE INTL’ COMMERCIAL VISIBILITY?

165 Categories of supply for Packages,

based on the int’l experience of EPC

Contractors

Free-of-chargeVendor Registration

on SupplHi.com, created from ANIMP’s

experience (56 ANIMP Packagers registered so far)

Vendor Passport based on what End-Users require in their

Qualification processes, including the assessment visit

(10 ANIMP Packagers

“Passported” so far)

Vendor Feedback mechanism based on: Quality, PM, Delivery Time, HSE and NPS

WHO DOES

WHAT?

WHO IS OUT

THERE?

ARE THEY ABLE

TO DELIVER?

HOW GOOD IS

THE PACKAGER?

AVAILABLE SINCE 2015

AVAILABLE SINCE 2016

AVAILABLE SINCE 2017

PILOTING BY END 2018

A B C D

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165 COMPREHENSIVE CATEGORIES OF SUPPLY FOR PACKAGES

PACKAGES

WATER TREATMENT

PROCESS PACKAGES

FLUE GAS TREATMENT

COOLING TOWERS

HEATING, VENTING AND AIR CONDITIONING (HVAC)

FILTRATION, SEPARATION

SKID-MOUNTED PACKAGES

FIRE-FIGHTING SYSTEMS

REFRIGERATION

HANDLING SYSTEMS

A

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EASILY TRACK THE REGISTRATION PROGRESS

THE FREE-OF-CHARGE VR COVERS THE BASIC INFO REQUIRED FOR MINIMUM VISIBILITY TO BUYERS

QUALIFICATIONS

❑ List of existing Qualifications with:

❑End-Users

❑Contractors

❑Technology Licensors

❑Original Equipment Manufacturers (OEMs)

required optional

BASIC DATA CATEGORIES REFERENCESCOMPANY

STRUCTUREFINANCIALS QHSE

OTHER

INFO

HISTORY

& NEWS

❑ Company name, with legal form

❑ Location (Country, Town, Address)

❑ Website

❑ Telephone number

❑ Fax number

❑ Company Registration number

❑ Company tax identification number (e.g. VAT)

❑ At least 1 references (more than 5 as suggested) for each selected category

❑providing: Project name, Year, End-User, Country of destination, Industry, EPC Contractor

❑Since search results may be filtered by industry, provide references on all the industries in which you operate.

❑ Selection of the Technical Standards covered

❑ Brochure by category

❑ Navigate the Categorization tree to select the categories of supply

❑The selection of the right category from the SupplHi Standard Categorization is key to show the real capabilities of the company

❑ In case of a Group, key companies part of the Group

❑ Manufacturing plants / offices

❑with indication of the address and the associated categories of supply

❑ Brands

❑with the associated categories of supply

❑ Company revenues for the last 3 years, at least

❑ Split of revenues by category of supply

❑a rough estimate is enough for Buyers to understand your core businesses

❑it refers to the last 5 years

❑ Logo

❑ Cover image

❑ Number of resources and split by type

❑ Spaces (workshop, yard, …)

❑ Organizational Structure

❑ Other documents and certificates (e.g. API certificate, ASME Stamps, …)

❑ Company Incorporation document

❑ Membership with Associations

❑ Quality certificates with indication of certifying authority, and date validity:

❑Management System

❑Safety

❑Environment

❑Social Responsibility

❑ Health & Safety key indicators for the last 3 years

❑Exposure in man-hours, Fatalities, Lost Time Injury (LTI), Near misses

❑ Environmental convictions, enforcements or prohibitions

❑ History on the company

❑e.g. new products, new services, M&A, exhibitions, ..)

❑ News on the company

CONTACTS

❑ Preferred email for commercial contacts

❑ CEO

❑ Sales & Marketing Manager

❑ Procurement Manager

❑ Quality Manager

❑ Commercial / Technical Contact by category

Info sourced from the Vendor Registration

All info provided by the vendor are checked by the SupplHi Team before going online

56 ANIMP Packagers registered so far

B

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VENDOR PASSPORT INVOLVES THE ASSESSMENT VISITC

Comprehensive VP Report that analyses and assesses all

Vendors’ capabilities (i.e. Engineering, Procurement,

Manufacturing, HSE, Services…), and collects the

information and documents required by the major End-

User for their qualification processes

Assessment tailored for the O&G Industry that provides the potential Buyer with a

deeper knowledge of the Vendor

Document collection that accelerates End Users’ Qualification processes

required for specific Projects

Delivered by an independent third party

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VENDOR FEEDBACK PERFORMANCE AREAS TO GO BEYOND THE LOWEST PRICING LOGIC

DELIVERY

BEHAVIOUR

HSE

OVERALL

QUALITY

Respect of delivery times of goods/services and documentation

Interface with the organization before, during and after the execution of the contract

Respect of HSE standards

“On a scale from 0 to 10, how likely are you to recommend this supplier to a colleague?”

Compliance with technical specifications

D

… Under Design based on indications from the overall community

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THE JOURNEY STARTED IN 2015 AND PACKAGERS CAN NOW FULLY LEVERAGE ON SUPPLHI

Partnership with Lloyd’s Register andlaunch of the Vendor

Passport

July 2017

Launch of SupplHi.com with basic info of the Vendor Registration

Feb 2016

Addition of Complianceinfo on vendors (int’l

sanction lists, GAFI, …)

Sep 2016

Completion of the design of the SupplHi Standard

Categorization

Nov 2015

Integration with Financial Data provider

Ongoing

650 vendors invited by Bonatti in 2017 across

multiple campaigns

Dec 2017

Bonatti adopts SupplHIas official pre-

qualification system and start subscription

campaigns for its active vendors

Apr 2016

So far:• 2k Completed

Registrations

• 17k Vendors

Mapped

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PROPOSED NEXT STEPS FOR ITALIAN PACKAGERS

Consolidation of the Vendor Passport through

additional comments

30/06/2018

Launch of piloting of Vendor Feedback mechanism in

collaboration with restricted number of buyers

30/09/2018

Launch of shared Vendor Feedback pilot

31/03/2019

Launch of promotion initiative for Packagers to

the 2 selected End-Users

30/06/2019

Identification of 2 target End users to be

introduced through ANIMP and action plan definition

31/12/2018

Consolidation and official Launch of shared Vendor

Feedback module

31/12/2019

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Thank you for your attention