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SUPPLIER SUMMIT 2017MONTERREY MEXICO
Programmatic Approach to Facility Optimization
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Ingersoll Rand advances the quality of life by creating comfortable, sustainable and efficient environments.
Our people and our family of brands—
including Club Car®, Ingersoll Rand®,
Thermo King® and Trane® work
together to enhance the quality and comfort
of air in homes and buildings;
transport and protect food and perishables;
and increase industrial productivity and
efficiency.
We are a $13 billion global business
committed to a world of sustainable
progress and enduring results.
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America
384 Climate
75 Industrial
24 Corporate
Europe, Middle East,
India, and Africa
137 Climate
31 Industrial
21 Corporate
Asia Pacific
134 Climate
59 Industrial
2 Corporate
World-Class Talent in Every
Market
More than 40,000 employees
globally
Global Footprint and Locations
We have a total of 867 facilities around
the world, including 51 manufacturing
facilities worldwide.
Our Global Footprint
Manufacturing, Distribution & Office Locations
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Supplier Summit 2017
Leverage existing Strategic Relationship
Programmatic Approach to Facility Optimization
Total Cost of Ownership
Innovation
Strategic planning
Streamlined Project Development & Execution
Discussion Topics:
Strictly Confidential – Do Not Distribute
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Programmatic Approach to Facility Optimization via Strategic Collaboration
Total cost ofownership
RiskmanagementValue
Total cost of
ownership
Risk
Management
Strategic
Planning
Operational
Excellence
Innovation
Strictly Confidential – Do Not Distribute
Streamlined
Project
Development
& Execution
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Programmatic Approach to Facility Optimization via Total Cost of Ownership
Total cost ofownership
RiskmanagementValue
Total cost of
ownership
Risk
Management
Strategic
Planning
Operational
Excellence
Innovation
Strictly Confidential – Do Not Distribute
Streamlined
Project
Development
& Execution
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Total Cost of OwnershipCapital, Install, Maintenance, and Energy
Power & Maintenance Costs make up 85% of TCO in 10 Year Analysis
Unplanned Maintenance Costs represent a Major Risk Factor to Operating Budgets
Asset Management – Optimizing LifeCycle Costs
Capital Investment: Compressor, Dryer/Filter, Receiver, Cooling System, Freight, Start-up/Commissioning
Installation: Storage, Dryage, Placement/Foundation, Electrical, Plumbing, Ventilation to Piping
Maintenance/Repair: Consumable, Wearables, Hard Parts (Compressor/Dryer/Filter) & Service Labor
Strictly Confidential – Do Not Distribute
Success Defined by Asset Availability & Lowest TCO
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10
46
7
9
7
12
0
10
20
30
40
50
60
70
80
90
100
TotalElectricitycost / year
Leaks LargeReceiver /
LowerPressure
Intelliflow VSD 2-Stage MasterController
ERS Result
Success Defined by Asset Availability & Lowest TCO
Air Receiver
Capacitance
4-Stage
TechnologyAccessory
Design
Total Energy
Costs
Master
ControllerIntelliflow Energy
RecoveryLeak Repair IMPROVED
Total Energy
Costs
Holistic Design & Centralized Air Systems
Strictly Confidential – Do Not Distribute
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Historical Cost of Ownership Model
Capital Cost & Installation
Routine Maintenance
0
$$$$
1 2 3 4 5 6 7
Unscheduled Repairs
• Capitalize Major Repairs
8 9 10
Strictly Confidential – Do Not Distribute
• ‘Surprise’ Expenditures• Major Repairs often Capitalized• Plant Productivity Impacted• Extended Outage Potential
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Financially Capped / Risk Transfer Cost of Ownership Model
Capital Cost & Installation
Routine Maintenance
0
$$$$
1 2 3 4 5 6 7 8 9 10
Strictly Confidential – Do Not Distribute
Budgeted Costs Leveled Over Life Cycle
• Allow Accurate Budgeting• Maximum Utilization of Asset• Plant Productivity Optimized• Maintenance Work Scheduled
Planned Maintenance Costs
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Programmatic Approach to Facility Optimization via Innovation
Total cost ofownership
RiskmanagementValue
Total cost of
ownership
Risk
Management
Strategic
Planning
Operational
Excellence
Innovation
Strictly Confidential – Do Not Distribute
Streamlined
Project
Development
& Execution
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Involvement
Ability to
Influence and
Guarantee Cost/Performance
Cost of Making
Improvement
Strategic
Planning
Program
Design
Build Close
Out
Facility
Design
Operate
Paradox: Early strategic involvement on collaborative basis is only gained where
sufficient trust established between ARCA and Ingersoll Rand
Opportunity for greatest value creation
Early strategic supplier engagement maximizes
value creation and innovation at lower total costs
Enables innovation when impact is greatest
Strictly Confidential – Do Not Distribute
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Minimum Acceptable
Performance
Design Service
Live
Optimum
“As Built”
Peak Performance
Intended
Performance
Time
Perf
orm
an
ce
Existing Practices
Perpetual
Commissioning
First
Occupancy
Auto
Commission
Design, Build, Operate Cycle
Actual Service
Live
Addressing Real Lifecycle CostPerformance / Reliability Degradation Over Time
Strictly Confidential – Do Not Distribute
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Enables Health Monitoring – Supports Trending & Analysis of Operating Parameters
Provides Event Notification w/ appropriate Service Organization ‘Escalation’
Allows for Remote Troubleshooting and Improved Problem Diagnosis
Provides Asset Documentation (Improved ‘Patient Record’)
Supports Control System ‘Fine Tuning’ to ensure Optimal Efficiencies
Real Time Measurement of Key Performance Indicators (KPI)
Provides Validation of System Performance
Enables Comparison of ‘Fleet Assets’
Essential for PackageCare™ Agreements w/ ‘System Availability Guarantee’
Essential to Compressed Air as a Utility (CAU) Solutions
Utilizing Remote Digital Solutions to Drive Asset
Availability & Performance
Strictly Confidential – Do Not Distribute
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Air Station Solution effectively addresses Compressed Air as a Utility (CAU)
Client no longer chooses to Own & Maintain the generation of Compressed Air
Allows the Client to Focus on Core Competencies and Production Operations
Operational Responsibility and Risk transfers to the Air Station Service Provider
Monthly Fee may be treated as an Operating Expense on Income Statements
Capital Investment Avoidance – Air Station Operator provides Infrastructure Investment
Customized Equipment Configurations are Optimized to meet Process Requirements
Utilizing New Equipment ensures Air Station includes the latest Advanced Technologies
Consistency of Air Quality is contractually guaranteed (Flow, Pressure, Dew Point, etc.)
Air Station Solution can be implemented without disruption to Plant Operations
10 & 15 Year contracts (Early Termination & Outright Purchase Options)
Compressed Air as a Utility (CAU)
Strictly Confidential – Do Not Distribute
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Programmatic Approach to Facility Optimization via Strategic planning
Total cost ofownership
RiskmanagementValue
Total cost of
ownership
Risk
Management
Strategic
Planning
Operational
Excellence
Innovation
Strictly Confidential – Do Not Distribute
Streamlined
Project
Development
& Execution
17 Flextronics & IR/Trane – 01.20.11
Supply-sideTransmission
Demand-side
Optimizing The Utility of Compressed Air
Holistic Air System Approach
1818 Strictly Confidential – Do Not Distribute
Holistic Asset Effectiveness
Site Readiness - Objective
Get a clear and objective understanding of state of current infrastructure and impact it can have on plant operational reliability / continuity
Assess whether your business objectives can continue to be met
Benefit from a fresh and unbiased perspective
Obtain strategy-based recommendations for future planning
Gain best practice insights that will enable you to take your site operational reliability to the next level
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Compressed Air System Optimization
Step 1 – Value Identification Questionaire
• Identify Opportunity
• Prioritize
Step 2 – Assessment / Audit
• Level 1 - Intellisurvey
• Analyze
• Quantify
• Level 2 – Investment Grade Audit
• Analyze
• Quantify
Step 3 – Implement
• Implementation
• Verify Savings
• Sustain Savings
Strictly Confidential – Do Not Distribute
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Total cost ofownership
RiskmanagementValue
Total cost of
ownership
Risk
Management
Strategic
Planning
Operational
Excellence
Innovation
Strictly Confidential – Do Not Distribute
Streamlined
Project
Development
& Execution
Programmatic Approach to Facility Optimization via Streamlined Project Development & Execution
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Focuses on Understanding the Total Requirements of the System
Initial Design & Build-Out Potential
Understand the Variability of Demand (Time, Event, Seasonal, Etc.)
Recognizing the Site Specific Factors for Designing the System
Centralized Systems Leverage the ‘Scale’ of Compressor Designs
Compression Technologies Selected based upon Ability to Optimize Efficiency
Systems are Designed to Deliver Efficiency Regardless of Demand Fluctuations
‘Mixed Technology’ Solutions Leverage the Strengths of Different Technologies
Better Part Load Performance
Reduced Maintenance Requirements
Systems designed to extend Service Intervals and maximize Asset Availability
Holistic Design & Centralized Air Systems
Systems Designed to Delivery Efficiency, Reliability & Safety
Strictly Confidential – Do Not Distribute
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Waste Heat Utilized to Support Bottle Warmer Requirement
Integrated Utility Design & Waste Heat Recovery
Strictly Confidential – Do Not Distribute
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Equipment
Repair Services
Scheduled
Services
Risk Transfer
Programs
Assessment
Services
Strategic
Services
• Compressed Air Assets
• Accessories Components
• System Controls
• Installation Services
• Start-up & Commissioning
• Training
• Time & Material Repair
• Quoted Repairs
• Emergency Repairs
• Emergency Rentals
• Long-Term Rentals
• OEM/Non-OEM Parts
• Remanufactured Equipment
• Equipment Overhaul
• PlannedCare™ Agreement
• Scheduled Maintenance
• Diagnostics Tools
• Long-Term Rentals
• Equipment Overhaul
• PackageCare™ Agreement
• Preventative Services
• Predictive Services
• Total Cost Certainty
• Risk Transfer
• Full Repair or Replacement
• Capability Testing
• Enhanced Reporting
• Improved Asset Performance• VIQ Survey
• IntelliSurvey
• Supply-Side and/or
Demand-Side Audits
• Leak Assessment:
• Asset Documentation
(Fleet Management)
• Air System Modeling
• Remote Monitoring
• Performance Contracts
• System Availability
Guarantees
• Turnkey Solutions
• Compressed Air as a Utility
‘Best in Class’ Equipment deserves
Superior Service Offerings…
Pre-Purchase to Full Life Cycle driving
operational risk mitigation
Hierarchy of Advanced Services for Improved Reliability & Asset Management
Strictly Confidential – Do Not Distribute
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A Unique Approach to Arca Continental
Strategic Account Management
•Deep strategic
organizational
relationship
•Dedicated Vertical
Market Expertise
•Process Knowledge –
Applying the ‘Right
Solution’ for Each
Project
•Global Solution
Offerings Compliant
with Master Supply
Agreements
Assessment & Planning
•Technical Expertise –
“Air Scientist”
Knowledge of Systems
•Consistent value
proposition with global
execution
•Recommendations in
accordance with site
specific conditions
•Ability to leverage best
practices across sites
Digitally Connected Solutions
•Total system cost of
ownership reduction
•Smart, connected
compressed air system
•Service productivity &
first pass resolution
•Asset availability
•System Efficiency
•Baseline, improve,
validate, retain…
Seamlessly Aligned For Consistent Global Execution
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Eric FraistatStrategic Account Manager – Coca-Cola
Global Strategic Accounts
Compression Technologies & Services
New York, NY USA
+1.718.753-8210
Email: [email protected]
Alexandre Jordão
Strategic Account Manager
Latin America
Compression Technologies and Services
Al. Caiapós, 311 06460-110 - Barueri – SP Brasil
Office +55.11.2109.8722
Mobile +55 11.99339.0127
Email: [email protected]
ARCA CONTINENTAL Supplier Summit 2017Ingersoll Rand Attendees
Strictly Confidential – Do Not Distribute
Marlon GaleanaCustomer Center Monterrey’s Manager
Compression Technologies and Services
Av. RR # 305. Parque Industrial JM
Apodaca, N.L. México
Office +81 8245 1000 ext 6015
Mobile +55 4354-4318
Email: [email protected]
26 Strictly Confidential – Do Not Distribute
Thank You
