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Center for MIS Studies University of Oklahoma Leading In Difficult Times November 7, 2002
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Center for MIS StudiesUniversity of OklahomaCenter for MIS StudiesUniversity of Oklahoma
Leading In
Difficult TimesNovember 7, 2002
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
About SolArcAbout SolArc
Established in 1991
Focused exclusively on enterprise software for energy supply and trade management
Over 22 customers managing crude oil, refined products, gas liquids, petrochemicals and coal
Approximately 100 employees
Privately held and self funded
Based in Tulsa, Oklahoma
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
The MissionThe Mission
To provide the world’s leading Enterprise Trade Management
solution to global commodity businesses
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
Value ChainValue Chain
Wells
Gas PlantY-Grade Pipelines
Purity Storage
CavernsY-GradeStorageCaverns
PurityProductPipelines
ChemicalPlants
AgriculturalResidential
Production
Transportation Marketing
Vessels
Pipelines
Fractionator
Refinery Vessels
Pipelines
Fractionation
Marketing
PlantOperations
Production
Transportation Refining Transportation
RetailUsers
Trucks
Trucks
Storage
StorageIndustrial
Fuels
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
Value PropositionValue Proposition
Sales
Forecasting
Call Center
Support
Quote
Generation
MRP DRPMaster
Scheduling
Forecasting
Financial Accountin
g
HumanResources
Inventory
Management
Procurement
Contact
Management
Enterprise Resource Planning
Supply Chain Management
Customer Relationship Management
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
Land Rush vs. Land WarLand Rush vs. Land War
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
What Happened?What Happened?
Macro-economic malaise
Capital expenditure reductions
Capital markets tightening
Confidence erosion- trading
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
StrategiesStrategies
Align with strategic initiatives and invest
Cut service levels
Sacrifice long term potential
Head for the bunker
Out-sourcing?
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
PrioritiesPriorities
Preserve long term potential
Increase customer intimacy
Field the best team
Bring expense in line with visible revenue
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
Key ChangesKey Changes
Restructure Top to Bottom
Elevate Customer Care
Reduce Sub-contractor Expense
Focus Product Development
Improve Sales Methodology
Initiate Customer Value Delivery“Enabling SolArc to Help Customers Realize Value”
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
ResultsResults
Hi-visibility on Increasing Cash Flow
Embracing Current Customers
Cautiously Optimistic Employees
Increased Teamwork
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
ChallengesChallenges
ROI Credibility
Low-visibility into new spending
Focus
Copyright 2002 by SolArc, Inc.Confidential and Proprietary
Thank YouThank You
