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V3 EGC 2016 CEO

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Transcript of V3 EGC 2016 CEO

MARKET SHARE GROWTH
Fiscal Year 2016 Business Overview

EGC Critical Components
STRATEGY
COMPETITOR OVERVIEW
COST & WORKING
CAPITAL INITIATIVES
FINANCIAL
Manage growth in our traditional diverse business while strategically investing to grow in select Pump, Valve, Compressor and FPSO applications.
MARKET SHARE GROWTH
How EGC has positioned itself against competition?
Balance Sheet
Cash Flow
Ratio
Operating Statement
NET WORKING CAPITAL
H2
3,623
3,702
4,282
15/16 Fcst
14/15 Actual
13/14 Actual
H1
3,902
4,286
4,617
15/16 Fcst
14/15 Actual
13/14 Actual
OPERATING CASHFLOW
H1
H2
FULL YEAR
1,439
2,668
1,509
15/16 Fcst
14/15 Actual
13/14 Actual
3,552
3,844
6,627
15/16 Fcst
14/15 Actual
13/14 Actual
4,991
6,512
8,136
15/16 Fcst
14/15 Actual
13/14 Actual
Focus on strategic markets.

Concentrate core competencies on critical applications.

Cost management.

Continue value extraction from supply chain.

Cash generation.

Efficiency gains through lean initiatives.

Gaining market share by exploiting competitor weaknesses.

Organic growth by expanding product offerings.

Escalate growth by targeting small to mid sized OEM’s.

Expand strategic footprint into Europe.

Gain market credibility as subject matter experts.


Maintain a diverse customer base.

Continue to expand aftermarket
sales through OEM partners.

Build long term relationships with key customers.

Building a customer centric culture.



Commercial
Technical Solutions
Product Application
To gain market share leadership and be recognized as a subject matter expert in performance critical applications.
Providing a comprehensive portfolio of application specific materials and full service engineering and manufacturing capabilities with the sole focus of improving operating performance.
Continued product expansion by leveraging our material portfolio and maintaining a broader vision for opportunities in our key applications.
Sales
Inside sales
Application engineering
Valve
Sales
Inside sales
Application engineering
Compressor
Sales
Inside sales
Application engineering
FPSO
Sales
Inside sales
Application engineering
Pump

Team-based Opportunity
Management

Co-ordinated communication

Focused on core applications

Engineered solutions

Technical knowledge

Follow projects jointly

CUSTOMER
Harvest
Incremental
New Technology
Leverage existing products to new customers or regions
PTFE Balls
Piston Cups
Wafer Seals
Stock Shapes
Fibrex
Gaining market share through expanding product lines

Injection molded pump products
dures materials for pumps
Compressor valve plates
Compressor packing rings
Compressor Piston & Rider rings
Diaphragms
Machined parts
Optiseal
Poppets
Future technology and products
Cryogenic fugitive emission seals
Labrynth seals
High Temp Fibrex bearings
Market material alternatives
New winder XPC material
Coupling
PUMPS
Continue to build relationships with current OEM’s in North America & Europe

Target new OEM’s

Provide technical support and engineering services

Gain aftermarket & service repair through OEM locations


VALVES
FPSO
COMPRESSORS
Reduce inventory weeks from 7.5 to 6.7
AP weeks 5.5 to 5.8
Continued cost management
Continue to review alternative methods to further improve receivables
Recruitment of key positions with deep established relationships and market credibility. Selected from major competitors

Positioned speed and flexibility as our competitive advantage

Gained market share with the launch of our dures™ family of materials

Took advantage of timing to exploit competition in a down market

Regular external email communications to individuals
Market awareness of EGC
Following our strategy to become the market leader
OEM’s
Conduct joint visits with OEM partners

Educate users on our dures™ material portfolio

Achieve end user specifications
End User’s

Gain understanding and knowledge for new capital expansion projects

Add valve by providing technical support

Act as technical advisor interface between EPC and OEM’s

Engineering, Procurement & Construction
Reciprocating and Centrifugal compressor types

Gain market share on sealing components

Seeking compressors with critical performance applications


Focus
Target new OEM’s in North America & Europe

Emphasize small to mid size companies for faster growth

Expand products in current OEM’s where are an existing supplier

Commercial

Introduction of new materials

New supply qualifications with larger OEMs

Product qualifications

Adapt manufacturing capabilities for product expansion


Technical
Gain market share via focus
on API Valves

High Temperature/High Pressure

Fugitive Emission

LNG

Firesafe




Focus
Expand product offering in current customers

Target new OEM’s in North America and Europe

Exploiting opportunities against vunerable competitors


Commercial

Internal & Third party product testing and validation

New proprietary material development

Application specific product development

Technical
Competitive playing field is limited due to material, manufacturing and quality requirements

Focus on small to mid size builders of swivel stacks, turret and mooring systems

Continue to service the fleet leasing and design maintenance companies

Technical Articles in industry publications to be known as a subject matter expert…5 released in 2015
Press releases
Technical presentations at industry gatherings

API 610 Pump committee member to select materials


Over 50 formal presentations to OEM’s and End Users to discuss capabilities and materials


H2 P&L
FOCUS
MARKET SHARE
LONGEVITY
FY14
FY15
FY16
Inv Wks
AR Wks
AP Wks
Operating Cash Flow
6.7


5.6


5.5


6,489
7.5


5.7


5.5


6,512
6.7


5.6


5.8


6,038
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