Erfaringer fra arbeid Arctic Suppliers Network. Noen problemstillinger

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1 Narvik 11. februar 2014 Erfaringer fra arbeid Arctic Suppliers Network. Noen problemstillinger Geir Frantzen Seniorrådgiver Forskningsparken i Narvik geir@fpn.no

3 The total network has an annual turnover of approx. 1,5 bill. NOK and 1500 employees welders, steel & plate workers, mechanical workers EIT workers engineers management Size of business operation is of importance

NOK and 1500 employees - 500 welders, steel & plate

4 Network of companies Northern Sweden: Cordinor AB * Elbolaget Bergqvist AB Berglunds Rostfria AB * Indumont AB APC Composit AB * Luleå Industrimontage AB Luleå Industriteknik AB * EIAB ÅPS Prefab AB Northern Norway: BAMEK AS * Helgeland Maritime AS Hydro Produksjonspartner Nord * NAMEK AS SveTek AS * Extreme Invent AS Energiøkonomi Harstad * Nexans * Norut Northern Finland: Havator Corrotech leading companies, Single point of contact

BAMEK AS * Helgeland Maritime AS Hydro Produksjonspartner Nord * NAMEK AS SveTek AS * Extreme Invent AS

5 Formal Qualification Activities. Achilles registration/certification, basic system inplace HSE, Services and Product codes ISO certification, (or similar system) Quality/Environment, Procedure/Work instruction system material tracebility, differentiate between prefab. of white & black materials etc. Supplier Prequalification process Skilled deliveries Fundamental requirements in place

certification, (or similar system) Quality/Environment, Procedure/Work instruction system

6 Achilles BAMEK AS qualified on behaf of the ARCTIC SUPPLIER network for various product & service codes; Steel/constr./Arch. (eng. and constr) 3.1.1, 2, 4, Steel/piping/Mech. (Prefab. And Fabr.) 3.5.1, 2, 6, 17, Mechanical Fabrication

/Arch. (eng. and constr) 3.1.1, 2, 4, 5 3.5.1 Steel/piping/Mech.

7 Network Prequalification, w/main Supplier With BAMEK as single point of contact Low Score; - Process Management - Business Improvement - Supply Management Medium Score; - Customer Focus & Satisfaction - HSE Strategic Supplier Prefered Supplier Qualified Supplier Approved Supplier Not Prequalified OK/High Score; - Management & Leadership - Information & Analysis - Strategic Planning - Human Resources

- HSE Strategic Supplier Prefered Supplier Qualified Supplier Approved Supplier Not Prequalified

8 Marketing and sales activities Surveillance of the oil and gas market, business opportunities Clustering of network companies to meet particular tender requirements Selection of single point of contact Establishment of Arctic Suppliers POLICY DOCUMENT Tendering Activities Subcontract tender to KOP (Kværner Oilfield Products) subsea unit Subcontract tender to Kværner Process System Sulphur Removal Module (170 tonnes) etc. Partial success for network, network companies have won Snøhvit contracts.

POLICY DOCUMENT Tendering Activities Subcontract tender to KOP (Kværner Oilfield Products) subsea unit Subcontract tender to

9 Challenges during Tender Phase General cost & salary levels in Northern Norway and Northern Sweden. Workers from other low cost countries such as Poland, Portugal and Spain etc. Network companies are SMEs. We have 2-3 leading companies from which qualified clusters might be established. Potential Norwegian oil and gas contract packages are large (too large). We have to tender as sub-contractor or even sub-subcontractor in a very competitive market with very small profit margins. The modification and maintenance market has been difficult during The oil and gas industry is conservative with regards to new companies.

We have 2-3 leading companies from which qualified clusters might be established. Potential Norwegian oil and gas contract packages are large (too large).

10 Challenges during project execution Extensive reporting requirements (during project and delivery of final documentation) Project Admin. requirements, contractual requirements Specifications, engineering standards/numbering systems, execution models Management of changes Volume of work (capability to undertake large volumes)

requirements, contractual requirements Specifications, engineering

11 ARCTIC SUPPLIERS and some companies within the network were qualified as a supplier to the Norwegian Oil and Gas industry.

12 Snøhvit V & M (by som Arctic Suppliers AS eller gjennom medlemsbedrift Kompetanseoversikter utarbeides Arbeidsmarkedet, hva kan hentes herfra? Logistikkanalyse, etablere beste løsning Etablere selskap Etablere avtaleverk Avtale med hovedleverandør Avtaler mellom ASAS og deltakerbedrifter (back to back) Levere prekvalifisering/tilbud Forhandle kontrakt Gjennomføre kontrakt

Logistikkanalyse, etablere beste løsning Etablere selskap Etablere avtaleverk Avtale med

13 Snøhvit V&M, eks oppgaver

14 Utarbeide kapasitetsoversikt

15 Eks mulig organisering

16 Utarbeide policy dokument Lage en god presentasjon av grupperingen Lage kjøreregler/ arbeidsregler Hvordan håndteres forespørselen Økonomi/ kompenasjonsformater Leveringskapasiteter Logistikk

17 Noen tanker Hvor i verdikjeden skal en posisjonere seg? Hvem er kunden Å etablere en troverdig konstellasjon krever mye Posisjonere seg på forretningsmessige vilkår, utnytte nærhetsfordelen til pris Jobbe som om alliansen utgjør ett selskap. Har vi tid og kapasitet til dette? Lojalitet til alliansen viktig, lov å by enkeltvis men ikke i andre allianser Kompelementære bedrifter som utfyller hverandre

forretningsmessige vilkår, utnytte nærhetsfordelen til pris Jobbe som om alliansen utgjør ett

18 Hva kan selskapene gjøre? Etablere leverandørnettverk Etablere et nytt selskap Etablere krav om at hovedentrprenørene skal ligge i nærhet av driftskontorene Kontraktsstruktur, usikker, dette er opp til selskapene å avgjøre!

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