The document discusses aligning automation technology solutions from suppliers with the strategic business needs of end users in the downstream process industry. It offers consultation services to help end users better utilize supplier technologies and help suppliers align their offerings with end user needs. The methodology involves workshops between end users and suppliers to define and align customer needs with focused solutions and marketing materials.

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Downstream Automation Provider-End User Alignment
Opportunity: The downstream process industry is moving from a seasonal fill inventory
business model to a model requiring market agility, manufacturing flexibility and
operational excellence. This is necessary to avoid unsustainable profit and loss swings
due to market conditions. At the same time end users must reduce cost due to global
competition. Automation suppliers have products and solutions that can be crafted to
address these strategic business issues, so important to senior management. The
challenge is aligning these technology and service solutions with the end user’s rapidly
changing business model.
Offer: Our practice has extensive experience with the latest supplier solutions and end
user business cases. We help end users better utilize the latest technology to align with
their most important business priorities and help suppliers align their offerings to end
user’s needs in terms both understand. The result is a win-win.
Methodology: As shown in the example below, we ALIGN end user strategic business
needs with the available Automation and Solution technology using a combination of our
own extensive industry knowledge and a series of brainstorming workshops with key
contributors from both the end user and the supplier. Each stage is done separately and
as the predecessor to the next.
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More Profit
Increased Market Share
Achieve Best In Class
IV
Supplier Status Safety
Improved Market Visibility
Customer Satisfacation
Regulatory Compliance
Feed Selection
Brochures
Supply Chain Agility Inventory Reduction
Create Focused Solutions
Sample Proposals III
and Marketing Materials Define and Align
I Customer Product Mix
Execution Plan Needs
CUSTOMER-SUPPLIER
ALIGNMENT
Yield
Energy
Planning, Scheduling
Operational Excellence
Availability
Asset Management
Life Cycle Asset Cost
Process Optimization
Align Supplier Offers
II
with Customer Needs
Process Control
Instrumentation
Analyzers
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Steve Sussman
Principal Associate
(732) 763-0784
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