Post Office Box 1778 Goodlettsville, TN 37070 -1778 (615) 859 -9980
Considerations of Deployment of Direct-to-Satellite Tank and Smart. Home™ Monitoring Systems
A Product Developed Over Time: n n 16 Years in the making At an investment of $6. 8 million Protected by 22 patent claims (domestic), Foreign claims through WIPO under PCT (Canada, Japan, China, Israel, Australia, Mexico, All countries of Western Europe, Brazil) (Additional patents pending) US & Foreign Copyrights
A Product Developed Over Time: n Consulting with senior officials of: ¨ ¨ ¨ Direct. TV Echo. Star Dish. Network ISAT Axonn Loral Aero. Astro Global. Star Iridium SES Global SES Americom 24 propane distribution companies
Sky. Tracker™ History October 1988: First Transmissions – based on technology used at Hatfield Marine Institute (Smithsonian Magazine). n 1999: Century Propane Company affiliated with America’s Family Entertainment (AFE). Began work on Sky. Tracker™. n 2002: NASCorp founded (acquired America’s Family Entertainment). n
Sky. Tracker™ History In 2004 the first beta Sky. Trackers™ were deployed. Today they have the equivalent of 13 years of transmissions (Sagamore Gas & Appliance, National Gas Distributors, Lindens Propane). n October 2005, First production model Sky. Trackers™ released to Auxier Gas, National Gas Distributors, Sagamore Gas & Appliances, Farmer’s Co-op, Salley’s Propane, Propane Direct, Chapp & Bushy Oil Co. and Erie Shore Propane. n
Shared With Industry Veterans Pat Walsh (Ferrell. Gas) October 1988 n Wallace Willard (President-MPGA)1989 -1996 n The late Milford Therrell (Squibb-Taylor) May 1994 n 4, 200 NPGA Members - 2000 n 24 independent propane dealers became stockholders of NASCorp - 2000 n
Industry Recognition n NASCorp’s Sky. Tracker™ is listed on both National PERC’s Remote Tank Monitoring Matrix and NPGA’s Marketer’s Management Forum Telemetry Questionnaire. Both describe the Company, our commitment to the industry and many of the Remote Tank Monitoring Industries’ firsts that Sky. Tracker™ offers.
Sky. Tracker™ n Today, Sky. Tracker™ is used by 400 gas distribution companies, public utilities, refined fuel dealers, and gas processing companies in … ¨ 48 states ¨ 10 Canadian provinces ¨ Australia, Jamaica, Suriname, Puerto Rico, Honduras and Israel.
Transmits Data For Government: NASA (White Sands Missile Test Center), NORAD, San Francisco International Airport, hundreds of federal and state DOT locations, dozens of schools in the U. S. , Canada and Australia. Care facilities: Walter Reed Hospital, nursing homes, three dozen hospitals in Australia doctor’s offices and urgent care facilities.
Transmits Data For Commerce & Agriculture: Ruby Tuesday, Dunkin’ Donuts, Hampton Inns, Americ. Inns, Wal-Mart, Home Depots, Flying J. , Big Sur Lodge, Sandals Resorts, Telus, Cylinder and Motor Fuel Dispensers, Temp-Heat, Poultry, Grain Drying, Dairy Farming, Nurseries and Orchards and Irrigation engines. Residences: Tiger Woods, Olin Browne, Nelly Furtado, Greg Norman, Chris Everett Lloyd
Credible Experience, Leadership First remote tank monitoring system to be made by propane dealers for propane dealers
R. L. (Rick) Humphrey – Inventor n n n Missouri University – Cape Girardeau, MO (BS – Marketing Management and Accounting; MBA – Architectural Engineering Advanced: Accounting, Law, Steven R. Covey (7 Habits Trainer) Sears Roebuck Extension Institute Manager Trainee – Sears Roebuck & Company. Dunn & Bradstreet Credit and Financial Management
n n Rode bobtail & tank setter at what is now Ameri. Gas’ Crystal City, MO facility with uncle, Lee White, (Albright-White) Williams Energy Company (1973 -1979) n Retail Sales Manager n National Director of Advertising & Promotion n Contracted with Minnie Pearl, Grandpa Jones & George “Goober” Lindsay as national spokespersons n Director of National Accounts (Wendy’s, Pizza Hut, GTE, Ford, GM, Union Electric, Ponderosa, GE, KOA, City of San Carlos, NASA)
n Buckeye Gas Products Company (1979 -1986) Grand Rivers Division Manager (leader in acquisitions of 200+ independent propane dealers) n Gas Check Trainer (300 service techs) n n Ferrell. Gas (1986 -1990) Grand Rivers Region Manager n 32 locations, 35 MM gallons, $6. 9 M EBITDA n
Century Propane Company, Inc. n Start-ups: n n n n n Cape Girardeau, MO Potosi, MO Saint Genevieve, MO Paris, MO Ironton, MO 12, 000 End Users 10 MM Gallons 32 Vehicle Fleet Truck Fabrication Shop n Acquisitions: n n n n n Discovery Propane, AZ E-Z Stop Propane, AZ Kilarney Gas, MO Bass Gas (IN) Burna Propane, KY Jim Thomas Propane, KY S & S Propane, TN Claire Gas, MO Dawson’s, MO
Associations n n n IPGA – Presidential Appointee (1983 -1986) MPGA – Director (1986 -1998) NPGA (1983 -present): n n n Market Development Committee Consumer Focus Committee Governmental Affairs Committee Author of PERC legislation (1989 -1992). Sponsored first PERC Congressional Bills (MOPERC) 1993. 1 st PERC Chairman (MO PERC) 1993 -1997.
Through Experience, Humphrey Concluded: u Degree Day/Julian Day scheduling only accurate for 75% of end users – Resulting in Wasted Stops/Wasted Trips – While other customers ran out of fuel – 85% of accidents occur when the customer has run out of gas u That meter gas systems were inefficient and incurred gas losses u “Milk-Man” or “Drive-By” propane delivery was equally inefficient
A Better Way………. n n n Efficient tank routing through… Accurate remote-tank monitoring over… 100% geographic coverage with… Nothing to install inside the customers’ home or business, allowing… Consumption billing, eliminating gas losses, wasted trips, out-of-gas incidents and accidents Resulting in dependable fuel deliveries
The Team That Built:
NASCorp Board Of Directors • Dwayne Mc. Kinney, Vice-President Chair – Marketing (Pegasus/Direc. TV) • Mayor Danny Leverette, Secretary • Joe Crocitto, Treasurer (United States Army) • Dennis Moreno, Director & Chair – Administration (TN Titans) • Dan Smith, Director & Chair – Technical Standards (ADI) • Robert (Bob) Shannon, Director (The Shannon Group) • Charley Hutchins, Director (Sagamore Gas & Past President of IPGA) • R. L. (Rick) Humphrey, Chairman Advisors: Ephriam Hoover III (Hoover, Inc. ) Gaylord Cole (Cracker Barrel & Logan’s Road House)
Key Employees • Marty Brasher – Director; Operations and Technical Services (formerly Production Manager for Nissan) • Cathy Story – Director; Accounting • Tabitha Martin – Account Executive Western US and International • Tony Ginnetti – Account Executive Eastern US, Canada, and Australia • Nancy A. Burnett – General Counsel (licensed in NY and TN)
Why Consider Remote-tank Monitoring… u Defray delivery costs ($200. 00 barrels predicted) u Improved safety because higher prices = customer working off tank bottom = out-of-gas incidents = 85% of industry accidents u Improved Customer Service = “Dependable tank monitoring & refilling” which is the second most important requirement of end-users, per State of the Industry Survey (LP Gas Magazine)
What Retailers Say Their Customers Value Most : 1 n “Quick response to problems” n “Dependable tank monitoring and refilling” n “Flexible payment options” Billing) n “Predictable prices” n “Lower prices” 1 State (Consumption of the industry Survey (of propane dealers) as compiled by LP-Gas Magazine
A Compilation from the Survey Assumes: Annual cost of propane delivery service (per end-user) n 1 M – 2 M Gallon Distribution Plants n $5. 00 per gallon Diesel n Derived from: State of the Industry Survey LP-Gas Magazine
Average bobtail miles driven annually per customer 44. 2 34. 8 34. 0 33. 0 Assumed 31. 9 28. 5
Vehicle Costs n Assuming 33 miles: 33 ÷ 4. 5 MPG = 7. 33 gal x $5. 00 =……………. . . $36. 65 n $100, 000. Vehicle cost - $10, 000. Salvage ÷ $90, 000. ÷ 5 yr. = $18, 000. ÷ 2, 000 customers=……. 9. 00 n Insurance ($1, 500. ), Taxes & License ($400. ) Maintenance/Tires/Oil ($3, 100. 00)+$5, 000 ÷ 2000 customers = ……………… Average Annual Vehicle cost per customer……. 2. 50 $48. 15 ====
Cost of Drivers: Wage $14. 03 p/hr. x 2, 080 hrs =…………… FICA $29. 182 X 7. 65% =……………… FUTA & State ($11, 000 X 4. 5%) =…………. Workers Comp ($8. 00 p/c) =…………… Uniform Allowance =…………………. Medical Insurance (Co Pay 82. 4%) =………………… Periodic Training/Certification/DOT =…. . ………… Retirement Comp 4% =………………. Total Driver Cost = Customers Total Driver Cost Per Customer $ 29, 182. 40 2, 232. 45 495. 00 2, 378. 00 400. 00 3, 955. 20 500. 00 1, 167. 30 $ 40, 260. 35 ÷ 891___ $ 45. 19
Other Costs Of course, back office support, your executive’s salary, and a return on-investment from your customer tank assets, bulk-plant and service vehicles must still be included: Customer Service Representative @10. 00 per hour plus taxes and some benefits $24, 847. 20 per year or $12. 43 per hour divided by 891 customers $ 29. 01 Executive Salary, taxes and benefits (double the driver) $ 90. 38 ROI on bulk plant investment, inventory, 891 customer storage tanks, A/R, furnishings, tools, technology Deployment, etc. $ 237. 34
Annual Per Customer Cost: Vehicle Expense Driver Cost Back-Office Support Executive Management ROI on Customer Total Assets $ 48. 15 45. 19 29. 01 90. 38 $237. 34 Total Cost Per Customer Per Year $450. 07 =====
Change How You Do Business n n No matter how you cut this figure, for a residential customer, your cost per stop is well over $75. 00. In fact, it is over $100. 00 per stop. The task today is to reduce the number of stops per year. It means: No more wasted trips. It means knowing what the propane level is in your customer’s tank before the truck leaves the plant yard. It means efficient deployment despite imperfect tools, seasonality of business, vastly different resources, etc. And it requires the most important element: leadership by you.
Is The Business Tool of Leaders……. .
Six Relevant Areas That Must be Done Well. Sky. Tracker™ Controls Costs Through: n n n Effective scheduling and routing Performance Management System Effective Customer Order Management System Customer Relations & Proper Tank Sizing Efficient Resource Deployment Efficient Operating Models (Ask your NASCorp Account Executive for Details)
Proven Solutions That Work Effective Leadership n Use of Information Technology n Increase gallons per Bobtail n Perfect the Predicted Demand System n Manage the Will Call Customer n Attract and Retain Quality Drivers n Effective Product Pricing n Implement Performance Management n Choose Vendors that are Seamless n Train and Change (Ask your NASCorp Account Executive for Details) n
Why Consider Sky. Tracker™? n n n Installs in under 3 minutes on ASME tanks Does not require appointment with customer or conversion of customer’s digital phone back to outdated analog 100% coverage – North America 95% coverage – Worldwide Nothing inside customer’s home or business
Why Consider Sky. Tracker™? It does not interfere with 911 emergency calls. n Data received through multi-lingual website, cell phone, downloadable files and API n Security of transmissions, data storage and website n Sky. Tracker™ Subscriber’s Trust Agreement (SSTA) n Sky. Tracker™ will not require change out when analog competitor’s equipment becomes obsolete due to government mandate requiring digital signal (cellular control channel) A Closer Look……. n
Sky. Tracker™ Engineering n n n n Firmware Engineering Software Engineering Equipment Engineering Server Engineering Service Engineering Revenue Engineering Third-Party Compliance & Audit Reviews
Sky. Tracker™ Firmware Engineering n n n Standard Reporting – When tank is filled, at 10% drop, critical lows, out-of-ordinary events (stuck float, end-user away from home, excessive use), and every third day Optional Reporting – Daily or Twice per day, Vertical (linear) tank, Bulk/Transport storage (10, 000 W. C. – 90, 000 W. C. ), Capacitance (non-pressurized fluids) Ground Station 10 x Amplification of Sky. Tracker™ transmission will enhance coastal areas (Fall 2008) – will apply to all units currently in the field
Sky. Tracker™ Software Engineering n n n n Supports Copyrighted Multi-Lingual (English, Spanish, French, Russian, Portuguese) Website 1. 6 Million Copyrighted Lines of Code (26, 000 pages) Patented Color-Coded Data Displays for “at-a-glance” information Escrowed into Sky. Tracker™ Subscribers Trust Agreement (SSTA) Long Term Agreements with software vendors Reviewed by Audit and Compliance Group Backed-up every 30 seconds (active and passive servers) with daily tape back-up and 30 day disc back-up for escrow
NASCorp “Firsts” NASCorp is the first in the industry to offer an API so dealers can merge Sky. Tracker™ data with their own accounting or routing software through their providers of that service. n Another NASCorp first is the ability of NASCorp dealers to recover their tank level information over their cell phone (any Windows®-based smart phone design). n
Sky. Tracker™ Demo Log-In Info. To see current ‘live’ color-coded satellite tank data at existing end-user locations: n Go to www. nascorp-skytracker. com. n Click “Welcome” in the language of your choice and the log-in page will appear n Enter “skytracker@demo” (without the quotations) for the Username and enter “demo” (without the quotations) for the Passcode. The color-coded tank levels page will appear on your screen n Be sure to further click on “Details” and “Graph” (Elmer Gantry being the most active) and also check out the routing and sorting features
Sky. Tracker™ Equipment Engineering l l Patented Degree-Day & Julian Day Recorders on Board Transmits Data in the Noise Spectrum (nondetectable, non-decodable) 6 Fleets of 8 LEO satellite pass overhead every 300 seconds Polls for change every hour 24/7/365 (Transmits changes and every third day (Standard Reporting Plan)).
Sky. Tracker™ Equipment Engineering (continued) l l Enclosure is made of ballistic plastic, UV rated, fire-retardant materials. Antenna designed by Mark Ingals, engineer for XM-Radio and GM On. Star’s satellite antennas Two Greenwich clocks – Tracks time zone and satellite time (20 year service life on clock batteries) Two super-caps for power-up assurance
Sky. Tracker™ Equipment Engineering (continued) l l l Self-contained – nothing to install in the customer’s home or business Battery installs in field with Phillips screwdriver (optional power supplies available) ETL, UL & ANSI rated for use with hazardous materials specifically in environments were propane is present.
Sky. Tracker™ Server Engineering u u u NASCorp has designed and developed the fastest and most unique Web applications in the industry and backed them up with NASCorp’s own IBM X-Series servers for the most secure redundant data storage, not only in the industry, but in almost any industry. In short, we offer the safest and most secure data transmissions, storage and recovery systems in the industry. Level(3) Co-Location Center - Under Armed Guard Duplicate Power Grids Multiple Internet Pipes Escrowed into SSTA Reviewed by Audit & Compliance Group
Sky. Tracker™ Servers IBM X-Series Machines u Six in Cluster u Active-Passive Servers with three back-ups u Sixth server for API u IBM Guarantee (99. 999% up-time, 2 hours maximum down-time) u Other servers come on-line if one or more fail, so virtually no down-time for propane distributors or their end users u Escrowed into SSTA u Reviewed by Audit & Compliance Group u
Sky. Tracker™ Service n n n Same Day Responses 100% Testing SSTA Reviewed by Audit & Compliance Group NASCorp offers “live” tech support, both for equipment and Web application. NASCorp’s competitors primarily utilize LP gas equipment distributors, so direct customer support is non-existant.
Revenue Engineering For dealers, Sky. Tracker™ pays for itself through operating expense reductions and true dealer revenue-generating services, i. e. ; Web page access by end-users and Sky. Help Services™, API, consumption billing, etc.
Revenue Generation n n End-user Website Access. . . . . “Never Out” Programs……………… Sky. Help™ Services (Indoor) ¨ Indoor Low Temperature…………. . . . . ¨ Low. Temp and C 3 H 8 Leak. . ………… ¨ Low. Temp, C 3 H 8 Leak & CO Detection……… Sky. Help™ Services (Outdoor) ¨ Outdoor Low Temperature…………. . . . ¨ Low. Temp with 1 Murphy switch……………. . ¨ Low. Temp w/ 2 Murphy switches……………. . Consumption Billing (meter charge)……………… $9. 99 -24. 99 Varies $9. 99 $14. 99 $19. 99 -24. 99 $9. 99 $24. 99 $29. 99 -39. 99 $10. 99 -19. 99
Consumption Billing n Another First for NASCorp is our development of an effective method of consumption billing which: ¨ Eliminates wasted stops saving time, energy, fuel and wear and tear on trucks ¨ Dealer retains ownership of the fuel at end-user locations ¨ End-users pay only for the fuel they use each month ¨ Offered in conjunction with API or Excel Downloadable Files
NASCorp Third-Party Audit & Compliance Checks n Another industry first is that NASCorp backs all of this up with The Compliance and Audit Group, a third-party company which provides computer privacy and security auditing, education and consulting, as part of our ongoing effort to maintain and continually improve the safety and security of our customer’s data.
New Developments n NASCorp’s ongoing commitment to the refinement of Sky. Tracker™ hardware, software and Web applications is unprecedented. Sky. Tracker™ has been adapted for extended life battery power, 12 v. sources, power displays, variant tank gauges, vertical tank level gauges, refined fuel gauges, capacitance gauges, cryogenic solutions and solar adaptation
Final Considerations n A technology base today positions you to take on additional benefits tomorrow n Eases the “shock” for your employees, your customers, and on your P&L and Balance Sheet n It adds to more than your bottom line though market advantage, image and customer and employee perception
Final Considerations continued n The costs of lost opportunities in not making a decision are simply too high. To wait for the cost to come down will mean you will pay the same as if you had the technology (due to inefficient operations) and still not have the technology. Costs will not come down enough to offset the current value of operating savings you can realize today.
Sky. Tracker™ tank monitoring. Its reliable and cost effective.
Ask About NASCorp’s Blanket Purchase Order Quantity Discounts (100 units+) § Equipment § Activation § Monitoring § Ancillary Items § Payment Terms § Limited Three (3) Year Warranty § Business Rules
Payment Terms § Net 20 days from NASCorp date of shipment § Warranty items will be handled outside and separate of payment terms
Quantity Discounts Example Quantity (12 Months) Equipment (ii) (Reg. $314. 99)(iv) Activation (Reg. $39. 99) Monitoring (Reg. $4. 00) Total Quantity Discounts Earned 1, 000 $15. 00/$15, 000. 00 $20. 00/$20, 000. 00 Waived 1 st 3 mos. /$12, 000. 00 $47, 000. 00 2, 500 $15. 00/$37, 500. 00 $25. 00/$62, 500. 00 Waived 1 st 3 mos. /$30, 000. 00 $130, 000. 00 5, 000 $15. 00/$75, 000. 00 $25. 00/$125, 000. 00 Waived 1 st 3 mos. /$60, 000. 00 $260, 000. 00 10, 000 $15. 00/$150, 000. 00 $30. 00/$300, 000. 00 Waived 1 st 3 mos. /$120, 000. 00 $570, 000. 00 20, 000 $25. 00/$500, 000. 00 $30. 00/$600, 000. 00 Waived 1 st 4 mos. /$320, 000. 00 $1, 420, 000. 00
Note: • Quotes Good for 30 days • All sales subject to Business Rules. • Includes Sky. Tracker. TM, base plate, tape, hall sensor-cable, standard Battery Pack, 12 volt capability, Rochester Jr. or Sr. Remote-Ready dials. • All terms are net 20 (days). First and last months monitoring fee will be collected at the time of order. Last month monitoring fees placed in the SSTA. • Bulk/Transport Storage (Plant) Sky. Tracker. TM is $399. 99 (equipment). Monthly monitoring is $14. 99. Qualifies for quantity discounts based on the above schedule.
Member of: • • • National Propane Gas Association Western States Petroleum Marketer’s Association of The United States Army Missouri Propane Gas Association Illinois Propane Gas Association Texas Propane Gas Association Michigan Propane Gas Association Tennessee Propane Gas Association Kentucky Propane Gas Association Minnesota Propane Gas Association of Canada
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