 In
1840, Henry R. Worthington designed and built the first
direct-acting steam pump, launching the first of several
enterprises that would eventually become Dresser-Rand. Over the
next 160 years, new and improved machinery helped Dresser-Rand
become what it is today – a world leader in energy conversion
technology.
But who could have imagined back
even a few decades ago, that the future of this company would
entail far more than just manufacturing machines with advanced
technology and engineering? Changes in the marketplace, and the
subsequent changing needs of our clients worldwide, have served as
the impetus for a new role for Dresser-Rand.
This new strategic role is
increasingly evident in our daily operations, examples of which
can be found on the pages of this magazine.
Not so very long ago, our clients
in the refining, oil and gas, and gas transmission industries
operated on "three bids and a buy," where equipment
purchase was the objective. But the pressures of the world
marketplace and the need of our clients to increase their
competitiveness brought about important changes. Mergers and
acquisitions, downsizing, and volatile world energy pricing have
forced many to rethink their businesses. In doing so, they’ve
had to look at the process of procuring materials and services,
including their relationships with key suppliers.
Our clients are realizing more and
more that the old transactional approach to buying equipment doesn’t
provide them with what they need. Increasingly, they’re looking
for expertise and resources that help them focus on the real
value. These "non-traditional relationships" go far
beyond the latest and greatest equipment, as clients seek to
develop a single-source of innovative solutions, based on advanced
technology and responsive service to maximize their productivity
and improve their total cost of ownership.
In short, for Dresser-Rand the
energy conversion business has evolved from building equipment to
building relationships that provide long-term benefits.
The evolution has been gradual, but
it’s gaining broader acceptance in our markets each day. In
recent years, preferred supplier agreements with leading oil and
gas companies have paved the way for success. These agreements
required us to redefine internal processes to help clients improve
their bottom line.
And this is just the beginning.
In the spring of 2002, we formed
the Dresser-Rand Business Solutions Team to provide our clients
with innovative solutions that produce real added value.
The results of this effort are
already evident. The recently signed agreement with ChevronTexaco
is a good example of how the Business Solutions Team is helping
D-R respond to client needs. (See ChevronTexaco article.) Team
members are working to identify several new opportunities.
Einar Christiansen, Doug Craig,
John Gegus, Dave Hargreaves, Gregg Johnson, Mike Keator, Duncan
Swan, and Dave Vincent are working to help D-R better understand
and meet the global needs of each client. Beyond that, Business
Solutions helps bring all aspects of D-R’s products, services
and technologies together to develop innovative solutions and
build client relationships.
In the past few years, Dresser-Rand
has developed and introduced significant advancements in
technology. Our Product Services organization has extended our
reach to all parts of the world to help our clients keep their
equipment running. And D-R’s installed base remains the largest
in the industry.
These efforts have been met with
enthusiastic support by our clients. As we continue working hard
to improve our processes and manufacturing methods, the D-R
Business Solutions Team will ensure that the entire range of D-R’s
products, services, expertise and innovative business solutions
are coordinated to benefit our clients. As we move forward in the
new century, these are the tools that will strengthen our
relationships and ensure our mutual success. 
Vince Volpe
President
Dresser-Rand Company
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