Presentation on theme: "Presented by: Clark Grue Founder and President, Rainmaker GBD Doing Business in the Oil Sands Industry."— Presentation transcript:
Presented by: Clark Grue Founder and President, Rainmaker GBD Doing Business in the Oil Sands Industry
Getting ready to supply to the oil sands industry 1.What is our unique value proposition? 2.Market space: is there room for us here? 3.Where do we fit in the supply chain? 4.Who are the right buyers? 5.Is my company ready?
Who Are We? Founded in Alberta in 2007, Rainmaker is a recognized leader in strategic business development in the energy industry. We work closely with our clients to develop comprehensive market entry strategies, enhance their market exposure and expand their reach internationally. Our team of professionals has assisted hundreds of companies as they explore new markets around the world. Understanding the nuances of each market has been key to our success to date.
Western Canada Market Challenges Access to markets for end product Shortages of professional talent (PMs, Engineers, etc.) – work share becoming the norm (people and costs) Qualified trades personnel – becoming increasingly scarce Western module fabrication facilities will reach capacity – industry exploring alternative solutions (China, India, US, other regions of Canada, etc.) Material and equipment costs rising – industry looking for additional suppliers (offshore and locally)
Industry Evolution As the industry evolves so does the supply chain From highly engineered to modularization From insulated to collaboration From silos to open innovation From local to international From impossible to probable From dirty to green?
Where are the opportunities in Western Canada? EVERYWHERE Find Them Listen Learn Presentation
Path to success Information Maps, projects, owners, technologies, supply chain, transportation, production, environment, etc Relationships Owner project leads, Engineering leads, Executives, Field leads, Associations, Government officials, etc Trust The industry operates on trust; positively and negatively Success Define success before you begin and use the above factors to arrive at success
Strategy development & who you need to know. Supply/Value Chain ExecutivesR&D GroupsEPCMs Associations etc… Market Intelligence Data TestTweak Strategy Strategic Business Plan Execute Plan
Supply Chain Breakdown PROJECT OWNERS: EXPLORATION AND PRODUCTION COMPANIES ConventionalUnconventional - Exploration- Mining - Drilling- In-situ - Processing- Shale Gas PRIMARY SUPPLIERS: CAPITAL PROJECTS - Engineering Firms - Construction Companies - Fabricators - Financing/public markets PRIMARY SUPPLIERS: OPERATIONS - Oilfield Service Companies - Engineering Firms - Project management - Maintenance
Tiers of Suppliers Tier 1: Direct Tier 2: Indirect Tier 3: Other Supports activities for exploration and extraction – engineering & construction – professional, scientific and technical services. Reliant on capacity of the fabrication/manufacturing sector. Power generators, boilers, heat exchangers, metal tanks, steel pipes and tubes, mining and field equipment, pump and compressor manufacturing. Directly support Tier 1 Suppliers. Construction, transportation, downhole etc. Transportation engineering and engine turbine, power transmission and communication cable manufacturing etc. Encompasses machine shops, warehousing and storage and truck transportation.
Key Players Concerned with strategic purchasing to drive positive returns Set rules of engagement (ROE) with suppliers Develops the specifics of each project (meeting challenges) Defines the ultimate needs and challenges of operations
Value proposition Product Innovation DesignDeliveryQualityPriceSupportServiceWarranty
Supplier pre-qualification – General steps 1. Registration -Provide in-depth information on the supplier 2. Company information -Organizational framework 3. Appropriate certificates & qualifications -Proof of health, safety and overview of quality assurance 4. Compliance with company policies -Work with the buyers to reach their goals 5. Current workload -Outline of projects the supplier is currently undertaking 6. Review of Company Systems - Site visit to suppliers facility
Top 10 secrets to success in this market 10. Learn about the challenges of the resource 9. Understand the climate 8. Respect the expertise in the market 7. Learn to sell to engineers 6. Understand the decision maker hierarchy 5. Build support from influencers 4. Establish a presence/ Be in the market 3. Dont wait 2. Bring solutions, not just products 1. Build trust by delivering what you promise
What does this mean? There are lots of opportunities in Alberta but.. You need to have a value added solution... Differentiate 12 to 24 months before first PO... Patient You need a local strategy/investment... Boots on the ground learn to love and play hockey!... Relationships