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Spotlight on technology
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Track all major OPEX assets and facilities in key global markets including Africa
with Guido van der Zwet General Manager – Commerce, iPS Powerful People
www.the-eic.com
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Sector analysis Mozambique LNG: Boom or gloom?
From possessing no tangible hydrocarbon resources to speak of to the potential of becoming the world’s next energy superpower, gas-rich Mozambique presents an opportunity for multi-billion dollar investment, with its staggering more than 200 trillion cubic feet (tcf) (and counting) of natural gas reserves. In what seemed like the blink of an eye, the penurious country plunged into the limelight and became the talk of the town among energy executives as Anadarko Petroleum and ENI struck supergiant resources in deepwater Area 1 and Area 4 over a decade ago. Situated in the northernmost province, Mozambique’s cyclone-prone Cabo Delgado will be the location for one of Africa’s largest liquefied natural gas (LNG) projects, Mozambique LNG. The Mozambique LNG project comprises the construction of the nation’s first onshore LNG facility with two trains each initially with a capacity of 6.44 mtpa for a total nameplate capacity of 12.88 mtpa, built alongside two LNG storage tanks, with a capacity of 180,000 cubic metres each, condensate storage, a multi-berth marine jetty and associated utilities and infrastructures. Feed gas will be fed by the offshore Golfinho-Atum fields which are being developed independently from the Prosperidade Complex in offshore Area 1. Spearheaded by Total after having bought Anadarko’s 26.5% operated interest in the project for US$3.9bn in September 2019, the project is being jointly developed alongside other energy players from around the globe including ENH (15%), Mitsui & Co (20%), ONGC Videsh Limited (10%), Beas Rovuma Energy Mozambique Limited (10%), Bharat PetroResources (10%) and PTTEP (8.5%). Having achieved its Final Investment Decision (FID) in June 2019, the US$20bn LNG export facility was the largest single LNG project sanctioned in Africa. The deepwater Area 1 bears an estimated 75 tcf of recoverable natural resources, of which 18 tcf will be developed alongside the first two trains. The project has already sold 11.18 mtpa, almost 90% of the production through long-term contracts with key LNG importers in Asia and in Europe. Additionally, the feedstock will also be supplied domestically for in-country consumption to help fuel future economic activities, which is projected to generate more than US$40bn in revenue for the government over its lifespan. There has also been a plan to expand the facility with two additional trains, taking the total nameplate capacity up to 43 mtpa.
Muham mad Ari f Syafiq Ahmad Sabri
Despite the disruptive impact that COVID-19 has had on driving down energy demand and knocking prices to all-time lows, forcing decision-makers to curtail their CAPEXs, the project continues to progress at a good pace. In July 2020, the French supermajor inked a US$14.9bn senior debt financing agreement with various parties including eight export credit agencies (ECAs), 19 commercial bank facilities, and a US$400m loan from the African Development Bank, sealing the confidence placed by financial institutions on the future of LNG in Mozambique as it marks Africa’s single largest foreign direct investment to date. UK Export Finance (UKEF), after carrying out due diligence on all relevant aspects and considering the project’s ESHIA, is one of the ECAs providing financial support for the project which in turn benefits the UK supply chain. Total, in collaboration with Mozambique’s government, consistent with the local content law, aims to maximise local participation. As of June 2020, 300 Mozambican companies, out of which 160 are Mozambican owned, have been involved, with more than 1,300 Mozambicans contributing to the total workforce. US$2.5bn, which represents one third of the project’s onshore contracts, has been allocated for Mozambican-owned or registered companies. While others are pumping the breaks with their projects due to market volatility, bringing the LNG facility online in 2024 is going to be an uphill climb. The development has coincided with a series of increasingly brazen attacks by Islamist insurgents which led to the deal struck to form a joint task force to protect the supermajor’s project operations and personnel. COVID-19 further worsened the supply glut by reducing demand and prices, affecting projected revenues as well as hindering the development progress when the site became the centre of the country’s outbreak. However, having sent many expatriates home, leaving a huge gap in the market, there is an opportunity to invest in local skills and maximise participation. Given its geographical advantages, Mozambique is optimally positioned to supply the Atlantic and Asia, especially China, where fuel-switching policy is being actively pursued. Having an offtake agreement with the top energy-driven countries like Japan, India and Taiwan makes the project lucrative as forecasts predict growths in demand from these Asian buyers, provided that the market ‘recovers’. It is exciting to see how these ‘bridging fuels’ will play a role and stay competitive with the rapidly falling cost of renewables as well as the emergence of the new kids on the block, namely blue and green hydrogen. Muhammad Arif Syafiq Ahmad Sabri Research Analyst, UK, Europe, RCIS & SSA muhdarifsyafiq@the-eic.com
Designed and published by the Energy Industries Council 89 Albert Embankment, London SE1 7TP Tel +44 (0)20 7091 8600 Fax +44 (0)20 7091 8601 Email info@the-eic.com Web www.the-eic.com @TheEICEnergy EIC (Energy Industries Council)
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Inside this issue... Each year for the EIC, November sees a strong focus on the Middle East due to our participation Mark R isley as the UK pavilion organiser at the largest oil and gas exhibition and conference in the world – ADIPEC.
The same is especially true this year despite the event moving to a fully virtual environment. We’re pleased to be representing a significant number of British suppliers taking part in the virtual exhibition. Throughout the week of ADIPEC, the EIC will also be hosting a series of webinars focusing on doing business with Lamprell, SNC-Lavalin, Wood, Worley, Petrofac and NPCC. Later this month, and due to the significant interest we’ve received in energy opportunities in Saudi Arabia at previous events and on EICDataStream, we’re delighted to be bringing you our final EIC Connect event of the year on 24-25 November. The fully virtual EIC Connect Saudi Arabia will bring operators, contractors, developers and the supply chain together on the same platform that brought you the Virtual Energy Exports Conference to highlight the significant energy opportunities that are available in the country. Sector analysis by EIC Research Analyst Muhammad Arif Syafiq Ahmad Sabri looks at the Mozambique LNG market, an area that has been covered extensively by the EIC in events, reports and analysis over the years. Muhammad studies the rise of Mozambique from relative energy obscurity to its vast potential as an energy superpower, and questions if it can weather the storm of current market volatility and the emergence of alternative energy transition fuels. We were pleased to welcome Guido van der Zwet, General Manager of Commerce at iPS - Powerful People for the popular One-to-one feature, who spoke about business development and marketing at iPS and his strategies to increase commercial activities in Europe, the Middle East and the Americas. Fellow EIC member Penspen Ltd takes part in Spotlight on technology on page 9, looking at their cloud-based integrity management solution THEIA, designed to provide timely and critical information initially for the safe and efficient running of pipelines but with the longer-term intention of including a range of upstream and downstream assets. As always, don’t miss the insightful updates from our regional directors from page 20 to hear the latest from our fantastic teams from the UK, US, Malaysia, Brazil and the UAE. Mark Risley, Head of Marketing and Communications mark.risley@the-eic.com VIRTUAL
EIC 2020
R E C O G N I S I N G C A PA B I L I T I E S S T R AT E G I E S A N D R E S I L I E N C E ACROSS THE ENERGY SECTOR 3 P M T H U R S D AY 3 D E C E M B E R 2 02 0
Sign for the EICOnline newsletter Get inup touch Share your news and views...
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Contents Sector analysis
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Inside this issue...
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EIC databases
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One-to-one 6 Spotlight on technology 9 New EIC members
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Member news
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Social media round up 17 Forthcoming events
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Overseas events
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UK and Europe news 21 Middle East news
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Asia Pacific news
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North America news
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South America news 27 EIC Inform
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EIC Survive & thrive IV 32 @TheEICEnergy
EIC (Energy Industries Council)
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DataStream COTE D’IVOIRE
Global opportunities NORWAY
RUSSIA
Block CI-27: Foxtrot Fields Project
Hammerfest LNG Modification Project
Nizhny Novgorod Polypropylene Expansion
Operator: Foxtrot International Value: US$315m Foxtrot International and partners aim by the end of 2022 to have drilled three new wells at a cost of US$215m and spend US$100m for the construction of new onshore processing facilities and pipelines to supply gas to two new power stations.
Operator: Equinor Value: US$300m Aibel has been awarded a FEED contract for modification of the Hammerfest LNG plant in connection with the Snøhvit Future project. The FEED contract has an estimated value of NOK140m (US$15.8m).
Operator: Lukoil Value: US$500m Lummus Technology has been awarded a contract for a petrochemical facility in Kstovo. Lummus’ scope includes the technology license for a 500kta polypropylene unit and design engineering, training and services.
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For more information on these and the 9,000 other current and future projects we are tracking please visit EICDataStream
BANGLADESH
DENMARK
Moidhara Solar Power Plant
Wind-to-H2
Operator: Orion Group Value: US$100m Development of a 100MW solar plant in Mongla. ABB has signed a contract with Orion to implement automation and control solutions at the Moidhara solar power plant. ABB will implement a fully integrated automation and electrical system for control and monitoring of the entire plant.
Operator: Siemens Gamesa Renewable Energy Value: US$10m A hydrogen project featuring a 3MW Siemens Gamesa turbine to feed electricity into a green hydrogen systems electrolyser, a single 400kW unit of its HyProvide A-Series electrolysers. Green Hydrogen Solutions to supply an electrolyser, with hydrogen production in January 2021.
RUSSIA
Zainskaya Combined Cycle Power Plant Operator: JSC Tatenergo Value: US$500m Development of an 858MW CCGT power plant in Zainsk, Tatarstan Republic, Russia. The plant will replace the Zainskaya State District Power Plant’s (SDPP) outdated units. GE has secured a contract to supply its 9HA.02 gas turbine and associated equipment for the works.
SupplyMap The only database of UK supply chain companies across all energy sectors Need ayour demonstration of EICDataStream, EICAssetMap, EICSupplyMap? Get in touch Share news and views... Pleasenewsdesk@the-eic.com contact membership@the-eic.com Email • Phone +44 (0)20 7091 8600
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AssetMap
EICAssetMap
Africa Join us
Track all major OPEX assets and facilities in key global markets including Africa EICAssetMap, the EIC’s operations and maintenance (O&M) database, now maps all major facilities across all energy sectors in the UK, Norway, Brazil, Gulf of Mexico, the ASEAN and GCC states and Africa. This fully interactive map database is updated daily with information about existing facilities and key contacts at these facilities so you can find out who to do business with and contact them. EICAssetMap is the only O&M database to map major energy assets across all sectors in key markets in Africa, both onshore and offshore.
key energy markets around the world in all energy sectors to find new O&M business opportunities Search for operational assets in
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@TheEICEnergy
EIC (Energy Industries Council)
6
One-to-one
with Guido van der Zwet General Manager – Commerce, iPS - Powerful People We talk to Guido van der Zwet about business development and marketing for iPS - Powerful People globally and his strategies to increase commercial activities in Europe, the Middle East and the Americas.
Q
Can you describe the duties of your current job?
My job title is General Manager – Commerce, basically I am responsible for business development and marketing for iPS - Powerful People globally. I coach a team of 12 business development managers and together we develop and implement strategies to increase our commercial activities. Our main hubs are Europe, the Middle East and the Americas.
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What drives you within the organisation/industry?
My personal drive is to help people get a job; having a job you love can change the course of your life. I am proud of the fact that we are feeding thousands of families and we cut no corners when it comes to benefits to employees. I believe in human capital instead of human resources and live by that rule. The industries we are in are also fascinating and ever changing, and that makes it a very dynamic and diverse job.
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What does iPS - Powerful People do?
iPS - Powerful People is a one-stop-shop for personnel solutions. We look for partnerships with our clients and make tailormade solutions, not just the highest price so we can benefit from higher margins. Our services can be described in three main pillars:
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Personnel: recruitment of either operational personnel (in the field/onboard vessels or platforms) as administrative personnel (office positions). These candidates can be hired by iPS or by the client and we charge a finder’s fee (also known as permanent staffing and headhunting). Payroll: we have over 45 different payroll solutions in different countries. We use our expertise to help our clients find the correct payroll solutions. For example, we can have a Baltic candidate, working on a German flagged vessel, working in Denmark, where does this person have to pay taxes and how does that work? We take these headaches away from our customers by making tailormade and 100% compliant solutions. Projects: a combination of both earlier mentioned services plus all the other services that come in to play in a project. For example, you can send a Panama flagged vessel to work in the Mexican Gulf of Mexico, we recruit the personnel, put them on our payroll, arrange the travel arrangements, training, paperwork (Panamanian seaman’s book, endorsement, medical exam), MLC:2006 approved employee contracts, PPE (personal protection equipment), lodging and other expenses. All with 24/7 service, as the industry requires this.
Get in touch Share Do youyour wishnews to beand profiled views... in this section? Email Pleasenewsdesk@the-eic.com contact mark.risley@the-eic.com • Phone +44 (0)20 7091 8600
Q
What is the driving force/ competitive advantage of iPS?
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iPS has a few competitive advantages. We manage open-book administration, we have various quality certificates (with regular audits) that guarantee the quality level (MLC:2006, ISO:45001, OHSAS and others). We have over 45 payroll solutions, we are 100% compliant with local benefits and taxes. It is a private company and can add value in various parts of the world. The company was founded in 1988 in The Netherlands and has expanded to over 15 countries. We have 32+ years of experience and have a database of over 100,000 qualified candidates in our personalised ERP system.
We started in dredging and companies such as Boskalis, Van Oord, DEME and Jan de Nul have been our clients for 30+ years. We have developed our services together with our clients towards new industries such as offshore services and offshore wind.
In Mexico for example, where we have been since 2007 and have various local offices, we have been able to help various clients to set up in Mexico during the starting phase of the energy reform, such as Murhpy Oil Corp, Premier Oil, Talos Energy, Fieldwood Energy and their service providers like McDermott, Sapura Energy, Valaris, Saipem and many more.
One-to-one
PERSONNEL
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How has iPS handled the COVID-19 situation and what have been the complications? We have taken measures according to local rules. In Europe, it is almost impossible to travel between certain countries so we had to be creative. For our projects in Taiwan, we see that it is easier for Dutch and Belgian candidates to get visas and access to the country. For our Baltic candidates, we had to get them to Germany via ferry and from there they could take a plane. The Middle East is more problematic, especially Saudi Arabia where we have a local office, the airports are closed and no foreigners can get in. About 75% of the workforce come from Asian countries, and because they cannot travel or enter the country, there is a scarcity of finding candidates to do the job. In the Americas, we have found that in Mexico there are different rules and measures per state. It is not possible to fly from Europe to the US, but if the candidates stay two weeks in Mexico they can then fly to the US without a problem.
These are just a few actual examples, but what we are seeing is that the rules and measures are changing daily. We are on top of all developments and make tailor made solutions for our clients, taking all local rules and measures into account.
As for our staff, we work mostly from home but we are at 100% capacity.
For more information please visit Sign up for the EICOnline newsletter
Q
Can you describe some of the most notable projects globally that iPS is collaborating or has collaborated in?
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PAYROLL
Which countries/regions is iPS active?
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As mentioned, our main hubs are:
Europe; HQ in The Netherlands, Belgium, Germany, United Kingdom, Jersey, Norway, Baltics.
Middle East; UAE, Saudi Arabia, Bahrain, Qatar.
Americas; Mexico and USA.
Oceania; Australia.
We have partners/agencies in the Philippines, Taiwan, India, Indonesia, South Africa, Congo, Angola, Mozambique, Mauritius and Brazil.
Q
How is energy transition changing the industry?
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Overall, we see that energy demand is growing and although the mix is changing there is still a need for different sources of energy. We see that oil and gas is and will be important for decades still, mainly in the Middle East and Mexico. As for the US, Europe and Asia we see more focus and development around offshore wind. The advantage of providing personnel is that we have no assets and can quickly move into different industries. We see personnel move from traditional oil and gas to offshore wind. We also see that many IOC’s, EPC’s and dredging companies are moving to renewables and have stated zero emission goals. Since we already have a longlasting relationship with these clients, we have been able to move and develop together.
@TheEICEnergy
EIC (Energy Industries Council)
A
There are many projects that come to mind:
Dredging; The World and The Palm in Dubai, expansion of the Suez Channel and currently we are working on the Fehmarnbelt tunnel (a new tunnel between Germany and Denmark).
Oil and gas; Mexico energy reform (around 50 different companies involved), different services for IMI in Saudi Arabia.
Offshore wind; we have been working in over 80 offshore wind parks in Europe and Taiwan.
Tunneling; Hallandsås tunnel in Sweden and metro lines in London.
Q
What kind of jobs and benefits do you offer your candidates?
We make sure that our candidates will receive their salaries including all local benefits and taxes paid by law. We offer training, take care of our personnel with insurance and we have people that have worked in different projects for over 20 years. We take good care of our personnel and treat them as the most valuable asset, as I mentioned we think in human capital instead of human resources. In the end it is not the vessels, platforms or machinery that get the job done, it’s the right people that utilise them.
www.ipspowerfulpeople.com Visit www.the-eic.com/Forms/NewsletterSignup
PROJECTS
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9
Spotlight on technology Penspen Ltd
www.penspen.com
THEIA – CAPTURE THE VALUE OF YOUR DATA THEIA is a digital, cloud-based integrity management solution, developed by Penspen in collaboration with QiO Technologies. It has been designed to provide timely and critical information, initially for the safe and efficient running of pipelines but with the longer-term intention of including a range of upstream and downstream assets.
The industry quadrilemma
Penspen recognises the biggest challenge the industry faces is uncertainty. Ageing pipelines mean greater risks, which are in turn set against a background of cost reductions and increased regulatory demands. Loss of skills and a lack of new talent add to the strain on existing resources. THEIA represents a new way of thinking, to address these constraints, reduce uncertainty and help minimise unforeseen failure, now and in the future. Combining Penspen’s 65 years of technical experience, industry knowledge and quality assurance capability with QiO Foresight Maintenance® technology, THEIA provides a complete picture of pipeline assets under a range of environmental and operating scenarios. Get in touch To be profiled in this section please contact Email mark.risley@the-eic.com
Using data analysis in tandem with computer models based on Penspen’s industry wide expertise, THEIA delivers insights into pipeline integrity within a predictive analytical environment for a fast and more accurate prognosis.
THEIA’s mission statement
To empower integrity teams, capture the value of data, prevent failures and optimise asset performance. To learn more about THEIA, please visit the webpage on the Penspen website www.penspen.com Any EIC members who wish to be profiled in this section please contact Mark Risley, Head of Marketing and Communications mark.risley@the-eic.com
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New EIC members NEW EUROPEAN PRIMARY MEMBER
NEW AFRICA MEMBER
NEW ASEAN MEMBER
Atlantic Bluewater Services Ltd
Brave Oilfield Services Engineering Sdn Bhd
KM 14, East-West/Uniport Road By Obiri Ikwerre Flyover Rumliosi-Akpor Port Harcourt Nigeria
133, Block 5 Laman Seri Business Park Section 13 Shah Alam Selangor 40100 Malaysia
The Nominated Representative is Mr Mondale Okoro Igbinedion, General Manager
The Nominated Representative is Mr Muhammad Uzzair BinHamzah, Project Engineer
Telephone +234 805 7099 966
Telephone +603 5524 3347
Telephone +31 318 549 288
Email mondale@atlanticbluewater.com
Email uzzair@brave.com.my
Email andre-den.haan@ brooksinstrument.com
Web www.atlanticbluewater.com
Web www.brave.com.my
Web www.brooksinstrument.com
Atlantic Bluewater Services Ltd (Atlantic Bluewater) is an integrated engineering, maintenance and procurement services company in the upstream, midstream and downstream sectors of the Nigerian oil and gas economy.
Brave Oilfield Services Engineering Sdn Bhd has been established since 2017 and focuses on the oil and gas sector, certified and licensed with PETRONAS and is an ISO 9001:2015 competent and compliant company. The company has years of experience and is capable of getting the project deliverables executed and managed in a timely, cost efficient way.
Brooks Instrument is a company of highly trained specialists with more than 70 years of experience in development and manufacturing of flow meters.
The combination of excellent service, technical knowledge and competitive pricing has enabled Atlantic Bluewater to gain a strong market share in the market it serves. The company works in a very close relationship with its clients and takes great pride in supplying them with the correct products and services, at the right time and at the best possible total cost.
Its focus and areas are both upstream (surface and subsurface) and midstream and downstream which cover products and services in: Engineering; fitness for service (FFS), asset life integrity, vibration analysis, soil studies. Technology using predicative management software I-RIMS. Trading, supplies and rentals; consumables, equipment, tools. Project management and consultancy. Non-destructive, leading edge technology inspection.
Get in touch Share your news and views...
Email newsdesk@the-eic.com • Phone +44 (0)20 7091 8600
Brooks Instrument BV Einsteinstraat 57 Veenendaal 3902 HN Netherlands The Nominated Representative is Mr Andre den Haan, Project Sales Director
Brooks Instrument’s portfolio includes: metal tube variable area (VA) flow meters; glass tube variable area (VA) flow meters; thermal mass flow meters and controllers; coriolis mass flow meters and controllers; pressure controllers and regulators. Serving EPC companies in the oil and gas industries all over the world, Brooks Instrument has many years of experience with handling projects, project documentation and test requirements.
New EIC members
NEW ASEAN MEMBER
NEW UK MEMBER
Dataran Elektra Sdn Bhd
Drummond Energy Ltd
14 Jalan Tiara Sentral 1 Tiara Sentral Nilai Nilai Utama Enterprise Park Negeri Sembilan Malaysia 71800
34 Bradford Road Brighouse West Yorkshire HD6 1RW
The Nominated Representative is Mr Zamsari Kamid, Managing Director Telephone +606 794 1241 Email zkamid@delektra.com.my Web www.d-elektra.com Dataran Elektra Sdn Bhd works alongside technology partners and product manufacturers to develop business strategies and methodologies, as well as human resources skills to enable clients to maximise value. The company offers total electrical & instrumentations (E&I) and control & instrumentations (C&I) installation and maintenance services, explosion proof (Ex) risk based inspection and installation services, instrument and equipment supplies, process skid EPCC, fibre-optic based smart sensing and surveillance, as well as marine fuel monitoring and gas scrubbing technology with prime focus on the upstream and downstream oil and gas, petrochemical, power, marine, and other related industries such as chemical, oleo, as well as the government sector. Dataran Elektra possesses an accumulation of more than 180 man-years of experience, and with technical support from its principals and partners, is adequately learned to understand project requirements and transform these into successful project execution. Sign up for the EICOnline newsletter
The Nominated Representative is Mr Keith Drummond, Director Telephone +44 (0)7826 248 770
NEW GLOBAL MIDDLE EAST MEMBER
ESSAR Projects Ltd LOB 16 Office No 124 Jebel Ali Free Zone Duabi UAE The Nominated Representative is Mr Santhosh Kumar, DGM – BD Telephone +9714 584 6416
Email keith.drummond@ drummondenergy.co.uk Web www.drummondenergy.co.uk Drummond Energy is a specialist consultancy for the energy industry. Its main areas of focus are: provision of outsourced sales, business development and tendering services – offering clients access to cost effective business development expertise. Services include: national and international sales initiatives; building business cases; building strategy; market studies; lead generation; technical sales writing; negotiation; account management. Specialist technical consultants for process and pipeline services (PPS) – management, leadership and support for all technical/ operational/commercial aspects of PPS. Drummond Energy provides expert support for clients carrying out the following services: leak detection; helium leak detection; nitrogen purging/inerting; nitrogen drying; vacuum drying; pigging; hydrotesting; hydraulic and lubrication oil flushing/conditioning; chemical cleaning; pipe freezing; refrigerant recovery and temporary LNG supply.
Email santhosh.kumar2@essar.com Web www.essarprojects.com Essar Projects is a leading global EPC contractor with over five decades of experience in project execution and delivery. Essar Projects has played a defining role in the engineering, procurement and construction domain; offering innovative solutions to clients across geographies and multiple sectors, for projects of scale and complexity, while managing diverse technological interfaces. Essar Projects has delivered mega projects across various sectors like refineries, oil and gas field development, tankages and terminals, pipelines, petrochemicals, fertilisers, offshore, power, infrastructure, minerals and metals, marine and water systems. Essar has footprints across the Middle East, India, South East Asia, Europe, the Americas, Africa and Australasia.
Management consulting – all aspects of senior business management, leadership and support.
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@TheEICEnergy
EIC (Energy Industries Council)
11
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New EIC members
NEW EUROPEAN PRIMARY MEMBER
KOMITZ GmbH Friedrichstr. 20 57072 Siegen Germany The Nominated Representative is Mr Hamidreza Ahmadian, CEO Telephone +41 228 500025
NEW ASEAN MEMBER
NEW RENEWABLES MEMBER
PT Sumberdaya Sewatama
Red Spiral Ltd
Gedung TMT 2 LT1 Jalan Cilandak KKO No1 12560 Jakarta Indonesia The Nominated Representative is Mr M Zainal Arifin, Corporate Strategy & Marketing Manager
38 Bramble Hill Chandlers Ford Eastleigh SO534TP The Nominated Representative is Mr Graham Watts, Senior Project Manager
Telephone +62 21 2997 6712
Telephone +44 (0)7702 165 529
Email ahmadian@komitz.de
Email muhamad.arifin@sewatama.com
Email gm.watts50@sky.com
Web http://komitz.de/en
Web https://sewatama.com
Web To be confirmed
As the leader of KOMITZ Industrial Group, KOMITZ GmbH provides carefree and cutting-edge telecom, safety and security solutions, particularly design, implementation and integration of complex networks and systems to the toughest challenges in the maritime, oil and gas, energy and heavy industries across the world.
With over 27 years of service and experience, Sewatama has become a strategic partner to thousands of customers in achieving their value creation journey.
Red Spiral has been set up to provide consultancy and project management services to industry, particularly the renewable energy and oil and gas sectors, by offering strong experience and leadership/management skills, underpinned by technical knowledge in maritime, offshore wind, project management and team development to support and work closely with clients delivering new energy solutions.
The company continues to provide reliable power solutions to sustain its vision as the preferred choice for customers from power generation to operation maintenance.
24-25 November 2020
CONNECT Virtual
Saudi Arabia
16 March 2021
CONNECT Virtual Vietnam Get in touch Share your news and views...
Email newsdesk@the-eic.com • Phone +44 (0)20 7091 8600
Key employees are chartered marine engineers and project management professional (PMP) qualified with a willingness to travel to the client as required.
New EIC members
NEW GLOBAL MIDDLE EAST MEMBER
SSTenergommontazh 5274, Proektiruemyj proezd, Build 7 Mytishchi Moscow 141008 Russia The Nominated Representative is Ms Elena Andrianova, Strategic Marketing Director Telephone +7495 627 7255
NEW GLOBAL MEMBER
NEW ASEAN MEMBER
TEMS International
Velesto Energy Berhad
Union Point, 5th Floor Blaikies Quay Aberdeen AB11 5PW
Level 18, Block 3A, Plaza Sentral Jalan Stesen Sentral 5 Kuala Lumpur 50470 Malaysia
The Nominated Representative is Mr Bill Walkingshaw, Managing Director
The Nominated Representative is Mr Abdul Hadi, Chief Commercial Officer
Telephone +44 (0)1224 047 462
Telephone +603 2096 8788 Email abdul.hadi@velesto.com
Email e.andrianova@sst.ru
Email b.walkingshaw@ tems-international.com
Web https://www.sst.ru/en
Web www.tems-international.com
Web www.velesto.com
SST Group is one of the largest manufacturers of electric heating cables and heat tracing solutions in Europe and one of the top three heating cable manufacturers worldwide.
TEMS International is an independent oil and gas service company focused on delivering environmental management services onboard operator’s assets, onshore and offshore, helping reduce costs and improving all operator’s environmental performance.
Velesto Energy Berhad (VEB) is a Malaysia-based multinational provider of drilling for the upstream sector of the oil and gas industry.
It provides heat tracing and de-icing solutions for industrial pipelines, tanks and vessels, oil and gas wells, offshore platforms, process equipment, buildings and other objects and sites. Over the past 30 years the company has completed more than 20,000 projects for oil and gas and other industries.
SST Group provides heat tracing solutions on a turnkey basis: from product development and manufacturing to installation, start-up, commissioning and post warranty service. SST Group’s offices are located in Germany, Switzerland, Russia, UAE, India and China.
Operating around the world, its services are delivered across the life cycle of a project, covering environmental rig and vessel audits, drilling performance management, environmental compliance and drilling waste performance management. The firm’s experienced engineers work as an integral part of an operator’s team, assisting in reducing drilling costs and waste, improving efficiencies, reducing the asset’s carbon footprint, and ensuring local environmental regulations are adhered to or surpassed.
30 March 2021 • Houston
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In its drilling services business, apart from its home base in Malaysia, the company also has experience operating in other parts of South East Asia, providing drilling services for exploration, development and production wells with its fleet of offshore drilling rigs. Velesto Energy Berhad is also a provider of workover services through its fleet of hydraulic workover unit (HWUs). Velesto Energy Berhad is able to offer the services mentioned above through its impressive fleet which consists of seven wholly owned premium jack-up drilling rigs (NAGA 2, NAGA 3, NAGA 4, NAGA 5, NAGA 6, NAGA 7 and NAGA 8), and four HWUs (GAIT 1, GAIT 2, GAIT 5 and GAIT 6). These rigs are designed to meet the recent demands of the industry. As such, with its drilling capabilities, Velesto Energy Berhad is able to bring top notch service and has a respectable international presence.
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Member news AVA Energy looks at Nordex sale to RWE
After Nordex announced its agreement to sell most of its project development pipeline to RWE for €402.5m, shares in Nordex jumped nearly a quarter. There has been speculation about what this sale means for both parties with a trader reporting that it might be ‘a win-windeal.’ AVA Energy, a global energy recruitment agency, looked at the sale and what this could mean for the industry, RWE and Nordex. This sale increases the market share for RWE as RWE profits adding strong capacity to its European core business. This will also lead to an increase in share values for RWE. RWE shares have now more than recouped all this year’s earlier losses and are trading about 22% higher than at the beginning of the year. Overall, this sale could accelerate growth for RWE in the long term. Nordex SE is set to focus on developing onshore wind projects outside Europe after it agreed to sell its renewable energy project portfolio to RWE AG. As a part of its value chain offering in some markets, the Nordex Group develops its own portfolio of wind farm projects, which are then sold onto customers or investors. The company said it would continue with its wind developments in its other markets. Nordex will continue to sell wind turbines in Europe alongside the new focus. AVA Energy is a global energy recruitment consultancy and manpower provider. Headquartered in London, UK, AVA Energy operates across all energy markets.
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For more information: www.avaenergy.com
EnerMech targets high value energy contracts
ENGIE Fabricom wins prestigious RoSPA award
Based in the UK, Mr Compston will be responsible for driving the strategy, pursuit and delivery of multi-million pound contracts with a focus on the global defence, renewables, integrity management and infrastructure markets.
Operating from five sites across the UK – including Grimsby, Immingham, Lowestoft, Stokesley and Middlesbrough – the firm has achieved a patron’s award for outstanding performance in health and safety at work in the annual scheme run by the Royal Society for the Prevention of Accidents (RoSPA).
EnerMech has appointed James Compston as strategic sales director in a drive to ramp up activities in the international energy and infrastructure sectors.
Adding James Compston to our management team provides us with a very strong hand in developing our existing relationships with key global clients and for exploring new opportunities. Christian Brown, Chief Executive Officer, EnerMech
Since 2013, Mr Compston was senior vice president of business development at SNC-Lavalin incorporating since 2017, WS Atkins. He also spent 13 years with PwC where he led non-audit services to clients including global operators, oilfield services, engineering and construction. Working with EnerMech’s Chief Development Officer, Behzad Kazerani, and reporting directly to CEO Christian Brown, he will work alongside John Grover who is based in Dubai and holds the same remit for developing EnerMech’s business in the eastern hemisphere.
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For more information: https://enermech.com/
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ENGIE Fabricom has been awarded an internationally recognised Occupational Health and Safety Award.
This highly acclaimed award for ENGIE Fabricom comes in recognition of the company receiving this accolade year on year with now 27 consecutive golds as it continues to achieve exemplary health and safety standards. Established in 1956, The RoSPA Health & Safety Awards is the longest-running industry awards scheme in the UK. The awards allow organisations to benchmark safety performance each year and ensure performance and safety standards between companies are consistent and accidents are prevented. ENGIE Fabricom is part of the global energy group ENGIE, a 150-yearold energy and services provider with 150,000 employees operating across the world. The business provides a complete turnkey solution from project concept to completion across sectors including renewables, oil and gas, power, chemical and energy from waste. With over 43 years’ experience in high level engineering and construction the business employs 1000 highly skilled employees.
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For more information: https://engie-fabricom.co.uk/
Member news
MDL delivers transpooling package to TFMC
Maritime Developments Ltd (MDL) has carried out transpooling of a flexible jumper for TechnipFMC in Norway. The complete scope of work consisted of project engineering and onshore execution of transpooling of a 6” flowline from a storage reel onto the quayside using the MDL second-generation RDS. This allowed end termination support frames to be installed to the client’s 8.6m reel under the instructions of MDL’s team on site.
An Intertec Thermotex soft enclosure jacket fitted on a Tokamak nuclear fusion vessel
Thermotex Engineering to merge with Intertec to form Intertec Thermotex
The industrial enclosures specialist Intertec Instrumentation has acquired the UK’s Thermotex Engineering – manufacturer of soft insulation jackets for industrial processing equipment such as valves and piping. Thermotex’s insulation jackets complement the enclosure innovator’s portfolio to extend its position as a comprehensive solutions provider of protection systems for field-based process instrumentation and controls. Intertec has worked with Thermotex Engineering Ltd for many years – specifying custom-tailored insulation jackets for thousands of projects worldwide as part of its work in providing field equipment protection for processing plants. Sign up for the EICOnline newsletter
Founder and director of Thermotex Engineering, Peter Watmore, and Intertec’s president Martin Hess, have agreed to the acquisition as of September 2020. Thermotex Engineering will merge with Intertec’s UK subsidiary Intertec Instrumentation, to form the joint company Intertec Thermotex Ltd. As the foremost expert on the technology behind Thermotex’s soft insulation jackets, Peter Watmore will continue to work with the company. With the addition of Thermotex’s products and technology, Intertec extends its portfolio, significantly strengthening its position as a global leader in the protection of processing industry equipment. The move will allow Intertec to offer Thermotex solutions globally through its network of a dozen factories, system integration and support offices around the world.
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For more information: www.intertec.info
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This project is another example of how we approach every mission collaborating with our customers to develop value-adding solutions with our comprehensive engineering expertise, to optimise client operations onshore and offshore. Steven Morrison, Project Engineering Manager, MDL
MDL provided project engineering services throughout the operation, which included development of a transpooling and packing procedure, storyboard drawings, task plans, provision of transpooling equipment, HAZID/HAZOP and provision of experienced MDL operators for onsite execution. Additionally, the MDL operations team assisted with the inspection and SIT of the product while spooled into its expected seabed configuration to verify end termination orientation. The quayside trials allowed for any lessons learned to be gathered and personnel training and verification of end termination orientation prior to the offshore scope.
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For more information: https://maritimedevelopments.com/
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Member news
Smulders and ENGIE Solutions win wind farm contract
Ailes Marines, the Iberdrola company in charge of the development, construction, installation and operation of the offshore wind farm in the bay of Saint-Brieuc has awarded the joint venture Iemants (subsidiary of Smulders) and ENGIE Solutions the contract to construct an offshore substation for the Saint-Brieuc offshore wind farm.
Iemants is responsible for the engineering and construction of the steel structures for both the topside and jacket. ENGIE Solutions in Belgium is responsible for the engineering, procurement, integration, construction and testing (on and offshore) of all LV, MV, HV and auxiliary systems for the jacket and topside of the offshore substation. Engineering and construction works have already started for the topside and jacket. Sail away of both the topside and jacket is scheduled for the spring/summer of 2022.
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For more information: www.smulders.com
EOR polymer flooding: a technique to reduce carbon intensity Oil companies have been forced to reduce their budgets, and oil exploration has been cut or reduced. On return to pre-COVID-19 demand levels, more oil production will be required from existing wells. In this context, polymer flooding can increase the recovery factor over waterflooding by up to 20% at only US$3 to US$6 per extra barrel of oil.
The wind farm, located 16km off the French coast, is the first large scale offshore wind farm in Brittany and one of the first in France to obtain all the necessary government permits for its construction and operation. The Saint-Brieuc offshore wind farm covers a total area of 75 sq km, will have a total capacity of 496MW and produce 1,820GWh annually. The scope of work consists of the engineering, construction, installation, connection and testing of the offshore substation. The Saint-Brieuc offshore substation consists of a 63m high jacket of 1,630T and 315T piles and a topside weighing 3,400T. The topside is 55m long, 31m wide and 23m high.
At the same time, societal pressure is growing and requires immediate action to reach the net-zero production emission target by 2050. Polymer flooding can contribute towards meeting that target by reducing CO2 emissions per barrel by 3-6 times. This reduction is primarily achieved through a more efficient sweep of oil within the reservoir, resulting in water cut reduction and, ultimately, a decrease in required pumping energy at the producers and less taxing on fluid separation equipment and processes. With the acceleration of the recovery of oil, several years of water and energy consumption are avoided for surface facility operations, including all operational factors.
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Currently, 60% of global brownfield production is from water injection. Polymer flooding is a proven technology with more than 300 projects worldwide. This EOR technique has been economically and technically successful in full-field projects, such as India (Mangala), Canada (Pelican Lake, Suffield, Medicine Hat), Argentina (Diadema, Grimbeek), China (Daqing, Shengli, Dagang), the Middle East (Marmul) and Eastern Europe (Patos Marinza, Kazakhstan) fields. These projects report an average utilisation factor of 1.7kg of polymer per incremental barrel of oil. Polymer flooding can generate significant short-term production with a low incremental cost compared to exploration and green field development. SNF has developed modular surface facilities integrated into sea containers connected to existing water flowlines. This ‘plug and pump’ approach accelerates the implementation of polymer injection. In turn, the modular approach offers operators flexibility by enabling incremental deployment from pilot to potential full-field development.
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For more information: www.snf.com
Member news New EIC members Social media round up
STATS Group posts profit on back of international success Pipeline technology specialist STATS (UK) Ltd generated revenues of £39.1m and EBITDA earnings of £5.6m according to its annual accounts as at 31 December 2019.
Despite the impact of the COVID-19 pandemic and the fall in the price of oil, STATS said it was confident its 2020 performance and activity levels would be broadly consistent with those of 2019. While revenues dropped by 10%, down from £43.4m, the accounts noted that the largest ever contract completed by STATS, for a major Abu Dhabi client, had made a significant contribution to its 2018 results. Based in Kintore, near Aberdeen, UK, STATS’ principal activity is the provision of pressurised pipeline isolation, hot tapping and plugging services to the global oil, gas and petrochemical industries.
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For more information: www.statsgroup.com
Social media round up
Intertek launches Protek
Intertek, the FTSE 100 total quality assurance provider, has launched COVID-19 surface hygiene testing for the UK offshore oil and gas market as part of its Protek offering – the world’s first health, safety and wellbeing assurance programme for people, workplaces opportunity to connect with and public spaces.
We want to use every our members, so please follow us on Twitter The swabbing and testing of (@TheEICEnergy) and connect with us on LinkedIn surfaces for the presence of – EIC (Energy Industries Council) COVID-19 is an essential part of any strategy to verify that exciting cleaning Below you’ll find a selection of some of the practices are information fit for purposewe’ve EIC activities and useful industry and have reduced the risk of shared through our social media channels.
employees contracting the virus. This is particularly important on offshore installations where there AssetMap is a high volume of personnel in an The EIC Search for operational enclosed space. Initialassets studies have @TheEICEnergy in key energy markets around the energy world in all EICAssetMap, shown the EIC’s thatO&M COVID-19 can survive sectors to find new O&M business database, maps major for energy assets significant periods of time on opportunities now across all sectors and now covers Africa! including certain surfaces and itAfrica is for these To book a demo please visit: bit.ly/30AXx5k reasons that an effective verification programme is needed. Intertek utilises Reverse Transcription quantitative The EIC Polymerase Chain Reaction (RT@TheEICEnergy same to method used There will be noqPCR), physicalthe element LIVE byEIC governments fore-vents the this year’s ADIPEC, but the is delightedworldwide to detection of the SARS-CoV-2 virus. bring you a series of webinars throughout the week. Secure your place today: bit.ly/35mL7j1
24-25 November 2020
EIC (Energy Industries Council) Visit Virtual EIC Connect Saudi Arabia on 24-25 November 2020. Open to EIC members and non-members. Book your place today: www.the-eic.com/ Events/EICConnect/VirtualSaudiArabia
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BOOKING NOW
EIC (Energy Industries Council)
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November 2020
Forthcoming events and 4 November LIVE e-vents
US Offshore Wind Update Webinar
5 November Business Presentation
North America EICDataStream Online
9-12 November Overseas Exhibition
ADIPEC Online
10 November LIVE e-vents
ADIPEC webinar with SNC-Lavalin Webinar
10 November LIVE e-vents
ADIPEC webinar with Lamprell Webinar
10 November LIVE e-vents
Global Offshore Wind GotoWebinar
LIVE e-vents The EIC’s new webinars
12 November LIVE e-vents
ADIPEC webinar with NPCC GotoWebinar
12 November Business Presentation
North America EICDataStream Online
13 November LIVE e-vents
Implications of US Election Webinar
18 November Business Presentation
South America EICDataStream Online
19 November LIVE e-vents
EIC CAPEX and OPEX Databases GotoWebinar
24 November Overseas Exhibition
Offshore South East Asia 2020 Marina Bay Sands, Singapore
11 November LIVE e-vents
24 November Management Course
ADIPEC webinar with Wood
EICDataStream/AssetMap training
Webinar
Online
11 November LIVE e-vents
24-25 November EIC Connect
ADIPEC webinar with Worley
EIC Connect Virtual Saudi Arabia
GotoWebinar
11 November Management Course
EICDataStream/AssetMap training Online
12 November LIVE e-vents
ADIPEC webinar with Petrofac GotoWebinar
Get in touch Share your news and views...
Email newsdesk@the-eic.com • Phone +44 (0)20 7091 8600
Online and Webinars
25 November Business Presentation
South America EICDataStream Online
26 November LIVE e-vents
The North Sea in Transition GotoWebinar
For more information and to book visit www.the-eic.com
Forthcoming events
24-25 November 2020
CONNECT December 2020
Virtual 1 December Overseas Exhibition
WindEnergy Hamburg (with DIT) Hamburg
1-3 December Overseas Exhibition
Rio Oil & Gas 2020
Saudi Arabia
3 December Business Presentation
North America EICDataStream Online
7 December LIVE e-vents
Mozambique Market Update
Online
GotoWebinar
2 December LIVE e-vents
8 December Overseas Exhibition
Reflecting on 2020 and looking ahead
World Nuclear Exhibition (WNE)
3 December Corporate Entertainment
9 December Management Course
GotoWebinar
Virtual EIC Awards 2020
EICDataStream/AssetMap training
Online
Online
3 December Business Presentation
EIC and BABC Texas Networking Webinar
VIRTUAL
EIC 2020
Paris Nord Villepinte
9 December Business Presentation
South America EICDataStream Online
RECOGNISING C A PA B I L I T I E S S T R AT E G I E S AND RESILIENCE ACROSS THE ENERGY SECTOR
3 P M T H U R S D AY 3 D E C E M B E R 2 0 2 0
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Overseas events
ADIPEC – what to expect for 2020 and 2021
Following a directive from Abu Dhabi’s Department of Culture and Tourism that events should not take place in light of COVID-19 restrictions, ADIPEC 2020 will be held virtually (find out how you can get involved below), with the next full inperson annual exhibition and conference taking place from 8-11 November 2021.
ADIPEC 2020
Online ADIPEC Strategic and Technical Conference, ADIPEC Awards and Virtual Exhibition will be held between 9-12 November 2020. The four day virtual strategic and technical conferences will include 100+ speaking ministers, CEOs and global business leaders, and 100+ hours of streaming. ADIPEC 2020 Virtual Exhibition will run alongside the strategic and technical conference, providing an unprecedented opportunity for global oil and gas companies to convene online, engage and identify potential opportunities ahead for the energy sector.
EIC activities during ADIPEC
Camilla
Tew
ADIPEC is one of the most important weeks in the exhibiting calendar for the EIC and our members. A core benefit of being part of the UK pavilion group is the onsite market intelligence updates and introductions to key buyers which takes place during the event each year.
From operating companies to the international supply chain, the virtual exhibition will give companies the opportunity to meet with contacts from all over the world on a platform accessible anywhere at any time.
ADIPEC 2020 week will still offer this level of engagement for members and UK pavilion exhibitors, albeit virtually this year. Throughout the week, the EIC’s Middle East team will be hosting a suite of business presentation webinars with key operators and tier 1 contractors across the Middle East markets such as Wood, Petrofac, Worley, Lamprell and NCPP. Meanwhile, the EIC overseas events team will host one-to-one meetings between the UK pavilion exhibitors and the above-mentioned contractors.
Register now to exhibit or attend: www.adipec.com/virtual
For more information please visit: www.the-eic.com/Events/EICLIVEevents
ADIPEC 2021
Book your space on the UK pavilion for ADIPEC 2021. The postponement of this years’ in-person exhibition has created a unique opportunity to access a stand as part of the main UK Pavilion (Hall 8). The EIC is now taking bookings for the remaining 2021 UK Pavilion stands. For more information, contact Pamela Nicholson, Senior Overseas Events Manager: pamela.nicholson@the-eic.com
Get in touch For more information contact...
Email overseasevents@the-eic.com • Phone +44 (0)20 7091 8600
21 21
UK and Europe news Regional update
Last month was an extremely busy and exciting time for the UK events team. The Virtual Energy Exports Conference (vEEC) ran from Monday 28 September to Thursday Jo Cam pbell 1 October, with over 20 international delegations joining and more than US$800bn in project opportunities discussed throughout the week. I want to send a special thank you to my colleagues in the UK events team Nicola McGeown, Caitlin Henderson and Kerrie Madden who supported the delivery of a packed vEEC agenda including international delegations, operator and contractor updates, ministerial meetings, support for new exporters, thought leadership sessions, C-level panel discussions and global marketing techniques. All sessions included a live Q&A with our speakers. Petronas, PDO, Repsol Sinopec, COSIA, TOTAL, Worley, Petrofac, Vattenfall, Equinor, BP and many more joined our highly successful week of knowledge, business opportunities and virtual networking. We would like to thank everyone again who supported this unique event which saw an audience of over 6,000 throughout the week. A special thank you also goes to vEEC sponsors, Petrofac and UnitBirwelco, and the organising partners Aberdeen City Council, DIT, OGUK, Oil & Gas Authority, ONE, SDI, Scottish Enterprise and UK Export Finance. If you unfortunately missed the Virtual Energy Exports Conference, there is still a chance to sign up for Go AccessPremium to review all presentations and recordings, please visit here: www.the-eic.com/Events/ EnergyExportsConference In the midst of an ongoing and unprecedented COVID-19 crisis, we invited the energy sector on Thursday 15 October to join us for an energy update from the EIC’s market intelligence team, who gave an overview of the current state of play in the global oil and gas market. Over 100 attendees joined us to hear from Diveena Danabalan and Tayo Idowu, our energy analysts, summarising the impact that we have seen across the sectors as well as foresee the near term and longer-term prospects for the upstream, midstream and downstream markets. They were joined by Michael Comfort, Supply Chain Analyst, who gave a summary of the impact seen on the global operator community and future spend of these companies during the 2020/21 financial year. We were also delighted to work with our global digital supporter TÜV SÜD. If you were unable to attend this webinar and would like to hear the recording, please email aberdeen@the-eic.com Sign up for the EICOnline newsletter
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As we reach November, we aim to deliver even more live e-vents from Cross-Sector Decommissioning, Focussing on Offshore Wind and The North Sea – an area in the middle of transition. All of our webinars are free to EIC members and non-members can join for a small fee. In addition, and allowing us to expand our virtual offering further, we are able to provide bespoke hosting opportunities, or why not become a global digital supporter via the EIC online platform? If you and your organisation want to reach a larger global audience, put your business front and centre, strengthen your brand in the energy sector, reconnect with customers and expand your network, please email aberdeen@the-eic.com to contact a member of the team. We look forward to discussing what ways we can support your organisation further. Jo Campbell Regional Director (UK & Europe) jo.campbell@the-eic.com
LIVE e-vents
LIVE e-vents
3 November
Cross-Sector Decommissioning
12 November
Focus on Offshore Wind
26 November
The North Sea – An area in transition
@TheEICEnergy
EIC (Energy Industries Council)
22
Middle East news Regional update As we reach the end of the year this is often considered the ‘business end’ in the region, where despite moving to a virtual world this year is likely to be no exception.
Ryan M
cPhers
on
While this years ADIPEC will now take place as a virtual strategic and technical conference programme from 9-12 November 2020, we are delighted to have secured several key Tier 1 contractors to provide business opportunity presentations throughout the course of the week alongside some oneto-one meetings for those who had planned to exhibit on the UK pavilion. We all look forward to what will hopefully be a unique event to ensure that ADIPEC week remains open for business. The evolution of our Connect events in the region continues with the advent of Saudi Arabia Connect taking place on a virtual platform from 24-25 November 2020 allowing attendees to connect from across the globe. This has been a long time in the making, and we are delighted with the programme we have been able to deliver where I would like to thank the advisory committee for its support throughout this process. Looking ahead to next year we will continue to build on this success where we now have the option of delivering the model on both a remote and in person basis. With a continued range of webinars planned for the remainder of the year anyone interested in sponsoring one of these as part of our global digital supporter initiative can contact baqhtawar.shaikh@the-eic.com New members continue to join us from the region where we recently welcomed Essar Projects, Atlantic Bluewater and SST Group, the latter of whom is our first member to join us from Russia. We are delighted to welcome them all into the EIC family and look forward to working together in the months ahead. Plans remain in place to follow up with a webinar update into the Russia and CIS market with Her Majesty’s Trade Commissioner (HMTC). This is a growing market for many of our members where this overview will help to provide some valuable insight while establishing some key contacts in the region. We have several overseas delegations planned to Mozambique and Kenya, Saudi Arabia and Angola. Overseas delegations are an excellent introduction to a new market in a supportive environment and the perfect way to strengthen existing business relationships. You can find out more information and register your interest here www.the-eic.com/Events/OverseasDelegations Get in touch Share your news and views...
Email newsdesk@the-eic.com • Phone +44 (0)20 7091 8600
On that note I once again want to remind our members of the wealth of market intelligence tools that we have on offer to help you stay on top of your business during this time. Anyone requiring either initial training or a refresher of these tools is welcome to get in touch and we will arrange for this to be delivered. Please continue to keep safe, hopefully we are now closer to the end of the current situation than the beginning and the time that we can all meet up again in person is not too far off the horizon. Ryan McPherson Regional Director, Middle East, Africa, Russia & CIS ryan.mcpherson@the-eic.com
24-25 November 2020
CONNECT Virtual
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Regional news
ADNOC invests US$245m to upgrade main oil lines ADNOC Onshore, a subsidiary of the Abu Dhabi National Oil Company (ADNOC), has announced the award of two engineering, procurement and construction (EPC) contracts to upgrade two main oil lines (MOLs) and crude receiving facilities at the Jebel Dhanna terminal in the emirate of Abu Dhabi. The EPC contracts have a combined value of around US$245m (AED899.9m) and were awarded to China Petroleum Pipeline Engineering Company Limited Abu Dhabi and Abu Dhabi-based Target Engineering Construction Co LLC.
Forthcoming events
Please go to page 18 to see upcoming events in your region
23 23
Asia Pacific news Regional update
The latest update on COVID-19 indicates that the situation varies according to countries. India for example has worsened and is now Azman the second highest country Nasir in the world in terms of the number of infections. Likewise Indonesia now has the highest number of COVID-19 deaths among Asia Pacific countries. Philippines is another country within APAC which has an alarming number of cases and deaths. On the positive side, Singapore’s number of cases has significantly decreased and is currently at the lowest level since the pandemic began. Other countries which can be regarded as showing positive signs include Malaysia, Japan, South Korea, Taiwan, Thailand, Brunei, Australia and New Zealand. Governments of these countries are looking at bilateral arrangements within countries in order to ease up travelling restrictions and start opening up borders. At the time of writing, various proposals are being considered and evaluated by the respective health authorities in the countries stated above. We acted as hosts for several live webinars during the virtual Energy Exports Conference (vEEC 2020). We managed webinar sessions for international delegations from Vietnam, Indonesia, Malaysia and India. Key speakers from the energy industries from these countries included PETRONAS, Pertamina, Invire Energy, Shire Oak Energy, Pioneer Inc, VietBid, Chennai Petrochemicals Company and Hindustan Oil Exploration Company. The speakers provided updates on the latest energy projects in their respective countries. There was also a panel session hosted by EnergyStrat Asia with invited guests from The Energy Institute, Scottish Enterprise, Shell Singapore, ExxonMobil and EIC. This particular session discussed the current issues and opportunities for energy projects with the special focus on ASEAN countries. We are seeing a healthy interest in our new offering, EIC Inform. EIC Inform provides chargeable specific services for members to capitalise on EIC’s network and market intelligence in order to reach new or difficult market segments. Due to the limitations in international travelling, companies are finding it more challenging to penetrate new markets and finding local agents or distributors. This is an area which the EIC regional offices are able to assist via our internal resources and localised/regional networks. Among member companies who have signed up for this service or are about to sign up are Panduit APAC, Petrofac, Voith Turbo, Ametek, Riken Kikei and Perunding Samudera. Azman Nasir Head of Asia Pacific azman.nasir@the-eic.com Sign up for the EICOnline newsletter
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16 March 2021
CONNECT Virtual Vietnam Regional news
Indonesia to become largest geothermal market
Indonesia is expected to overtake the US to become the largest geothermal market globally by 2022. The country’s geothermal capacity is expected to increase from an estimated 2.1GW in 2019 to 3.6GW by 2029. The government has set a target of 23% renewable energy in the energy mix by 2025 and the Ministry of Energy and Mineral Resources is looking to complete a regulation on electricity tariffs and geothermal drilling and exploration by Q4 2020 to mitigate some of the risks and encourage more investment into the sector.
Australian government to invest in new technologies
The Australian government has revealed plans to invest US$1.4bn in future technologies to lower emissions. Under the deal, US$1.17bn will be directed towards the Australian Renewable Energy Agency (ARENA) for investment. Funding will also go towards a hydrogen export hub worth US$51m and US$49m will be directed towards backing new microgrids in regional and remote communities to deliver affordable, reliable power.
EIC Newsbriefs membership@the-eic.com Keeping you up to date with energy news from around the world
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EIC (Energy Industries Council)
SPEAKER SPEAKER PROGRAMME* PROGRAMME* *Key *Key supply supply chain chain personnel personnel are are being being invited invited to to present present from:from:-
SABIC • SAUDI ARAMCO • ACWA POWER • MCDERMOTT • SAIPEM TECNICAS REUNIDAS • WOOD• WORLEY
Aimed Aimed at at UK UK SMEs SMEs and and KSA KSA local local companies, companies, to to encourage encourage partnerships partnerships and and support support project project delivery delivery ahead ahead of of Vision Vision 2030 2030
Doing Doing Business Business in in KSA KSA •• Saudi Saudi Vision Vision 2030 2030 •• IKTVA IKTVA -- Saudi Saudi Aramco Aramco •• Registration Registration & & Pre-qualification Pre-qualification •• Ministry Ministry of of Investment Investment of of Saudi Saudi Ara Ara •• Support Support Mechanisms Mechanisms Available Available for for UK UK plc plc •• Petrochemical Petrochemical Sector Sector Opportunities Opportunities •• Development Development of of Renewable Renewable Energy Energy Sector Sector
BRONZE BRONZE DIG DIG
DIGITAL DIGITAL DELEGATE DELEGATE
•• •• •• •• •• ••
1 1 delegate delegate place place to to log-on log-on and and listen listen to to all all presentations presentations Ability to watch any presentations on demand Ability to watch any presentations on demand for for 1 1 month month Company name listed on the virtual platform Company name listed on the virtual platform Full Full professional professional profile profile on on the the virtual virtual platform platform Certificate of attendance sent after Certificate of attendance sent after the the event event *FREE *FREE to to EIC EIC Members Members -- 1,295 1,295 AED AED Non Non Members Members
•• •• •• •• •• •• ••
DIGITAL DIGITAL REGIST REGIST
PLATINUM PLATINUM DIGITAL DIGITAL SPONSOR SPONSOR
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The EIC is the leading energy trade association We We are are joining joining up up Saudi Saudi Arabia’s Arabia’s local local energy energy industries industries on on a a not-for-profit not-for-profit basis basis and and within within a a neutral neutral platform, platform, using our whole team’s market intelligence and Advisory Board’s regional knowledge using our whole team’s market intelligence and Advisory Board’s regional knowledge to: to: •• ••
Identify Identify the the most most prudent prudent capex capex projects projects and and operational operational assets assets from from around around the the region region to to invite invite key key operators and contractors to present opportunities to the supply chain operators and contractors to present opportunities to the supply chain Bring Bring together together the the leading leading OEMs OEMs and and manufacturers manufacturers at at the the forefront forefront of of pioneering pioneering design, design, engineering engineering and and safety safety to to discuss discuss potential potential requirements requirements needed needed by by the the local local client client community community
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Prices Prices will will be be subject subject to to UAE UAE tax tax at at 5% 5%
26
25 HOUSTON
YEARS
North and Central America news Regional update
As we approach the thanksgiving holidays the EIC Houston team is especially thankful to our members and has thoroughly enjoyed their unyielding support, joining our EIC LIVE e-vents, Amand a Duho n reaching out to say hello, our advisory board for volunteering its time to our not-for-profit initiatives, and the one-team approach of the EIC as a whole during the latest delivery of the Virtual Energy Exports Conference 2020. This fall we began a series of US wind sector webinars, starting with a comprehensive US offshore wind update from our resident expert Lara Juergens on 2 September. The sector continues to grow and we are pushing forward a series of EIC LIVE e-vents across the value chain. We also examined the impact, challenges and opportunities around the hydrogen sector, and its role in energy transition. On 24 September the EIC joined forces with Lloyd’s Register with close to 450 registered delegates in delivering the EIC LIVE e-vent: Ramping up Hydrogen Potential within the Energy Transition. We were joined by distinguished cross-industry experts Traci Kraus, Director, Government Relations, Cummins and board member of the Hydrogen Council; Jeffrey Reed, PhD, Chief Scientist, Renewable Fuels and Energy Storage, University of California, Irvine; Matthew Blieske, Global Head of Product Development and Engineering, Shell Hydrogen; Beth (Hardy) Valiaho, Vice President, Strategy & Stakeholder Relations, International CCS Knowledge Centre; Nigel Jenvey, Global Head of Carbon Management, Gaffney, Cline & Associates and Olav Hansen, Associate Consultant Hydrogen, Lloyd’s Register. The panellists discussed the requirements for a dynamic roadmap that could serve to provide industry solutions for all energy sectors, yielding synergies across natural gas, renewable energy and carbon capture, utilisation and storage. vEEC week was amazing, to say the least. The EIC Houston team was delighted to deliver two international trade delegations over the course of the week. On 28 September we took forward the Mexico international delegation and were honoured to be joined by Joel Vladimir Ulloa, Director of International Operations, Cemza; Pedro Enrique Lopez, Commercial Director for North America, Techint; Antonio Villaluenga, Project Manager, Wood; Ricardo Solis, Head of Energy, Department for International Trade (DIT) and Rodrigo Osorio Díaz, Director, Puebla State Energy Agency. Get in touch Share your news and views...
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The EIC provided an oil and gas market update and DIT provided a power and renewables market update. Remaining panellists provided introductions to their companies, views of market opportunities, highlighted upcoming project updates and provided an insight into working in the region. It is clear that Mexico has opportunities for the supply chain across the energy sector, and there is an eagerness of key players to work with the UK supply chain. On 30 September we were delighted to welcome Canada’s Oil Sands Innovation Alliance (COSIA). We heard from Wes Jickling, Chief Executive, COSIA; John Brogly, Water Director, COSIA and Kelly Parker, Senior Technical Advisor, COSIA about the innovative approach being taken forward in Canada, and the opportunities available to UK companies to collaborate in Canada. Finally, we took the decision to postpone EIC Connect Energy USA, now scheduled to take place in Houston on 30 March 2021. Networking and connecting is at the heart of EIC Connect and in consultation with our advisory board we felt it best to postpone until after the anticipated double threat of COVID and seasonal flu. Are you looking for a new ‘work home’? With competitive pricing for professional business services, the EICLaunchPad service includes fully serviced offices, virtual office services, hotdesks, in addition to conference room and meeting room hire. Find out more by contacting houston@the-eic.com Amanda Duhon, Regional Director North & Central America amanda.duhon@the-eic.com
Forthcoming events
Wednesday 4 November 2020 EIC LIVE e-vent: Offshore Wind: Regulatory and Technical Insights Join us to hear about US offshore wind regulatory frameworks, technology updates and business opportunities. www.the-eic.com/EventDetail?dateid=2907
Friday 13 November 2020 EIC LIVE e-vent: Implications of the US Election on the Energy Sector Join EIC Regional Director Amanda Duhon and guests for a timely discussion on the impact of the US elections. www.the-eic.com/EventDetail?dateid=2906
Tuesday 30 March 2021 EIC Connect Energy USA Norris Conference Centers, Houston Bookings are now open. Take the opportunity to promote your brand, meet leading operators, developers and OEMS. To attend as a sponsor or delegate: www.the-eic.com/Events/EICConnect/EnergyUSA
20
RIO DE JANEIRO
YEARS
27 27
South America news Regional update
Due to the challenges imposed by COVID-19, Rio Oil & Gas 2020 will be held digitally, through an exclusive online platform between 1-3 December 2020. The EIC is organising the UK pavilion. Claris
Moderator Ieda Gomes, non-executive director and councillor for the Brazilian Chamber of Commerce in Great Britain, lead a round of Q&A’s.
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Stay tuned for our agenda of EIC LIVE e-vents. Organised in partnership with the Brazilian Chamber of Commerce in Great Britain, our eighth webinar focused on Financing Energy and Infrastructure Projects in Brazil on 27 August. Representing Brazilian Development Bank (BNDES), speakers Cleverson Aroeira and Alexandre Siciliano gave insightful presentations. They currently have 77 mandated projects focused on various areas such as energy and infrastructure, which accumulate over US$39bn. On behalf of UK Export Finance (UKEF), Brazil’s country head Maria Luqueze explained what the eligibility requirements to receive their support are, emphasising that companies must have a minimum threshold of 20% UK content, which can be goods, services or intangibles.
Regional news
Petrobras reviews E&P CAPEX forecast
Brazil’s national oil company has announced that it will invest US$40-50bn in exploration and production between 2021 and 2025. The company previously envisaged an E&P capital expenditure of US$64bn between 2020-2024. Under the new plan, Petrobras plans to allocate 71% of total funds to pre-salt projects in the Santos Basin. The Búzios field alone will receive 35% of total funds. The company has said it will prioritise projects with a maximum breakeven of US$35 per barrel.
Gas law approved in Chamber of Deputies
The lower house of the Brazilian Congress has approved a new legal framework for the natural gas sector.
On 10 September we proudly received Heftos Oil and Gas. This new Brazilian company, created in 2019, is a subsidiary of UTC Engineering, focusing on brownfield oil and gas. Key speaker Mr Telmo Ghiorzi, Director of Business Relations presented an overview of current projects, such as the two year C&A offshore project, operated by Trident Energy, and the revamp of the Gabriel Passos refinery, belonging to Petrobras, with a total price of US$10.6m. Telmo also featured their supply chain demands and provided direct points of contact for procurement, business development and institutional and technical affairs. This session was recorded and is available online for those who would like more details. If you need any assistance or advice in the region or for more information about upcoming events, please contact: Clarisse Rocha Head of Americas clarisse.rocha@the-eic.com A major feature of the bill is the introduction of authorisations for the construction of new pipelines instead of concessions – a move that is expected to facilitate the development of new projects. The bill, which has yet to be approved by the senate, is expected to unlock more than US$10bn in investments.
Argentina proposes gas pipeline to Brazil
Energy authorities in Argentina have unveiled plans to build a major pipeline linking gas fields in the Vaca Muerta shale province to the Brazilian gas pipeline network. The project, which would be built in three stages, calls for a 2000km, US$5bn pipeline from Tratayén in the country’s Neuquén province to the city of Porto Alegre in Brazil’s Rio Grande do Sul state.
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YOUR YOUR EXTRAORDINARY EXTRAORDINARY RIGHT RIGHT TO TO CANCEL CANCEL Due to the current worldwide pandemic Due to the current worldwide pandemic COVID-19, COVID-19, should should the the local local authorities’ authorities’ guidelines guidelines force force us us to to cancel the event, we will deliver the event completely cancel the event, we will deliver the event completely on on line line and and make make every every reasonable reasonable and and timely timely effort effort to communicate this externally well to communicate this externally well in in advance. advance. The The EIC EIC will will only only run run the the event event in in person person if it is categorically safe to do so if it is categorically safe to do so and and will will exercise exercise all all precautions precautions to to ensure ensure the the safety safety and and wellbeing wellbeing of of all all participants. participants. The EIC EIC may may reschedule reschedule the the event event to to ensure ensure it it takes takes place place in in person person The before deciding deciding to to deliver deliver the the event event virtually. virtually. Every Every effort effort will will be be made made before to substitute substitute physical physical benefits benefits with with just just as as tangible tangible elements elements in in a a virtual virtual to way. Sponsors Sponsors have have the the right right to to cancel cancel their their participation participation if if a a virtual virtual way. event is is not not deemed deemed desirable desirable to to meet meet the the sponsor’s sponsor’s objectives. objectives. event Please Please refer refer to to the the Sponsorship Sponsorship Terms Terms & & Conditions for more information. Conditions for more information.
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March March 30, 30, 2021 2021 ouston || Texas Texas 77024 77024 ouston
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EIC Inform provides EIC members practical assistance with market entry, through the delivery of information. If a member is looking to enhance its international market reach, is after overseas contacts or wants to connect with the right people in-market through events, then EIC Inform is a valuable offering. Our worldwide offices in Dubai, Kuala Lumpur, Houston and Rio de Janeiro are at the centre of energy markets, providing a keen understanding of business culture, market knowledge and an extensive network to provide a gateway to global business. Considering entering a new market? We can conduct research on market conditions, local operators /developers, and potential opportunities
Our reports can provide you with target lists of who to contact next to further your business strategy in key markets, including the best people for you to reach out to
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Next steps Thank you for your interest in EIC Inform. You are one step closer towards beginning your EIC Inform journey. Contact our global team of experts to discuss how EIC Inform can add value to your business strategy. UK and Europe Neil Golding Director, Market Intelligence Tel +44 (0)7739 339 807 Email neil.golding@the-eic.com
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INFORM Access our premium market research service
Example of EIC Inform service delivery ABC Valves is a manufacturer and supply company to major projects and applications in the UK oil and gas industry. Its products meet complex specifications for end users such as BP, Shell, Equinor and ExxonMobil, among others. The company has been active in the UK and Middle East region for over 50 years with much success. However, its attempts to infiltrate the US market have proved difficult. The company undertook several, expensive, market visits to find they were not meeting with the right contacts, never would receive a response from follow-up emails or calls; or could not get an appointment at all. The MD took forward 40 hours of EIC Inform which provided the following: • A detailed conversation with EIC staff (analyst and regional director) to understand the company’s offering and an understanding of efforts taken thus far to entering the US market. • The EIC undertook extensive EICDataStream research in identifying specific project opportunities over a two five-year period, and identified specific contacts consisting of category management with operators, and front-end engineering and procurement for specific EPCs known to be potentially bidding on specific projects. • The EIC then undertook outreach to over 40 contacts in the USA with operators and contractors, introducing ABC Valves, its specific product offering and how it could solve problems for operators and EPCs. This outreach also ascertained interest in meeting with ABC Valves during a planned visit to Houston for OTC. • The EIC received interest from eight companies to meet with ABC Valves, and eight inquires for further information. The EIC confirmed eight meetings developing a visit programme for ABC Valves and put ABC Valves in direct contact with all 16 companies. • The project took the EIC about 60 hours to complete over a course of six weeks. Feedback from the client was excellent, and they have commissioned a second EIC Inform service for Mexico. • Within one year, the company had received several orders and opened a virtual office with the EIC in Houston.
Costs of EIC Inform As an informative service exclusive to EIC members, EIC Inform offers competitive rates at just £50 per hour. Services are not one-size-fits-all, as regional resource, complexities of market, and competition all play a part in the offering and value presented to members. Therefore, EIC Inform may not be a fit for all members, and time spent may require less or more time depending on the project. All EIC members are offered one hour of EIC Inform at no charge, as a benefit of EIC membership. Additional time and resource is listed as follows: Hours*
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£600.00
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£1,200.00
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Success stories Survive and Thrive IV
Quanta Trust, results, unity and excellence
How is Quanta thriving? Following a tenacious turnaround leadership by CEO Nick Oates, Quanta is delivering fast growth, exports, diversification and a genuine ‘one team’ client and team collaboration approach driven by our true values: trust, results, unity and excellence (TRUE).
The challenge Being part of a large corporation sometimes can offer pros and cons to a smaller dynaic organisation. Depending on the group priorities and renewable energy strategies, a business can find itself supporting an hydrocarbon focused industry and be limited to certain servies and geographies which result in restrictions in achieving its full potentialHow could a company be transformed from lossmaking to profitable and thrive during the downturn?
The solution In 2016, Nick Oates was hired as CEO with the purpose of turning around Quanta, which at the time was known as Fabricom Offshore Services. In just eighteen months the company’s finances were completely transformed: he was able to increase revenues from £4m to £15m and transform a £1m loss into a £1.5m profit.
allowed targeted and smart growth diversification both in services and geographies.
However, it was a management buyout (MBO) by Nick Oates in 2018 that brought a complete transformation to the company. That year, Fabricom Offshore Services underwent a rebranding process and relaunched as Quanta. This process brought in further agility, lean delivery and a dynamic independent approach. The MBO has
The transformation into Quanta also involved the introduction of new values. After all, a new company had been formed and a fresh mindset was required. Following the MBO, the senior management team worked on what was important to the company and came up with several themes, which were distilled to four ‘true
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values’: trust, results, unity and excellence (TRUE). One of Quanta’s opportunities to put its TRUE values into action came with a contract with Centrica. Thanks to a well-executed previous job with the operator, Quanta secured a significant contract in 2019 to help Centrica reduce OPEX and avoid unplanned costs by carrying out decommissioning services associated with the ‘cold stack’ campaign of the 47/8A fixed
Success stories stories Success
About Quanta
outcomes to ensure the contract was completed successfully. Despite challenges, risks were turned into opportunities as all parties worked together to achieve the right outcome.
Quanta delivers end-to-end engineering, procurement and construction services to the energy industry, covering the full life cycle of clients’ assets from concept to decommissioning. The company’s capabilities include brownfield modifications, flowlines and tiebacks, life extension and decommissioning and underground gas storage, among other areas.
The contract was well executed on budget and on schedule and earned praise from Centrica. Adopting a ‘oneteam’ approach, Quanta, Centrica and other contractors all worked together – under Quanta’s leadership. This collaboration involved a series of townhall meetings, aligned and clear
Quanta’s turnaround has been very successful. In addition to the rapid increase in revenues and transformation of losses into profits, a high-quality, flexible and cost-effective business model has allowed the company to boost exports, growth and diversification – all made possible by Quanta’s TRUE values and the company’s one-team culture.
Quanta traces its origins from 1988, when it was known as Techmac Barton. The company was acquired by Fabricom in 1999, which was then acquired by GDF Suez (currently Engie). After a time operating as Fabricom Offshore Services, the company was rebranded as Quanta following a management buyout in 2018.
Story type
For government
Quanta at a glance:
#collaboration (main category)
• The government must step up efforts to promote UK capabilities • There must be a realistic view of what is achievable regarding the energy transition as well as a roadmap to achieve it • Local content is used in other countries, why not do the same?
Key products and services: engineering, procurement and construction services
platform. Services included the installation of navigation aids, swapping the DCS system to the nearby Bravo platform, cutting of bridge services as well as the installation of PV panels to provide lighting to the platform’s helideck, among other services.
#optimisation #culture #service/solutions
Benefits • £2m contract award
Key findings For industry • Turn all risks into opportunities • “One willing worker is worth ten pressed men”. People are naturally resistant to change, so it is necessary to listen and understand their concerns to get them on board.
Government support? The company has received R&D tax credits and benefits from the Apprenticeship Levy.
Export lessons
Main industries served: • • • •
Upstream O&G – 50% Mid/downstream – 30% Power – 10% Industrial/infrastructure – 10%
Headquarters: Cramlington, UK Year established: 1988 (as Techmac Barton) Number of employees: 100 Revenue: £15m Revenue from exports: 5–10%
• Expansions must be client-led wherever possible
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Success stories Survive and Thrive IV
rhi Supporting decision-making
How is rhi thriving? A global leader in project services for the energy industry, rhi’s close collaboration with a client over the last five years has enabled the creation of huge value using smart digital innovation at scale.
The challenge rhi was awarded a contract by a joint venture comprised of major operators and a local partner, for a mega project in Central Asia. The contract for quantity surveying and construction cost consultancy work related to a development to increase the capacity of an onshore oil field. rhi used its rhicoms system to
manage the complex pre-contract tender process by providing standard schedules of rates and quantity models to contractors to price against. In addition, rhi provided estimate assurance on major construction packages. In the post contract award phase, rhi continued its commercial support for progress and quanity measurement and evaluation of changes. As the work progressed the amount of data significantly increased due to the scale of the project. rhi realised it was important to improve efficiency, in order to maintain the work schedule.
The solution In 2015, rhi started an efficiency drive
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to automate the process of measuring the “approved for construction” engineering drawings to reduce the time involved in agreeing pricing with the fabrication contractors. In a project of this scale, thousands of engineering design deliverables are produced which must be translated into data to support the contract pricing and valuation structure. This exercise enables the client to agree the value of work done, providing predictability in cash flow and a basis for cost forecasting. rhi decided to pursue a digital strategy to allow the automated extraction of construction quantities from the engineering deliverables into its rhicoms system as opposed to a manual process. This was a long-standing rhi ambition, and the contract was of a scale that made
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it the ideal opportunity to implement an automated solution. It was key to the success of the development an automated solution to have the client’s support and collaboration from the engineering design team. The benefit of an automated solution was clear – it would reduce cost and time – however it implementation relied on careful planning and cooperation. This was only possible due to the close working relationship built over many years with the client who placed trust and confidence in rhi’s ability to deliver. This challenge was significant given the scale of the data and the requirement to introduce it to a live project. rhi’s commitment to introduce this new tool was a great example of collaboration and scale up of a digital solution. The company was able to provide assurance for the project’s budgeting process by providing timely, reliable and accurate cost information for client’s reporting and decision-making. The development of the rhicoms application to include automated measure allowed the service to be completed with a 30% decrease in man hours over a conventional
approach, enabling rhi to meet schedule milestones and reducing the cost of the service by several million dollars over the course of the project. rhi’s continues to embrace close client collaboration to and the development of digital solutions to bring efficiencies to its clients.
About rhi With origins tracing back to the late 19th century, rhi, formerly rider hunt international, is an experienced partner for clients to support their decisionmaking in construction cost and quantity surveying in the energy sector. The company is focused on developing responsive, lean and technologyenabled solutions and ensuring that it continues to develop its staff, project data and systems to best serve client’s needs. In 2008, rhi was acquired by Amec Foster Wheeler – which itself was acquired and merged with the Wood Group in 2018 to form Wood.
Story type
Key findings
rhi at a glance:
#collaboration (main category) #optimisation (main category)
For industry
Key products and services: professional services consultancy
#digital
Benefits • Several million USD of cost savings due to fewer hours booked
• Reputation is built by delivering • It’s good to envisage complex and large solutions, but clients appreciate simple things done well • Relationships are key – know your client, know your business. For government • The role of the UK supply chain must be reinvigorated vis-à-vis competition from other countries
Main industries served: • Upstream O&G – 70% • LNG – 20% • Others – 10% Headquarters: Aberdeen, UK Year established: 1970 (in the energy business) Number of employees: 125 (35 in the UK) Revenue: US$57m (US$30m in the UK) Revenue from exports: 50%
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Success stories Survive and Thrive IV
Risktec Solutions Virtually unanimous customer satisfaction
How is Risktec Solutions thriving? Risktec has grown from scratch to become one of the world’s largest and most respected independent providers of risk and safety management services. The company is diversified across sectors, regions, services and resources and this has been fundamental in ensuring it has grown steadily despite all the challenges encountered over the last 20 years.
The challenge Founded in 2001, Risktec experienced its third major challenge during the 2015-16 downturn in oil prices. At the time the oil and gas sector accounted for 50% of the company’s business and the majority of opportunities overseas. Risktec experienced a 25% reduction in O&G sales in 2016 and needed to react fast.
The solution As a risk management consultancy, Risktec not surprisingly knew from day one that diversification was crucial. The company had experience of seeing competitors with an ‘all eggs in one basket’ mindset which did extremely well in the good times and then failed spectacularly when the market turned. Risktec promptly accelerated its five-year business plan to deliver geographic, sector and product expansion, while never losing sight of its high-quality work and focus on clients. Indeed, high-quality work is a Risktec trademark. It is the company’s culture of empowerment, teamwork, integrity and the search for solutions that sets Risktec apart from competitors, enabling the company to achieve a
99.6% recommendation rate among clients. One example of Risktec’s highperforming culture can be found in its relationship with Shell. In 2013, the oil major awarded Risktec an enterprise framework agreement (EFA) in technical safety engineering and risk consulting – one of six global contracts for this segment. Feedback on the services provided was obtained through country
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surveys, which consistently rated Risktec very highly. A new tender for this contract took place in 2019, with Shell narrowing down providers from six to just three. Once again Risktec was chosen for the contract and the company continues to support Shell wherever they operate in the world. Culture is at the heart of the success. Within Risktec it is natural to trust and empower employees to do
Success stories stories Success
About Risktec Solutions
the right things. Indeed, this is why the company has been profitable every year since its foundation, together with a 97% overall customer satisfaction. Every consultancy will say it has the best people and in truth they may all be good technical people, but the key differentiator between consultancies is the culture
of the organisation, made visible by how the company works with clients. Ease of doing business, flexibility and a responsive attitude allied to truly listening to and understanding clients’ needs have been the key at Risktec to building trust and paving the way for long-term and sustainable relationships.
Story type
Key findings
#service/solutions (main category)
For industry
#diversification #culture
• Diversification of markets, services and resources is fundamental to build a sustainable and profitable business • Focus on your clients’ needs and always be responsive and flexible • Adopt a proactive, positive and adaptable approach to changing market conditions
Benefits • Successful diversification of company’s sectors, clients and services • 97% overall customer satisfaction • Profitable every year since foundation
Risktec is an independent and specialist risk management consulting and training company, owned by the TÜV Rheinland Group. The company helps clients to manage health, safety, security, environmental and business risks in sectors where the impact of loss is high. Risktec is guided by four values: Empowerment, Teamwork, Integrity and Solutions, and believes in an open and trusting working environment amongst its 300 employees. Formed in 2001, Risktec has its headquarters in the UK, as well as offices in other parts of Europe, the Middle East, Southeast Asia and North America.
Risktec Solutions at a glance:
For government • Government support can feel indirect and vague to many companies. Greater effort is needed to promote how companies benefit from tangible government actions
Government support?
Key products and services: Independent risk and safety management consulting and training services Main industries served: • • • • • •
Oil, gas and chemical – 54% Nuclear (civil and defence) – 26% Rail – 14% Conventional power – 2% Clean energy – 2% Other – 2%
Headquarters: Warrington, UK Year established: 2001 Number of employees: 300 (200 in the UK) Revenue: £37m (£25m in the UK) Revenue from exports: 32%
Risktec has obtained export and knowledge transfer (KTP) grants in the past and will be accessing R&D tax credits.
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Success stories Survive and Thrive IV
Roxtec Diversification as a driving force
How is Roxtec thriving? Thinking ahead, the cable and pipe sealing expert implemented a welldefined strategy to de-risk its largely marine and oil and gas solution business by diversifying in structured and agile ways across multiple sectors and regions including rail infrastructure in the UK, with impressive results.
The challenge Approximately 6-7 years ago, Roxtec’s business in the UK was largely centered around sectors that are highly susceptible to volatility in oil prices: oil and gas and marine. The two markets accounted for more than 80% of the company’s revenues, which posed a substantial risk in times of crisis.
The solution When the current Managing Director of Roxtec Limited, Clive Sharp, joined the company in 2014, he felt that new strategies were needed to minimise the impact of the downturn in the oil and gas industry. Following an exercise by the headquarters in Sweden in conjunction with its subsidiaries to identify potential growth areas and set sales objectives, Roxtec decided to focus on three main business areas: marine and offshore; power and process industries; and industry and infrastructure. Regarding industry and infrastructure, Clive decided that Roxtec in the UK would pursue objectives in four segments: rail infrastructure, rolling stock, data centres and advanced facilities. Getting clients in a new sector was challenging, as they didn’t know the company. The company solved this problem by organising accredited seminars to educate the market on
its solutions for different sectors and geographical regions. A key example of Roxtec’s diversification is the company’s involvement in the rail infrastructure segment. They had the opportunity to engage with the client, which in
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2017 was experiencing rolling stock production issues. They developed a focused offer based on tailored solutions to fix issues involving cable retention, cable seals on HV inlets located on the roof of carriages as well as inter-carriage jumper cables. The company obtained a £40,000
Success stories stories Success
contract with the client for the design, manufacturing and testing of cable seals and, thanks to evolving trust between the two companies, the contract is now worth £1m. Their strategy to diversify into other business segments has been successful. While oil and gas and marine remain important sectors for the company, accounting for approximately 47% of revenues, including sectors such as infrastructure, power generation and process industries have a much larger share of the business. Roxtec’s diversification has delivered profitable growth and made the company much more prepared to withstand downturns in the oil and gas industry.
at sea and underground, and can prevent damage from water, fire, sand, gas, dust and dirt, as well as protect against explosion, lightning strikes, pull-out, noise and vibration. With a strong diversification of markets and regions, Roxtec believes in delivering a service built in co-operation with its clients and does so with the help of over 750 employees spread across Europe, North and South America, Middle East and Asia-Pacific.
About Roxtec Roxtec is a cable and pipe sealing expert, offering solutions for a wide range of applications within many different industries, including Oil & Gas, Construction, Power Generation Transmission and Distribution and Marine, among others. The company’s safety products can be found on land,
Story type #diversification (main category)
Benefits • Successful diversification from O&G to other industry segments • Ongoing £1m contract with the client
Roxtec at a glance:
For government • Consistency with policy and funding is needed when it comes to climate change commitments
Key products and services: manufacturer of cable and pipe sealing solutions Main industries served:
Government support? Roxtec in the UK has received R&D tax credits in the past.
Key findings
• • • • • •
Marine – 39% Infrastructure – 20% Power Generation – 13% Process Industries – 10% Offshore Oil & Gas – 8% Industrial – 8%
For industry • Don’t put all your eggs in one basket. Diversify across market sectors and geographical regions.
Headquarters: Karlskrona, Sweden Year established: 1990 Number of employees: 750 (21 in the UK) Revenue: £173m (£6.1m in the UK) Revenue from exports: 95%
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Success stories Survive and Thrive IV
Serimax No compromise on quality and skills
How is Serimax thriving? The company’s long-standing reputation for high-quality services allied to a culture of safety and continuous improvement has helped consolidate Serimax’s position as a pipeline welding and fabrication expert.
The challenge Serimax started as a small company in the Highlands. From its early days as Serimer until its merger with Umax in 2006 to create the present-day company, they built a strong reputation of getting the job done. Its business performance and high-quality work drew the attention of the industry, which saw a trusted partner in Serimax. Adverse market conditions presented a challenge to the company. Business was tough in terms of price and costs, while some companies decided they could do welding work themselves. Meanwhile, companies were faced with the difficult decision to make staff redundant. Would Serimax still be able to maintain its high-quality work and retain staff during the downturn?
The solution The oil and gas industry was battling a severe crisis, but Serimax was still able to maintain steady levels of profitability despite lower revenues. The company took this opportunity to focus on operational efficiency, more importantly, invested in its workforce by funnelling profits back into training and personnel development. This foresight has allowed Serimax the opportunity to react to the market recovery quickly and effectively,
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ramping up operations to meet the current rise in demand. A focus on people, skills and quality is the key to Serimax’s success. The company believes that quality is a product of training, a sustained apprentice programme, internal promotion and supporting employees to exceed. With 147 new starts in 2019 a third of which are under 25, the company has invested in over 5,200 hours of operational and transferable skills training. Serimax’s reputation is reflected in business opportunities. In one occasion, the company was called thanks to a referral – to help in a project which had failed welding inspections six times. The company was able to get it right in the first time, without any defects. In another project, Serimax trained and upskilled a client’s local workforce in the Middle East and changed their repair rate from 80% to less than 1%.
gas downturn. Despite weak market conditions, the company delivered 19% growth in revenue to £17.8m between 2017–18. In the following financial year, the company presented 130% growth with revenues exceeding £40m. Looking forward, Serimax plans to continue developing and maintaining current day-to-day business relationships and extend reach and penetration within its client base to serving customers in new regions, while supplying a wider range of products and services and leverage relationships to target new market sectors.
About Serimax
Serimax’s high-quality has helped the company overcome the oil and
Serimax is a specialised welding company offering a range of services to support industry demands from basic to sophisticated welding parameters. With an experiencing spanning more than 40 years, the company offers specialist expertise in fully integrated welding, fabrication, engineering, technology, field joint coating,
Story type
For government
#service/solutions (main category) #optimisation #culture
Benefits • 130% revenue growth in 2019
Government support? In addition to R&D tax credits, the company benefits from the Apprenticeship Levy.
For industry • Focus on your skillsets and become a reference in your segment • Business is about people - get the right balance in your team • Listen to customers and learn what they want
Operating in the most extreme conditions and challenging environments, Serimax support these market sectors in all welding applications from deep, ultradeep (HPHT), nuclear, landlines, and fabrication. Serimax has its headquarters in France and offices in the USA, Scotland, Russia, Brazil, Malaysia, China, Australia and the UK.
Serimax at a glance:
• There is an opportunity for the UK to lead in hydrogen, a key energy transition enabler
Key findings
nuclear, inspection, training, research & development and full project management services.
Key products and services: welding and fabrication services Main industries served: Oil & Gas – 98% • Other – 2% Headquarters: Roissy, France – Regional headquarters, Evanton, Ross-shire Year established: 1991 Number of employees: 280 (Serimax NEU) NEU (Northern Europe) Revenue: £42m Revenue from exports: 30%
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Success stories Survive and Thrive IV
SPP Pumps ‘One team’ processes delivering excellence to clients
How is SPP Pumps thriving? The company’s award-winning learning culture is at the heart of their turnaround story. SPP Pumps has transformed pump packaging projects into a stage-gate process, providing improvements in cost, cash flow and velocity with enhanced “one-team” sales-projects-engineering processes.
The challenge A company heavily dependent on the oil and gas industry, SPP Pumps was massively impacted during the downturn. While in 2014 the company earned more than £65m, the following
year saw revenues fall to £45m. As business opportunities dwindled, stocks were reduced and redundancies were inevitable.
The solution In 2018, SPP Pumps decided it would go back to basics. The company would focus on cash generation, margin improvement and cost control to overcome the downturn. A closer interface with suppliers, engineering teams and clients would ensure that jobs were executed and delivered efficiently, avoiding delays and late or unforeseen costs. In order to achieve these goals, SPP
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Pumps implemented a six-stage gate process. This project management system calls for initiatives to be divided into different stages, separated by decision milestones known as gates. In SPP’s experience, stage six – the review stage became one of the most important, as it provided lessons which were fed back into all business areas. The six-stage review system and the lessons learned during the process were key to transform SPP Pumps. They made possible a 15% margin improvement over 18 months and allowed a reduction of engineering cycles by six to eight weeks. The order closing-out process is much
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faster, with final documentation sent out for approval soon after the order is shipped. One of SPP Pumps’ greatest improvements, however, is not related to hard sales numbers. The six-stage process created a much more integrated team, with different departments working together to achieve a common goal. Comprehensive contract reviews made teams more engaged, which turned the work environment lighter but more challenging and enjoyable. It’s no surprise that SPP Pumps improved its staff retention rates by 50%.
to add value to clients with excellent service and performance while empowering the team. While the company’s new project management system allowed greater control of costs and cash (something crucial in a highly competitive and commoditised market), internal teams became integrated and engaged, paving the way for SPP Pumps’ continued success.
In conclusion, SPP Pumps’ key learning was that it is fundamental
For more than 130 years SPP Pumps has been a leading manufacturer of centrifugal pumps and associated systems. The company is active in the design, supply and servicing of pumps, fire pump packages and equipment for a wide range of
applications and industry sectors, including oil & gas, water and wastewater treatment, power generation, construction and mines and large industrial plants. With over 500 staff worldwide, SPP Pumps main research and development (R&D), pump manufacturing and test facilities are centrally located in a modern purpose-built UK facility, whilst local sites operate in the USA, France, South Africa, Singapore and Dubai.
Story type
Key findings
Export lessons
#optimisation (main category)
For industry
#transformation #culture
• Understand that projects have a long gestational period and “keep faith” during the whole process • Early engagement is key to avoid delays and costs • Cost control and margin improvement is fundamental in a competitive and commoditized market
• Find the most suitable business partners in new export markets • Networking and market intelligence are essential resources to boost exports
Benefits • 15% margin improvement over 18 months • 100% of post-contract reviews • 50% improvement in staff retention
About SPP Pumps
SPP Pumps at a glance: Key products and services: design, manufacture and supply of centrifugal pump solutions
For government
Main industries served:
• Projects supported by UK Export Finance (UKEF) should have more visibility • DIT should be more accessible and provide better advice to UK exporters • The Oil & Gas industry must be seen as part of the solution, not the problem
• • • •
Government support?
Oil and Gas – 50% Industrial fire protection – 24% Water, general industrial – 16% Other – 10%
Headquarters: Coleford, UK Year established: 1875 (acquired by Kiroslar in 2003) Number of employees: 305 (285 in the UK) Revenue: £52m Revenue from exports: 70%
SPP benefits from the Apprenticeship Levy and has received R&D tax credits.
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Success stories Survive and Thrive IV
STATS Group Export success
How is STATS Group thriving? STATS problem-solving culture and fast response to clients, allied with a strategy of localised, full-scope business, has been instrumental in the company’s success in international markets. In particular, the company’s patented BISEP® technology, providing leak-tight double block and bleed isolation of pressurised pipelines, has been very well received by clients in the competitive US oil and gas market.
The challenge Today’s dynamic markets always challenge the energy supply chain to get out of its comfort zone. From entering new markets to developing new technologies and products, suppliers of goods and services are constantly prompted to stay ahead of the game – and survive in times of crisis.
The solution Things are no different for the STATS Group. Setting up a local presence in major markets is a key strategy for the company, which understands the importance of having its people and equipment close to customers to respond quickly and in a costeffective manner in meeting their safety critical demands. In 2012, following an investment from the Business Growth Fund, the company made the bold decision to open full-scope businesses in several countries, invest in staff training and new tools. STATS didn’t escape the impact of the 2014-15 downturn in the oil and gas market, but the company managed to withstand the crisis thanks to its great people and proprietary technologies.
A key STATS advantage is a unique, industry leading solution for temporary pipeline plugging. Dubbed ‘BISEP’, this patented technology provides a fail-safe double block and bleed isolation deployed through a single full-bore hot tap intervention, without the need for additional hot tapped bleed or vent ports. This solution offers significant safety advantages over traditional line stop technologies, with the hydraulically activated dual seals providing leak-tight isolation of live,
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pressurised pipelines. In 2014, the BISEP technology allowed STATS the opportunity to be part of a world-first project with Kinder Morgan. The midstream player awarded a contract to STATS to provide hot tapping and plugging operations at multiple locations on a high-pressure, large diameter CO2 pipeline in New Mexico. The aim of the project was to install full bore inline valves and retrofit pigging launchers and receivers into
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the pipeline system. Thanks to the BISEP technology, STATS was able to safely and efficiently perform the world’s first leak-tight double block and bleed isolation of a high-pressure CO2 pipeline system. STATS experience with Kinder Morgan kickstarted the company’s activities in the US. The company reopened its facility in Houston after closing it in the wake of the 2007-8 financial crisis. Despite challenging market conditions, the company held its nerve and succeeded: STATS today has over 10 key clients in the United States using the company’s proprietary technology, generating more than US$10m of revenues in 2019. STATS experience of international expansion would see additional
chapters. In 2018, the company took export credit finance for a major isolation remediation project at a refinery in the UAE. The eight-month, US$20m contract is STATS largest project ever. In 2020, the company announced further expansion in the middle east region, expanding its operational facility in Abu Dhabi and opening a new workshop, storage and testing base in Muscat, Oman. STATS ability to solve problems backed up by technology is the key reason for its success in export markets. Despite current headwinds in the oil and gas market, STATS is optimistic about its future opportunities: there are millions of kilometres of pipelines across the world, serving a key purpose in long-term supply agreements. The company is ready to apply its leading technologies whenever and wherever they are required.
About STATS Group STATS Group are market leaders in the supply of pressurised pipeline isolation, hot tapping and plugging services to the global oil, gas and petrochemical industries. Their primary services are isolation of hydrocarbon piping and pipelines, as well as a
Story type
Key findings
#export (main category)
For industry
#technology (2x) #service/solutions (2x)
• Resilience is key
#culture
Benefits • Successful entry in the US market • US$20m contract in the UAE
range of hot tapping, plugging and localised hydrostatic weld testing. The company has its own proprietary technology, such as their DNV GL type approved BISEP and Tecno Plug® tools, which provide leak-tight double block isolation to enable the safe and efficient maintenance and repair of onshore, topsides and subsea pipeline infrastructure. STATS Group’s vision is centred on providing specialist tools and technology services for a safer oil and gas industry. With over 240 employees across the world, the company is headquartered in Aberdeen with operational sites in Canada, Malaysia, Qatar, the USA and the UAE.
STATS Group at a glance: Key products and services: engineered solutions for the oil and gas industry
Government support? STATS received support from UK Export Finance (UKEF) in 2018. The company has also benefited from the Apprenticeship Levy and R&D tax credits.
Main industries served: • Oil and gas – 100% Headquarters: Aberdeen, UK Year established: 1998 Number of employees: 245 (140 in the UK) Revenue: £39.5m Revenue from exports: 80%
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Success stories Survive and Thrive IV
Tube Tech International Transformed culture driving business growth
How is Tube Tech thriving? In the last three years the company has experienced rapid growth thanks to four key drivers: a one-team culture; impressive return-on-investment (ROI) enabled by an advanced robotic heat exchanger cleaning technology; loyal clients; and a major emphasis on a service mindset.
The challenge Prior to 2017, cleaning and inspection specialists Tube Tech faced a variety of issues. For almost 30 years, the company’s business model had focused on one-off emergencies, but the majority of clients in the petrochemical industry usually preferred to carry out cleaning and inspection activity during planned shutdowns. Business development work was reactive, which inevitably led to declining sales and a brand reputation as and expensive, maverick and a ‘last resort’ contractor. Expensive technology equipment would often sit idle, while a negative working environment further contributed to the company’s woes. Strong leadership was needed to reinvingorate the company and turn the business around. When Jon Camp joined Tube Tech as the company’s new Managing Director in 2017, he was tasked with an ambitious objective: grow revenues to £15m over the next five years. A complete overhaul was essential for the company to achieve this goal.
The solution In his first 12 months, Jon Camp kicked off a transformation strategy at Tube Tech. He wanted to establish
a one-team company culture and inspire a service mentality. Clients were kings and the company had to work in partnership with them – not against. Following individual consultations with staff, Jon collated all their input and converted it to an action plan. He developed a new sales process, with logical flow and well-defined accountabilities. Communication was essential, people wanted to know what to do and why, so he made sure that staff believed the transformation the
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company was going through and took ownership of it. Technology was another key Tube Tech strategy. In 2010, the company conceived a robot with Shell designed for the cleaning of vertical combined feed exchangers (VCFEs), but Tube Tech was not selling this option to the market – in fact, it had only been used six times up to 2016. After collecting inputs and feedback from key stakeholders, Tube Tech invested in an
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extensive research and development programme and redeveloped the robot, bringing improvements to design and efficiency that could deliver unrivalled results in both output, safety and environmental performance for multisector assets, delivering proven ROI at source and critical emission reductions. Over the last two years, the revamped robot technology has been deployed 58 times in four continents and the company is already planning to apply this solution to the renewables sector. A key opportunity for Tube Tech to deploy its robotic technology with a significant contract with Sasol in South Africa. The company was experiencing a costly drop in performance due to severe fouling, which prevented five of its furnaces from reaching their required temperature. Traditional water-jetting methods would have been time-consuming and inefficient, which led Tube Tech to use its robotic convection bank cleaning technology.
Following a three-day operation, Tube Tech successfully removed fouling from each furnace without the use of chemicals restoring them to almost 100% efficiency. Tube Tech today is in a much better shape. The company increased revenues from £2.2m in 2017 to £7.7m two years later and its client base increased ten-fold between 2017 and 2020. Moreover, the company was able to secure over 10 master service agreements in the US during this period. All this was possible thanks to Tube Tech’s change of culture, which values a service mentality and places customers at the top.
About Tube Tech
by reducing downtime, cutting carbon dioxide (CO2) emissions, increasing throughput and improving safety standards. The company is active in a broad range of segments within the heavy industrial sector, including refining, petrochemicals, power generation and offshore oil and gas, among others. In addition, Tube Tech International works with world-leading experts, scientists, engineers and educational researchers to deliver an ongoing R&D programme focused on solving today’s most complex challenges faced by heavy industries.
For more than 30 years, Tube Tech International has been providing simultaneous cleaning and inspection services for static heat transfer plants, providing significant savings to clients
Story type
Key findings
Government support?
#culture (main category) #transformation (main category) #service/solutions (main category)
For industry
Tube Tech has received a Horizon 2020 grant from the EU Commission and has applied for Innovate UK grants. In addition, the company has benefited from R&D tax credits.
#innovation #technology
Benefits • 250% increase in revenues between 2017 and 2019
• • • •
Never give up Learn from your mistakes Keep moving forward Never ask someone to do something you’re not prepared to do yourself • Don’t advise on something you know nothing about • Try to be consistent in decisionmaking
Tube Tech at a glance: Key products and services: cleaning and inspection services for static heat transfer plants
For government
Main industries served:
• Nuclear power should be considered in the path towards net zero carbon emissions by 2050.
• Downstream – 90% • Others – 10% Headquarters: Rayleigh, UK Year established: 1989 Number of employees: 32 (31 in the UK) Revenue: £7.5m Revenue from exports: 72%
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