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WWWWWW..DERRICK.RUDERRICK.RU;; e-mail: [email protected]; e-mail: [email protected]; телефон: телефон: (495) 745-56-57(495) 745-56-57

Oil-and-Gas Equipment Producers and Customers Oil-and-Gas Equipment Producers and Customers InterfaceInterface

Oil-and-Gas Equipment Producers and Customers Oil-and-Gas Equipment Producers and Customers InterfaceInterface

Alexander RomanikhinAlexander RomanikhinRussian Association of Oil and Gas Equipment ProducersRussian Association of Oil and Gas Equipment Producers

Adapted to the local conditions, reliable and Adapted to the local conditions, reliable and multi-purpose equipmentmulti-purpose equipment

Russian standardsRussian standards

Long-term links with CustomersLong-term links with Customers

Close location to oil-and-gas producing Close location to oil-and-gas producing regionsregions

Availability of maintenance and service Availability of maintenance and service facilities and manpower at the Customers facilities and manpower at the Customers for efficient operationsfor efficient operations

Russia High qualityHigh quality Financial opportunitiesFinancial opportunities Production culture Production culture Service cultureService culture Active marketingActive marketing

USA, Europe

China State subsidizingState subsidizing Low costLow cost Aggressive sales policyAggressive sales policy Interest-free loans to the Interest-free loans to the

CustomerCustomer

Benefits of various equipment suppliers Benefits of various equipment suppliers at the Russian marketat the Russian market


Qu

alit

y

Price

USA, Canada, Norway, Germany, France,

UK

Russian companies

Chinese companies

Price – quality ratio of Russian and foreign oil-and-gas Price – quality ratio of Russian and foreign oil-and-gas equipmentequipment


Norway Offshore projects assisted in developing the Norwegian supporting industry

Russia Sakhalin PSA projects are developed using imported equipment

Kazakhstan “Program for oil-and-gas supporting industry” is established State company “Kazmunaigaz” provides funds for new equipment production Foreign oil companies are oriented towards local equipment

Россия Absence of supporting industry development programsNatural monopolies and oil companies do not have incentives for investments into new equipment developmentThere are no mechanisms available at the federal level, stimulating oil-and-gas companies to procure Russian-made equipment

Китай Exim Bank of China offers loans to producers and customers of oil-and-gas equipment

Russia Exim Bank of Russia (Roseximbank) was established in 1994, but the support sectorhas not seen any real assistance from its activity. System of machine-building sector support is not working.

Russian machine-building sector does not have practical support from federal ministries and agencies

Overseas expertise of state support Overseas expertise of state support for oil-and-gas equipment sectorfor oil-and-gas equipment sector


Partial reimbursement of Partial reimbursement of mineral resources production taxmineral resources production tax to oil companies, that place to oil companies, that place orders for the equipment at Tyumen Regions manufacturing facilitiesorders for the equipment at Tyumen Regions manufacturing facilities

Training of workers for machine-building facilities at the expense of local regional budgetTraining of workers for machine-building facilities at the expense of local regional budget

Up to Up to 22//3 3 of refinancing interest rates for bank loansof refinancing interest rates for bank loans,, taken by machine-building plants for taken by machine-building plants for upgrading their production facilitiesupgrading their production facilities

Cooperation agreements with large custmersCooperation agreements with large custmers

Organizing techno parks for new oil-and-gas equipment developmentOrganizing techno parks for new oil-and-gas equipment development

The region’s authorities provide:The region’s authorities provide:

Tyumen Region Expertise in Tyumen Region Expertise in Machine-building Industry SupportMachine-building Industry Support

Machine-building sector is very important for Tyumen Region development and we have clear understanding which way to go.

V.V.YakushevThe Governor of Tyumen Region

Annual increment of oil-and-gas equipment production in Annual increment of oil-and-gas equipment production in Tyumen Region amounts to 20%. Tyumen Region amounts to 20%.


Image of Russian oil-and-gas machine-building sector is seriously undermined by dishonest suppliers

Deporting of dishonest companies from the market will benefit both manufacturers and customers of oil-and-gas equipment

Protection of domestic market from dishonest suppliers Protection of domestic market from dishonest suppliers

Many types of imported equipment (e.g. drilling rigs) have substantial deviations from

Russian standards and Safety regulations

Supplies of Chinese equipment at dumping prices due to State subsidizing

Sales of refurbished equipment as brand new one. Failure to deliver in time. Fake products

Development of Register of oil-and-gas equipment suppliers with Customers comments

Usage of someone else’s technical documentation and trade mark

Close work with Ministry for Economic Development on anti-dumping investigations and

work within the governmental commissions on the market protection

Filing lawsuits on intellectual property protection

Stiffening of issuing permits for application of imported oil-and-gas equipment


Opportunities for long-term contracts executionOpportunities for long-term contracts execution Example: Example: ООО «ООО «GazcomplectimpexGazcomplectimpex» » andand ZZАО «АО «UralmshUralmsh – – DrillingDrilling

EquipmentEquipment» » contract for delivery of 11 heavy drilling rigscontract for delivery of 11 heavy drilling rigs

Development ofDevelopment of new domestic equipmentnew domestic equipment Example: Financing of prioritized R&D activitiesExample: Financing of prioritized R&D activities

Planned joint work on import substitution Planned joint work on import substitution

Implementation ofImplementation of complex R&D projectscomplex R&D projects ExampleExample: : Shtokman field development, Sakhalin and other projects need unique equipmentShtokman field development, Sakhalin and other projects need unique equipment

Implementation of overseas projectsImplementation of overseas projects Example: Supplies of Russian equipment to the markets of Uzbekistan, Libya, Venezuela and Example: Supplies of Russian equipment to the markets of Uzbekistan, Libya, Venezuela and

other countries, where other countries, where ОАО «ОАО «GazpromGazprom»» is actively working is actively working

Industrial and oil-and-gas companiesIndustrial and oil-and-gas companiesNew partnership opportunitiesNew partnership opportunities


Russian and Western manufacturers of equipment Russian and Western manufacturers of equipment Directions Directions of cooperationof cooperation

Procurement of sophisticated high-tech components, which are Procurement of sophisticated high-tech components, which are not produced by Russian manufacturers. Requirements on using not produced by Russian manufacturers. Requirements on using such components are often put forward by the Customerssuch components are often put forward by the Customers

Acquisition of licenses for equipment productionAcquisition of licenses for equipment production

Organization of joint production ventures in RussiaOrganization of joint production ventures in Russia SubcontractsSubcontracts. . Manufacturing in Russia of individual components Manufacturing in Russia of individual components on the orders of Western companieson the orders of Western companies

Joint supplies of the equipment to the third countriesJoint supplies of the equipment to the third countries

Personnel training overseasPersonnel training overseas


Service network Service network – – Supplier’s very important competitive advantageSupplier’s very important competitive advantageLarge holding groups have much more opportunities than individual facilities Large holding groups have much more opportunities than individual facilities

Service maintenance of the equipmentService maintenance of the equipment

Regional Regional Service CentersService Centers

Equipment Service Contracts

Spare parts supplies contracts

Equipment technical condition monitoring and overhauls Contracts

ProductionProduction CompanyCompany


Equipment supplies to Equipment supplies to ОАО «ОАО «GazpromGazprom», ОАО «», ОАО «LUKOILLUKOIL», ОАО «», ОАО «RosneftRosneft» » and to the other and to the other companies, implementing overseas oil-and-gas projects companies, implementing overseas oil-and-gas projects

Supplies of Russian oil-and-gas equipment

Overseas projects of Russian oil-and-gas companies

Export of domestic oil-and-gas equipment in Export of domestic oil-and-gas equipment in 70-80-70-80-th th was determined by overseas oil-and-gas fields’ was determined by overseas oil-and-gas fields’ development by Soviet foreign trade organizations. Most of the work was done using equipment, brought development by Soviet foreign trade organizations. Most of the work was done using equipment, brought from the USSR. from the USSR.

Oil-and-gas engineers have to rely upon domestic manpower, scientific and production potential when Oil-and-gas engineers have to rely upon domestic manpower, scientific and production potential when implementing overseas projects. implementing overseas projects.

Potential of cooperation between industrial and oil-and-gas Potential of cooperation between industrial and oil-and-gas companies at the overseas markets companies at the overseas markets


It is proposed not to impose profit tax on the expenditures of enterprises for education of employees in technical colleges and universities.

In 90-th skilled workers and engineers have moved from the machine-building sector to the other spheres of activity

At this period enrollment of new manpower into the sector has dropped sharply. For qualified worker training not less than 5 years is needed.

Metalworking equipment can be purchased, but to recover lost expertise and manpower is much more difficult

Manpower deficit in Russian machine-building industry Manpower deficit in Russian machine-building industry


Russian Universities teach too many lawyers and economists, while job market lacks engineers and qualified workers

D.A.MedvedevFirst Deputy of RF Prime Minister

Register of Russian Experts on oil-and-gas equipmentRegister of Russian Experts on oil-and-gas equipment

Register Objectives

Data bank development for prompt search of needed specialists in oil-and-gas equipment area

Registration of specialists capable to perform qualified expertise in specific spheres.

Upgrading status and reputation of Russian specialists Confirmation of the specialists competence

Register entering id FREE OG CHARGE

Register contains information on experience and knowledge of experts

Register permits to find needed specialist

Register is available at the site WWW.DERRICK.RU


Necessity of consolidation Necessity of consolidation in oil-and-gas machine-building sectorin oil-and-gas machine-building sector

Oil is produced in Russia by 240 organizations, while 11 large holdings provide 90% of the total produced volumesОАО «Gazprom» is the largest gas-producing holding

Pipe-manufacturing sectorPipe-manufacturing sector: : ТМК, ОМК, ТМК, ОМК, ChTPZChTPZ Power machine-building sectorPower machine-building sector: : Power MachinesPower Machines Transport machine-building sectorTransport machine-building sector: : TransmashholdingTransmashholding Agricultural machine-building sector: Agricultural machine-building sector: AgromashholdingAgromashholding Aviation, shipbuilding and other industrial sectors trend to form large Aviation, shipbuilding and other industrial sectors trend to form large holdingsholdings

Competitiveness of Russian oil-and-gas machine-building sector can not be guaranteed without large holdings establishing

Large holdings are actively formed in Russian industry

Enlarging of oil-and-gas machine-building companies takes place in all developed countries. E.g. at USA market the largest company National Oilwell Varco appeared in 2005 after merge of National Oilwell and Varco.


Industrial products for oil-and-gas sectorIndustrial products for oil-and-gas sector

Today

Uralmash - VNNIIBT

Hydromashservice

Boretz

MBS

Volgaburmash

Generatsiya

Machine-building sectorMachine-building sector

State sectorState sector Uralvagonzavod

Uraltransmash

Votkinsk Plant

Barrikady

Sevmash

Zvezdochka

VMZ

Holdings

Before

Segmental plants, lack

of large holdings and

structures, consolidating

enterprises

Individual Individual enterprisesenterprises

ОМК

ТМК

ChTPZ

Ferrous Ferrous

metallurgymetallurgy


Advantages of large machine-building companiesAdvantages of large machine-building companies

Attraction of investments for development, including market funds High credibility value among the customers and security of supplies Opportunities for integrated supplies Qualified, well-paid manpower Cooperation within the company Centralized procurement and sales functions Equipment service network Opportunities for work with overseas customers Systematic work with state authorities

Future of the machine-building sector is in large companies. Only they will be able to provide upgrading of the production facilities.

S.B.IvanovFirst Deputy of RF Prime Minister


Provide integrated supplies Attract financial resources Successfully compete with overseas companies Lobby their interests in the authorities

Individual Russian plants can not:Individual Russian plants can not:

Consortiums can integrate enterprises of various scales and ownership typesConsortiums can integrate enterprises of various scales and ownership types

Consortiums – an important form of expanding Russian Consortiums – an important form of expanding Russian participation in oil-and-gas projects participation in oil-and-gas projects

Consortiums are needed for large-scale projects implementation


Coordinate unified procedures of procurement activityCoordinate unified procedures of procurement activity

Implement unifiedImplement unified requirements to the suppliersrequirements to the suppliers

Provide manufacturers’Provide manufacturers’ accessaccess to technical to technical

modernizationmodernization programsprograms

EstablishEstablish unified supplies’ databaseunified supplies’ database

Objectives of the oil-and-gas equipment customersObjectives of the oil-and-gas equipment customers


Transparent and open procedures Transparent and open procedures of oil-and-gas equipment procurement of oil-and-gas equipment procurement

Many oil companies also start to select their suppliers through open bidding

ОАО «Gazprom» has adopted «Provisions on placing orders for products supplies, works execution, services provision to ОАО «Gazprom» predominantly through bidding process»


ООО «Gazcomplectimpex» is the most powerful domestic organization in the area of procurements for oil-and-gas sector

ООО «Gazcomplectimpex» has all the grounds to be the leader in the process of new procurements rules development

OAO Gazprom standards may be completed to be accepted by companies of oil and gas complex

It is necessary to avoid each company adopt its own specific standards of work with suppliers

Standard requirements to suppliers of oil and gas equipment Standard requirements to suppliers of oil and gas equipment based on OAO Gazprom rulesbased on OAO Gazprom rules

OAO Gazprom has introduced the standard “Quality control and acceptance of material and technical resources (logistical support) for OAO Gazprom at manufacturing enterprises»


Standard rules towards suppliers shall significantly facilitate the work of Russian industrial enterprises

Working out standard requirements of oil and gas companies

towards their suppliers

(based on OAO Gazprom requirements»)

Harmonization of standard requirements with largest oil and

gas companies

Recognition of standard requirements towards suppliers by oil and gas companies

Introduction procedures for standard requirements towards suppliers based on Introduction procedures for standard requirements towards suppliers based on OAO Gazprom rulesOAO Gazprom rules


Holding tenders at the engineering stageHolding tenders at the engineering stage

OOO Gazcomplectimpex was the first to hold tenders at the engineering stageOOO Gazcomplectimpex was the first to hold tenders at the engineering stage

It is necessary to create technical councils within procurement organizations that will comprise leading experts on individual types of oil and gas equipment

Tenders at the engineering stage assure implementation of progressive and effective Tenders at the engineering stage assure implementation of progressive and effective equipment and technologiesequipment and technologies


SuchSuch tenders assure replacement of obsolete equipment, which purchases have been tenders assure replacement of obsolete equipment, which purchases have been unreasonably conducted for many yearsunreasonably conducted for many years

Lack of branch experts in procurement organizations hampers the successful tenders Lack of branch experts in procurement organizations hampers the successful tenders at the engineering stageat the engineering stage

Coordination Council of consumers of industrial products for oil and gas Coordination Council of consumers of industrial products for oil and gas complexcomplex

I fully support the idea of creating I fully support the idea of creating

the Council, and consider tasks the Council, and consider tasks

assigned to it to be significant and assigned to it to be significant and

urgent for the manufacturers, as urgent for the manufacturers, as

well as for consumers of oil and gas well as for consumers of oil and gas

equipmentequipment

V.A. Golubev

Deputy Chairman of the Board

OAO Gazprom


Council MembersCouncil Members

Strelkova Olga Alexeevna

Menshikh Anna Alexandrovna

Vitrofanov Igor Borisovich

Gasparjants Ruben Sargisovich

Ashimikhin Vladimir Petrovich

Borodin Artem Vladimirovich

Goldman Efim Aronovich

Guroshev Vjacheslav Ivanovich

Danilchenko Stanislav Ivanovich

Ivanelo Valeri Ivanovich

Karadagov Alexander Olegovich

Karaev Abdula Eldarovich

Lubashevsky Felix Vladimirovich

Makulov Leonid gennadievich

Malishkina Olga Viktorovna

Head of Procurement Department, ОАО TatneftAvramenko Alexander Nikiforovich

First Deputy of the Director General, ООО TH Lukoil

Deputy of the Director General on marketing, ОАО Surgutneftegaz

Head of the Tender Committee, ООО Sibur

First Vice-President, ОАО VNIIST

Head of Department of the Federal Agency on Energy

Director General, OOO MRK-Engineering

Head of Procurement Department, ОАО Stroytransgaz

Head of Department, ОАО NGC Slavneft

Deputy of the Director General on quality, ООО Gazcomplectimpex

Director of Procurement Department, ОАО Gazprom neft

Co-Chairman of the Council, President of the Group Integra

Head of Marketing Department of subsidiaries of ОАО Gazprom, ООО Gazcomplectimpex

Head of Procurement Department for production and processing, ОАО «TNK-BP Management»

Head of the Tender Committee, OAO Gazprom neft

Deputy of the Director General ООО STG Engineering

Acting Director of the Procurement department OAO Russneft

Andreev Vjacheslav Anatoljevich

Deputy of the Director General on science and innovations, ОАО RITEKKokorev Valeri Ivanovich

Shuljak Mikhail Alexandrovich

Chernishov Evgeny Nikolaevich Director General of the Union of Oil and Gas Manufacturers of Russia

Head of Supply Division, ОАО Novatek

Gorin Andrei Sergeevich Head of division, ОАО AK Transneft


MinutesMinutes № 2№ 2

Of the Session of the Coordination Council of consumers of Of the Session of the Coordination Council of consumers of industrial equipment for oil and gas complexindustrial equipment for oil and gas complex

MoscowMoscow October October 1616,, 2007 2007

Resolved:Resolved:

That the That the ОАО ОАО Gazprom initiative to work out unified standards in quality Gazprom initiative to work out unified standards in quality managementmanagement

Unanimous decisionUnanimous decision

Coordination Council supported the idea of working out standard Coordination Council supported the idea of working out standard requirements towards suppliersrequirements towards suppliers


The Law «On Technical Regulation» does not work - no regulations have been adopted recently

Russian standards for oil and gas equipment are obsolete, and have not been updated since the Soviet Union times

Working out of up-to-date standards in oil and gas industryWorking out of up-to-date standards in oil and gas industry

ОАО Gazprom that manages the special technical committee coordinates working out of new standards

We need standards in oil and gas industry harmonized with recognized foreign standards


Technical committee on standardizations in oil and gas complexTechnical committee on standardizations in oil and gas complex

Subcommittee 1Departmental general rules and regulations

Subcommittee 2Crude

production

Subcommittee 3Gas

production

Subcommittee 4Gas distribution and consumption

Subcommittee 5Oil and gas

offshore production

Subcommittee 6Materials and

equipment

ISO/TC 67 ISO/TC 67 ISO/TC 67No analogs to

ISO/TC 67 ISO/TC 67

ISO/TC 67 ISO/TC 18ISO/TC 11ISO/TC 5

ISO/TC 17

Deputy Chairman(Rostechnadzor)

Deputy Chairman(Rostechregulirovanje)

Chairman of the technical committee

(ОАО Gazprom)

Secretariat (ООО Gazpromrazvitije)

Gazprom Rosneft Gazprom Gazprom

MezregiongazLukoil

Union of manufacturers of

oil and gas equipment


Data sources on Russian manufacturers of equipmentData sources on Russian manufacturers of equipment

Enterprises sitesEnterprises sites PublicationsPublications


Catalog of Industrial production for Oil and Gas ComplexCatalog of Industrial production for Oil and Gas Complex WWWWWW..OIL-GASOIL-GAS..RURU

Geophysical and Exploration Equipment Drilling Equipment Production Equipment Workover Equipment Petroleum Processing Equipment Equipment to Transport, Store and Sale of Hydrocarbons Metallurgical Products Electric and Power Equipment Transportation Road Construction Equipment and Equipment for Pipelines Laying and Repair Instrumentation and Automatic Equipment Chemicals and General Rubber Goods Auxiliary Equipment Services

Sections of the CatalogSections of the Catalog


Catalog of Oil and Gas FittingsCatalog of Oil and Gas FittingsWWWWWW..AA--RR--MM..RURU

Catalog SectionsCatalog Sections Column piping Wellhead equipment Pump equipment Pump and rod fittings Injection piping Casing heads Piping drives Casing heads Manifolds Gate valves Throttle valves Air valves Valves Rod rotors Cranes Control boards Diagnostic tools Fittings Other Services


Catalog of Drilling EquipmentCatalog of Drilling EquipmentWWWWWW..BB--UU--RR..RURU

Drilling rigs Rig metal elements Basic technological equipment Mechanization tools Power units Circulation systems Circulation systems’ equipment Auxiliary mechanical tools Instrumentation and automatic equipment Rig power equipment Rig pneumatic equipment Rig hydraulic gear elements HSE systems Offshore platforms and equipment BOP equipment Cementing equipment Kelly bars and drill pipes Casings Adapters and bottom hole assembly elements Downhole motors Drilling bids Emergency tools Other drilling tools Services

Catalog SectionsCatalog Sections


Search machineSearch machine««Oil and Gas Service and EquipmentOil and Gas Service and Equipment»»


Register of Contractors in Oil and Gas Register of Contractors in Oil and Gas ComplexComplex WWW.PROM-OIL.RU WWW.PROM-OIL.RU

Was created by the initiative and based on Register of OAO Sibur HoldingWas created by the initiative and based on Register of OAO Sibur HoldingOAO Gazprom Neft, OAO TNK-BP Management, OAO Novatek and OAO Slavneft joined OAO Gazprom Neft, OAO TNK-BP Management, OAO Novatek and OAO Slavneft joined the Registerthe Register


Today an unfair supplier deceives Lukoil but TNK-BP is unaware of it, and vice versa.Today an unfair supplier deceives Lukoil but TNK-BP is unaware of it, and vice versa.

An enterprise may be listed in the Register by recommendation of an oil company being An enterprise may be listed in the Register by recommendation of an oil company being the member of the Registerthe member of the Register

Register joining is free of chargeRegister joining is free of charge

Register has its English versionRegister has its English version

Questionnaire includes

General information of the CompanyGeneral information of the Company

Information of contact personsInformation of contact persons

Services rendered by the CompanyServices rendered by the Company

Company’s skills and experience as a contractor of oil and gas complexCompany’s skills and experience as a contractor of oil and gas complex

References and clients’ recommendationsReferences and clients’ recommendations

Register QuestionnaireRegister Questionnaire PROM-OIL.RU PROM-OIL.RU


English version of the Register of Customers of the Oil and Gas Complex English version of the Register of Customers of the Oil and Gas Complex WWW.OIL-GAS.BIZWWW.OIL-GAS.BIZ


Moscow Meetings of Clients and CustomersMoscow Meetings of Clients and Customers

11 March

Procurement in Gas and Oil Complex

Neftegazsnab

21 October

Oil and Gas Service in Russia

Neftegazservice

3 December

Offshore Equipment

NeftegazshelfPlease, refer to site WWW.N-G-K.RU to obtain conference reports, rules and participants

20 May

Standardization of Oil and Gas

Equipment

Standardneftegaz


Conferences are steadily becoming club events where you may comfortably contact interesting persons, have your questions be answered and find a business partner

Y.D. Maslukov

Chairman Union of Manufacturers of Oil and Gas Equipment

The Union has been steadily developing ties of its members with representatives of oil and gas industry. We organize annual interdepartmental events aimed at promoting cooperation between Russian high tech enterprises and potential customers from complex of natural resources. The Union has been actively improving the information supply system for the market of oil and gas equipment and promoting the Russian achievements. Our cooperation with mass media helps in our successful marketing of Russian companies.

From Confrontation towards CooperationFrom Confrontation towards Cooperation


Oil, gas and defense complexOil, gas and defense complex

TodayBefore

Major task of the Union is to strengthen the cooperation Major task of the Union is to strengthen the cooperation between customers and suppliersbetween customers and suppliers

ThankThank you for your attentionyou for your attention


; e-mail: [email protected]; телефон: (495) 745-56-57 Oil-and-Gas Equipment Producers and Customers...

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