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Flashcards in Sales-Part 1 Deck (10)
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1
Q

Location Customer Analysis (Top Clients and Segment Revenue)

A
  1. Crescent Point
  2. Chesapeake
  3. Southland
  4. Axia
  5. New field

Total Revenue Nov 24th 2018- $ 305.8M

2
Q

Who are the major competitors in your Division? What is our market share?

A

By August 2018

  • SLB 13%
  • Halliburton 39%
  • Liberty 26%
  • CalFrac 10%
  • Tops 9%
  • C&J 3%
3
Q

What are those top Competition’s strategy in your area?

A

Halliburton – is notorious for trying to eat up market share at the cost of revenue
Pump more at a cheaper rate (HHP) like liberty
Starting to see more package deals – frac/cement contracts
Dedicated crews

Liberty— Especial price at first calls, Really care for people, there is their priority and it noticeable.
As per CM, better schedules for people, they pay days off. Pumps does not generate noise.

4
Q

What are Schlumberger Strengths?

A

Strengths –

  • Technology (Research and Development),
  • Present solution to the client
  • Strong safety record (QHSE) and KSQR
  • Commitment to continuous improvement. Technology
  • SQ culture, HSE leadership,
  • Integrated services
  • lab testing, KPI programs (LeanSTIM),
  • International Talent pool (diversity),
  • Software packages,
  • additional support structure.
  • We have the ability to pool ideas and experiences from a global client resource.
  • We are also known for our training with all employees at all levels. “Strength in our size”
5
Q

What are Schlumberger weaknesses?

A

Weaknesses

  • Pricing
  • HHP
  • Sometimes our dedication of doing things right may lead to some downtime
  • Large bureaucracy, many approvals/inputs/opinions to do simple things,
  • Slow processing (Houston has to be involved),
  • Standards and polices can be inflexible or take time to exempt,
  • Large overhead affects pricing.
6
Q

How can you represent the value SLB brings to our customers in terms of value pricing?

A
  • Increased cost benefit ratio for the client
    • Example: ClearFRAC, more expensive up front but you pump less water and get better retained permeability, so saves money overall
  • Pay more for technology but save in less remediation
    • TIG – technical integration group
  • More premium services and products that produce better results (more production): BBS, HiWAY, BBP.
7
Q

What are the benefits of bidding single services versus a multiple service OFS tender and vice versa?

A
  • Single services
    • Less coordination involved
    • Less liability
    • Don’t need to bring a weaker service into the equation
    • Generally have higher prices,
    • but more intensive job design and man hours spent getting the work
  • Integrated Services
    • Packaged Pricing
    • One stop shop – information sharing through parties
    • Offers benefits to the company as a whole
    • Lift up weaker services
    • Discounting standby times
8
Q

What does MME stand for and why is it important?

A

Monthly Market Evaluation.

It is accessible through OFS Reporter, It allows us to track what our competition is doing, what their strengths and weaknesses are, service quality issues and employees available.

9
Q

What are the 3 parts of MME?

A
  • MME1 – Competition report on resources and activity
  • MME2 – Information on client activity and SLB equipment available
  • MME3 – Concerns service quality and personnel available
10
Q

What is the value of reporting competitors?

A
  • Allows us to see how they are working in the market, what their intentions are and where they are intending to go with their resources.
  • Measurement of market share
  • Identifies opportunity
  • It allows us to effectively price our services.If clients leave, pricing can increase.Competition comes in, drives pricing down.
  • Comparison of Various Locations
  • Compare Performance
  • Indications of Strategic Price Changes