17. Growth potential in 2012
but
Several North Sea projects were lost in 2012/13
17
Topsides
Mariner Daewoo/CB&I
Martin Linge Samsung HI/Technip
Aasta Hansteen Hyundai HI/Technip
Ivar Aasen Semcorp Marine/Mustang
(Gina Krog) Daewoo/AKSO
Jackets
Mariner Dragados/SNC Lavalin
Gina Krog (Dagny) Heerema/SNC Lavalin
Ivar Aasen Saipem
Global competition
represented by Korean
EPC players fastening
grip in the North Sea
Contracts worth ~40
bn NOK went abroad
in 2012
Norwegian contractors
5-40% more expensive
than the Koreans
18. New tender round 2014/2015
Opportunities for Finnish potential
18
Project management resources
Engineering resources
Construction management
Project resources
Procurement
Construction – potential for
Finnish yards (modules,
assembly etc.)
Norwegians – busy
Good historical offshore
traditions
19. 19
Cost awareness
- Cut cost level min 15 %
- Develop delivery model – COOEC
Nyhamna modules to be fabricated at COOEC in China (Oct 2013)
Possibility for Finnish services – deliveries – subcontracting – resources
Turnaround
20. Subcontracting opportunities
In a typical EPC project, procurement represents more than 50% of the total
project value
20
11 500 tonnes
structure steel
4 900 tonnes
mechanical
equipment
2 500 tonnes pipes
6 800 valves
340 000
metres of cable
installed
25+ nationalities
250 companies
involved
~3 900 000
working hours on site
Total of 3 500
people involved in the
project
Ormen Lange example
Typical procurement
value of NOK 3-4 billion
23. Promote Finnish potential in Norway
23
Very limited knowledge on the Finnish
potential
Companies struggling with limited marketing
resources
24. Lessons learnt –
Entering Norwegian Market
24
Need to do
Customer Focus – know your Client
Sales skills - Service mind-set
Prepare, do the homework
Contact – take actions – fulfil – follow up
> take it to the finish
Make it easy for the Client
Cost competiveness
Korea – Finland – Norway
Competence and Performance