Closure Interview, Christian Cordes, Country Manager Russia, FORUM B+V OIL TOOLS GMBH
Please describe your role at Forum B+V Oil Tools GmbH and your responsibilities?
I’m responsible for the B+V sales department and acting as Forum Country Manager Russia.
How long has your company been in the region?
Approx 20 years ago our company was invited by some Western rig manufacturers and drilling contractors to support projects in Russia. For 10 years we have been promoting our pipe handling tools ourselves and via our partners, with all of our specially prepared Russian certificates and literature.
What are the key challenges facing the Russian drilling market?
In order to do business in Russia, you have to understand the needs and demands of the customer and to fulfil their local requirements first. It’s important to build trust and real business partnerships in the longterm cooperation. You also have to point out the technical advantages of your products, their operating run life of 20 years, the use of variable pipe elevator systems instead of fixed borecode systems or the maintenance procedures which help to increase the operating life of the purchased tools
in general.
Many EU and USA companies have pulled out of Russia due to the sanctions. Why did FET continue to invest in the region and have the sanctions prevented you from doing business in the region?
Over the years we built up many partnerships. Our understanding is to act as a partner and to support our partners in good times and bad ones. Based on the ongoing communication our Russian customers are supporting the agreed projects with end-use-forms which are helping us to get the official EU/US export approvals. We didn’t lose a single project because of the sanctions.
What solutions do you sell into Russia?
Our company, formerly named as Blohm + Voss Oil Tools, is manufacturing pipe handling equipment like Links, Spider-Elevators, Powerslips, Elevators, Tongs and Slips – Made in Germany. Based on our experience of over 45 years you will find our tools on on and offshore rigs. Our tools are reliable and globally field tested and approve. They’re supplied with extensive manuals, in Russian, indicating
spare parts, diameters and maintenance procedures.
How do you manage and serve your clients regionally?
We’re visiting our customers on the main oil exhibitions and are participating on special events like the RDCR. Over the year our local partners and ourselves are regularly in touch with the customers keeping them informed. It’s important for us to get the feedback from the end-customers in order to improve our tools.
What solutions do you sell into the region?
In some regions we’re selling manual equipment only, in other regions hydraulically operated tools. It depends on the age of the rig, the furnishing of the rig and the preferences of the operator. More and more rigs are equipped with Top Drives which are mostly assembled with our Links.
How do they improve rig floor operations and safety?
We’re delivering products, certified and tested, and field proven – based on German engineering. The products don’t have sharp ends or lose parts. All of them are stamped with serial numbers, capacities, weights and other important information so that they can be easily identified by the end-user. All the related manufacturing documents are stored for many years so that we’re aware about the tools manufacturing and inspection history.
What sets your pipe handling equipment aside from the other products in the market?
Our pipe handling tools are made in Germany, they are reliable and safe. We are a technology leader and support our customers with highest quality and services. We’re ready to customize our products for special needs and purposes based on our in-house design department and our close customer relationships.