The Welling Report - 2012 Executive Summary for Artificial Lift Equipment

7/26/2019 The Welling Report - 2012 Executive Summary for Artificial Lift Equipment

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1

CHARACTERISTICS OF THE SAMPLECOMPANY TYPE

PERCENT OF TOTAL SAMPLE Welling & Company

TOTAL NUMBEROF RESPONDENTS:

315NORTH AMERICA = 52%

INTERNATIONAL = 48%

2

CHARACTERISTICS OF THE SAMPLEGEOGRAPHIC AREAS OF INVOLVEMENT OVER NEXT FEW YEARS - LAND

1%

4%

7%

9%

12%

15%

1%

1%

2%

2%

3%

3%

5%

7%

8%

13%

13%

0% 5% 10% 15% 20%

MID-CONTINENT

ROCKIES

PERMIAN BASIN

WILLISTON/ B AKKEN

GULF COAST

HAYNESVILLE

S. TEXAS/ EAGLE FORD

CALIFORNIA

MARCELLUS/ UTICA

ALASKA

OTHER US BASINS

LATIN AMERICA

N. AFRICA/ MIDDLE EAST

CANADA

ASIA PACIFIC

CONTINENTAL EUROPE

WEST AFRICA

PERCENT OF LAND SAMPLE (MULTIPLE RESPONSES ALLOWED) Welling & Company

232 RESPONDENTS RESPONSIBLE FOR 245 GEOGRAPHIC REGIONS


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3

CHARACTERISTICS OF THE SAMPLEGEOGRAPHIC AREAS OF INVOLVEMENT OVER NEXT FEW YEARS - OFFSHORE

PERCENT OF OFFSHORE SAMPLE (MULTIPLE RESPONSES ALLOWED) Welling & Company

83 RESPONDENTS RESPONSIBLE FOR 85 GEOGRAPHIC REGIONS

4

CHARACTERISTICS OF THE SAMPLETITLE OF RESPONDENT


AVERAGETENUREINROLERELATEDTOARTIFICIALLIFT=15.8YEARS

FINALDECISIONMAKER=15%;PARTOFEVALUATIONTEAM=85%


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5

LOCATION OR GROUP MAKING BUYING DECISIONFOR ARTIFICIAL LIFT EQUIPMENT


6

CHARACTERISTICS OF THE SAMPLENUMBER OF PRODUCING WELLS IN OPERATION OR MANAGED

AVERAGE PER RESPONDENT Welling & Company


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7

TREND IN CRUDE WELLS USING ARTIFICIAL LIFT

AVERAGE SHARE OF OIL WELLS PER OPERATOR Welling & Company

8

TREND IN GAS WELLS USING ARTIFICIAL LIFT

AVERAGE SHARE OF GAS WELLS PER OPERATOR Welling & Company


5/37

9

SHARE OF RESPONDENTS WITH PRODUCING WELLS IN

UNCONVENTIONAL PLAYS


10

ARTIFICIAL LIFT SYSTEMS USED ON UNCONVENTIONAL WELLS

SAMPLE WITH UNCONVENTIONAL WELLS Welling & Company


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11

TREND IN UNCONVENTIONAL WELLS TO USE ARTIFICIAL LIFT

AVERAGE SHARE OF UNCONVENTIONAL WELLS TO USE ARTIFICIAL LIFT Welling & Company

12

CHARACTERISTICS OF ARTIFICIALLY LIFTED WELLSAVERAGE TYPICAL AND MAXIMUM DEPTH BY SYSTEM TYPE

8022

11823

3525

4603

6675

9406

5807

7869

0 5000 10000 15000

ROD SYSTEMS

ESP

PCP

GAS LIFT

AVERAGE TYPICAL DEPTH AVERAGE MAX DEPTH

AVERAGE PER COMPANY (IN FEET) 2010 SURVEY IN RED Welling & Company

MEDIAN

TOTAL FLUID

PRODUCED (BPD)

325BPD

2588BPD

571BPD

1167BPD

(8083)

(4501)

(4030)

(5816)

(2910)

(9608)

(6759)

(6585)


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13

SHARE OF COMPANIES WHO CURRENTLY OPERATE EACH SYSTEM TYPE

PERCENT OF TOTAL SAMPLEWelling & Company

14

SHARE OF INSTALLED BASE BY ARTIFICIAL LIFT TYPE

-TOTAL SAMPLE-

SHARE OF CURRENTLY OPERATING SYSTEMS (2010 SURVEY IN RED) (2008 IN BLUE) (2004 IN GREEN) Welling & Company

(6%)

(12%)

(12%)

(17%)

(


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15

SHARE OF INSTALLED BASE BY ARTIFICIAL LIFT TYPE-NORTH AMERICA-

SHARE OF CURRENTLY OPERATING SYSTEMS Welling & Company

16

SHARE OF INSTALLED BASE BY ARTIFICIAL LIFT TYPE

-INTERNATIONAL-

SHARE OF CURRENTLY OPERATING SYSTEMS Welling & Company


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17

NUMBER OF ARTIFICIAL LIFT SYSTEMS OPERATEDBY TYPE

AVERAGE NUMBER OF SYSTEMS PER CO. Welling & Company

18

PERCENT OF COMPANIES PLANNING INSTALLSOF SELECTED SYSTEMS IN 2012

PERCENT OF TOTAL SAMPLE PLANNING ANY INSTALLS Welling & Company


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19

SHARE OF PLANNED ARTIFICIAL LIFT INSTALLATIONSBY TYPE 2012

ESTIMATED SHARE OF PLANNED INSTALLATIONS (2010 SURVEY IN RED) Welling & Company

(45%)

(2%)

(22%)

(18%)

(9%)(4%)

20

SHARE OF PLANNED ARTIFICIAL LIFT INSTALLATIONS

BY TYPE 2013

ESTIMATED SHARE OF PLANNED INSTALLATIONS (2012 SURVEY DATA FROM PREVIOUS SLIDE IN RED) Welling & Company

(41%)

(2%)

(13%)

(16%)

(18%)(10%)


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21

DOWNHOLE ISSUES AFFECTING PERFORMANCEOR RESTRICTING PRODUCTION ON ARTIFICIALLY LIFTED WELLS


2010

RANK

1

2

3

4

6

NA

5

7

8

NA

NA

NA

9

10NA

22

MEAN TIME BETWEEN FAILURES FOR SELECTED SYSTEMS

AVERAGE MTBF EXPERIENCED FOR EACH SYSTEM IN MONTHS (IMPROVEMENT /DECLINE FROM 2010 IN RED) Welling & Company

MONTHS

8.6% 6.5% 4.6% 11.0% 6.8% 71.7% NA


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23

FOCUS OF DESIRED IMPROVEMENTS FROM ARTIFICIAL LIFT SUPPLIERS

PERCENT OF TOTAL SAMPLEWelling & Company

TUBING ISSUES

TOTAL

NUMBER

OF

RESPONDENTS:

236

24


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25

LIFE EXPECTANCY PRODUCTION TUBING STRINGS


AVERAGE LIFEEXPECTANCY=88.8Months

MEDIAN LIFEEXPECTANCY=60.0Months

26

NUMBER OF PRODUCTION TUBING STRINGS REPAIRED/ REPLACED

DUE TO CORROSION RELATED PROBLEMS

AVERAGE NUMBER OF STRINGS PER COMPANY

(SHARE OF OVERALL PRODUCTION STRINGS REPLACED DUE TO CORROSION ANNUALLY IN RED) Welling & Company

(2.7%) (1.5%)

(1.8%) (3.7%)

(5.1%)


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27

FAMILIARITY WITH GLASS REINFORCED EPOXY PIPE (GRE)FOR USE IN PRODUCTION TUBING STRINGS


AUTOMATION SECTION

TOTAL

NUMBER

OF

RESPONDENTS:

293

28


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29

SHARE OF ARTIFICIALLY LIFTED WELLS EQUIPPED WITHDOWNHOLE SENSORS

PERCENT OF WELLS Welling & Company

2010SURVEY 31% 44% 30% 19% 43% 43% 28% 13% 44%

2008SURVEY 25% 43% 29% 13% 34% 37% 20% 11% 28%

30

TYPES OF DOWNHOLE SENSORS USED WITH ARTIFICIAL LIFT EQUIPMENT

99%100%

96%99%

88%

83%

75%

88%

30%

21%

16%17%

2%3%

1%

0%

25%

50%

75%

100%

PRESSURE SENSORS TEMPERATURE

SENSORS

VIBRATION SENSORS OTHER SENSORS

ESP USERS PCP USERS ROD PUM P USERS GAS L IFT USERS

PERCENT OF THOSE USING DOWNHOLE SENSORS Welling & Company


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31

SHARE OF ARTIFICIALLY LIFTED WELLS USING SCADATO MONITOR WELL OR EQUIPMENT PERFORMANCE

PERCENT OF WELLS Welling & Company

32

IMPORTANCE OF VARIOUS FUNCTIONS REQUIRED FROM AUTOMATION SOFTWARE

AND HOW WELL NEEDS ARE MET IN EACH AREA BY CURRENT OFFERINGS

AVERAGE RATING, SCALE 1-10 (10 = HIGHEST IMPORTANCE / NEEDS TOTALLY MET) Welling & Company

IMPORTANCE NEEDSMET

9.10 7.91

8.32 7.46

8.42 7.73

8.56 7.51

NA NA

NA NA

2010

SURVEY


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ELECTRIC SUBMERSIBLE PUMP SECTION

TOTAL

NUMBER

OF

RESPONDENTS:

154

33

34

FOCUS OF DESIRED IMPROVEMENTS FROM ESP SUPPLIERS

PERCENT OF ESP USERS Welling & Company


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35

WHAT CAN BE DONE TO EXTEND RUN LIFE IN ESP SYSTEMS

PERCENT OF ESP USERS FEELING IMPROVEMENTS IN RELIABILITY SHOULD BE SUPPLIERS FOCUS Welling & Company

36

DESIRED IMPROVEMENTS IN CUSTOMER SERVICE

FROM ESP SUPPLIERS

PERCENT OF ESP USERS FEELING IMPROVEMENTS IN CUSTOMER SERVICE SHOULD BE SUPPLIERS F OCUS Welling & Company


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37

CHARACTERISTICS OF WELLS USING ESPTOTAL FLUID PRODUCED PER DAY

PERCENT OF WELL USING ESP LIFTED WELLS Welling & Company

TOTAL SAMPLE

MEDIAN TOTAL FLUID PRODUCED :

2588 BPD

AVERAGE WATER CUT:

69%

38



NORTH AMERICA


1321 BPD

AVERAGE WATER CUT:

73%


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39



INTERNATIONAL

SAMPLE


8526 BPD

AVERAGE WATER CUT:

66%

RANKING OF SELECTION CRITERIA FOR ESPS

BY SELECTED SUB-SAMPLES

40

Welling&Company

TOTAL

SAMPLE

NORTH

AMERICA

INTL

SAMPLE

BETTER

SERVICE

BETTER

RELIABILITY

BETTER

PRICE

15

INSTALLS

615

INSTALLS

>15

INSTALLS

COMMITMENTTOHSEINITIATIVES 1 2 1 1 1 1 1 1 1

ACCEPTABLEDELIVERYSCHEDULE 2 5 2 3 4 2 T4 2 3

TECHNICALSUPPORT 3 6 3 2 5 3 T4 T3 4

HIGHLYCAPABLEFIELDPERSONNEL 4 3 4 4 3 T5 3 5 6

QUICKRESPONSETOSERVICECALLS 5 4 5 5 6 T5 6 6 5

DOCUMENTEDLONGEVITY/LOW

FAILURERATE 6 1 8 7 2 7 2 7 8

KNOWLEDGEABLE &RESPONSIVESALES

PERSONNEL 7 7 6 6 7 4 8 T3 2

PRICECOMPETITIVENESS 8 9 7 8 8 8 7 8 7

OVERALLREPUTATIONANDTRACK

RECORD 9 8 10 9 9 9 9 9 9

UNIQUEDESIGNFEATURES/

TECHNOLOGY 10 10 9 10 10 10 10 10 10


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41

NON-PRICE FACTOR WITH GREATEST INFLUENCE IN SELECTION DECISION

-ESPS-

8%8%

3%

5%10%

4%

13%4%

9%

6%15%

19%

50%

37%29%

49%42%

46%

0% 20% 40% 60%

EQUIPMENT QUALITY/

RELIABILITY/ LONGEVITY

AFTER-SALE SERVICE/ TECH

SUPPORT

EXPERIENCE/ TRACK

RECORD

TECHNOLOGY/ DESIGNS

AVAILABILITY

OTHER

2008 SURVEY 2010 SURVEY 2012 SURVEY

PERCENT OF ESP USERS Welling & Company

ELECTRIC SUBMERSIBLE PUMPSStated Importance Weights vs. Correlation to Likely to Recommend

MATRIXQUADRANT ATTRIBUTE

COMMITMENTTOHSEINITIATIVES(1)

ACCEPTABLEDELIVERYSCHEDULE(2)

DOCUMENTEDLONGEVITY/LOWFAILURERATE(6)

TECHNICALSUPPORT(3)

HIGHLY CAPABLEFIELDPERSONNEL(4)

QUICK

RESPONSE

TO

SERVICE

CALLS

(5)

KNOWLEDGEABLE

&

RESPONSIVE

PERSONNEL

(7)

OVERALLREPUTATIONANDTRACKRECORD(9)

PRICECOMPETITIVENESS(8)

UNIQUEDESIGNFEATURES/TECHNOLOGY(10)

Baseline Requirements(High Stated - Lo w Correlation)

These are essentially entry tickets to the market. Competent performance is expected.

Gaps in baseline requirements are known to cause sw itching. Closing gaps in baseline

performance factors takes f irst priority. Some competitors choose to diff erentiate on

baseline requirements.

Conscio us Differentiators

(High Stated - High Correlation)Factors in this area actively drive supplier selection decisions. Winning on fac tors in

this category can be a power force f or profitability, growth and customer retention.

Closing gaps in conscious differentiators takes second priority.

Latent Differentiators

(Low Stated - High Correlation)Customers dont say these factors are important but they correlate highly to a

dependant variable that assesses overall satisfaction w ith a supplier (in this study

likely to recommend is the dependent variable). Latent differ entiators repres ent

opportunities to make a pull-ahead move.

Low Impact(Low Stated - Low Correlation)

Low impact items are areas w here performance at parity w ith competitors is

sufficient.

42


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PROGRESSING CAVITY PUMP SECTION

TOTAL

NUMBER

OF

RESPONDENTS:

49

43

44

FOCUS OF DESIRED IMPROVEMENTS FROM PCP SUPPLIERS

PERCENT OF PCPUSERS Welling & Company


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45

WHAT CAN BE DONE TO EXTEND RUN LIFE IN PCP SYSTEMS

PERCENT OF PCP USERS FEELING IMPROVEMENTS IN RELIABILITY SHOULD BE SUPPLIERS FOCUS Welling & Company

46


FROM PCP SUPPLIERS

PERCENT OF PCP USERS FEELING IMPROVEMENTS IN CUSTOMER SERVICE SHOULD BE SUPPLIERS FOCUS Welling & Company


24/37

47

CHARACTERISTICS OF WELLS USING PCPTOTAL FLUID PRODUCED PER DAY

PERCENT OF WELL USING PCP LIFTED WELLS Welling & Company


571 BPD

AVERAGE WATER CUT:

66%

48

PREFERRED DRIVE TYPE FOR PCP APPLICATIONS

PERCENT OF PCP USERS Welling & Company


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49

PERCENT OF TIME PCP SYSTEM COMPONENTS ARE BUNDLEDWITH A SINGLE SUPPLIER

AVERAGE PER COMPANY / PCP USERS ONLY (2010 SURVEY IN RED) Welling & Company

(54%)

IMPORTANCE OF SELECTION CRITERIA FOR PCPS

AVERAGERATING,SCALE110

50

Welling&Company

2008RANK

5

7

6

4

1

3

2

8

10

9


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51

NON-PRICE FACTOR WITH GREATEST INFLUENCE IN SELECTION DECISION

-PCPS-

PERCENT OF PCP USERS (2010 SURVEY IN RED) Welling & Company

(56%)

(19%)

(NA)

(23%)

(16%)

(8%)

(NA)

PROGRESSING CAVITY PUMPSStated Importance Weights vs. Correlation to Likely to Recommend

MATRIXQUADRANT ATTRIBUTE


ACCEPTABLEDELIVERYSCHEDULE(T3)

QUICKRESPONSETOSERVICECALLS(T5)

TECHNICALSUPPORT(2)

PRICECOMPETITIVENESS (T3)

DOCUMENTEDLONGEVITY/LOWFAILURERATE(T5)

HIGHLY

CAPABLE

FIELD

PERSONNEL

(7)

KNOWLEDGEABLE&RESPONSIVEPERSONNEL(8)


Low Impact(Low Stated - Low Correlation )


sufficient.


Baseline Requirements(High Stated - Low Correlation)


Gaps in baseline requirements are know n to cause sw itching. Closing gaps in baseline

performance factors takes firs t priority. Some competitors choose to differentiate on


Consciou s Differentiators

(High Stated - High Correlation)Factors in this area actively drive supplier selection decisions. Winning on factors in





dependant variable that assesses overall satisfaction w ith a supplier (in this study

likely to recommend is the dependent variable). Latent differ entiators repres ent


52


27/37

ROD LIFT SECTION(Includes: Surface Units, Sucker Rods and Downhole Pumps)

TOTAL

NUMBER

OF

RESPONDENTS:

167

53

Welling&Company

54

FOCUS OF DESIRED IMPROVEMENTS FROM ROD SYSTEM

SUPPLIERS

PERCENT OF ROD SYSTEM USERS Welling & Company


28/37

55

WHAT CAN BE DONE TO EXTEND RUN LIFE IN ROD SYSTEMS

PERCENT OF ROD SYSTEM USERS FEELING IMPROVEMENTS IN RELIABILITY SHOULD BE SUPPLIERS FOCUS Welling & Company

56


FROM ROD SYSTEM SUPPLIERS

PERCENT OF ROD SYSTEM USERS FEELING IMPROVEMENTS IN CUSTOMER SERVICE SHOULD BE SUPPLIERS FOCUS Welling & Company


29/37

57

CHARACTERISTICS OF WELLS USING ROD SYSTEMSTOTAL FLUID PRODUCED PER DAY

PERCENT OF WELL USING ROD LIFTED WELLS Welling & Company

TOTAL SAMPLE


325 BPD

AVERAGE WATER CUT:

68%

58



NORTH AMERICA


243 BPD

AVERAGE WATER CUT:

68%


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59



INTERNATIONAL

SAMPLE


1145 BPD

AVERAGE WATER CUT:

68%

60

SHARE OF SUCKER RODS CURRENTLY USED BY TYPEAND TREND OVER NEXT 2-3 YEARS

PERCENT OF ROD SYSTEM USERS Welling & Company


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RANKING OF SELECTION CRITERIA FOR ROD SYSTEMSBY SELECTED SUB-SAMPLES

61

Welling&Company

TOTAL

SAMPLE NORTH

AMERICA INTL

SAMPLE BETTER

SERVICE BETTER

RELIABILITY BETTER

PRICE

COMMITMENT

TO

HSE

INITIATIVES 1 1 1 2 1 1

ACCEPTABLE

DELIVERY

SCHEDULE 2 4 3 4 3 2

TECHNICALSUPPORT 3 5 2 3 5 3

HIGHLY

CAPABLE

FIELD

PERSONNEL 4 3 7 1 6 6

DOCUMENTED

LONGEVITY

/LOW

FAILURERATE 5 2 8 5 2 8

QUICK

RESPONSE

TO

SERVICE

CALLS 6 6 5 7 7 4

KNOWLEDGEABLE&RESPONSIVE

SALESPERSONNEL 7 7 4 6 4 5

PRICE

COMPETITIVENESS 8 9 6 10 10 7

OVERALL

REPUTATION

AND

TRACK

RECORD 9 8 9 8 8 9

UNIQUEDESIGNFEATURES/

TECHNOLOGY 10 10 10 9 9 10

62

NON-PRICE FACTOR WITH GREATEST INFLUENCE IN SELECTION DECISION-ROD LIFT EQUIPMENT-

PERCENT OF ROD EQUIPMENT USERS (2010 SURVEY IN RED) Welling & Company

(55%)

(31%)

(17%)

(20%)

(5%)

(10%)


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ROD LIFT SYSTEMSStated Importance Weights vs. Correlation to Likely to Recommend

MATRIX

QUADRANT ATTRIBUTE


ACCEPTABLEDELIVERYSCHEDULE(2)

TECHNICALSUPPORT(3)

HIGHLYCAPABLEFIELDPERSONNEL(4)

DOCUMENTEDLONGEVITY/LOWFAILURERATE(5)

QUICKRESPONSETOSERVICECALLS(6)

KNOWLEDGEABLE&RESPONSIVESALESPERSONNEL(7)


PRICECOMPETITIVENESS (8)


Baseline Requirements(High Stated - Low Correlation)


Gaps in baseline requirements are know n to cause sw itching. Closing gaps in baseline

performance factors takes firs t priority. Some competitors choose to differentiate on


Consciou s Differentiators






dependant variable that assesses overall satisfaction w ith a supplier (in this studylikely to recommend is the dependent variable). Latent differ entiators repres ent


Low Impact(Low Stated - Low Correlation )


sufficient.63

GAS LIFT SECTION

TOTAL

NUMBER

OF

RESPONDENTS

=

125

64


33/37

65

FOCUS OF DESIRED IMPROVEMENTS FROM GAS LIFTSUPPLIERS

PERCENT OF WELLS USING GAS LIFT Welling & Company

66

WHAT CAN BE DONE TO EXTEND RUN LIFE IN GAS LIFT SYSTEMS

PERCENT OF GAS LIFT USERS FEELING IMPROVEMENTS IN RELIABILITY SHOULD BE SUPPLIERS FOCUS Welling & Company


34/37

67

DESIRED IMPROVEMENTS IN CUSTOMER SERVICEFROM GAS LIFT SUPPLIERS

PERCENT OF GAS LIFT USERS FEELING IMPROVEMENTS IN CUSTOMER SERVICE SHOULD BE SUPPLIERS FOCUS Welling & Company

68

CHARACTERISTICS OF WELLS USING GAS LIFTTOTAL FLUID PRODUCED PER DAY


TOTAL

SAMPLE


1167 BPD

AVERAGE WATER CUT:

54%


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69



NORTH

AMERICA


455 BPD

AVERAGE WATER CUT:

58%

70



INTERNATIONAL

SAMPLE


2171 BPD

AVERAGE WATER CUT:

50%


36/37

IMPORTANCE OF SELECTION CRITERIA FOR GAS LIFT

AVERAGERATING,SCALE110

71

Welling&Company

2010

RANK

1

3

2

6

7

5

4

9

10

8

72

NON-PRICE FACTOR WITH GREATEST INFLUENCE IN SELECTION DECISION-GAS LIFT SYSTEMS-

PERCENT OF GAS LIFT USERS (2010 SURVEY IN RED) Welling & Company

(38%)

(37%)

(2%)

(18%)

(15%)

(10%)

(12%)


37/37

GAS LIFT EQUIPMENTStated Importance Weights vs. Correlation to Likely to Recommend

MATRIX

QUADRANT ATTRIBUTE

COMMITMENT

TO

HSE

INITIATIVES

(1)

ACCEPTABLE

DELIVERY

SCHEDULE

(4)

KNOWLEDGEABLE

&

RESPONSIVE

SALES

PERSONNEL

(6)

QUICKRESPONSETOSERVICECALLS(7)

DOCUMENTED

LONGEVITY

/LOW

FAILURE

RATE

(2)

HIGHLY

CAPABLE

FIELD

PERSONNEL

(3)

TECHNICALSUPPORT(5)


(Low Stated - High Correlation)

Customers dont say these factors are important but they correlate highly to adependant variable that assess es overall satisfaction w ith a supplier (in this study

likely to recommend is the dependent variable). Latent differentiators repres ent


OVERALL

REPUTATION

AND

TRACK

RECORD

(8)


PRICE

COMPETITIVENESS

(10)

Baseline Requirements

(High Stated - Low Correlation)These are essentially entry tickets to the market. Competent performance is expec ted.

Gaps in baseline requirements are known to c ause sw itching. Closing gaps in baseline

performance factors takes first priority. Some competitors choose to differentiate on


Conscious Differentiators


this category can be a power f orce for prof itability, growth and customer retention.


Low Impact(Low Stated - Low Correlation)

Low impact items are areas where performance at parity with competitors is

sufficient.

73

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The Welling Report - 2012 Executive Summary for Artificial Lift Equipment

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