VIEW FROM THE TOP
OFFERING HIGH-END SOLUTIONS FOR VALUE CREATION TONY SOLIS Vice President of International Sales and Operations at TSC Offshore Group
Q: What is TSC’s principal added value proposition for drilling
business. We have already delivered the major components
and oil field service companies?
for the first two rigs PEMEX required from us. Once they
A: Our main objective is to create value for our customers
are rigged up and start drilling, we will move on to the
by providing quality products and the best possible
third rig. These rigs were about 20 years old and we made
customer service. Part of this value creation comes from our
them almost like new by modifying certain components
competitive DNA: we stand below the benchmark prices for
without having to change the whole structure. PEMEX is
expendables, consumables and drilling goods in the market.
getting a sixth-generation rig at a much cheaper price and
The company was initially created to offer solutions in the
does not have to purchase new equipment. Once we get
offshore drilling industry and evolved to other branches in
these rigs up and running, other opportunities will arise.
oil and gas services, first in the Middle East and the North
We expect bigger doors to open when this delivery is
Sea and later expanding its operations to the Americas. It
completed within the next two years, creating a double-
is in our DNA to offer integrated solutions that boost our
sided success story, for PEMEX and TSC.
clients’ profitability and help them create value. Q: What elements make Mexico an attractive market for TSC? Q: How would you assess the company’s development since
A: Our CEO and co-founder has high expectations for
you started operations in Mexico?
Mexico and for our operations here. He made a calculated
A: In the particular case of Mexico, we have accomplished our
decision to venture into the country, to come and meet
initial targets for this market. Our revenues for the last three
partners and to open the market for us. We see big
months of 2017 and the first three of 2018 have surpassed
opportunities in providing PEMEX with rig components
our initial expectations. Part of this success is due to the cost-
and long-term offshore rigs.
effective products we offer and that they are positioned at the top tier of the industry. We outperform other brands in this
Q: What impact will the changes at PEMEX have on TSC and
field. Looking to the end of 2018, we expect a 35-40 percent
to the industry in general?
increase of our initial target.
A: The changes at PEMEX have been dramatic and a vast number of people inside the company have been
Q: What is the secret behind your successful strategy in
pushing for more. We remain true to our target to build
Mexico?
these business lines and to focus on our partnership with
A: We work under a triangular offering that starts with our
PEMEX. During our time here, we have seen revenue jump
service, goes on to our availability of products in the market
and this has made it easier to implement our expansion
and ends with the competitive prices we offer. When we first
plans in Mexico, to hire more people and to keep pushing
opened in Mexico we had a hard time attracting clients, mainly
the business forward. We have big expectations for 2019 in
due to the fact that people mistakenly saw us as a Chinese
terms of expanding our offices and labor force. On a general
company based on the Chinese investments present in the
note, PEMEX needs to revamp itself if it wants to make a
company. As time moved on and the first contracts came
difference in the industry. A wake-up call coming from the
along, companies recognized our fast response times and that
top of the ladder could positively impact the company’s
we delivered on time and in good shape. These three factors
health and operability.
prompted our success in this market. Q: How is your partnership with PEMEX strengthening your
TSC Offshore Group manufactures high-end equipment
presence in Mexico?
for offshore and onshore rigs, offshore integrated services,
A: From a project standpoint, PEMEX is our biggest source
offshore plug and abandonment and decommissioning work,
of revenue, although this is not the case for our day-to-day
as well as E&P oil block development
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