VIEW FROM THE TOP
KEEPING THE WELLS FLOWING JAMES BUIS District Manager Mexico of Nalco Champion
Q: What is Nalco Champion’s key product for the Mexican
attach to return on investment. PEMEX has not traditionally
market and why is it important?
emphasized return on investment, considering production
A: From a chemistry point of view, flow improvers make
a more important metric and, for example, not necessarily
the greatest contribution to our bottom line in the country.
wondering what its lifting costs are in a particular field.
Mexico must increase production using its existing facilities
Private companies consider such issues very important
and equipment. Therefore, flow improvers will always be
because occasionally they have to go back to the home
an important product. We were working on a total of
office and present their financial results. Another important
five projects for flow improvers at the end of 2017. Some
difference is that smaller independent companies do not
of these projects are with PEMEX and some are with
have to wait for private tenders to be published to explore
independent operators that either have operations or are
opportunities. PEMEX is much more reluctant to explore
launching operations. We also have been working to build
business opportunities without a published private tender.
new chemistry solutions and we have a couple of new
Nalco Champion has a long history in the country and we want
products in the pipeline, most of them focused on high-
to capitalize on that to serve all the new companies coming to
temperature and high-pressure application conditions. We
Mexico. With a strong focus on Mexico, our company wants
expect to carry out field trials soon.
to become the local partner of preference for the provision of safe and sustainable chemistry programs and services.
Mexico is expanding the frontiers of its oil and gas industry. This has been seen not only in the fact more exploration
Q: Which KPIs does Nalco Champion use when pitching its
areas are being auctioned but also in the increasingly
products to the Mexican oil and gas industry?
challenging formations these areas present. In this regard,
A: It is hard to talk about one specific KPI that we pitch to
Nalco Champion’s products will become crucial for
companies, because each and every one of our products
operators to lower risk and increase the efficiency of their
is tailored to enhance certain elements of the client’s
activities. While our R&D headquarters will not move from
operations according to the formations encountered.
the US, some of our divisions are starting to focus on the
Nevertheless, ROI and safety are the two most important
development of technologies specialized in ongoing and
indicators Nalco Champion emphasizes.
future requirements in Mexico. Q: How can PEMEX improve the production of Ku-MaloobQ: Has Nalco Champion considered increasing its
Zaap and Cantarell?
production capacity in Mexico?
A: In my opinion, there are many self-inflicted issues with
A: We import most of our products sold in Mexico from the
the Cantarell field. It is, of course, an older field from which
US, and more specifically from Texas. While we already have
PEMEX has reaped the benefits, so it is never going to be
some production plants in the country, we are also looking at
what it was. However, to slow that decline and to sustain
the possibility of producing more in Mexico. This, of course,
production for a period of time would have a fairly large
depends on the kind of integration we achieve with raw
impact. The key is to find the right solution and check
materials, production and logistics, since at the core of our
downhole. PEMEX could review different methods of
activities we always look to deliver the smartest supply chain
application and generate new ideas.
with the highest added-value possible to our customers. Q: How do you compare working for PEMEX and working
Nalco
for smaller independent operators?
sustainable chemistry programs and services to the upstream
A: I think a difference between PEMEX and smaller
and midstream segments, refineries and for petrochemical
independent private companies is the importance the latter
operations
Champion , an
Ecolab
company,
provides
safe,
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