PRODUCTION • PROCESSING • HANDLING
dynamics Vincent Lagarrigue and Nicolas Landriere
on rethinking oil transfer solution analysis, selection and maintenance
Fluid I
n a market environment that remains characterised by uncertainty, it is essential that suppliers of oil transfer solutions work with their customers to ensure that they are getting maximum
Floating hoses
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value from the equipment they deliver. It is no longer enough for suppliers to play a passive role – they are increasingly expected to work with customers to provide a collaborative approach. Tis is a welcome development, yet it brings new challenges and responsibilities. Te onus is now well and truly on suppliers to support customers throughout a project; from the very beginning, understanding the nature of the often-challenging environments in which their products will function, to helping to select the most appropriate option and finally, maintaining the product throughout its lifecycle. Recent research findings bear out the need for this shift in attitude. In a survey of oil professionals conducted in early 2017 by Trelleborg’s fluid handling solutions operation, ‘quality and durability’ were listed as ‘vital’ over 80% of the time, while ‘price’ was listed as vital only 19% of the time. Te next most ‘vital’ factors were ‘aftersales support and service’ and ‘ease of installation’, at 32% and 28% respectively. In a separate research exercise, from Trelleborg’s offshore operation, 61% of facilities surveyed indicated that they would be willing to spend more on a project upfront to reduce the need for future upgrades and ensure longevity. Tere is a growing sense of recognition that as a new way of working is now required, it makes sense to invest in long-term solutions to the challenges of rationalisation – and that an integral part of this is investing in the relationship with suppliers. Nowhere is this more crucial than in the field of oil transfer, where pressure to work quickly and efficiently is intense. However, operations must function without endangering the safety of those working on the project or the environment in which transfer occurs. By ensuring that products and the environments in which they function are properly understood, suppliers can help partners select the right tools for the job, and ensure that hoses operate at their optimum level throughout their service life.
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