Norway and Brazil in Oil and Gas

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1 Norway and Brazil in Oil and Gas BN21 Workshop Adhemar Freire Brazil Country Manager

2 INTSOK - Norwegian Oil & Gas Partners INTSOK was established in 1997 as an independent non-profit foundation to strengthen the longterm basis for value creation and employment in the Norwegian oil and gas industry through expanding the industry s international business activities. INTSOK currently includes 250 independent, operating companies and their subsidiaries. INTSOK Founders Norwegian Government Ministry of Petroleum and Energy Ministry of Trade and Industry Ministry of Foreign Affairs Partner growth* Oil Company Statoil 100 Partners Associations Norwegian Oil and Gas Association Federation of Norwegian Industries Norwegian Shipowners Association *Per December 2014

INTSOK Founders Norwegian Government Ministry of Petroleum and Energy Ministry of Trade and Industry Ministry of Foreign Affairs 250 200 150 Partner growth* Oil Company Statoil 100 Partners

3 Critical success factors Market strategies and annual work-plans set in close dialogue with partners and ministries Ability to involve key people from industry and government Priority markets defined by the industry Stable organization with experienced people Local oil and gas advisors with substantial knowledge of their markets Jointly financed by ministries and industry partners Close cooperation with: Royal Norwegian Embassies Innovation Norway GIEK (Garanti-InstituttetFor Eksportkreditt) (provides guarantees for Norwegian companies' export credits on behalf of The Norwegian Government) Export Credit Norway (offers competitive export financing to promote exports from Norway) INTSOK is a result of the willingness to share experience

industry partners Close cooperation with: Royal Norwegian Embassies Innovation Norway GIEK (Garanti-InstituttetFor Eksportkreditt) (provides guarantees for Norwegian companies' export

4 Norwegian Oil & Gas World-class Clusters

5 INTSOK Partners with increased focus on internationalisation Oslo, Akershus Rogaland Hordaland Trøndelag, M&R, S&F Vestfold, Buskerud, Telemark, Østfold Agder Nord-Norge *Per December 2014

6 Successful international expansion The oil and gas industry has been able to grow abroad and meet record high demand at home NOK billion Turnover Norway Turnover internationally

high demand at home NOK billion 200 150 100 50 0 2000 2003

7 International turnover by categories 206 Billion NOK largest Norwegian companies stands for 75 percent of the total international turnover Rig- and shipowners Yards Offshore & Maritime suppliers Other suppliers Total international turnover Top-20 companies Source: Rystad Energy study for the Ministry of Petroleum (2014)

shipowners Yards Offshore & Maritime suppliers 8 0 12 Other suppliers Total

8 Offshore Oil & Gas Expenditure per market

9 Largest offshore markets by segments Operations Well Subsea EPC and Topside Equipment Reservoir and Seismic Billion USD

10 INTSOK Markets 2016

11 INTSOK Services and Deliverables Exclusive access to close to 100 events in Norway and abroad annually Local Oil and Gas Advisor consultancy free of charge: Up to 5 days a year per market Access to market reports and priority projects from 20 international markets Free legal advice for up to one day/year on anti-corruption issues Weekly newsletter with market updates and event information Partner Participation 2014 = 1530

reports and priority projects from 20 international markets Free legal advice for up to one day/year on

12 Catalogues presenting world class capabilities and solutions in the Norwegian oil & gas industry for equipment and systems for: Cleaner production reducing energy consumption and minimizing discharges and emissions Improved oil recovery increase or accelerate oil recovery Floating units FPSOs, FLNGs, service vessels and mobile drilling units Subsea Umbilical Risers Flowlines(SURF) offshore oil & gas field developments Geoscience and reservoir engineering geological, geophysical and reservoir engineering Safety systems, equipment and training

Floating units FPSOs, FLNGs, service vessels and mobile drilling units Subsea Umbilical Risers Flowlines(SURF) offshore oil & gas field

13 Competence Catalogues: Mapping capabilities and solutions

14 INTSOK Oil & Gas Advisors worldwide Market entryservices to INTSOK Partners: Up to 5 daysper yearper market-freeofcharge!

15 Regional Directors and Advisors Sjur E. Bratland Managing Director Gulbrand Wangen Regional Director Brazil, India and Africa Werner Karlsson Regional Director Europe, Middle East, Korea and Engineering Hubs Europe/USA Per Hagen Regional Director South East Asia, USA and Mexico Håkon Skretting Regional Director Arctic, Australia, Azerbaijan, Canada, China, Russia and Kazakhstan Gunn Vik Regional Director Shipyards China, Korea and Singapore Willy Olsen Senior Advisor

Director Europe, Middle East, Korea and Engineering Hubs Europe/USA Per Hagen Regional Director South East Asia, USA

16 INTSOK Administration Kenneth Burhol Administration Manager Tone Kristin Meldal Controller Anna Garber Project Coordinator Nikki E. Mooki Project Coordinator Tron Andre Svanes Project Coordinator Marion Daus Project Coordinator

17 INTSOK Board of Directors Chair: Pål Helsing Harald Eliassen Statoil Hervé Valla, Aker Solutions Yrjar Garshol, Rolls-Royce Marine Borghild Lunde, ABB Monica Bjørkmann, Subsea 7 Odd Sverre Haraldsen, Ministry of Petroleum and Energy Birgit Løyland, Ministry of Trade and Industry Olav Lie, Norwegian Confederation of Trade Unions (LO) Harald Solberg, Norwegian Shipowners Association Anne Grethe Ellingsen, NODE

Ministry of Petroleum and Energy Birgit Løyland, Ministry of Trade and Industry Olav Lie, Norwegian

18 The government used incentives to stimulate partnerships in 70 th and 80 th Wide ranging technology cooperation Oil operators Universities and R&D centers Oil service industry

19 The industry has high focus on technology Creating a breeding ground for innovation The Norwegian petroleum cluster is highly competitive One of the world s leading subsea cluster Among the worlds most advanced drilling clusters A global leader in the offshore maritime sector At the front-end in delivering environmental and safe solutions

subsea cluster Among the worlds most advanced drilling clusters A global leader in

20 Some of the lessons learned We need to be competitive globally Demanding NCS customers is a prerequisite for international competitiveness Globalization requires differentiated approaches to every new market due to local conditions Some of the lessons learned Develop competence locally and export know how from home base Adapt to local requirement and develop local staff Access smartest heads at all locations Continuous control of the core technology and competence Guard and transfer standards and IP

lessons learned Develop competence locally and export know how from home base Adapt to local requirement and develop local

21 Brazil is becoming a technology hub Pre-salt opens the door to more R&D Brazil s leaders are determined to turn the country into a home for offshore oil and gas technologies The scale of pre-salt discoveries makes the ambitions feasible Policies are aimed at fostering innovation, engineering and R&D Petrobras has taken the lead in putting new concepts to the test through CENPES International firms have set up R&D facilities ANP as an important path for R&D investments Local funding institutions with ambitions to R&D Brazil has seen a wave of R&D investments from global leading suppliers

22 Partnering with Norwegian/ International SME companies Critical success factors for Brazilian companies? Technically competent -not only based on the owners Reference projects with Petrobras Realistic pricing Transparent with Anti Corruption Policy in place Predictable (on time, on budget, on specs) Keep the promises up Win-Win mind set Understand the position in the O&G value chain - willing to adjust and sharing of risks

23 The Brazil Norway relationship Strong basis for closer partnerships Brazil will be the largest offshore market in world for years to come. Norway will fight to be the world second largest offshore market Petrobrasand Statoil as the world largest spenders in Upstream Oil and Gas have through increased cooperation the ability to fostering Norwegian Brazilian Supply chains Building on existing business relations there is a great potential to grow business within the following clusters/market segments: - Maritime Offshore services and equipment - Drilling and drilling equipment - Subsea solutions and installation services - Innovative and cost effective solutions - Capacity building and R&D building through Brazil and Norway alliance and cooperation Safety will always come first, but innovation and technology development will be driven by cost reduction solutions both in Norway and Brazil.

24 PROMOTING NORWEGIAN OIL AND GAS CAPABILITIES IN INTERNATIONAL MARKETS Presented by Adhemar Freire Brazil Country Manager BN21 Workshop intsok.com

Oljeteknologieksporten - et norsk eventyr

Stavanger 26 mars 2014 Oljeteknologieksporten - et norsk eventyr Håkon Skretting, Regionaldirektør, INTSOK www.intsok.com My headlines 1. Short about INTSOK 2. What have the Norwegian oil and gas industry