64 T&B Petroleum # 28local contentHeller Redo Barroso isthe founding partner ofHeller Redo Barroso &Associates, a Brazilia...
T&B Petroleum # 28 65Dutch Disease and Local Content PolicyThe discovery of massive oil reservoirs can be botha blessing a...
66 T&B Petroleum # 28commitment. The local content percentage had a capand counted only for minor effects. Companies offer...
T&B Petroleum # 28 67Definitions, methods, and criteria for calculationof local content of goods, goods for temporal use,s...
68 T&B Petroleum # 28making Petrobras’s vendor’s list – CRCC enrollment –a requirement in future biddings and contracts).F...
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Tn28 article -_local_content

  1. 1. 64 T&B Petroleum # 28local contentHeller Redo Barroso isthe founding partner ofHeller Redo Barroso &Associates, a BrazilianRio-based boutique lawfirm specialized in Oiland Gas, Power, Ship-ping, and the Offshore Petroleum Industry.Marcos Macedo is anassociate lawyer atHeller Redo Barroso &AssociatesLocal contentin Brazilian oil industryBuoyed by GDP growth often exceeding 3 percent annually since2004, Brazil is currently frantically building new infrastructure todevelop its vast reserves of natural resources – in particular, oilfrom the so-called pre-salt cluster in the Atlantic Ocean, part of a regionthat extends about 800km along the coast of Brazil from the State ofEspirito Santo to the State of Santa Catarina. The cluster’s oil has beenfound below water as deep as 3,000m and additionally as much as 7,000mbelow the seabed beneath a layer of salt. The area covers 112,000 squarekilometers of deep and ultra-deep water reservoirs, of which 41,000square kilometers have not yet been put up for bidding. It is the “mostsignificant oil discovery in the past 20 years”, according to Wood Mack-enzie consultants.Petrobras, the state-controlled oil giant of Brazil, will itself investa whopping US$174bn through 2013. A total of 23 development andproduction projects are forecast to be up and running by then. By 2020,US$111bn will be invested in the pre-salt reservoirs alone.Petrobras is about to start spending on a gigantic shopping list thatincludes 550 generators, 550 derricks, 350 turbines, 700,000 tons of struc-tural steel for platform hulls, 550 wet Christmas trees, 500 wellheads,80,000 pumps, 18,000 storage tanks, and 4000km of flexible lines. Andit doesn’t stop there. It goes on for 55,000 more items of which drillingpackages and FPSO packages, sub-sea equipment, and compressors areconsidered to be the most critical. And there will be contracts for rigs andplatforms that will be chartered under service agreements: 24 drillingrigs for 10,000-14,000 feet, mostly drillships and some semi-submersibles,200 support vessels (especially pipelayers, AHTS’s, Psv’s, tug and towboats, and line handlers), 18 FPSOs, and so on, and so on. The companywill also renovate its oil tanker fleet with 26 ships already contracted andanother 23 for bidding later.Needless to say, Brazil will become a gold mine for suppliers andservice providers in the offshore petroleum industry. But there is onecatch. These vendors will likely be required to meet an ever-growing localcontent percentage established by Petrobras (which will probably con-trol over 90% of the exploratory blocks). And Petrobras will have targetsto reach with Brazil’s National Agency for Oil, Gas, and Biofuels (ANP)regarding national content and will most assuredly pass on these require-ments to its supply chain.The Brazilian offshore industry transformation: (i) escalating domesticcontent requirements in contracts with anp and Petrobras; (ii) foreignplayers compelled to establish and build up local manufacturing andoperational capabilities
  2. 2. T&B Petroleum # 28 65Dutch Disease and Local Content PolicyThe discovery of massive oil reservoirs can be botha blessing and a curse to a country. These windfallscan cause the so-called “Dutch Disease” experiencedyears ago by the country of Holland, when big petro-leum finds triggered massive outside investment andcurrency exchange escalation that disrupted otherindustrial sectors as the country’s economy becamemore dependent on hydrocarbons.To avoid the Dutch Disease, Petrobras’s contractswill all contain gradually increasing minimum localcontent requirements that could go as high as 95 per-cent for some equipment by the year 2020. This meansthat interested companies should scramble and startlooking for local partnerships, areas to establish newfacilities, bases for operations, and of course enroll-ment as bona fide supplier with Petrobras (CRCC).In order to achieve such an audacious plan, Petro-bras will rely on large capital infusion from sharehold-ers, especially the controlling stakeholder, the Brazil-ian Government. Petrobras will further count on cheapand abundant financing from the government devel-opment bank, BNDES, and other state-owned banks.In order to trim prices of equipment, while pushingfor the gradual escalation of local content requirementin its projects, Petrobras is breaking up large EPC, ser-vice and supply contracts into smaller packages, em-phasizing greater detail and standardization of orders.This will kick off with an ambitious program of eightFPSO’s to be built locally, in a dry-dock chartered byPetrobras in the city of Rio Grande in southern Brazil.To aid in reducing prices, Petrobras is also planning torevise its standard contracts in ways that will reducerisks to suppliers.All these changes, however, will now be carried outin tandem with the stepping up of domestic contentrequirements. Enrollment of Petrobras vendors on theservice providers’ list (CRCC) as well as significantdomestic content will become gradually omnipresentin all new Petrobras auctions and contracts.History of the Local Content ConceptBasically local content consists of contractualcommitments, embedded in concession contracts (oillicenses, or oil lease licenses in some jurisdictions),whereby oil companies are required to procure a mini-mum percentage of equipment and services from localsuppliers. By making such demands throughout theirexploration and production projects, the country aimsat fostering the development of a strong local petro-leum offshore industry supply chain.Naturally any obligation imposed on the con-cessionaires (license holders) will subsequentlybe mirrored in contracts with their suppliers andcontractors.However, in practical terms, the concessionaires(remembering that Petrobras is holder over 90% ofall concessions) will require varying levels of localcontent from its suppliers and contractors based onthe specific type of activity. Technology-intensiveproducts and services will carry a lower local contentpercentage rather than low-tech activities. This is ob-viously because Brazil still lacks an installed capacityfor high-tech work in the offshore industry.Under Brazil’s current regulatory framework, localcontent commitment is one of the judgment criteriaapplied in evaluating bidders’ offers, together withthe Minimum Exploratory Program and the SignatureBonus. In presenting their offers, bidders indicate aspecific percentage of local content, which is turnedinto a number of points used to rank bidders’ offersalong with other parameters.During bidding rounds 1 to 4 for oil concessions,there was no minimum requirement for local contentPhoto:StéfersonFaria,PetrobrasAgency
  3. 3. 66 T&B Petroleum # 28commitment. The local content percentage had a capand counted only for minor effects. Companies offeredtheir local content commitment for both the explora-tion phase and the development stage, limited to thecap provided in the bidding.In rounds 5 and 6, minimum commitment percent-ages were introduced. These varied depending on theblocks’ locations (onshore, shallow waters, and deepwaters). In these rounds, local content gained moreweight in evaluating bidders’ offers and percentagesincreased from the earlier 15% to 40%.In ensuing rounds, up to the 9th and last offshorebid rounds (the 10th round auctioned only onshoreblocks), the bidding indicated both minimum andmaximum percentages of local content. Shallow wa-ter blocks were divided into two types (shallow waterup to 100 meters, and shallow water from 100 metersup to 400 meters). In these auctions, the weight oflocal content was reduced to 20% of bids’ final pointevaluations.Evolution of Local Content PolicyLocal content policy is not expressly established inBrazil’s current Petroleum Law (Law 9.478/97.) Develop-ment of local industry is mentioned only in the sectionon the main principles of the national energy policy.In the first few bidding rounds conducted by ANP,local content commitment was mainly regulated byconcession contract provisions. Later, ANP estab-lished (in Ordinance 180/2003) specific rules regard-ing the reporting and monitoring of local content.In Bidding Round #7, ANP introduced majorchanges in concession contract provisions and createda guide book for concessionaires to use in monitor-ing the fulfillment of local content commitments. Thiswas due to PROMINP (Programa de Mobilizaçãoda Indústria Nacional de Petróleo e Gás Natural –Mobilization Program for the Oil and Gas NationalIndustry), introduced in 2003 and first applied to thelicenses in Bidding Round #7.Since its inception, PROMINP has significantlyraised the participation of local industry in invest-ments in the oil and gas sector from 57% in 2003 to75% in the first half of 2009. This represents an addi-tional value of US$14.2 billion for goods and servicespurchased in the Brazilian marketplace. Estimatessay that 640,000 new jobs were created in this period.To sum up, investment in PROMINP significantlyincreased local participation from US$35 billion in theyears 2003/2007 to US$190 billion expected for theyears 2009/2013.With this new scenario, Petrobras and other oil &gas players operating in Brazil will demand locally-produced goods and services in increasingly largeramounts. This offers a great opportunity for localcompanies (even those with foreign ownership) tosupply locally in the most efficient manner materi-als, equipment, components, and services in a shorterperiod of time while meeting the industry high qualitystandards. Of course, they must be prepared to movequickly to become enrolled on the CRCC vendors listwith Petrobras.As far as regulation is concerned, ANP establishedthe local content certification system to be applied inconcession agreements between ANP and the conces-sionaires. This complies with contractual requirementsestablished since Round 7. This regulation alreadyconstitutes a set of four administrative acts.The “Local Content Certificate” is a documentissued by a “certifier” that is pre-registered with ANP.The most important certifier is ONIP, which is also theone appointed by Petrobras in almost all their con-tracts. ONIP has 2,000 companies registered as mem-bers, all of them in the supply chain for the offshorepetroleum industry.The certification is conducted according toa template made available by ANP. It states thepercentage of local content of the particular good orservice hired for measurement. The “Local ContentCertification” involves sets of activities developedby an entity duly accredited by the ANP (regard-less of commercial relationship) to publicly certify,through issuance of a certificate, that a given goodor service is in compliance with the requirementsestablished in the Regulations of Local ContentCertification.According to Administrative Act ANP no. 36, theagreement executed between the certifier and con-tracting party will necessarily contain:• Clear definition of the product, product for temporal use(goods used in rental agreements, charter party, ten-ancy, or operational or financial leasing, etc.), service,subsystem, system, or set of systems to be certified• The schedule of certification activities• A contract clause stipulating that all activities willbe carried out according to present regulations• Identification of certifier personnel involved in theexecution of activities• Identification of contracting party personnel respon-sible for conducting the activities• Definition of access, examination, and analysis of:– the documentation to be analyzed– the productive processes necessary for the prepa-ration of the product to be certified– the constituent components of the product to becertified– the outsourced and/or subcontracted componentsand relevant documentation– the imported components and relevant documentation• Prices and commercial conditions of the certificationagreement• Agreement identification code.local content
  4. 4. T&B Petroleum # 28 67Definitions, methods, and criteria for calculationof local content of goods, goods for temporal use,services, subsystems, systems and set of systemsrelated to oil & natural gas exploration and productionactivities are those defined by the local content primeraccording to Annex III of Administrative Act ANP 36.English translations of all these Administrative Actsrelating to PROMINP and national content can bedownloaded in our web page (www.hrblaw.com.br).For example, the local content (CLb) percentagefor goods is applicable to equipment and materialsand is calculated using the following formula:CLb = (1 – x/y) x 100 where:“X” stands for the price of imported components(in R$), including raw material““Y” stands for the sale price of product in practice,excluding IPI and ICMS.In parallel, the Brazilian Government created theFund to Ensure Shipbuilding (the “FGCN”) to miti-gate the risks of completion, performance, and creditconnected with the construction of new yards andmanufacturing facilities in the oil supply chain. FGCNwill mainly support the credit risks of financing theconstruction of drilling rigs.Petrobras will also negotiate with local banks a Spe-cial Program of Credit with certain conditions to fundthe local offshore petroleum industry supply chain.CRCCThe CRCC is intended to prequalify companiesand products so that when Petrobras needs suchproducts or services, bidding or negotiation will besimpler and faster, largely based on price and deliverycapabilities. This will dispense with a thorough ex-amination of products on a case-by-case basis, whichcurrently is time consuming and counter productivefor Petrobras.The aim of CRCC is to build a database of serviceproviders and suppliers organized according to theirproducts or services, so as to expedite Petrobras’spurchasing process.On the basis of information contained in the CRCCdatabase, Petrobras will invite companies to partici-pate in biddings or direct purchase negotiations.CRCC has existed for a long time but was largelydispensed with in international purchases and in mostdeals with the majors.However, in a few months, companies withoutCRCC registration, will be prevented from selling orproviding services to Petrobras. Moreover, there isa noticeable trend in making CRCC enrollment a re-quirement for qualification of companies for biddings.This is being especially pressured by the PetrobrasEngineering Division.CRCC may also be used as an instrument tocontrol domestic content requirement. For example,the companies registered will also be prequalifiedconsidering their “local content”. CRCC may then beupdated from time to time as companies become moreand more “Brazilian”, or “tropicalized”.Achievements of the Local Content Policy So FarIn the early concession bidding rounds, thelocal content commitment was very soft – e.g., inBM-ES-1, the local content commitment was 5%in the exploration phase and 15% in the develop-ment stage. However, in the latest rounds we havenoticed a major push in the offered percentages,some reaching as high as 80%. In view of this moreaggressive scenario, oil companies, most notablyPetrobras, have started to contract local suppliersfor huge projects. Two such examples are the R$2.5billion semi-submersibles P-51 and P-52, with a ca-pacity of 180,000 barrels/day, to be built by Keppeland Technip with local content requirements of 65%and 55% respectively.Other recent projects with sizable local content in-clude part of the construction of FPSO P-54; modern-ization of FPSO P-34, and construction of the topsidesof FPSO P-63.In addition to these major capital-consumingprojects, we could also cite other engineering projectsinvolving the construction and installation of subseasystems, support vessels, and offshore cranes as ex-amples of increasing local content.Likely Changes in Local Content CommitmentIntroduced by the Proposed New BrazilianRegulatory FrameworkA very sensitive point in currently proposedregulatory changes is the direct participation of theGovernment in managing E&P projects. According tothe wording incorporated in the new proposed frame-work for hydrocarbons exploration in the pre-salt area,a new 100% public company (nicknamed “Petro-Sal”)would have the right to name half of the operatingcommittee members for all E&P projects in the pre-saltregion, including the chairman, who would have a tie-breaking vote and veto powers.Accordingly, the new public company would havecontrol over any decision of the operating committees,including the contracting of services and goods. Thiswould enable its representatives to require higherlocal content percentages -- or even to decide on con-tracting specific local suppliers.Furthermore, the new regulatory framework hasintroduced the concept of “sole operator”: it sets forththat Petrobras will operate all pre-salt areas. SincePetrobras is essentially controlled by the Government,Government officials will therefore pull the stringsat Petrobras so as to make it the chief instrument forimplementing national local content policy (e.g., bylocal content in brazilian oil industry
  5. 5. 68 T&B Petroleum # 28making Petrobras’s vendor’s list – CRCC enrollment –a requirement in future biddings and contracts).First Come, First ServedIn light of recent Government statements, localcontent requirements will undoubtedly climb, therebyforcing interested international suppliers to establishBrazilian subsidiaries in order to participate in themassive oil revenues that will begin to flow from thepre-salt region.As previously mentioned, in the pre-salt area, theBrazilian government has already signaled nationalcontent requirements of 85 to 95 percent for someitems by the year 2020. This means that whicheverplayer wants to have a piece of the pre-salt pie willhave to establish significant local presence. In par-ticular, equipment suppliers will likely need to buildproduction facilities in Brazil.The new policies will affect, without limitation,activities such as the purchase and sale, construc-tion, conversion, upgrade, and chartering (bareboat,time, and voyage charters) of ships and offshore units.This would include a lengthy list of vessels such asJack-Up’s, Spars, TLP’s, Pipe-layers, ROVs, Floatels,Semi-Submersibles, Drillships, FPSO’s, FSO’s, as wellas support vessels (PSV’s, Line Handlers, AHTS),seismic vessels, and coastal-trade and long-haul Bulk-Carriers, Chemical and Oil-Tankers, and LNG vessels(including FSRV’s and SRV’s). Equipment supplywill probably be the hardest hit: drilling packages,topsides and the sub-sea systems, and equipment “bythe piece” such as offshore cranes, manifolds, turrets,derricks, cantilever, umbilicals, risers, wet x-mas trees,thrusters, power modules, compression modules, andhydraulic pumps.Consequently, some major international major off-shore contractors and suppliers are jump starting theircompetitive position by establishing operational andmanufacturing facilities in Brazil. This is the only waythese companies will be able to have contracts withPetrobras or Petrobras contractors in the near future.Even direct association with local Brazilian compa-nies will become insufficient in the very near future,as the lack of local content from a foreign supplier orcontractor could jeopardize a project even if the com-pany is an established subcontractor to a contractor ofPetrobras.The CRCC and the new procurement departmentat Petrobras’s Engineering Division will certainly betwo very powerful instruments for realizing the ambi-tious domestic content targets within the very shorttime-frame set out by the Brazilian Government.Due to the lack of local installed capacity of themajor international players in the offshore petroleumindustry, bidding and direct negotiation invitationsare currently going mostly to Brazilian contractors,who in turn will procure from abroad technologicalpartners, operators, financial partners, and projectmanagers.Most of these Brazilian contractors are unfamil-iar with the finer details of the offshore petroleumindustry and somewhat “illiterate” in the high-techend of it. So they are quite dependent on associa-tions with international companies. This is a hugeopportunity for international suppliers and contrac-tors to begin opening the door into Brazil: first withassociation But players should always bear in mind,as mentioned before, that associations should onlybe a first a step toward future independent standingachieved through the construction of local presenceand infrastructure. For those companies that do notknow, a company is deemed to be a Brazilian com-pany for local content purposes if it is incorporated inBrazil. For the purposes of quantifying local content,certifiers will certainly check on how many Brazil-ian employees the company has, what are its localassets, and what is the percentage of imported items.Although this somewhat oversimplifies the process,the message is clear.By becoming established in Brazil, foreign compa-nies may be directly invited to participate in auctionswhere high national content is required, therefore al-lowing it to compete with native Brazilian contractors.But the early birds are already chasing the worms.New ports and shipyards are already under construc-tion. Every major global shipyard is already involvedin Brazil, negotiating the construction of their ownyards here, all of them in association with the biggestBrazilian conglomerates. All the Korean yards arehere, for example.Despite these challenges, the Brazilian pre-saltregion, also nicknamed as the “blue rump steak” dueto its shape, still represents one of the best businessopportunities for E&P services and goods providersthroughout the world.Newcomers to Brazil’s oil and gas marketplaceare usually dismayed by what seems to be an overly-complex, heavily-regulated, and bureaucracy-pronelegal system. Companies worry about corruption andabout securing their assets against unlawful seizureor nationalization. However, these are somewhat far-fetched concerns in today’s Brazil.The hard facts are: (i) Brazil boasts a boomingeconomy that weathered the worldwide financialmeltdown; (ii) Brazil is an investment-grade country;(iii) Brazil blossoms among the BRICs; and (iv) Brazilis clearly poised to become the huge next safe hub forthe world’s smart money.Companies ready to come and establish localmanufacturing capacity in Brazil and strategic asso-ciations will be well-positioned for a head start in therun for black gold.local content

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