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Sales Portfolio Project

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A project for my personal selling sales managment class at USC Upstate on selling a product, powersections made with a new better elastomer, to a buyer, Schlumberger

A project for my personal selling sales managment class at USC Upstate on selling a product, powersections made with a new better elastomer, to a buyer, Schlumberger

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  • 1. 238125-428625<br />Saber Tooth Pump International<br />Sales Portfolio<br />Version 0.0<br />April 28, 2010<br />Presented by:<br />Joey Carl Albert Kalchbrenner Jr.<br />Table of Contents<br /> I. Sales Call Information and Objectives ……………………………3-4<br /> II. Schlumberger Ltd. Profile ……………………………………… .5-6<br />III. Customer Benefit Plan for Schlumberger Ltd.<br />
    • Units of Conviction (FAB’s)…………………………………..7
    B. Saber Tooth Pump Intl. Marketing Plan …………………. …..8-9<br />C. Business Proposition and Value Analysis………………… ….10-11<br />D. Purchase Order Form………………………………………….12<br />IV. Customer Sales Call Outline………………………………………13-17<br /> V. Appendix<br />B. Company information…………………………………………..18-19<br />C. Pamphlet (promotional item and proof support) ………………20<br />VI. Works Cited Sources…………………………………………….......21<br />
    • Sales Call Information and Objectives
    The following is sales call information and sales call objectives. It consist of account details, sales call purposes, desired outcomes from the sales call, participant information for both companies, planned agenda for the sales presentation, required resources and FYI’s with possible sales tactics.<br />Sales Account DetailsAccount nameProject or opportunityPhone numberSchlumberger LimitedProvide power sections of an oil drilling string.(713) 513-2000LocationPrimary contactCall dateDen Haag, Netherlands Ali MecirdiTuesday, May 8, 2010Account executiveBusiness Development DirectorCall timeAndrew GouldPaal Kibsgaard2:00 P.M.Sales Call Purpose and Desired OutcomeThe purpose this sales call with Schlumberger Ltd. is to gain their business. We are calling of Schlumberger Ltd. because they are the oilfield services leader Worldwide and have needs that our power section addresses and that current supplier Robbins and Myers cannot. This call is aimed to help both parties answer need questions, our just happens to be profits. This call is intended to also make Schlumberger aware of Saber Tooth Pump International and Our new power section stator elastomer Mammoth Slayer®. We will show them through value analysis data how our power section with Mammoth Slayer® will benefit them from a cost per value standpoint, a durability standpoint and an availability standpoint over Robbins and Myers and others. The final outcome desired upon seeing the data and comparison charts of elastomers from Saber Tooth Pump International, industry leaders and current supplier Robbins and Myers, Schlumberger Ltd. choose Saber Tooth Pump International as its power section supplier by placing an order that day or within their next normal order cycle. Schlumberger Ltd. Participants(name, title, role)Saber Tooth Pump Intl. Participants(name, title, role)Andrew Gould, Chairman, CEO and Account Executive, Decision MakerPaal Kibsgaard, COO, InfluencerAli Mercirdi, CIO and Business Development Director, Influencer Simon Ayat, CFO and VP, Influencer Farris Bueller, CEO and Account Executive, Decision MakerJoey Carl Albert Kalchbrenner Jr., CIO, VP, and Director of Corporate Sales, InfluencerVan Wilder, CFO, CIO and Director of Corporate Purchasing, InfluencerTaj Mahal Badalandabab, CTO and Director of Product Development, InfluencerPlanned Agenda for Sale CallIntroduce myself, Saber Tooth Pump Intl., and Mammoth Slayer® to Schlumberger Ltd and thank them for their time.Provide everyone with a premade sales presentation booklet for notes.Address current market standards for power section stators and the standards of their current provider all briefly. Introduce the FAB’s of the Mammoth Slayer® stator elastomer for Schlumberger Ltd.Let them see their current supplier numbers against Ours in important comparison charts.Pass around samples that were taken from lab tests and from the field.Show them quick videos of one such lab test and field run.Trial close to end the presentation and answer any questions that they have about Mammoth Slayer® or review any part of the information if they want to run through it again.Trial close again with any question they might have and provide them with them with a sample purchase order already filled out. Ask if they are going to order Saber Tooth Pump Intl. power sections with the Mammoth Slayer® stator elastomer for their next purchasing period.Schedule a follow up meeting before their next order period to remind them of our product. Or to thank them for deciding to buy if they already choose you as a supplier during the original sales call.FYI’s and Possible TacticsRequired Resources and Advance PreparationCurrent supplier Robbins and Myers has established a good trust relationship with Schlumberger Ltd.Andrew Gould is considered a risk taker by investors after his buyout of Smith International a competitor. Since this is the case try to play a little poker with deals or make him call you bluffs.Ali Mecirdi is my sales contact as the Business Development Manager at Schlumberger Ltd. Paal Kibsgaard and Simon Ayat are most important as influencers because they are Andrew Gould’s main advisors.Need samples of the power section with the Mammoth Slayer® stator elastomer. Especially samples that have undergone lab tests or use in the oilfieldMake sales brochures for them to have and presentation booklets for everyone to take notes or look at during the presentation.Have numbers that are both financial and operational to show why our Mammoth Slayer® stator elastomer will benefit their business more than their current provider can.<br />Schlumberger Ltd. Company Profile<br />The following is a company profile of Schlumberger Ldt. our target buyer in the oilfield services market. This profile addresses the companies background information, origin and current locations, contact information, company make up, financials, global presences, company employee demographics, competitors, needs and sources that either make or influence buying decisions.<br />Profile of Schlumberger Ltd.<br />Schlumberger Ltd. was founded in 1926 by two French brothers Conrad and Marcel Schlumberger and since has become the largest oilfield service provider corporation above Halliburton, Baker Hughes International, and BJ Services. They have evolved into a giant with their operations currently in 80 nations and their workforce representing 140 nationalities while also being represented in 33 GeoMarket Regions. Their company is split also into two business divisions which are Schlumberger Oilfield Services and WesternGenco. Schlumberger Oilfield Services provides the services and products for well drilling, cementing and stimulation, well problem management, productivity consulting, software, information and IT management for their customers. WesternGenco is an extension of the Schlumberger corporation that is the world’s largest seismic company. It also provides data services and acquisition services as well. <br />Company Details<br />The following addresses Schlumberger Limited’s location, financial, personnel, competitiveness, overcoming obstacles and leadership.<br />Location<br />Den Haag, Netherlands - Headquarters<br />Paris, France – Principal Office<br />Houston, TX – Principal Office<br />Corporate Contact Information<br />Parkstraat 83The Hague, Netherlands, 2514 JG Phone: 713-513-2000Fax: 713-513-2006<br />Financial Facts<br />Schlumberger is a Publicly traded organization on the NYSE, Euronext Paris, Euronnext Amsterdam London Stock Exchange, SWX – Swiss exchange. Their fiscal year ends in December and their Net Income for 2009 was $3,142,000,000. They are the most financially well off over the competition because of their diversity, which helps them attain business in certain parts of the World, and their possessing the largest piece of the Oilfield Services Market.<br />Personnel<br />Schlumberger Limited have over 140 nationalities represented in their diverse corporate culture of 77,000 employees. The average salary for their corporation is $71,913.60 while the gender and age demographics are 77% Male and 23% Female with an age of 32 as the average.<br />Competitiveness<br />Schlumberger Ltd. is the largest oilfield service corporation above Halliburton, Baker Hughes International, and BJ Services. With its operations in 80 countries worldwide and net income north of $3.16 Billion Schlumberger Ltd. is a very global company that has many wells itself undrilled and contracts to drill others wells. Schlumberger’s globally diverse work force with a main Headquarters in Den Haag make them less of a foreign terrorism target as American oilfield drilling service corporations are. These are some reasons why Schlumberger Ltd. is very competitive market wise.<br />Overcoming Obstacles<br />Schlumberger faces the same market problems for power sections as their competition does. That the stator elastomers are becoming less and less efficient cost wise due to new drilling conditions of tapping deeper well. This is because the current stators are not efficiently resistant to chemical and solid abrasions, their tensile strength is not capable of lasting long in the hole, temperature resistance from external or operational conditions is too great and this cause too much downtime to switch out the power sections in the hole. This is costing them more in labor and power sections to drill deeper.<br />Leadership<br />
    • Andrew Gould- CEO, Account Manager and Chairman. Degree in Economic History from The University of Wales.
    • 2. Paal Kibsgaard- COO with may other recent positions held. Masters in Petrolum Engineering from The Norwegian Institute of Technology.
    • 3. Simon Ayat- Executive VP and CFO. Bachelor of Science and Business Finance/Accounting emphasis.
    Sources of Purchase Decision Making<br />The sources of information that Andrew Gould uses to make tactical purchase decisions are:<br />Simon Ayat is Schlumberger’s Chief Financial Officer. Chief Financial Officer oversees all the investments of the corporation. Influencer<br />Paal Kibsgaard is Schlumberger’s Chief Operations Officer. Chief Operations Officer oversees the operations of the firm, from the labs to the field. Influencer <br />Ali Mecirdi is Schlumberger’s Chief Information Officer and Director of Business Development. Chief Information Officers are in charge of the technological direction of the company. Influencer<br />Shareholders and Market needs to generate profits. Influencer<br />Power Sections with Mammoth Slayer® Stator Elastomer FAB’s<br />The following is a list of all Saber Tooth Pump International power sections with Mammoth Slayer® stator elastomer FAB’s. These FAB’s will explain before numerical data is shown why Mammoth Slayer® is the best stator on the market. <br />FeatureAdvantageBenefitProofTrial CloseGreater heat resistanceAllows the stator to age less over time due to heat aging and scorching of the stator.Reduces failure of the power section due to heat pressures on the stator, which allows for longer drill life.Heat exposure at 380˚F in lab tests as molded, ran for 25 hours and ran for 50 hours give us data that shows this stator is the most heat resistant.Is this not important to you?Greater elongation Allows the stator to stretch and remain flexible and pliable as to reduce the rubbing fatigue of the rotor against the stator.Reduces failure of the power section due to stator hardening and rubbing fatigue from the rotor, which allows for longer overall drill life.Elongation tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator has the best flexibility over time.Is this not important to you?Greater chemical abrasion resistanceAllows the stator to withstand chemical abrasions from acids and other chemicals in the well that enter the drill string.Reduces failure of the power section due to chemical abrasions on the stator, which allows for longer overall drill life.Chemical exposure tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator is the best with withstanding abrasions form chemicals.Is this not important to you?Greater solid abrasion resistanceAllows the stator to withstand chemical abrasions from solids that are in the well that enter the drill string.Reduces failure of the power section solid abrasions on the stator, which allows for longer overall drill life.Solid exposure tests in the lab ran for 25 hours and ran for 50 hours give us data that shows this stator is the best with withstanding abrasions form solids during operation.Is this not important to you?Greater tensile strengthAllows the stator to withstand more PSI pressures in the power section while operating.Reduces failure of the power section due to chunking of the stator, which allows for longer overall drill life.Tensile strength tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator is the best with overall tensile strength.Is this not important to you?More drilling fluid or mud choicesYou can run water, oil and synthetic based fluids with the same stator..Increases choices of what drilling fluids you want to run instead of only having one choice for a stator.Drilling fluid compatibility tests and they showed that this stator can run any fluid.Is this not important to you?Product availabilityAllows you to plan for the project and not worry about shipping.This means no more waiting for a good in transit and more time spent of beneficial things.Saber Tooth Pump International has UPS the most reliable shipper on the Planet.Is not time saved better spent?Product life expectancy in the holeAllows you to cut costs by using fewer power sections.Less time waster pulling out of the hole and reloading a new power section before putting it back in.The Mammoth Slayer® stator elastomer is the most durable stator on the market for power sections.Would you not want to pay people for work instead of paying them to sit and wait for the power section to pull out?More dollar per quality You are getting a better overall product for what you pay.You spend more outright per unit but you save more in the endThe Mammoth Slayer® stator elastomer is the most durable stator on the market for power sections.Is not saving yourself and your customers important?Longer shelf life Allows you to store the power section longer than beforeIf weather is poor or an natural disaster occurs you do not have to worry about shelf lives as greatly as beforeWe have testes power sections by leaving them in dry or wet storage conditions to test shelf lives at extremes and Ours proved to have the best total shelf live with the data collected.Is it not important to waste the least amount as possible from a lost job or natural causes making you sit on the product?<br />Marketing Plan for Power Sections with the Mammoth Slayer® Stator.<br />The following section is the Marketing Plan for Saber Tooth Pump International’s power sections with the Mammoth Slayer® Stator. It consists of a plan over view, objectives, brief demographics of the power section market, of the Mammoth Slayer® stator elastomer and for the target market and the corporation targeted.<br />Plan Overview<br /> Name of Campaign: Mammoth Slayer®<br />Campaign Manager:Joey Carl Albert Kalchbrenner Jr.<br />Subject Matter Expert: Ferris Bueller<br />Objective<br />The objective of the Mammoth Slayer® sales campaign is to gain business with respect our power sections and . We will set out with the goal of obtaining orders and future business considerations from the industry leaders. We will achieve this objective by fulfilling the overall objective of the Mammoth Slayer® sales campaign, which is making them aware of the Mammoth Slayer® FAB’s and how Mammoth Slayer® beats anything our competition is currently selling them.<br />Market Demographics<br />Overall Power Section Stator Market Demographics<br />The demographics for power sections of an oil drilling string are demanding. Power sections are Progressive Cavity Positive Displacement Pumps or Mud Motors. Power sections in oilfield drilling fail because of the extreme conditions and stresses put on them, especially the stator, during usage. The major part of any power section failure is the stator. This is because the current stators are not efficiently resistant to chemical and solid abrasions, their tensile strength is not capable of lasting long in the hole, temperature resistance from external or operational conditions is too great. Power section producers must think of ways to increase the life for the power section mud motors and the only way to do this is with better stator elastomer compounds in power sections. The current power section buyers in the market are Halliburton, Baker Hughes International, BJ Services, and Schlumberger Ltd. These current market demographics are preventing the drilling of wells because of the costs of using the current inefficient mud motors on the market, due to poor stator elastomers. For this the market needs a new stator elastomer compound that has a longer total life and is tougher. This will make more wells more feasible to tap and will generate more profits for oilfield services companies and well owners.<br />Mammoth Slayer® Stator Demographics<br />The Mammoth Slayer® stator elastomer addresses the issues of the costs, time, quality and overall operational efficiency in the hole from power sections currently on the market for drilling. The Mammoth Slayer® does this with its new stator elastomer compound that has greater life and resistance to external and internal causations of stator failures. Mammoth Slayer® stators have been tested in the lab and in the field rigorously. They provide the best protection against temperature, abrasive materials, such as liquids and solids, have superior tensile strength as molded and throughout its usage life, and an overall longer life from the reduced stresses and elastomer superiority. <br />Target Contact Demographics<br />Saber Tooth Pump International has targeted Schlumberger Ltd. Our new power section with the Mammoth Slayer® stator elastomer. Schlumberger Ltd is serving as Our first because it is the largest oilfield service corporation above Halliburton, Baker Hughes International, and BJ Services. With its operations in 80 countries worldwide and net income north of $3.16 Billion Schlumberger Ltd. is a very global company that has many wells itself undrilled and contracts to drill others wells. Schlumberger’s globally diverse work force with a main Headquarters in Den Haag make them less of a foreign terrorism target as American oilfield drilling service corporations are. Schlumberger Ltd. currently is supplied its power sections from Robbins and Myers. Schlumberger Ltd. along with its competitors all are then sharing the same market disadvantages and need a market fix.<br />Message Summary<br />The Mammoth Slayer® stator elastomer addresses the issues of the costs, time, quality and overall operational efficiency in the hole from power sections currently on the market for drilling. The Mammoth Slayer® does this with its new stator elastomer compound that has greater life and resistance to external and internal causations of stator failures. While the competitor’s stator elastomers do not address cost, time, quality and overall operational efficiency. Mammoth Slayer® will save Schlumberger Ltd. more money than their current power section provider R&M and will allow them to pursue more wells that they could at current oil prices. <br />
    • Business Proposition and Value Analysis
    The following section is the Business Proposition to Schlumberger Ltd. on why they should purchase power sections from Saber Tooth Pump International and not their current provider Robbins and Myers or others in the market. The Value Analysis section consists of charts that compare Our power section stator elastomer to market competition. These comparisons are based upon overall cost per 5,000 FT. at 380˚, drilling fluids or mud that is compatible with our stator elastomer, operational temperature resistance based on fluids or mud used, the tensile strength of the stator elastomers before use, then under 380˚ temperatures for 25 hours and 50 hours, and Our priorities and Robbins and Myers priorities on a 1-5 scale averaged with Schlumberger Limited’s product values from power sections and stator durability.<br />Business Proposition<br />Saber Tooth Pump International proposes that Schlumberger Limited should use our power sections that contain the Mammoth Slayer® stator elastomer. By purchasing our power sections with said stator elastomers power section life will increase and overall drill costs will decrease. This will mean happier customers and more customers. Customer totals will increase because of the said money saved and also from this longer life power section making it cheaper to drill deeper more out of current reach wells. For these reasons and others, like increasing Schlumberger Ltd. oilfield services market share, you should be compelled to purchase a winner with Saber Tooth Pump International.<br />
    • Value Analysis
    The Following are value analysis tables that compare Saber Tooth Pump Internationals power sections with the Mammoth Slayer® stator elastomer to the rest of the market competition. The comparisons are on overall cost effectiveness, versatility of usage with different fluid/mud types, maximum down hole extended operation temperature resistances with the different fluid/mud types, overall tensile strength at different stages of the elastomer life cycle, the overall values of Schlumberger Ltd. averaged into the priorities for Saber Tooth Pump Intl and current supplier R&M with respect to power sections.<br />Power Section ManufacturesCost per SectionNumber of sections needed per 5000 Feet at 380˚FTotal cost per 5000 feet of drilling at 380˚FSaber Tooth Pump Intl.$12,0005$60,000Robbins and Myers$9,5757$67,025Dyna Drill$9,5008$76,000PV Fluids$10,1508$81,200Rotech Group$9,1509$82350<br />Power Section ManufacturesWater Based Fluid/MudOil Bases Fluid/MudSynthetic Oil Based Fluid/MudSaber Tooth Pump Intl.RecommendedRecommendedRecommendedRobbins and MyersRecommendedNot RecommendedAcceptableDyna DrillRecommendedAcceptableAcceptablePV FluidsRecommendedAcceptableNot RecommendedRotech GroupRecommendedNot RecommendedNot Recommended<br />Power Section ManufacturesMaximum Down Hole Drill Temperature for Stator with Water Based Drilling FluidsMaximum Down Hole Drill Temperature for Stator with Oil or Synthetic Based Drilling FluidsSaber Tooth Pump Intl.274˚F410˚FRobbins and Myers264˚F394˚FDyna Drill257˚F325˚FPV Fluids250˚F342˚FRotech Group265˚F373˚F<br />Power Section ManufacturesTensile Strength of Stator as MoldedTensile Strength of Stator Ran for 25 hours at 380˚FTensile Strength of Stator Ran for 50 hours at 380˚FSaber Tooth Pump Intl.3,828 PSI2,500 PSI1,837 PSIRobbins and Myers3,899 PSI2,344 PSI1,469 PSIDyna Drill3,900 PSI2,354 PSI1,100 PSIPV Fluids3,723 PSI2,268 PSI910 PSIRotech Group3,000 PSI2,022 PSI1,012 PSI<br /> Values That Are Important To SchlumbergerSaber Tooth Pump International's Power Section PrioritiesCurrent Provider R & M and their Power Section PrioritiesSchlumberger Values Averaged with Saber Tooth Pump International'sSchlumberger Values Averaged with R&M'sR & M's Values Averages Verse Saber Tooth International's Values AveragesPackaging1150.210.8Performance2250.821.2Ease-of-Use3341.82.40.6Assurances1150.210.8LifecCycle Cost25321.2-0.8Social Influences2331.21.20$ Cost/Value55252-3Availability55252-3<br />-4572003175 <br />Purchase Order“Think innovation think future” Date 4/28/2010PO #0269<br />SHIPPED FROM:Saber Tooth Pump International55 Frank Sinatra Dr. Chicago, IL, 60304Phone 773-867-5309Fax 773-867-6907Joeydramasabertooth@comcast.netSHIPPPED TO:Schlumberger Ltd.Parkstraat 83Den Haag, Netherlands,  2514 JG Phone: 713-513-2000Fax: 713-513-2006Customer ID AZJ2344<br />Shipping MethodShipping TermsDelivery DateFOB Destination5 Business Days June 27, 2010<br />QtyItem #DescriptionJobUnit PriceLine total10023TRX897B75Power Section with Mammoth Slayer® stator elastomerFor use in oilfield drilling$12,000$1,200,000Subtotal$1,200,000Purchase Discount $200,000Special Offer Subtotal$1,000,000Sales Tax7%Total$1,070,000<br />Customer Sales Call Planner Outline<br />In the customer sales call planner will outline the information most important for the sales call. It consists of a Customer Profile, Major Needs of Buyer, Major Sales Call Objective, SPIN Questions, Major Units of Conviction (FAB’s), Methods of Demonstrating FAB’s, Trial Closes for FAB’s, Anticipated Objections, Trial Closes for Objections, Closes<br />Schlumberger Ltd. Company Profile<br />The following is a company profile of Schlumberger Ldt. our target buyer in the oilfield services market. This profile addresses the companies background information, origin and current locations, contact information, company make up, financials, global presences, company employee demographics, competitors, needs and sources that either make or influence buying decisions.<br />Profile of Schlumberger Ltd.<br />Schlumberger Ltd. was founded in 1926 by two French brothers Conrad and Marcel Schlumberger and since has become the largest oilfield service provider corporation above Halliburton, Baker Hughes International, and BJ Services. They have evolved into a giant with their operations currently in 80 nations and their workforce representing 140 nationalities while also being represented in 33 GeoMarket Regions. Their company is split also into two business divisions which are Schlumberger Oilfield Services and WesternGenco. Schlumberger Oilfield Services provides the services and products for well drilling, cementing and stimulation, well problem management, productivity consulting, software, information and IT management for their customers. WesternGenco is an extension of the Schlumberger corporation that is the world’s largest seismic company. It also provides data services and acquisition services as well. <br />Company Details<br />The following addresses Schlumberger Limited’s location, financial, personnel, competitiveness, overcoming obstacles and leadership.<br />Location<br />Den Haag, Netherlands - Headquarters<br />Paris, France – Principal Office<br />Houston, TX – Principal Office<br />Corporate Contact Information<br />Parkstraat 83The Hague, Netherlands, 2514 JG Phone: 713-513-2000Fax: 713-513-2006<br />Financial Facts<br />Schlumberger is a Publicly traded organization on the NYSE, Euronext Paris, Euronnext Amsterdam London Stock Exchange, SWX – Swiss exchange. Their fiscal year ends in December and their Net Income for 2009 was $3,142,000,000. They are the most financially well off over the competition because of their diversity, which helps them attain business in certain parts of the World, and their possessing the largest piece of the Oilfield Services Market.<br />Personnel<br />Schlumberger Limited have over 140 nationalities represented in their diverse corporate culture of 77,000 employees. The average salary for their corporation is $71,913.60 while the gender and age demographics are 77% Male and 23% Female with an age of 32 as the average.<br />Competitiveness<br />Schlumberger Ltd. is the largest oilfield service corporation above Halliburton, Baker Hughes International, and BJ Services. With its operations in 80 countries worldwide and net income north of $3.16 Billion Schlumberger Ltd. is a very global company that has many wells itself undrilled and contracts to drill others wells. Schlumberger’s globally diverse work force with a main Headquarters in Den Haag make them less of a foreign terrorism target as American oilfield drilling service corporations are. These are some reasons why Schlumberger Ltd. is very competitive market wise.<br />Overcoming Obstacles<br />Schlumberger faces the same market problems for power sections as their competition does. That the stator elastomers are becoming less and less efficient cost wise due to new drilling conditions of tapping deeper well. This is because the current stators are not efficiently resistant to chemical and solid abrasions, their tensile strength is not capable of lasting long in the hole, temperature resistance from external or operational conditions is too great and this cause too much downtime to switch out the power sections in the hole. Costing them more in labor and power sections to drill deeper.<br />Leadership<br />
    • Andrew Gould- CEO, Account Manager and Chairman. Degree in Economic History from The University of Wales.
    • 4. Paal Kibsgaard- COO with may other recent positions held. Masters in Petrolum Engineering from The Norwegian Institute of Technology.
    • 5. Simon Ayat- Executive VP and CFO. Bachelor of Science and Business Finance/Accounting emphasis.
    Sources of Purchase Decision Making<br />The sources of information that Andrew Gould uses to make tactical purchase decisions are:<br />Simon Ayat is Schlumberger’s Chief Financial Officer. Chief Financial Officer oversees all the investments of the corporation. Influencer<br />Paal Kibsgaard is Schlumberger’s Chief Operations Officer. Chief Operations Officer oversees the operations of the firm, from the labs to the field. Influencer <br />Ali Mecirdi is Schlumberger’s Chief Information Officer and Director of Business Development. Chief Information Officers are in charge of the technological direction of the company. Influencer<br />Shareholders and Market needs to generate profits. Influencer<br />Schlumberger Ltd. Major Needs<br />Schlumberger Limited’s major needs are improving efficiency and durability in the hole while achieving a more competitive and money saving $ cost per value with less drill time and lower overall cost for power sections per well. Also the ability to reach deep oil reserves on ground or at sea cheaply while generating profits sooner for their customers by shortening drill time over their competitors. <br />Major Sales Call Objectives<br />The purpose this sales call with Schlumberger Ltd. is to gain their business. We are calling of Schlumberger Ltd. because they are the oilfield services leader Worldwide and have needs that our power section addresses and that current supplier Robbins and Myers cannot. This call is aimed to help both parties answer need questions, our just happens to be profits. This call is intended to also make Schlumberger aware of Saber Tooth Pump International and Our new power section stator elastomer Mammoth Slayer®. We will show them through value analysis data how our power section with Mammoth Slayer® will benefit them from a cost per value standpoint, a durability standpoint and an availability standpoint over Robbins and Myers and others. The final outcome desired upon seeing the data and comparison charts of elastomers from Saber Tooth Pump International, industry leaders and current supplier Robbins and Myers, Schlumberger Ltd. choose Saber Tooth Pump International as its power section supplier by placing an order that day or within their next normal order cycle. <br />SPIN Questions<br />
    • Situation QuestionsTell me about your company?Tell me something about your customers and what their needs are?How's business?
    • 6. What needs are your current power sections not addressing from you prospective?
    • 7. Problem QuestionsHow much downtime do you spend per job changing power sections?What do you find frustrating with the way your power sections perform?What are some of the service problems with you current provider? What concerns do you have about the power section market overall? 
    • 8. Implication QuestionsHow much money do you lose when you lose a customer?Will your customers start to insist upon better drilling services if another company uses Our power section?
    • 9. Do you get a lot of customer complaints with the current power sections from Robbins and Myers?How much time is wasted and profits lost when you use your current power sections?
    • 10. Need Payoff QuestionsHow would it help if your power sections could have and increased life in the hole?Would it be useful if you could pay less in labor downtime and in power section costs per hole?Is there any other way that this could help you?Do you see the value in knowing and seeing value comparisons of how much more efficient Our power section is?
    Major Units of Conviction<br />The following is a list of all Saber Tooth Pump International power sections with Mammoth Slayer® stator elastomer FAB’s. These FAB’s will explain before numerical data is shown why Mammoth Slayer® is the best stator on the market. <br />FeatureAdvantageBenefitProofTrial CloseGreater heat resistanceAllows the stator to age less over time due to heat aging and scorching of the stator.Reduces failure of the power section due to heat pressures on the stator, which allows for longer drill life.Heat exposure at 380˚F in lab tests as molded, ran for 25 hours and ran for 50 hours give us data that shows this stator is the most heat resistant.Is this not important to you?Greater elongation Allows the stator to stretch and remain flexible and pliable as to reduce the rubbing fatigue of the rotor against the stator.Reduces failure of the power section due to stator hardening and rubbing fatigue from the rotor, which allows for longer overall drill life.Elongation tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator has the best flexibility over time.Is this not important to you?Greater chemical abrasion resistanceAllows the stator to withstand chemical abrasions from acids and other chemicals in the well that enter the drill string.Reduces failure of the power section due to chemical abrasions on the stator, which allows for longer overall drill life.Chemical exposure tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator is the best with withstanding abrasions form chemicals.Is this not important to you?Greater solid abrasion resistanceAllows the stator to withstand chemical abrasions from solids that are in the well that enter the drill string.Reduces failure of the power section solid abrasions on the stator, which allows for longer overall drill life.Solid exposure tests in the lab ran for 25 hours and ran for 50 hours give us data that shows this stator is the best with withstanding abrasions form solids during operation.Is this not important to you?Greater tensile strengthAllows the stator to withstand more PSI pressures in the power section while operating.Reduces failure of the power section due to chunking of the stator, which allows for longer overall drill life.Tensile strength tests in the lab as molded, ran for 25 hours at 380˚F and ran for 50 hours at 380˚F gives us data that shows this stator is the best with overall tensile strength.Is this not important to you?More drilling fluid or mud choicesYou can run water, oil and synthetic based fluids with the same stator..Increases choices of what drilling fluids you want to run instead of only having one choice for a stator.Drilling fluid compatibility tests and they showed that this stator can run any fluid.Is this not important to you?Product availabilityAllows you to plan for the project and not worry about shipping.This means no more waiting for a good in transit and more time spent of beneficial things.Saber Tooth Pump International has UPS the most reliable shipper on the Planet.Is not time saved better spent on tasks that increase customer satisfaction or profits?Product life expectancy in the holeAllows you to cut costs by using fewer power sections.Less time waster pulling out of the hole and reloading a new power section before putting it back in.The Mammoth Slayer® stator elastomer is the most durable stator on the market for power sections.Would you not want to pay people for work instead of paying them to sit and wait for the power section to pull out?More dollar per quality You are getting a better overall product for what you pay.You spend more outright per unit but you save more in the endThe Mammoth Slayer® stator elastomer is the most durable stator on the market for power sections.Is not saving yourself and your customers important?Longer shelf life Allows you to store the power section longer than beforeIf weather is poor or an natural disaster occurs you do not have to worry about shelf lives as greatly as beforeWe have testes power sections by leaving them in dry or wet storage conditions to test shelf lives at extremes and Ours proved to have the best total shelf live with the data collected.Is it not important to waste the least amount as possible from a lost job or natural causes making you sit on the product?<br />Methods of Demonstrating FAB’s<br />To demonstrate the durability of Our power section with the Mammoth Slayer® stator elastomer there will be video clips from field tests as well as lab test to show them our product and its capabilities. Since this is not a small product and cannot be brought to the presentation there will be spliced samples of it brought to the presentation. There will also be a miniature of the power section with the actual Mammoth Slayer® stator elastomer lining the inside. They will also be streaming from a drill sight where Our power section is currently being field tested by drilling a hole through solid granite rock. <br />Trial Closes For FAB’s<br />
    • Is this not important to you?
    • 11. Is not time saved better spent on tasks that increase customer satisfaction or profits?
    • 12. Would you not want to pay people for work instead of paying them to sit and wait for the power section to pull out?
    • 13. Is not saving yourself and your customers important?
    • 14. Is it not important to waste the least amount as possible from a lost job or natural causes making you sit on the product?
    Anticipated Objections<br />
    • Well, we at Schlumberger Ltd. have been using our current supplier for a while now and even though your product has the data backing we are unsure about switching for fear of trusting your product and your consistency in product production.
    • 15. Your products performance seems too good relative to the Our supplier and other manufactures, which makes us think maybe you over exaggerated trying to sell Us on it.
    • 16. We are not comfortable with switching because of our familiarity with our current providers services, purchase orders, product, salespeople and company leadership.
    Trial Closes for Objections<br />
    • I do agree with your reasoning that you have been using your current supplier for a while and that you are unsure about switching for fear of trusting Our product and its consistency in production. Very true, except think of how much more business you will achieve with Our product by saving you and your customers money. I can guarantee to all of you that are present, Schlumberger Ltd. and all its shareholders of the data collected and also the physical product itself because I know it is the best power section on the market with our new stator elastomer.
    • 17. It is very true when you say that our product performs better than the competition in every feature for a stator elastomer and power section. I know that this product that I presented might seem as an exaggeration on my part but the elastomeric compound used for Our stator can be analyzed by any chemist or chemical engineer and they will tell you that I am being truthful about this products features and advantages and how they will benefit you.
    • 18. Our services are easier to use and have been made as customer friendly as possible. We have created our own i-Phone application that can immediately place orders for new inventory refills without paper or accessing internet sites to place them. This application also has a call directory with all undated information about who to contact with respect to the problem that you are experiencing. Our shipments all have locators in them so you can track on our website where the order is and expected arrival time based upon road conditions. Our purchase orders in paper or electronic format are very easy to use. We have a template for Microsoft excel and, as previously mentioned, i-Phone that just need you to enter the quantity demanded and the delivery information and the costs and taxes are automatically calculated. Upon sending the order you will receive a faxed invoice. For myself and our leadership I cannot speak but to say that our goal is and will be to help or customers achieve their greatest potential and profits because for us that means that we are doing our job. So from what I have said is there anything you object to?
    Closes<br />If you purchase a normal monthly batch of 100 of Saber Tooth Pump International power sections, which all contain the Mammoth Slayer® stator elastomer, then you will get a reduction of $2,000 off each unit price. This means you will get 100 power sections with the best stator elastomer on the market for a discounted trial price for the first purchase order as a thank you for choosing to go with Saber Tooth Pump International. If there are no more further questions I can answer then I will leave you with this purchase order already filled out and ready for filling. Thank you for your time and I will set up another appointment with your secretary if that sounds good to you.<br />Appendix<br />The appendix section will provide an overview of Saber Tooth Pump International’s information.<br />Saber Tooth Pump International Profile<br />The following is a corporate profile of Saber Tooth Pump International This profile addresses the companies background information, origin and current locations, contact information, company make up, financials, global presences, company employee demographics and competitors. <br />Profile of Saber Tooth Pump International<br />Saber Tooth International was founder by Farris Bueller, CEO and Account Executive, Joey Carl Albert Kalchbrenner Jr., CIO, VP and Director of Corporate Sales, Van Wilder, CFO CIO and Director of Corporate Purchasing and Taj Mahal Badalandabab, CTO and Director of Product Development Chicago Illinois in 2008. Since Saber Tooth Pump International is a newly founded company there isn’t much history. The competition of Saber Tooth Pump International is Robbins and Myers, Rotech Group, PV Fluids and Dyna Drill. We are a very ethnically diverse company and strives to make the best product because customer sales means more profits for us.<br />Company Details<br />The following addresses Saber Tooth Pump International location, financial, personnel, competitiveness, overcoming obstacles and leadership.<br />Location<br />
    • Chicago, Illinois - Headquarters
    • 19. Bombay, India – Principal Office
    • 20. Prague, Czech Republic – Principal Office
    • 21. London, England – Principal Office
    Corporate Contact Information<br />Saber Tooth Pump International<br />55 Frank Sinatra Dr. <br />Chicago, IL, 60304<br />Phone 773-867-5309<br />Fax 773-867-6907<br />Financial Facts<br />Saber Tooth Pump International has not made any business transactions yet and is a privately owned company. It is owned by the Farris Bueller, Joey Carl Albert Kalchbrenner Jr., Van Wilder, and Taj Mahal Badalandabab equally. The funding for product development comes from Taj Mahal Badalandabab’s connection to the Indian Government and from Van Wilder and Farris Bueller American Government connections. Both nations have given us start up R&D grants that total 20 Billion in British Pounds. <br />Personnel<br />Saber Tooth Pump International has good representative demographics that help benefit Our organization. We make up 5 nations but the six are America, Canada, India, Germany, England and Saudi Arabia. The average income of our employees is $55,500.25 per year.<br />Competitiveness<br />Schlumberger Ltd. is the largest oilfield service corporation above Halliburton, Baker Hughes International, and BJ Services. With its operations in 80 countries worldwide and net income north of $3.16 Billion Schlumberger Ltd. is a very global company that has many wells itself undrilled and contracts to drill others wells. Schlumberger’s globally diverse work force with a main Headquarters in Den Haag make them less of a foreign terrorism target as American oilfield drilling service corporations are. These are some reasons why Schlumberger Ltd. is very competitive market wise.<br />Leadership<br />Farris Bueller, CEO and Account Executive<br />Joey Carl Albert Kalchbrenner Jr., CIO, VP, and Director of Corporate Sales<br />Van Wilder, CFO, CIO and Director of Corporate Purchasing<br />Taj Mahal Badalandabab, CTO and Director of Product Development<br />5372100-133350Saber Tooth Pump International<br />-950768-1270808<br />495300089535The Mammoth Slayer® Stator The Best One Out There<br />158115076835<br />Works Cited<br />
    • "Schlumberger." Wikipedia. Wikipedia, May 2009. Web. 23 Mar 2010. http://en.wikipedia.org/wiki/Schlumberger
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