The document discusses how Drager, a safety equipment manufacturer, can help oil and gas companies save money safely. It outlines three drivers increasing costs for oil and gas operators, three common things known about Drager, and three less known facts. It then describes three common problems clients face and three solutions Drager provides, like single sourcing equipment, rentals, and training. Examples are given of how Drager has saved clients money through asset management, more cost efficient designs, and acting as a single source supplier. The document promotes Drager's ability to be a one-stop shop for complete safety solutions and services.

1. How to save money. Safely.
Michail Tzouvelekis, Regional Segment Manager, Oil & Gas
Aberdeen, 17th March 2016

2. Overview
Three drivers of the Oil & Gas industry in 20161
Three things you probably know about Dräger2
Three things you probably do not know about Dräger3
Three problems some of you may be facing at the moment4
Three solutions that Dräger can provide to solve these problems5
Three examples of how we have saved our clients money. Safely6
How to save money. Safely | Michail Tzouvelekis | 17th March 20162 | 14

3. Three drivers of the Oil & Gas industry in 2016
Up until 2000, most UK North Sea operating
fields had average unit lifting costs of GBP
£3–5 per barrel, while average development
costs were GBP £4–5
The UKCS has suffered from huge cost
inflation over the last 15 years
This was not sustainable with Brent trading
at USD $100 per barrel, and it is even less
so today with oil at USD $30–40
Operators and contractors are looking for:
1. Standardization and simplification
2. Efficiency
3. An end to poor purchasing practices
Offshore operations need to become
more efficient without compromising safety
How to save money. Safely | Michail Tzouvelekis | 17th March 20163 | 14

4. Three things you probably know about Dräger
We manufacture portable
and fixed gas detectors
We manufacture BA and
escape sets
We have a dedicated service
and training centre in
Aberdeen
How to save money. Safely | Michail Tzouvelekis | 17th March 20164 | 14

5. Three things you probably do not know about Dräger
We are the only safety equipment manufacturer which provides training:
Safety training courses (e.g. H2S awareness, platform leg entry)
And how to use and maintain our products
And how to use third party products
And bespoke courses for your unique requirements
We can provide a complete safety solution, including:
FRS products (such as life jackets, fire extinguishers, storage cabinets and life
rafts)
And related services (such as maintenance, repair, rental and training)
We manufacture alcohol and drug impairment detection devices
Including the just-launched DrugCheck 3000, for ready-to-use on-the-spot oral
sample (saliva) testing for five substance classes simultaneously: cocaine,
opiates, amphetamine, methamphetamine, and cannabis
How to save money. Safely | Michail Tzouvelekis | 17th March 20165 | 14

6. Three problems some of you may be facing at the moment
You have many different suppliers across your installations or company
locations, and hence many people to manage and calls to make
1
You can’t afford to purchase new safety equipment and the old devices
are failing
2
Every time you buy new equipment you have to wait and coordinate
training for your people
3
How to save money. Safely | Michail Tzouvelekis | 17th March 20166 | 14

7. Three solutions that Dräger can provide to solve these
problems
Single-source safety equipment service and/or replacement (Dräger
and third party products)
1
Rental, lease/purchase, flexible hire, and MES (managed equipment
solutions)
2
One-stop-shop for training safety equipment users, trainers and
maintenance staff
3
How to save money. Safely | Michail Tzouvelekis | 17th March 20167 | 14

8. How we saved a client money (1): Asset management,
maintenance, certification, and replacement
We have installed and operate a safety
shop within a major operator’s UK oil
terminal. This enables us to track and
monitor the maintenance of all their
safety equipment and has delivered clear
cost savings across the board. According
to our client’s own figures, they are now
spending GBP £350,000 per year on
safety equipment at that site, down from
GBP £500,000 ─ saving GBP £150,000
each year
Dräger manages the complete
Firefighting, Rescue, and Safety
equipment portfolio on board of all the
survey vessels for a major global port
authority. Our asset management system
resulted in reducing the total amount of
invoices from 200 to 8 per annum
How to save money. Safely | Michail Tzouvelekis | 17th March 20168 | 14

9. How we saved a client money (2): Cost efficiency by design
Our GasSecure SIL2-approved IR wireless gas detection system was installed on a mature platform of a large
Norwegian operator. The reduced installation scope (no need of rewiring, minimized use of scaffolding, reduced
overall power demand on platform) resulted in a 90% reduction in installation time and at least a 60% reduction
in total system costs
We have been awarded a global framework agreement with a super-major operator for the provision of portable
gas detection equipment. We were successful because we demonstrated that our equipment was reliable and cost
efficient (providing savings on calibration and bump test gas, with sensors having an expected lifetime of over 5
years). This was about total cost of ownership, not just lowest purchase price
The revolutionary Dräger composite fire extinguisher reduces weight, maintenance cost, and environmental impact
whilst increasing the usable life of the fire extinguisher
How to save money. Safely | Michail Tzouvelekis | 17th March 20169 | 14

10. How we saved a client money (3): Single source supplier
Storage cabinets 4
We’re currently the single source
provider to a super-major operator for
delivering over EUR €3,000,000 worth
of Firefighting, Rescue, and Safety
equipment for their latest greenfield
project in the Norwegian sector
Fire 1
Fire extinguishing
systems
Fire extinguishers
and hoses
Firefighter’s outfits and
accessories
Rescue 2
Helicopter rescue
Lifejackets and survival
suits, lifebuoys, and
lights
Escape equipment
Safety 3
Respiratory protection
and gas detection
equipment
Safety showers
Fall protection
How to save money. Safely | Michail Tzouvelekis | 17th March 201610 | 14

11. Dräger Marine and Offshore in Aberdeen
Complete safety solution provider
Fire fighting and
hazmat control
Protection and
detection for working
offshore
Provision and
service of Fire,
Rescue, and Safety
equipment
Training and
competence
Escape situations
and airline systems
Design, installation,
commissioning,
and service of
stationary
fire and gas
detection systems
Asset management
and equipment
rental
Drug and alcohol
detection
How to save money. Safely | Michail Tzouvelekis | 17th March 201611 | 14

12. Dräger can be Aberdeen’s cost effective, one-
stop-shop complete safety solution provider
(including flexible hire options) for all protection
and detection equipment, fire rescue, safety,
and lifesaving products, and also related
services (such as maintenance, repair, and
training)
Dräger can provide safety services which are
best facilitated by a third party, to show
auditable independence and compliance, and
ultimately train your core personnel to be more
self-sufficient
We can also work with an incentive-based
agreement with tailored KPIs:
FTFR (First Time Fix Rate)
CTOR (Completion Time Of Repair)
CTOM (Completion Time Of Maintenance)
Our value proposition
We are committed to Aberdeen and supporting you
One-stop-shop complete solution
provider
We can save you money. Safely!
RentalMaintenance and
repair
Asset managementTraining
Products
Protection and
detection
FRS
How to save money. Safely | Michail Tzouvelekis | 17th March 201612 | 14

13. Where to find us around the North Sea
Norway Kanalveien 8
4033 Stavanger
Tel: +47 4140 2400
Email: safety.no@draeger.com
Netherlands Beurtschipperstraat 1
3194 DK Hoogvliet
Rotterdam
Tel: +311 0295 2740
Email: sales-mo.sd.nl@draeger.com
United Kingdom Units 1 and 2 Tern Place
Denmore Road Industrial Estate
Bridge of Don, Aberdeen, AB23 8JX
Tel: +44 1224 7015 69
Email: aberdeensales.uk@draeger.com
Denmark Lyskaer 9
2730 Herlev
Tel: +45 4450 0000
Email: draeger-safety.dk@draeger.com
How to save money. Safely | Michail Tzouvelekis | 17th March 201613 | 14

14. Thank you for
your attention.
Michail Tzouvelekis
Regional Segment Manager, Oil & Gas
michail.tzouvelekis@draeger.com
+44 (0) 7739 860227
Find out more by visiting:
http://www.draeger.com/sites/en_uk/Pages/Oil-Gas-Industry/Upstream.aspx