Service is a concept that should help differentiate Tenaris from other companies. Making more efficient the supply chain should represent about 70% of our scope of work and our future success may depend on it. We need to understand customer needs and translate them into services and tangible benefits for the customer; if we don’t, there may be no customer to sell to. We are no longer selling a product, we are in fact selling a concept. I believe that the company of the future is one that continues to innovate and remodel its business to bring benefits for clients by increasing value without increasing costs. Tenaris should never stop innovating.

We are working on the Coral project in Malaysia, where we are supplying OCTG materials to a consortium headed by Petronas (Malaysia state-owned oil conglomerate) and involving oil majors like Shell. This project calls for a complete package with pipe management services, including pipe repair and maintenance and recycling of protectors. We are currently introducing our new TenarisBlue™ premium connection and developing Pipe Management Services for major customers, such as, Unocal in Thailand and other operators in Vietnam. Our first success with TenarisBlue™ has been with Talisman Malaysia by whom we have been contracted to supply their OCTG requirements for Phase 2 development project in Block PM3, Malaysia.

I see much potential for growth in countries like Australia, Thailand and Vietnam. If we have no presence in these countries, it means our competitors do. Thanks to our packaging service proposal and our ability to provide a one-stop contact to the client, we are in the best position to compete. Tenaris is the only mill that does alone what other mills would need two parties to perform. We are the only mill that can offer complex packaging services by outsourcing and supplying third-party materials along with Tenaris products. Other mills for example, are unable to do that and they need stockists and traders to do it for them.