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NCE Subsea Breakfast Seminar OTC 2011

CAMERON GoM Subsea Activities ­ How to Qualify as a Supplier

3rd May 2011

CAMERON Overview Engaging the Right Business Unit / Project / Product Group / Plant Getting on th C G tti the Cameron AVL & Bidd Bidders List Li t Developing "Special" Relationships

CAMERON Overview Engaging the Right Business Unit / Project / Product Group / Plant Getting on th C G tti the Cameron AVL & Bidd Bidders List Li t Developing "Special" Relationships

Cameron is a leading provider of flow equipment products, systems and services to worldwide oil, gas and process industries.

­ 177 years continuous history ­ Headquartered in Houston TX Houston, ­ $ 8+ billion in annual orders ­ 19,000 + employees ­ 270 + locations worldwide ­ 50 + strong p g product brands ­ More information at www.c-a-m.com

Cameron is a leading provider of flow equipment products, systems and services to worldwide oil, gas and process industries.

Cameron's global network ­ sales, engineering, manufacturing and aftermarket service

Cameron Revenues vs. Orders ($ millions)

$8 000 $7 000 $6 000 $5 000 $4 000 $3 000 $2 000 $1 000 $0 2003 2004 2005 2006 2007 2008 2009 2010

Revenues Orders

Compound annual growth rates, 2003-2010 ­ Revenues 21%; Orders 18% p g , ;

Cameron Revenues ­ 2010

Drilling & Production Systems Valves & Measurement Process & Compression Systems

Distributed Reciprocating Measurement Surface Process Systems Engineered Process Centrifugal

Drilling

Flow Control

Surface Subsea

Subsea $200 million Exploration/Development/Production $400 million $800 million

Transportation/Refining/LNG

Industrial

Broad Array of Products

Ca e o offers u suite of products a d se ces t e Cameron o e s a full su te o p oducts and services to the deepwater drilling, production and processing segments of the industry.

CAMERON Overview Engaging the Right Business Unit / Project / Product Group / Plant Getting on th C G tti the Cameron AVL & Bidd Bidders List Li t Developing "Special" Relationships

Cameron Divisions · Process & Compression Systems · Valves & Measurement · Drilling & Productions Systems (DPS):

­ Drilling Systems g y

· Riser Systems · BOP Stacks · Control Systems

­ Subsea Systems

· Controls · Connectors · Intervention · Manifolds · Subsea Processing · Trees

Drilling Equipment Market Opportunities

New safety and equipment requirements, including new BOP equipment, retrofit opportunities, upgrade and inspection of BOPs and BOP controls.

Cameron's Market Share of Offshore Rig Fleet

Jack-ups (506) Semis & Drillships (267)

Cameron 54%

Cameron 46%

Drilling Aftermarket Sales ($ mm)

$400 $350 $300 $ $250 $200 $150 $100 $50 $0 2003 2004 2005 2006 2007 2008 2009 2010

DRILLING SYSTEM

RISER SYSTEM

BOP STACK

CONTROLS SYSTEM

Houston TX

Joint Related Items

Berwick LA Beziers, France

Riser Accessories Double BOP

Berwick LA

Flex Joint

Houston TX

Subsea BOP Control POD

Buoyancy Flange

T Joint Assy Gimble Assy

Single BOP Annular BOP Collet Connector

Stack Frame LMPR Frame

HPU/Mixing Skid Modular

Mux Reel And Cable

Main & Aux Pipe

Tension Ring

Coflex Hose Riser Adapter Termination Spool T E t Guideline Top Entry G id li

Subsea Accumulators

Fab + Assy

Spider Assy

Accoustc Control System

Cl Clamp

Fill UP Valves V l

Hot Line Hose Reel & Hose

Bolts, Pins & Boxes

HYD Run Tool

Surface Accumulator Rack

Procurement: James Klahr (Tools) Emmet Bargraser (Risers) g ( ) Engineering: Bill Puccio

Procurement: Jean Marc Ichanjou j Engineering: John Corkhill

Procurement: Kim Cirard

Procurement: John Wilson

Engineering: Matt Givens

Engineering: Edward Gaude

Subsea Tree Bookings

Industry total; Actual/Forecast 2003-2012

600 500 400 300 200 100 0

2003 2004 2005 2006 2007 2008 2009 2010 2011 2012

Forecast (Mean case, Nov. 2010) ( , ) Actual

Reflects Quest's mean case forecasts for 2011-2012 Quest s

Source: Quest Offshore Resources, Inc.

Organizational Structure & Responsibilities

· Manage Projects · Develop Products · Manufacture Equipment

Subsea Structure - Layers

Project Layer · Groups: ­ Sales, Tendering, Systems Engineering, ­ Project Teams, Aftermarket · Activities: ­ Project Management ­ Project Controls ­ Project Engineering ­ Client Interface

Subsea Structure - Layers

Product Layer · Groups: ­ Trees, Manifolds, Controls, ­ Connectors, Intervention, Subsea Processing · Activities: ­ Package Tendering ­ Package Project Management ­ Package Lead Engineering ­ Subcontract Technical Expertise

Subsea Structure - Layers

Plant Layer · Cameron Manufacturing Groups: ­ Leeds, Celle, Taubate, Berwick, CIMS, ­ Luanda, Other Local In-Country · Activities: ­ Manufacturing ­ Testing ­ Shipping & Logistics ­ Procurement

Suppliers

Major Drilling Systems & Subsea Systems Sites

ABERDEEN BEZIERS

LEEDS

CELLE

HOUSTON HOUSTON

BERWICK BERWICK

MALASYIA NIGERA

ANGOLA MELBORNE BRAZIL

CAMERON Overview Engaging the Right Business Unit / Project / Product Group / Plant Getting on th C G tti the Cameron AVL & Bidd Bidders List Li t Developing "Special" Relationships

Getting on Cameron AVL & Bidders List

Cameron AVL · Identify a need of Cameron or Cameron's Clients: ­ Engage the appropriate Procurement & Engineering Personnel (Commercial & Technical) ­ Initial Supplier Qualification (NDA, Supplier Questionnaires, 3rd Party Certifications, etc.) ­ Audit(s) ­ Quality, Technical, HSSE, etc. ­ Classification of Supplier (Risk Assessment) ­ Level of Qualification ­ Test requirements, first article inspection, etc. ­ Initial Order & Final release on Cameron AVL · On-going A O i Assessment ­ f example, on ti t for l time delivery and quality performance. d li d lit f

Bidders List ­ specific to a given project or based on preferred supplier relationships · · · Engage Cameron Client's directly (ExxonMobil, Total, Shell, BP, etc.) ­ Client AVL Engage Tendering Team & Appropriate Product Group(s) & Plants Develop Senior Management Relationships

CAMERON Overview Engaging the Right Business Unit / Project / Product Group / Plant Getting on th C G tti the Cameron AVL & Bidd Bidders List Li t Developing "Special" Relationships

Developing Special Relationships

Technology Based Agreements · Identify a need of Cameron or future opportunity: ­ Examples · Penetrators · Solenoid Valves · Hydraquads · Cameron DCTM System (All Electric Tree) ­ "skunk-works" project · CAMFORCETM Subsea Processing S t S b P i Systems ­ j i t venture with C ti W i ht EMD joint t ith Curtiss-Wright Commercial Based Agreements · · Newly appointed Global Strategic Sourcing Manager Focus at the Product Group Level, not Project or Plant Level

Questions?

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