Listening to our Customers part 1

january 2019

In today’s tough competitive environment, it is imperative that companies are equipped to develop innovative, engineered solutions in collaboration with customers and suppliers. Using our wide network of companies to share resources throughout the world, we are able to meet the demands of our customers by providing multiple products and solutions to meet their needs. 


In this four-part series, directors from across Trelleborg Offshore discuss how they listened to their customers’ feedback and used the information to help positively impact the company and transform the business’ local presence and global reach to deliver better function, business and sustainability for customers in the oil and gas industry.


Part one: Richard Beesley Innovation & Business Development Director at Trelleborg Offshore based in Skelmersdale, England


By leveraging our world-leading position in polymer engineering, we are able to collaborate across our Trelleborg network to share resources and knowledge around the world, which reduces the number of interfaces for our customers without reducing the variety of solutions available for each project. 


Our sales teams have been empowered and encouraged to increase customer engagement through conversations to not only identify but to also realize both short and long-term efficiencies. These conversations include topics such as product costs, performance, installation efficiencies, manufacture localization, and lifecycle management. We are working on developing our online content and design tools to allow customers to identify efficiencies in ancillaries earlier, enabling us to speed up our concept and pre-FEED studies.


In this current climate, one of the main drivers, other than cost reduction, that we found listening to our customers was to standardize and simplify our current product offering. One of the ways we implemented this change was through the development of our Standardized Buoyancy Module. This ‘off the shelf’ solution can help reduce lead times for customers. We also simplified the product so that it consists of known volumes and upthrusts, giving our customers the freedom to perform upfront engineering and option analysis, reducing the overall time needed to reach a final buoyancy solution.


Richard Beesley

Innovation & Business Development Director