Contract Locally for Same Quality, Lower Cost

Q: How did Comincar adapt its operations and structure to survive the downturn prior to the Energy Reform?

A: PEMEX has hired our company repeatedly throughout our history. These contracts usually last two to three years. During the downturn, we were still contracted by the NOC because our maintenance services were necessary for its installations and equipment even if they were not being used. At the time, PEMEX was reluctant to give out new contracts. Instead, it extended its existing contracts up to 5 years. The truth is that we would not have made it through if we had only worked with the private sector. PEMEX was and is very important to our business.

In terms of managing our own finances and assets, we were forced to be more scrupulous with our budget. We have a lot of equipment, which costs money to maintain when sitting idle. We have been fortunate that we have had contracts every year since 2006. One or two contracts a year is not enough to cover our costs, but four of five is sufficient to be secure. During the last three years of the downturn, we worked to increase the range of services we offered to increase our income. One of the new services we developed is structural welding. We trained a team of welders and created a certification for them. Another area we grew in is preventive maintenance, and that meant teaching our staff to recognize risk factors for equipment failure.

Q: What are the demand expectations for preventive maintenance in the sector?

A: This is complicated because there is no rule that establishes when equipment needs to be replaced. PEMEX has not prioritized this area very much. For us, it is a constant battle to convince clients of the need to carry out maintenance and, if necessary, acquire new tools and machinery. If equipment is going to be used for a period of seven to 15 years, it is logical that there needs to be periodical evaluations. Aside from infrastructure and equipment, there is now more focus in the industry on environmental and safety issues. Before, companies were aware of the risks but little action was taken to mitigate them. In our case, we have acquired specialized tools that are more accurate and safer. We have also invested time in training all our employees in skills such as carrying out measurements.

Q: Apart from Ciudad del Carmen, you also have an operation in Reynosa, Tamaulipas. How are your operations divided between the two cities?

A: We started in Ciudad del Carmen and opened an office in Reynosa to service the north of the country. This was 17 years ago. The truth is that we faced many obstacles operating in Reynosa, given the issue of safety and security. Generally, in term of our businesses we found it hard to maneuver. Currently, we do not have any active projects there but we do still have our installations. All our projects are being run from our two locations: Ciudad del Carmen and our headquarters in Cardenas, Tabasco.

Q: Are clients happy for external personnel to work with their equipment?

A: There are certainly manufacturers that are afraid of training people who are not part of their company in the use of their equipment. A lot of equipment is based on older models, so they tend to be fairly easy to decipher. Sometimes, manufacturers will add certain elements like as electronic systems. If the equipment comes with clear manuals there should be no issue. Some international companies have offered training to our staff in their equipment. They even helped us develop and modify the brake system of a drawworks by replacing the conventional mechanical brake with a hydraulic disc brake system. PEMEX is generally very open to us working with its equipments, while private companies can be a bit more reluctant. Some are afraid they will not receive the guarantee on a product once it has been opened up or changed. On the other hand, it costs a lot more money for companies to fly in an employee from the manufacturer than to source someone locally to do the work.

Q: In terms of securing contracts, what is the difference between PEMEX and private companies? A: It is harder to get contracts with private companies. Normally, they ask for our services for individual jobs. For example, when they need our laser equipment to align shafts in a motor. Private companies also are more reluctant to commit to long-term contracts. Sometimes they ask us to conduct a preventive check of their equipment. Another difference with PEMEX is that it is not easy to know what international companies are planning to do. They are less transparent when it comes to their business intentions. PEMEX contracts last years with a specific budget. We would like to get more contracts with private companies.

Q: Which goals do you hope to achieve by the end of 2019?

A: Our company worked hard to get ISO 9001:2015, ISO 14001:2015 and OHSAS 18001:2007 certifications and we plan to maintain and improve our procedures. We want to continue providing training to our staff to increase their abilities. It is important to send the message that we offer quality services at a lower cost.

Comincar is a Ciudad del Carmen-based company specializing in the maintenance and repair of industrial machinery for the petroleum industry, including drilling equipment, winches and fluid control systems.