Our client was an industrial bolting company that provided anti-corrosive bolts for oil & gas applications, power generation facilities, and other harsh environments. Their unique selling proposition was a novel, proprietary bolt coating that guaranteed a longer lifespan and ensured their bolts could be removed at any time without resorting to cutting, torching, grinding, or any other time-consuming or risky removal practice. To validate their claims, the client could point to an impressive stable of testing data. Each passing day brought fresh results from a battery of evaluations that stressed their bolts to the limit of endurance. As a result, the client was the only bolting company in the market that guaranteed its product’s safe operation for five years, even in extreme service conditions.
Despite 15 years of successful operation in Mexico as a supplier of bolts for extreme environments, the client was still unknown to both the United States and the global oil & gas market. Downtime is the number one expense for facilities like offshore oil rigs, refineries, and power generation facilities. As a result, facility managers are wary of unknown or unproven technologies that have not had their risk factors evaluated in real-world conditions.
The challenge for the client was to convince both suppliers and producers in the American market that their bolts could save time, money, and lives through increased uptime and safer manufacturing processes.