Blog · Coverage and territory · Oil and gas services
The ten questions a vice president of sales at an oilfield services company puts to the basin managers, which operators are drilling most where we are least, is our operator name mapping complete, what is fleet utilisation by class and basin, which operators cut rental days while their rigs held, which idle equipment could move to a short basin, what is revenue per rig against the operators we serve fully, which operator contracts recompete when, which basin teams cover their operators, what is share of the operator's wallet by service line, and what changed, each with the table from the ledger, the activity feed, the rental ledger and the fleet register, and the answer to send back.
An oilfield services VP of sales asks the basin managers about coverage and hears operator counts. The ledger, the activity feed, the rental ledger and the fleet register hold the rigs, the revenue and the equipment as tables. This guide is the ten questions, the tables, and the answer to send back.
| # | The question | The table | Identity | Send back |
|---|---|---|---|---|
| 1 | Is the operator mapping complete? | Ledger operators with no activity record; activity operators with no ledger match | Every operator mapped or listed | Coverage on the mapped subset |
| 2 | Which operators drill most where we are least? | Activity-weighted coverage; operators by rigs and revenue; gap at revenue per rig norm | Revenue sums per basin | Coverage by count |
| 3 | What is fleet utilisation? | Rental days over available, by class and basin; maintenance and transit excluded | Rental days × rate = invoiced | Fleet manager's estimate |
| 4 | Which operators cut rentals while rigs held? | Rental days trend beside rig count trend, per operator | Same as 3 | Rental revenue by operator |
| 5 | What idle equipment could move? | Idle units in a surplus basin against demand in a short one; value at stated assumptions | Same as 3 | Basin reports separately |
| 6 | What is revenue per rig where we serve fully? | Norm per basin and service line from fully-served operators | Same as 2 | External benchmark |
| 7 | Which contracts recompete when? | Recompete calendar with utilisation and activity logged | Contracts in one state | Dates |
| 8 | Which basin teams cover their operators? | Coverage at cadence per basin team, weighted by rigs | Assigned operators sum | Meeting counts |
| 9 | What is wallet share by service line? | Share per operator per line against the norm | Line revenue sums | Operator revenue total |
| 10 | What changed? | The movements page | Every line cites | Narrative |
VP: Where are we least covered where they drill most? Response: Basin North: 67 percent of operators, 36 percent of rigs. Operator 2207 runs fourteen rigs, a tenth of the basin, and has never bought from us; $4.2m at the revenue-per-rig norm. Table 2, after the mapping check passed. Table 1. VP: And the fleet there? Response: Class A pumps at 92 percent in North, 41 in South; twenty units idle in South worth a stated figure a month in North. Tables 3 and 5. VP: Who cut us? Response: Operator 4471 halved rental days with rigs flat: lost share. Operator 9034 halved both: activity fell. Only one is a sales call. Table 4.
Three tables, one basin, one operator worth calling and twenty units worth moving.
Coverage by operator count. Two thirds covered; a third of the rigs.
Names unmapped. The largest operator twice, under two spellings.
Utilisation estimated. Not reconciled to revenue; optimistic.
Rental trend without rig trend. Every operator in a downturn looks like lost share.
Covirage produces the ten tables from the ledger, the activity feed, the rental ledger, the fleet register and the contract register, with the mapping check first. The oil and gas page describes the setup, and the activity-weighted coverage guide covers the second table.
The operator name mapping, because activity data names operators one way and the ledger another, and every basin table is computed on the join. A mapping that misses the largest operator under a second spelling produces a coverage figure that is confidently wrong.
Activity-weighted coverage, the lost-share test and revenue per rig do; they are the public rig or permit data joined to the ledger on the mapped operator. Utilisation, redeployment and the recompete calendar come from the rental ledger, the fleet register and the contract register.
Operators' revenue per basin sums to the ledger; rental days times rate equals invoiced rental revenue; every operator in the ledger has an activity record or is listed unmapped. A coverage figure by operator count where two thirds of operators run a third of the rigs is sent back.