How to Sell Multi Feature Drilling Rigs at Standard Costs

“We never shy away from a new design because that’s what keeps things interesting, and that’s how our company has grown. We’re constantly asking ourselves, ‘well what about this? Can it do this?’ And then we make it do that (laughs).”

That’s Callum Mee from Dando Drilling International. I’ve been speaking with Callum for the last couple weeks about Brexit, Dando’s evolution as a company, and their brand new MK 2 Dando Terrier.

Read part 1

Read part 2

Here’s the final piece of our interview.

Kelvin: Last week we were talking about keeping costs down on the new Terrier Mk 2 while also ensuring it’s capable of pretty much anything. How do you plan to accomplish that?

Callum: The new rig comes with the ability to add or subtract components as you see fit.

So as you can imagine, there’s a lot of thought when a customer purchases the rig because they have so many options. As a salesmen it makes the job more interesting. juggling the options. We were selling a lot of different rigs and the terrier was 14 years old, so we thought the 15 year mark was a good time to evolve and modify it with new technology and features. We’re bringing it into the current age with new components, technology, and abilities. We wanted to build a rig that gave us and our customers as much flexibility as possible.

And so the MK 2 was launched with several new key features, one of the coolest of which is the ability for the customers to retrofit it with other options down the road. Hydraulic stabilizing legs, the rig will already have that capability. SPT casing will be standard, lever casing – these are elements the customer can retrofit themselves in the field or wherever they are in the world. People can use the rig as is and they can add new things, so they can maximize their budgets and purchase new attachments as required.

I feel like, mix and match drilling rigs – I feel like this isn’t a standard way of doing things. Is Dando blazing a trail for other OEM’s?

I think it’s just the path we’ve taken; this is how we’ve responded to challenges in the field, these are the solutions we’ve come up with. We’ve always dealt with customers directly and maintained our flexibility. A lot of big companies will come up with the best product they can and feel it’s perfect and leave it. That works fine, but we’ve taken a different approach. Every customer is different. It’s a commercial tool. Jobs are different, applications are different. Having all those options available to us makes things easier for everyone.

The terrier will be more user friendly than ever. This is where things are going, so I suppose we’re being progressive. We want to make life easier. Little examples, there will be easy-to-follow decals and signage demonstrating components that could be added down the road, so you know where to go next. Sort of like a puzzle, but the original pieces include a diagram to finish the rest of the picture.

So the best kind of puzzle.

(Laughs) Yes, I suppose so. The terrier allows customization down the road after the initial purchase. Some people just want a stripped down drive system and they’re fine with that, but some want to get more out of it.

Our standard line has grown so much over the past decade, but the idea now is to build upon what we’ve got. The terriers, the multi tech rigs, we’ve got all these new models, new sizes, the IBEC slope climbing rig we’ve introduced in recent years – we’ve got everything we need for right now, and it’s the perfect time to really perfect what we’ve got.

Perfecting what you’ve already got can certainly take you a lot further into the future, right?

Right. There’s always changes and challenges to come, but as we come out of this period we want to be in the strongest position possible. And with the new terrier, so far so good.

The new Dando Terrier Mk 2 has something for everyone, and we’re proud to contribute to its success here at Viking. Thanks so much to Callum for the time.

Happy drilling everybody!

See all the awesome features of the Mk2 Dando Terrier.