Much-needed infrastructure spending being injected into the economy is expected to keep demand high over the next 5 years for drilling fluids sold into the construction market. Drilling contractors rely on local distributors for accurate stocking levels as well as technical support on drilling fluids. The drilling fluid manufacturer partners with the distributor and the contractor to provide this support system. Today, more than ever, contractors have an increased need to easily access all the new drilling fluid technologies available.
Growth opportunities exist for both distribution companies already selling drilling fluids and for companies interested in expanding their product line. Prior to my tenure at CETCO Drilling Products, I actively sold drilling fluids for over a decade through distribution to contractors. Through successes and failures over the last 20-plus years handling drilling fluids, I have learned a lot. This article will provide some tips on successfully distributing drilling fluids.