How to use
the Hub
The goal is
to increase supplier EBITDA while reducing costs for purchasers. This is
achieved by applying the best solutions to the purchaser’s needs. This entails
The role of
the Mcilvaine Company is to act as a catalyst to help suppliers determine the
niches where they can provide the best solution and help them communicate their
value propositions to prospects.
It is
essential that both supplier and purchaser have some idea of the size of the sub
niche which covers the purchaser’s needs.
If his needs are the same as others, he does not have to compromise his
goals due to the cost of customization. Also, the optimum niche may be a
package. e.g., product plus instrumentation and this needs to be quantified.
So even
though the specific Mcilvaine niche forecasts are confidential and are funded by
supplier clients, generalized analyses can be made available to the purchasers.
For example, the market for a prepackaged skid with filters, pumps,
valves, piping and instrumentation may be the focus of the best value
proposition.
This Hub is
utilizing research to further the productivity of the industry but relying on
the funding of individual supplier clients.
The question
of why lots of valuable information can be accessed by competitors as well as
clients and purchasers is answered by the reality that the best value
proposition is a relative one and needs to take into account the competition.
The Mcilvaine
catalyst role includes working with the media to communicate facts and factors
which are the basis for value propositions. Mcilvaine has provided feature
articles on “True Costs” in every issue of International Filtration News
in recent years. Articles appear in each issue of Valve World Americas,
Pump Engineer, Hose & Coupling World, and Stainless Steel World
Americas. Past articles in these magazines plus articles appearing elsewhere
are available directly on the Hub.
A
representative Value Propositions Database has brief value propositions for many
companies.
A supplier
funded Value Proposition database has detailed analyses submitted by Mcilvaine
Clients.
An exhibitor
database indicates potential choices for purchasers and competition for
suppliers.
An
acquisition database tracks the important changes in ownership which are shaping
the AWE industry.