Fifty thousand companies purchase 90 percent of the combust, flow, and treat equipment and services. Large purchasers such as BASF and Arcelor Mittal are centralizing purchasing, remotely monitoring CFT components, and using data analytics to determine lowest total cost of ownership. One company just announced an IIoT program for 450 plants around the world. Ninety-nine percent of all CFT components and services are sold to companies which have purchased these components previously. Most purchases are replacements, repairs, or part of previously announced expansion plans. The successful sale of high performance CFT components starts long before a request for quotation. Therefore a sales program focused on the specific prospects rather than current intelligence is the successful route. The program involves the following steps: Identify the prospects precisely Segment and prioritize the prospects Forecast the projected annual purchases for those companies which will spend enough to justify the effort Become knowledgeable about the customer processes which use the CFT products Prepare a total cost of ownership analysis for each product Continuously validate the lowest total cost of ownership (LTCOV) Numerical identification of the prospects for a CRM program is very important. Chinese and Japanese companies are identified by characters which result in variations in English phonetic equivalents. Chinese companies typically are identified with a city name prefix. McIlvaine has prepared a database with numerical identification of many thousands of companies. Here are some of the companies showing up under Beijing.

Click Here For Complete News Release Text

• Market

• News Release