New Route to Reach Prospects in Flow Control and Treatment Applications

The sales process for air, water, liquid and gas flow control and treatment equipment can be likened to a trip using GPS with a series of zoom steps.  It is all possible because of digital technology. There was a time when the national road atlas was the major tool for a trip across country.  To find local information you had to stop and ask questions. 

This older system can be likened to the most common market approach to flow control and treatment: a general market report and a continuous flow of sales leads. The general market report is used by senior management to set the course but is not detailed enough to help set targets for individual sales people.  The deficiencies in this approach are:

·       A general report may not provide the best forecasts,

·       A report which is not continually updated is obsolete,

·       The specific relevant market segments may not follow general trends.

A general report may not provide the best forecasts.  A top-down general forecast is suspect.  McIlvaine reports contain many thousands of individual forecasts which aggregate to a general forecast.  How do you reliably determine the aggregate without determining the components? The suppliers of these general reports claim to interview the experts and analyze all the financial information.  Any expert who does not have access to all the individual forecasts is hampered in making a general forecast.

General reports typically rely on data provided by governments and associations. These sources are good for determining the past but not the future. The most useful data is very detailed.  Use of government data which assess the mining activity in each country is of questionable value compared to the use of specific coal, iron ore, bauxite, potash, copper, gold and other mineral production data. McIlvaine uses individual mineral forecasts. An approach which tries to assess the mining opportunities generally in a region without a specific breakout for each ore is flawed because mining activity varies widely depending on the ore.  Chile is a leading copper producer, whereas Canada is a leading potash producer.

A report which is not continually updated is obsolete.  The sudden drop in oil prices resulted in an immediate need to evaluate and change many flow control and treatment forecasts.  The magnitude of the drop and the remaining political uncertainties require continuous adjustment of forecasts.  It is desirable for management to set a flexible course for the year but also to make periodic adjustments in advertising, promotion and manufacturing based on revised forecasts.

The specific relevant market segments may not follow the general trends.

Flow control and treatment markets are frequently impacted by environmental or other regulations. So the general industry trends do not reflect the markets. The huge flue gas desulfurization (FGD) expenditures for pumps, valves, scrubbers, monitors and belt filters are a function of regulations which impact not only new plants but existing ones as well.

SALES LEADS: A large amount of money is spent on sales leads.  They are often too late if you are selling based on the best product rather than the lowest cost.  Since they are also provided simultaneously to competitors, the unique value is diminished.  Much of this expense can be avoided with the new McIlvaine program: Detailed Forecasting of Markets, Prospects and Projects

This program can be likened to the road trip with several zoom steps on the GPS. The first step is to identify the markets which should be prioritized. McIlvaine provides a number of standard reports on air, water, contamination and energy markets:  MARKETS

The second step is to zoom in on the most relevant markets.  Customized segmentation provides forecasts which can be used at the individual salesman level.

The next zoom step is to identify the large users and decision makers. The large oil and gas, power, cement, food and mining companies buy the majority of the flow control and treatment products. These companies should be a continuous focus for the supplier.

The final zoom step is to focus on the projects being developed by the large users, OEMs, and A/Es.  The systems to provide this data are shown at:   Databases

Utility E-Alert Tracks Billions of Dollars of New Coal-fired Power Plants on a Weekly Basis

Here are some headlines from the Utility E-Alert.

UTILITY E-ALERT

#1269 – April 22, 2016

Table of Contents

COAL – US  

§  Dominion has One Year extension for MATS Compliance at Yorktown

§  Seven US Coal-fired Power Units get 1-year extension for MATS Compliance

§  Duke Energy shuts down Wabash River Coal-fired Power Plant in Indiana

§  James De Young Power Plant Holland, Michigan stops burning Coal

COAL – WORLD

• $1.1 billion for Hwange Power Plant expansion in Zimbabwe
• Clyde Bergemann wins Two Contracts for delivery of Boiler Efficiency Equipment for Power Plant in Korea
• Turnbull Coalition Government (Australia) wants to build 1.2 GW Coal-fired Power Plant, using Climate Funds
• Parliamentary Panel gives approval for Bangladesh-India Rampal Coal-fired Power Plant
• Coal Block allotment recommended for Farhatabad Thermal Power Project
• Orion Group to set up 635 MW Coal-fired Power Plant in Bangladesh

The 41F Utility E-Alert is issued weekly and covers the coal-fired projects, regulations and other information important to the suppliers. It is $950/yr. but is included in the $3020 42EI Utility Tracking System which has data on every plant and project plus networking directories and many other features.

 McIlvaine Hot Topic Hours (HTH) and Recordings

     Explanation          Applicable Services         Schedule & Registration       Sponsored Webinars 

McIlvaine conducts periodic webinars which are in a discussion format and are free of charge to all participants. The displayed material and recordings are free to purchasers of the products and services and by subscription to others.

Format:  50-90 minute recorded discussion using McIlvaine display material. The session will be free of charge to all participants but registration is required.

Approach: There are two types of webinars. One is focused on Markets and directed to suppliers. The other is focused on aiding purchasers make the best Decisions relative to purchases of flow control and treatment equipment and services.

Markets HTH
The general overviews of the market including size and major variables will be discussed with heavy emphasis on technology and regulatory drivers.  The presentation will be based on the latest information appearing in McIlvaine multi-client reports. Questions and views from both subscribers and non-subscribers are encouraged.

Decisions HTH
McIlvaine has been publishing information systems on pollution control since 1974.  Each subject is organized by the pollutant control technology e.g. fabric filter, scrubber, etc. There are search capabilities to retrieve information on any application.  The newest addition has been slide deck systems displaying the issues and options relative to a specific applications.  Coal-fired power, cement, steel and waste combustion decision slide decks are continually updated.

The continually updated slide decks are displayed on the applicable decision system.  It is recommended that participants view the slide deck in advance of the session and be prepared with questions and views.

Value to purchasers and specifiers:  Your questions and interests will be prioritized in the discussion. You will get a monthly newsletter and have continuing access to the system and multiple ways to interface in the future along with a networking directory of suppliers.

Value to Suppliers:  You have the opportunity to provide data to be considered at no charge. If you are also a subscriber you will see the summaries in advance and be able to shed light on issues and options not properly covered in the slide deck.  If you are a subscriber you will receive the monthly newsletter and continuing yearly access to the system including networking directories.

44I Power Plant Air Quality Decisions  includes 1ABC, 3ABC, 4ABC, 9ABC decision services but not 2ABC. So those with multiple technologies and at least partial focus on power will find this combination most cost effective.

HOT TOPIC HOUR (HTH) SCHEDULE

Dates for the next 6 meetings are firm; the others will be held in sequence at approximately two week intervals.  Unforeseen developments could dictate the insertion of new subjects.

Click here to Register for the Webinars

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