Record All Your Power Point Sales Presentations

McIlvaine is creating a digital route for critical decision making.  It involves LinkedIn discussion groups and webinars where subjects are debated. It includes intelligence systems with case histories and white papers. An important component is the recorded presentation with the same informality but insightful knowledge which your sales people routinely display.  McIlvaine InterWebviews™ are posted in the Global Decisions Orchard, on YouTube and can be linked from your website.  They are important components in the digital decision systems.

What is important is to create a recording to answer the questions your prospect needs to hear before moving forward with you.  The discussion atmosphere created by the McIlvaine host responding to a focused presentation is invaluable. Your sales people spend thousands of dollars in preparation and travel just to make this type of presentation to one customer. The InterWebview™ is a way to permanently leverage this investment.

Informality is winning the day.  The polished corporate brochure is being replaced by the power point presentations being prepared by sales and application engineers.  Your customers are spending a good part of the day viewing text messages with abbreviated words and emails that come directly from the originator and not through a secretary.

This same informality can be applied to your recorded presentations.  Let the sales engineer prepare the power points and make the presentation.  This low-cost approach allows you to make 20 recordings for the price of one polished advertising agency version.  The credibility of an engineer who knows his product rather than a professional presenter resonates with the viewer.

The presentation, prepared in English, can be revised and delivered by a sales person speaking in another language.  Check out the CBI presentation  “Mercury in Mandarin” at  InterWebviews™.   

As part of the major McIlvaine initiative to build the digital decision systems, we are offering a steeply discounted rate on all InterWebviews™ for the next three months.  The cost will be only $40/minute with a minimum of 15 minutes, so this is only $600.  We recommend short-focused presentations.  This allows you to create recordings for each product in each application in each major language.

For more information on InterWebviews™ contact Bob McIlvaine at 847-784-0012 ext. 112 or rmcilvaine@mcilvainecompany.com.

Largest Revenue Generation in the World FGD Market Will Be in the Aftermarket

The market for flue gas desulfurization (FGD) systems, components and services will grow over the next eight years despite the environmental initiatives to reduce coal-fired power generation.  This is the latest forecast in N027 FGD Market and Strategies.  The Trump Administration will not be able to reverse the movement away from coal in the U.S.  The main reason will be the continued low cost of natural gas. However, Asia will continue to build coal-fired power plants.  As a result, by 2025 Asia will have a coal-fired power capacity three times larger than that of Europe and the U.S. at their peaks.

In 2008, the U.S. was winding up a big FGD retrofit program and China was in the middle of a combined FGD retrofit and new coal-fired power plant expansion. Thus, the market for new systems was over $10 billion.

Due to the abrasive and corrosive slurries, high temperatures and sheer size of the FGD systems and components, the market for replacement parts, repair and service is substantial   Since most coal-fired power plants around the world cannot continue to operate when SO₂ levels exceed requirements, there is a big investment in operation and maintenance. 

Smart valves, pumps and fans are increasingly combined with software programs to provide remote operation of plants.  As a result, a big market is developing for third parties to support the operations or even take over the operations of the systems.  The first such example was in the 1990s when an Indiana power plant contracted with Mitsubishi and Air Products & Chemicals for a BOO system.

The opportunity to offer BOO systems and generate revenues from byproduct sales will be expanding.  In the past, suppliers have offered to supply BOO systems and to generate revenues from the supply of ammonium sulfate.  Byproduct gypsum is only a fraction of the value of ammonium sulfate.  The biggest opportunity is the potential extraction of rare earths.  A two-stage scrubbing system is likely to provide the lowest cost process to extract rare earths from flyash and at the same time generate hydrochloric and sulfuric acid.

For more information on N027 FGD Market and Strategies, click on:  http://home.mcilvainecompany.com/index.php/markets/2-uncategorised/107-n027.

Who Should Purchase GE Water?

Hundreds of companies in the water business as well as private investors will be considering the purchase of GE Water. The first conclusion in a cursory review will be that this is a group of individual companies which operate independently and are not necessarily in the same markets.  There are companies selling systems and major components, small components, instruments and consumables such as treatment chemicals.

The management of these businesses is challenging because of their diversity.  The way you manage an effort to supply $50 cartridges is totally different than the way you manage an effort to sell knowledge which is bundled into the price of formulated chemicals. The management of a company which sells complete zero liquid discharge (ZLD) systems requires skills not required in some of the other businesses.

Danaher has been mentioned in the media as a potential purchaser.  Their recent Pall acquisition has made Danaher a major player in pharmaceutical and chemical industry filtration.  GE Water is focused more on power, oil and gas, refining and to a lesser degree on various water-related purification.  So, the industry alignment is complimentary.

Xylem has grown the test segment of its transport, treat and test efforts. Its instrumentation or test business is mostly in municipal water and wastewater and compliments the GE instrumentation applications.

Other water chemical formulators such as Ecolab and Solenis and basic water chemical suppliers such BASF and Kemira are also potential purchasers.

Any of the large companies in the air, water, liquid, gas flow and treat businesses with an industry total revenue of $323 billion are potential purchasers.

* includes vacuum bags and face masks as well as HVAC

The GE water treatment chemicals business is of greater value as the percentage reduction of end user knowledge to total knowledge continues to shrink.  The formulated chemicals business is more problem solving with the right combination rather than sale of a product.  Knowledge of the applications is critical.  With the development of the smart sensors, the formulators can become remote operators or continuous advisors rather than just offering periodic advice as part of the chemical sale. Will potential investors fully recognize this opportunity?   If they do, the potential buyer will be one who can best leverage this very large potential.  The expertise in the use of chemicals along with filtration, valves, pumps, etc. will all create a very large remote advice, operations and preventive maintenance revenue opportunity.

The various relevant market reports for an evaluation of this opportunity are shown at:  Markets

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

#1301 - December 9, 2016

Table of Contents

COAL - US

• How Much will the Climate Change Program differ in the New Administration?
• Hamon Research-Cottrell achieves "In-Service" of the First ReACT Multi-Emission Scrubber in the US

COAL - WORLD

• Coal Fired Power should be Part of the Future Mix in India says WCA
• Successive Full-Turnkey Orders Received for Integrated Coal Gasification Combined-Cycle Power Plants in Fukushima Prefecture
• Commercial Operations of High Efficiency AQCS Systems Begin at China Huadian Zouxian Coal-fired Power Plant
• BHEL commissions 660 MW Supercritical Thermal Unit in Uttar Pradesh
• Palm Concepcion Inaugurates $280 Million Coal Plant to Boost Visayas Power Supply
• Bharat Heavy Electricals Limited (BHEL) has commissioned a 93 MW Steam Turbine-Based Captive Power Plant (CPP) at Hazira in Gujarat
• Ducon Enters an Agreement with Wienerberger India for a Dry FGD System

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.

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Bob McIlvaine
President
847-784-0012 ext. 112
rmcilvaine@mcilvainecompany.com
www.mcilvainecompany.com