Flow Control and Treatment Companies will benefit from a Digital Crystal Ball
The digital age has created the ability to make fortune telling a reality. The
real life version of a crystal ball is the wealth of information available to
predict markets, projects and identify decision makers. This information can be
used to change the way flow control and treatment products are marketed.
Long range purchasing plans can be determined by an organized analysis of
information which can be obtained directly from available documents or through
individuals who have specific insights.
Minutes of municipality meetings documenting engineering study authorization
Consultant reports advising course of action for companies under public scrutiny
Permit applications for construction or upgrading
Submittals to the World Bank and other lending institutions
Five Year Plans for China and other countries
Recent and pending regulations which will impact the market
LinkedIn, blogs and various online groups with willing volunteers of information
Google and other search engines
The local salesman can make a call on a municipal wastewater treatment plant but
would be unlikely to provide the same value gained from the directors meeting
minutes which outline the failure of the competitors equipment and his proposal
to fix it.
The power plant modification permit request which details the cost and
performance of various options provides the needed insights on product and
timing for a potential supplier.
One way suppliers take advantage of the availability of information is to
purchase sales leads. Typically the company spends lots of money on these leads
and not on market research. In one sense, the leads are the market research. In
fact, published studies purport to link the number of sales leads to the size of
future markets.
This approach has a number of undesirable aspects:
1. The large expenditure for sales leads draws funds away from critical market
research.
2. Sales leads are not qualified. High margins and order conversion result from
picking and choosing projects.
3. Since the sales lead is also being viewed by the competitors, there will be
pricing pressure and lower success rates.
4. The timing of sales leads is often right if you are selling a commodity, but
if you are selling based on your product differentiation, you are too late.
5. Many companies have distributors and representatives who are being paid to
uncover leads. Sales lead expense is justified based on evaluating distributor
performance rather than on boosting sales.
If you are selling a commodity, product and price is the basis of success then
the sales lead route is probably still the best option. But, if you sell a
product based on lowest cost of ownership and not initial price, then you should
consider a whole new route using the digital crystal ball.
Detailed Forecasting of Markets, Prospects and Projects
is your digital crystal ball because:
1. Forecasts can be provided for the precise product at the State and province
level.
2. Project alerts provide the time to convince the customer to consider total
cost of ownership and to issue bid specifications accordingly.
3. The large end users, OEMs, and AEs are identified. Since they purchase more
than 50 percent of the flow control and treatment equipment, the focus on them
is critical.
4. The opportunity to connect with the end user through white papers and
webinars improves the margin and success potential.
5. The ability to demonstrate lowest cost of ownership is the secret to success
in the global market.
For more information on this program contact Bob McIlvaine 847-784-0012 ext. 112
rmcilvaine@mcilvainecompany.com
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
#1267 April 8, 2016
Table of Contents
COAL US
Hearing underway on OG&E Application for Coal Scrubbers at Sooner Power Plant
PacifiCorp expects to close Naughton Unit 3 at End of 2017
[Native Advertisement]COAL WORLD
Public Forum held by EPA and Volta River Authority on Coal-fired Power Plant
at Ekumfi, Ghana
Two Turbines for Coal-fired Power Plant in Punta Catalina, Bina, Santo
Domingo, Dominican Republic
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.
Applicable Services for Hot Topic Hours**
Pollutant
Industry Fabric Filter
(1ABC) Scrubber
(2ABC) Precipitator
(4ABC) FGD & DeNOx
(3ABC) Air Pollution
Monitoring
(9ABC) Gas
Turbine
Decisions
Mercury
February
11, 2016 Coal X X
WTE X X X
Sewage X X X
Cement X X
Natural Gas*
DeNOx
March 24, 2016 Coal X X
Incineration X X
Steel X X
Cement X X
Diesel*
Gas Turbine X X
Hot Gas
Filtration Coal X X X X
WTE X X X X
Cement X X X X
Steel X X X X
Incineration X X X X
Coal Gas X X X
GT Intake X
FGD and Acid Gas
June 16, 2016 Coal X X
Sewage X X
WTE X X
Cement X X
Steel X X
*Included in custom system
** Many of the decision guides also are displayed in the relevant market
reports. Power Plant Air Quality Decisions includes 1ABC, 3ABC, 4ABC, 9ABC
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.
DATE SUBJECT
April 21, 2016
Decisions Hot Gas Filtration - Issue and Option for particulate capture. in coal
fired power, cement, steel, and waste incineration. Click Here to Register
June 16, 2016
Decisions FGD and Acid Gas Separation - Issue and options for SO2 and other acid
gas separation from coal fired power, cement, steel, and waste incineration
plants. Click Here to Register
TBA
Markets Desalination - Thermal vs. Membrane; energy recovery, pump, valve,
compressor and chemicals options; power/desalination combinations.
TBA
Markets Oil, Gas, Refining - Supply and demand; impact on flow control and
treatment products; regional impacts e.g. subsea in North Atlantic vs. shale in
the US vs. Oil Sands in Canada.
TBA
Markets Food - Analysis of 12 separate applications within food and beverage
with analysis of valve, pump, compressor, filter, analyzer and chemical options;
impact of new technologies such as forward osmosis.
TBA
Markets Municipal Wastewater - Quality of pumps, valves, filters, and analyzers
in Chinese and Asian plants; new pollutant challenges; water purification for
reuse.
TBA
Markets Mobile Emissions - Reduction in CO, VOCs, and particulate in fuels,
oils, and air used in on and off road vehicles; impact of RDE and failure of NOx
traps and the crisis in Europe created by the focus on diesels.
Click here to Register for the Webinars
Sponsored Webinars allow suppliers to take advantage of all the valuable
information on their power point presentations. Click here for details
Hot Topic Hour Recordings
See and hear recordings of past Hot Topic Hours (Free for subscribers, $95.00
for non-subscribers)
Chronological
Order Now!
Free Sponsored Webinars
Albemarle - Cement MACT
AMC Power
Aquatech
GE - Mercury Capture
Honeywell
NVISTA
Midwesco - Bagfilter Performance Analyzer
Neundorfer
Pavilion
Sick Maihak - Cement MACT
Tekran Instruments - Cement MACT
----------
You can register for our free McIlvaine Newsletters at:
http://home.mcilvainecompany.com/index.php?option=com_rsform&formId=5
Bob McIlvaine
President
847-784-0012 ext 112
rmcilvaine@mcilvainecompany.com
www.mcilvainecompany.com