WELCOME
Weekly selected highlights in flow control, treatment and combustion from the
many McIlvaine publications.
October Pump Update has Insights on Markets, Competitors and Exhibitions
Determining
Competitor Market Shares and Strategy
The McIlvaine Company provides market share data for thousands of air, water and
energy companies. However clients are seeking even greater segmentation by
industry, region and specific product.
One of the tools for this more extensive segmentation is activity at
exhibitions. The geographic distribution as well as industry focus can be
determined. The detailed analysis
of exhibition activity at WEFTEC is shown at
Municipal Wastewater Services.
There were many water related exhibits at Singapore International Water
Week. We have a 20 page analysis just of the pump companies with displays.
We have been analyzing exhibition activity every third year for IFAT in
Munich and were a participant in the Pump Summit last year.
We have also just completed an analysis of exhibitors of non-woven filter media
at Filtration 2018. The focus is on
air filtration, gas turbine, and dust collector media with a more minor focus on
liquid filtration media. Filtech
held in Europe is more focused on filtration equipment rather than media and has
the largest display of filtration equipment of any show around the world.
A number of power related shows are reported in our
Utility E Alert including smaller
venues such as the VGB air pollution conference or the Indian FGD & DeNOx
conference last week. Power-Gen
shows in several regions of the world include substantial Combust, Flow & Treat
(CFT) space. The OTC exhibition in
Houston is one of the largest oil and gas exhibitions with more than 100 CFT
exhibitors. Interphex in NYC has dozens of displays by CFT pharmaceutical
suppliers. ACHEMA in Frankfurt
provides hundreds of displays of CFT products for the chemical industry every
third year.
The Cleanroom Technology exhibition in the U.K. and a number of smaller European
exhibitions such as Lounges provide displays of filtration, instrumentation,
pump, valve and other CFT products used in cleanrooms.
The industry focused shows such as Semicon West have a number of displays
by CFT suppliers but the CFT percentage of total space is low.
Advertising is also a good indicator of activity by product, industry and
location. We tabulate the number of pages, the subject matter and the service in
which we will be evaluating it.
CFT Advertising in
Pharmaceutical Manufacturing
July-August 2018 |
|||
Company |
# of pages |
Subject |
Service |
Donaldson
|
0.5 |
Dust Collector |
Fabric Filter |
Cashco |
1 |
Regulator, Valves |
IIoT, Valve |
Endress + Hauser |
1 |
Analyzers |
IIoT |
Hoffer |
1 |
Flow Meter |
IIoT |
CFT Advertising in
October Processing
2018 |
|||
Company |
# of pages |
Subject |
Service |
AT Controls |
1 |
Valves and Controls |
Valve |
Automation Direct |
1 |
Drives |
IIoT |
Dynamic Air
|
1 |
Conveying, Fabric Filters |
Fabric Filter |
Discflow |
0.5 |
Pump |
Pump |
Blue-White |
1 |
Pump, Flow Meter |
Pump, IIoT |
Tuthill |
0.5 |
Blower |
Fan, Blower |
Gorman Rupp |
0.2 |
Pump |
Pump |
Motion Industries |
1 |
Pump |
Pump |
Jefferson |
0.2 |
Valve |
Valve |
Everlasting Valve |
0.5 |
Valve |
Valve |
Fluke |
2 |
Vibration Monitoring |
IIoT |
Cashco |
0.5 |
Regulator, Valve |
IIoT, Valve |
NOV |
1 |
Pump |
Pump |
Griffco |
0.5 |
Valve |
Valve |
Assured Automation |
0.2 |
Valve |
Valve |
Magnetrol |
1 |
Level Control |
IIoT |
Fluke
|
1 |
Monitoring |
IIoT |
Hydrocarbon Processing - September 2018 -
Advertising |
|||
Company |
Pages |
Subject |
Service |
Airliquide |
1.0 |
PSA, Membranes |
Scrubber/Adsorber, RO, UF, MF |
Ametek |
0.5 |
On Line Sulfur Analysis |
IIoT |
Ametek |
1.0 |
Moisture in Gas Analyzer |
IIoT |
Aqseptence |
1.0 |
Johnson Screens |
Liquid Filtration |
Ashcroft |
0.5 |
Pressure Measurement |
IIoT |
Automatic Filters |
0.2 |
Automatic Backflush Filter |
Liquid Filtration |
John Zink |
1.0 |
Combustion Systems |
Thermal/Catalytic |
DuPont |
1.0 |
Scrubbers, Desulfurization |
Scrubber/Adsorber |
Honeywell UOP |
1.0 |
Integrated Solutions |
IIoT |
Koch-Glitsch |
|
Separation Columns |
Scrubber, Adsorber |
Linde |
1.0 |
Range of Technologies |
IIoT, Scrubber/Adsorber |
Magnetrol |
1.0 |
Level Control |
IIoT |
Merichem |
1.0 |
Contactor and Coalescer |
Scrubber/Adsorber |
Sentry |
0.5 |
Sampling Equipment Webinar |
IIoT |
Spraying Systems |
1.0 |
Nozzles |
Scrubber/Adsorber |
Swagelok |
1.0 |
Pressure measurement system |
Valve, IIoT |
Veolia |
0.5 |
Water reuse, DAF webinar |
Sedimentation, Centrifugation |
Yokogawa |
1.0 |
Oprex Automation |
IIoT |
Zeeco |
0.5 |
Thermal oxidizers |
Thermal/Catalytic |
Chemical Engineering - September
2018 - CFT Advertising |
|||
Company |
Pages |
Subject |
Service |
Cleaver Brooks |
1 |
Boilers, Water Systems, Controls |
Ultrapure Water |
Emerson |
1 |
Engineering and Project
Management-Automation
|
IIoT |
Endress +Hauser |
1 |
Flow Meters, Transmitters, pH |
IIoT |
Badger Meter |
1 |
Flow Meters |
IIoT |
Flottweg |
0.5 |
Centrifuges |
Sedimentation, Centrifugation |
Load Controls |
0.5 |
Viscosity Measurement |
IIoT |
Gemu |
0.5 |
Valves, Water Treatment |
Valves |
Swagelok |
1 |
Valves |
Valves |
NOV |
1 |
Progressing Cavity Pumps,
screens, mixers |
Pumps |
Krohne |
0.5 |
Level Transmitters |
IIoT |
Ekato |
0.3 |
Mixing |
FGD |
A-T Controls |
0.2 |
PFA Lined Ball Valves |
Valves |
Material Transfer |
0.5 |
Bulk Bag Discharger |
Fabric
Filter |
Proco |
0.2 |
Check Valve |
Valves |
Seepex
|
0.5 |
Pumps, Metering System |
Pumps |
Bionomic |
0.5 |
Modular Scrubbers |
Scrubber/Adsorber |
Ametek |
0.3 |
Viscosity Analyzer |
IIoT |
Finder Pompe |
0.3 |
Centrifugal and Plunger Pumps |
Pumps |
Myron L
|
0.5 |
Liquid Measurement |
IIoT |
Arkema |
0.5 |
Kynar |
Valves |
One revelation from an analysis
would be the substantial amount of advertising by Magnetrol on level control
measurement. These advertisements appear in a number of industry focused
magazines and reveal a multi-industry marketing approach. The large investment
in advertising is an indicator of the ‘pull” rather than “push” marketing
approach. This further indicates a
company selling based on lowest total cost of ownership.
It also indicates a company which seeks to understand the processes and
industries where its product is used.
This advertising leads to the website where the use of level controls in various
specific industries and processes is discussed.
The following link is to the Magnetrol brochure on coal fired boilers.
It has good process flow diagrams to accompany the product descriptions
for each application.
http://us.magnetrol.com/Literature/1/41-191.2_Coal_Fire_Power_Brochure.pdf.
Some of the advertisements are general and reference a number of products.
DuPont for example has a full page advertisement with coverage of EDV scrubbers,
sulfur recovery processes and several other products. By contrast the A-T
advertisement is on just one type of lining for one type of valve.
The advertising and exhibition activity can be a function of initiatives to gain
market share rather than just keep it.
Therefore tracking this activity over time is useful.
For example one chemical company had the largest stand at WEFTEC a few
years ago and did not have a stand this year.
The market reports where this competitor analysis appears are shown at
http://home.mcilvainecompany.com/index.php/markets
Bob McIlvaine can answer your questions at 847-784-0012 ext. 112 or
rmcilvaine@mcilvainecompany.com
HVAC Filter Market, Market Shares, IIoT, and TCO are Inseparable
There is no set of government or association statistics which provides HVAC
filter sales let alone future projections. The building blocks to reasonable
analysis are knowledge of the processes, knowledge of the total cost of
ownership (TCO) of filters for each process, and the aggregation of sales by the
individual participants.
One venue where insights on market share and total cost of ownership is
available is The Filtration 2018 conference and exhibition this week in
Philadelphia. The key note address was by Michael Meis Lead Research
Specialist, 3M who describes the use of a blue tooth enabled pressure sensor on
each filtrate furnace filter. An automatic purchasing program entails tracking
of pressure by 3M and delivery of new filters when needed. The result is precise
market data about sales of filters to each individual homeowner.
Filtration is an annual conference alternating between Philadelphia and Chicago.
It features presentations and exhibitions by filter media suppliers as well as
companies selling components. It is the largest display of HVAC media of any
exhibition being analyzed by McIlvaine.
Speakers and Media Exhibitors at Filtration 2018
- Philadelphia |
|||||
Company |
Application |
||||
|
HVAC and
Cabin Air |
Dust |
GT inlet |
Liquid
Cartridge or Macrofiltration |
Cleanroom
HEPA |
Speeches |
|||||
Camfil |
x |
|
|
|
|
3M |
x |
|
|
|
|
Exhibitors |
|||||
Abalioglu |
x |
|
|
|
|
Ahlstrom |
x |
|
x |
x |
x |
Baoji Jiaxin |
x |
|
|
|
x |
Bondex |
|
x |
|
x |
|
Central Alliance |
|
x |
|
|
|
Dongguan Retop |
x |
|
|
x |
x |
Hezhong |
x |
|
|
x |
x |
H&V |
x |
x |
x |
x |
x |
Lenzing |
x |
|
|
x |
|
Low & Bonar |
x |
|
|
|
|
Lydall |
x |
x |
x |
x |
x |
NITTO |
x |
x |
x |
x |
x |
NXTNANO |
x |
x |
x |
|
|
Sandler |
x |
|
|
x |
|
Shandong Taipeng |
x |
|
|
x |
|
Shanghai Lingqiao |
|
x |
x |
|
x |
Shenzhen China Textile |
x |
|
|
|
x |
Tex Tech |
|
x |
|
x |
|
TTG |
x |
x |
|
|
|
Wenzhou |
x |
|
|
x |
|
If the 3M approach can be justified for $20 filters it can certainly be
justified for the larger filters used in industry and commercial buildings. The
world HVAC filter next year will be $8.3 billion - but this does not
include the total solutions approach such as Michael presented.
A total solutions approach increases revenue potential by 20 percent or more
but has even a greater impact on market share and EBITA
for those who pursue it.
Knowledge about total cost of ownership and market shares for competitors is
necessary to forecast the market opportunity but it is equally valuable in
creating a successful sales program. If the competitor is armed with the output
of sophisticated data analytics regarding TCO then it will be very important to
provide equally convincing data showing a lower TCO for the suppliers product.
Knowledge of the processes is the first step in analyzing TCO. A sugar refinery
will have sticky dust in the ambient air.
An HVAC system on a drilling rig will entail higher labor costs for
filter changes and will have to deal with oil fumes. Rahul Bharadwaj, Nathaniel
Nance and Michael Osborne of AAF analyzed HVAC TCO in
Filtration News December 2017
www.filtnews.com
They list the following factors impacting TCO
·
Local energy costs
·
Worker wage costs
·
Filter resistance
·
Effective filter service life or
Dust Holding Capacity (DHC)
·
Procurement costs
·
Labor costs to change filters
·
Duct cleaning costs
·
Disposal costs
·
AC coil cleaning costs
·
Cost of the filter
·
Compliance risk and liability costs.
The media selection affects each one of these factors and in most cases is more
important than any other aspect of the filter. Therefore these factors can be
used to evaluate the market opportunity for various types of media. A number of
new media developments were presented this week at Filtration 2018.
For example there are displays of multi-layer and or fiber filtration
media incorporating nanofibers. How
does this compare to membrane filtration for gas turbine applications? Are HEPA
filters rugged enough to withstand the cycling of gas turbines in extreme
environments? Answers to these questions shape the market.
The filter media forecasts are contained in the following McIlvaine Market
Reports.
N021 World Fabric Filter and Element Market
N022 Air Filtration and Purification World Market
N024 Cartridge Filters: World Market
N006 Liquid Filtration and Media World Markets
Bob McIlvaine can answer your questions at
rmcilvaine@mcilvainecompany.com
847-784-0012 ext. 112.
October Valve Update has Insights on a Range of Important Topics
The market outlook for the industrial valve industry is ever changing. The
marketing plan and the supporting forecasts should be current.
N028 Industrial Valves: World Market
provides continuing adjustment of 50,000 forecasts.
There are also monthly updates such as the one for October 2018.
Here is a summary of that update and a link to the full text.
Creating a Winning Strategy for the Valve Market (3 pages)
There is now the opportunity to make market research and associated technical
analysis the foundation of a business strategy rather than a peripheral tool.
Sales leads are used because the supplier does not understand customer
needs. If the supplier has detailed
forecasts of the opportunity with each purchaser, understanding of the purchaser
needs, the products to best serve those needs, and the optimum program with
publishers, and conference organizers he will have a winning strategy.
The media and conferences strengthen the “pull” impact and should receive
greater consideration as an alternative to the “push” strategy with sales leads.
However, this applies mostly to high performance products
Valves at WEFTEC (4 pages)
Stand coverage is provided for suppliers of valves used in both air and liquid
applications. There were 30 control
valve exhibitors, 34 check valve exhibitors and equal numbers of gate and plug
valve exhibitors. The valves used with aeration systems are being more closely
evaluated due to the emphasis on reducing aeration energy requirement. A whole
Decision System on aeration blower options includes considerations for lower
pressure drop such as claimed with the Egger
Iris control valve. Liquid applications start with the lift stations and
companies such as DeZurik and
extend through tertiary treatment and effluent reuse. The coverage includes a
new butterfly valve design by Asahi/America.
Media and Valves (3 pages)
Thirteen magazines had pre-show issues and then distributed them from their
stands. Struvite problems were selected as a way to show how the media was
reporting valve solutions for a specific problem. Struvite is a major problem.
Solutions include glass lined plug valves (Val-Matic) and motorized pinch valves
(Onyx).
The magazines combine feature articles and product news releases as part of the
valve coverage. The online coverage includes “sneak previews” that are supplied
as email alerts. More of the
feature articles are now available online.
Systematic organization of this data provides a trove treasure of
insights.
Determining Competitor Market Shares and Strategy (2 pages)
In addition to tracking the exhibition participation of competitors it is very
valuable to track the advertising activity.
Details on each advertisement in the current issue of a number of
publications are shown.
Magazine – Current Issue |
Pages of Valve Advertising |
Pharmaceutical Manufacturing |
1 |
Processing |
2.9 |
Hydrocarbon processing |
1 |
Chemical Engineering |
2.4 |
Pipeline and Gas Journal |
2.5 |
PTQ Quarterly |
2.5 |
Steel Industry Valve Purchases Will Exceed $1.7 billion this Year ( 2 pages)
A few steel companies purchase most of the valves used in this industry.
Arcelor spends $80 million per year on valves. Four other manufacturers
spend $40 million or more. Arcelor Mittal has centralized valve purchasing and
makes decisions based on lowest total cost of ownership.
They have 70,000 direct suppliers and have purchases of over $50 billion.
So valves, parts, and service comprise 0.16% of total purchases.
The full October Valve Market update can be viewed at
October
Update
Details on the valve report are shown at
N028 Industrial Valves: World Market
October Pump Update has Insights on Markets, Competitors and Exhibitions
The market outlook for the industrial pump industry is ever changing. The market
plan and the supporting forecasts should be current.
N019 Pumps World Market
provides continuing adjustment of 50,000 forecasts.
There are also monthly updates such as the one for October 2018.
Here is a summary of that update and a link to the full text.
2019 Chemical Industry Pump Purchases
The $3.7 billion market for pumps in the chemical industry is segmented by pump
type but also by pumps vs repairs and service.
The segmentation of the new pump market by greenfield vs replacement is
important due to the difference in marketing approach required.
It is now possible to forecast pump purchases for the major purchasers.
This analysis shows that three companies spend more than $100 million/yr
for pumps, ten companies spend more than $50 million per year and twenty
chemical companies spend more than $35 million/yr.
Specific purchases by application are also possible as demonstrated by
using chlorine production at various plants as a basis for predicting
PFA lined and exotic alloy pumps.
The fact that 50 percent of the total cost of pump ownership is energy
makes the opportunity for smart pumps very large.
Pumps at WEFTEC
There were 40 sludge, 32 submersible, 20 grinder, and 24 vertical pump
exhibitors at WEFTEC. Here are some
stand highlights.
Company |
Stand Highlights |
BJM |
New heavy duty submersible pump |
Boerger |
Lobe pump available in 21 models
with up to 7500 gpm |
Flygt |
Concertor system with integrated
intelligence for lower TCO |
Gorman-Rupp |
Super T self-priming pump with
an internal coating slows
struvite growth at SE Water |
IDEX |
Ontario plant replaces
peristaltic dosing pumps with
Pulsafeeder sealless Eclipse
pumps |
KSB |
Cycle of Solutions provides pump
integration
|
LobePro |
Lobe pump to move sludge to and
from centrifuges |
Milton Roy |
As part of Accudyne multiple
products beyond just metering
pumps serve the wastewater
industry |
NOV |
New features of P.C. pump reduce
TCO |
Putzmeister |
Pumps difficult sludges |
Schwing Bioset |
Piston pumps, complete biosolids
treatment, and nutrient recovery |
Seepex |
Thames Water replaces 68 pumps
with Seepex p.c. pumps |
Shanghai Techase |
Range of solid/liquids
separation products |
SRS Crisafulli |
Pumps to remove settled waste |
Weir
|
Vertical turbine and chopper
pumps |
Yamada |
AODD pumps for viscous slurries |
Media and Pumps at WEFTEC
Thirteen magazines had pre-show issues and then distributed them from their
stands. Struvite problems were selected as a way to show how the media was
reporting pump solutions for a specific problem.
The magazines combine feature articles and product news releases as part of the
pump coverage. The online emails include “sneak previews” which are supplied as
alerts. More of the feature
articles are now available online.
Systematic organization of this data provides a treasure trove of insights on
pump developments.
Determining Pump Competitor Market Shares and Strategy (2 pages)
In addition to tracking the exhibition participation of competitors it is very
valuable to track the advertising activity.
Details on advertising in horizontal e.g. pump publications is useful in
determining overall market share.
Insights on market share in specific industries is found in the industry
publications. Details on each pump
advertisement in the current issue of a number of vertical (industry)
publications are shown.
Magazine – Current Issue |
Pages of Pump Advertising |
Pharmaceutical Manufacturing |
0 |
Processing |
3.7 |
Hydrocarbon processing |
0 |
Chemical Engineering |
0.8 |
Pipeline and Gas Journal |
0 |
PTQ Quarterly |
1 |
The full October Pump Market Update can be viewed at
October
Update
Details on the pump report are shown at
N019 Pumps World Market