Half of All Flow Control and Treatment (FCT) Purchasing Decisions Are Made
Remotely
The choice among suppliers for an FCT product is more often made outside the
local sales area. This means that coordination of local sales people is
routinely necessary. Furthermore, market forecasts and sales quotas based on
where the products will be used have to be adjusted to take into account the
remote influence. A big portion of sales can be in large projects. Most of these
involve remote influence.
Large companies are moving toward global sourcing. A few hundred large companies
purchase 40 percent or more of FCT products. These large purchasers also are the
ones with the large projects. Most large project purchasing decisions are made
by groups and not individuals.
Local Influence vs. Purchasing Company Size for Flow Control and Treatment
Equipment
100%
Small companies with 60% of the market
↑
local
decision
making
influence
50%
Large companies with
40% of the market
↑
↑
Project Size →
Smaller companies tend to make purchasing decisions in the country, province or
state in which the product will be used. In larger companies, decisions are
frequently made by corporate people in another locality. Another factor is
project size. The larger the project, the more likely the decision will be made
in part by people not at the point of use. McIlvaine has determined that
anywhere from 50 to 200 large companies account for 40 percent or more of the
purchases in any of the flow control and treatment product areas.
When the influence of EPC and system suppliers are included, the relative
percentage of local decision making is further reduced.
Percentage of purchasing decisions made at another of the 95 countries, regions
and provinces rather than at the user plant.
Small Company (Purchases) Large Company (Purchases)
Local
Decision Remote Decision Local
Decision Remote Decision
Large purchaser 20 40
Small purchaser 60 10
OEM, EPC 5 10 5 15
Consultant 5 10 5 15
Total for category 70 30 30 70
Total for market which is 60/40 small 42 18 12 28
In the total market, 54% of the decisions are locally and 46% made remotely
For a major system or component, 46 percent of the decisions are made remotely.
This number is much higher when components such as pumps and valves for new
plants are evaluated. Seventy percent of the decisions would be made remotely.
Often a valve is assembled in a component in one location and then shipped to
the end user. The component supplier will make the ultimate purchase but the end
user man have substantial influence on the valve choice.
Most of the decisions will be made locally for repair parts and replacement
valves, pumps, nozzles, etc. The exception would be large companies that are
moving to global sourcing.
Sales management needs to take into account the remote influence and large
project impacts.
The first step is to create detailed forecasting of markets by use in all the
sales territories. McIlvaine has divided the world into 95 significant
territories (9 regions in the U.S. and 6 regions in China). This spreadsheet
then becomes the template for adjustments by remote influencers and large
projects.
The sales effort at the global sourcing headquarters for Arcelor Mittal which
has more than 100 steel plants and coal mines needs to be proportional to the
remote influence. A large project such as the $3 billion potash mining project
in Canada or $20 billion coal gas pipeline in China must also be taken into
account.
McIlvaine addresses all three of these needs.
• Detailed forecasting of markets is available with individual reports displayed
at:
MARKETS
• Detailed analysis of projects is available with a number of annual
subscriptions explained at: DATABASES
• Detailed listings of OEMs and end users is available in the following:
PEOPLE
The general program is summarized at: Detailed Forecasting of Markets, Prospects
and Projects.
300 Large Oil and Gas Projects Account For 80 Percent of the Flow Control and
Treatment Purchases
Some oil and gas projects include hundreds of millions of dollars of pumps,
valves, filters, compressors and other flow control and treatment equipment. The
top 300 projects each year account for more than 80 percent of the purchases.
McIlvaine tracks these in the bi-weekly Oil, Gas, Shale, Refining E-Alert.
October 30 Oil and Gas E Alert covering two week period
Project Name Description Total Amount
$ Millions Flow
Control
Treat
$ Millions Order
Yr
20+
Enbridge Canadian pipeline 38,000 300 16-19
Odebrecht Pipeline in Peru 4,000 40 17-19
Golar FLNG off Cameroon 8,000 90 17
Saudi Arabia's PetroRabigh Petrochemical and refining complexes 10,000 200 16-18
Dung Quat Refinery New refinery in Vietnam 4,000 90 16
Rosneft New refining and petrochemical complexes in Eastern Russia 10.000 200
17-19
10 additional large projects LNG, refining, extraction 50,000 1,000 16-19
Total 124,000 1,920
Sixteen projects reported in the latest bi-weekly issue account for close to $2
billion of purchases of flow control and treatment equipment. The scope includes
oil and gas extraction, LNG, gas-to-liquids processing, and tar sands
processing.
The Alert is available separately but is also available as part of N049 Oil,
Gas, Shale and Refining Markets and Projects, which provides a complete program
for detailed market, prospect and project forecasting. For more information on
Oil, Gas, Shale, Refining E-Alert: click on:
http://home.mcilvainecompany.com/index.php/databases/28-energy/991-71ei.
OEM Networking Directory Has the Contacts at Consulting and Supplier Companies
If you sell systems, scrubbers nozzles, packing or corrosion resistant materials
you will use the McIlvaine OEM Networking Directory daily. Check it out at: 53DI
OEM Networking Directory.
Utility E-Alert Tracks Billions of Dollars of New Coal-fired Power Plants on a
Weekly Basis
UTILITY E-ALERT
#1252 – December 11, 2015
Table of Contents
COAL - US
Delaware’s Indian River Coal-fired Power Plant in Cross Hairs
NC issues Permit for Coal Ash Excavation at Duke Sutton
Summit Power signs Construction Contract for Coal Gasification Power Plant
near Penwell, TX
EPA proposing to extend Compliance Date for BART Emission Limits for SO2 at
P.H. Glatfelter
COAL – WORLD
Engie to sell India, Indonesia Assets as it seeks to exit Coal-based Projects
Proposed 600 MW Balingian Power Station for Mukah, Sarawak, Malaysia
Jimah East Power plans ultra-supercritical 2,000 MW Coal-fired Power Station
in Jimah, Malaysia
Two Phase 1,320 MW Coal-fired Power Station proposed for Kalapara, Bangladesh
Proposed 300 MW Coal-fired Power Station in Banovici, Bosnia and Herzegovina
MVR Waste Incinerator in Germany is a Template for Coal-fired Power Plants
The 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 Utility Tracking System which has data on every plant
and project plus networking directories and many other features.
42EI Utility Tracking System
McIlvaine Hot Topic Hours and Recordings
McIlvaine webinars offer the opportunity to view the latest presentations and
join discussions while sitting at your desk. Hot Topic Hours cater to the end
users as well as suppliers while the Market Updates cater to the suppliers and
investors. Since McIlvaine records and provides streaming media access to these
webinars there is a treasure trove of value only a click away. McIlvaine
webinars are free to certain McIlvaine service subscribers. There is a charge
for others. Hot Topic Hours are free to owner/operators. Sponsored webinars
provide insights to particular products and services. They are free.
Hot Topic Hour Schedule and Recordings
----------
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