WELCOME
Weekly selected highlights in flow control, treatment and combustion from the
many McIlvaine publications.
Refinery Decisions will be the Subject of Webinar on January 10
A
decision system matrix for refineries has been created and will be available
free of charge to everyone for three months after which it will be free only for
refineries. A webinar to initiate
the service is scheduled for January 10.
The webinar will provide insights on the market opportunities for IIoT and
Remote O&M. It will also chart the
progress of new approaches to refinery decision making as listed in the
following article.
Some of the examples of focused decision subjects where development and
controversy are high include:
IIoT & Remote O&M, steam valves, molecular sieve switching valves, fugitive
emissions, fence line monitoring and reporting of ambient emissions, catalytic
cracking air pollution control with evaluation of catalytic filters vs scrubbers
and ozone injection.
There are many developments underway in fence line monitoring.
A new federal rule requires fence line monitoring of benzene in January
2018. New rules in southern and
northern California require fence line monitoring of 15 toxic pollutants by
2020.
We are conducting web based interviews with experts which will be available as
conducted. The one with Golden
Specialty, Inc. will be conducted in the next several days and posted in the
intelligence system for access prior to the meeting.
The company offers a complete service to address fence line monitoring
requirement 325.
You can register for the webinar by clicking on
http://home.mcilvainecompany.com/index.php/component/content/article/28-energy/675-hot-topic-hour-info#weekly
You can obtain the three month free subscription by sending your email address
and title to Dina Mohr at
dmohr@mcilvainecompany.com
However if you sign up for the webinar you will automatically be
registered for the website.
Navigating the Sea Change in the Combust, Flow and Treat Markets
The industrial internet of things (IIoT) will greatly increase opportunities but
also the threats to suppliers of combust, flow and treat (CFT) products. The
opportunities include larger markets and higher margins. The threats include the
insertion of third parties between the supplier and his traditional customers.
The process management system supplier will share profits with the CFT suppliers
based on the application and product knowledge each has.
Suppliers who leverage the Industrial Internet of Wisdom (IIoW) to
empower IIoT will be the beneficiaries.
Leveraging will require new approaches.
New Approaches to Succeed in the IIoT World |
||
Subject |
Old
Approach |
New Approach |
Market Research |
Top down periodic
general guesstimates |
Bottoms up forecasts with
detailed continuously updated analyses |
Sales Initiation |
Uncoordinated Sales Leads |
Identification and pursuit of
large prospects |
Sales Persuasion |
Sales Experts |
Application Experts |
Selection Criteria |
Price and Service |
Total cost of ownership (TCO) and service |
Location of Specifiers |
Individual Plants |
Corporate staff with TCO data |
Acceptance of New and Better Products |
Slow |
Rapid |
Collaboration with Other Suppliers |
Haphazard |
Important to Success |
Decision Process |
Not Systematic |
Decision Systems |
Subject Matter Experts (SMES) |
Lots of SMES but not well utilized |
Subject Matter Ultra Experts (SMUES)
contributing to and improving decision systems |
Remote Monitoring |
Unusual |
Prevalent |
Data Analytics |
Unusual |
Prevalent |
TCO Analyses |
Expensive and Inadequate |
Voluminous and Continuous |
Third Party Operation |
Minor |
Major |
Component Supplier Role |
Initial Sale, Spare Parts, Service On Demand |
Cloud Based Continuous Involvement |
McIlvaine has a complete program to help CFT companies navigate the sea change
in the industry. The market structure and opportunities are analyzed in
N031
Industrial IOT and Remote O&M.
The specific opportunities at the 500 largest purchasers are included in each of
the product market reports.
Detailed programs to pursue specific markets are included.
New sales routes are provided in