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 competitor’s 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
Daily Project Posting in McIlvaine Oil, Gas, Refining Supplier Program
Oil/Gas/Shale/Refining E-Alert
March 2016 – No. 1
This
alert is being issued twice per month for suppliers in flow control and
treatment who are coordinating market research with targeted pursuit of the
larger and longer term orders.
PROJECTS
The following projects each will result in millions of dollars of orders for
flow control and treatment products. Each project has been rated. The
opportunity size is rated from 1-10 with 1 being small and 10 being very large.
The timing for flow and treatment orders has been provided by year, e.g. T 16 =
timing of order is 2016.
PBF Eyes Mid-March Restart for Gasoline Unit at Torrance, CA Refinery
Revision Date:
3/10/2016
Tags:
324110 - Petroleum Refineries
石油精炼,
ExxonMobil, PBF Energy, PDVSA, Catalytic Cracking Unit, Electrostatic
Precipitator, Refining, Restart, Acquisition, Catalytic Cracking, Outage,
Repairs, USA
Former Cheniere CEO, Charif Souki Starting His Own LNG Company and Project
Revision Date:
3/10/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Cheniere Energy, Tellurian Investments, BG Group, Parallax Energy, Project,
Development, Liquefaction, Export, Planning, USA
Fluor Wins BASF Contract for Pasadena Revamp (T16)
Revision Date:
3/10/2016
Tags:
325110 - Petrochemical Manufacturing
石化产品生产,
Fluor Corporation, BASF, Plasticizer, Engineering, Procurement, Construction,
Design, Revamp, USA
Shell Chemical Breaks Ground on $717 Mln Louisiana Plant Expansion (06, T16)
Revision Date:
3/10/2016
Tags:
325110 - Petrochemical Manufacturing
石化产品生产,
Turner Industries, Shell Chemical LP, Project, Expansion, Manufacture,
Construction, USA
Saudi SAFCO Plans Maintenance at Ammonia, Urea Plants in 2016
Revision Date:
3/10/2016
Tags:
325110 - Petrochemical Manufacturing
石化产品生产,
SABIC, SAFCO, Shutdown, Production, Maintenance, Saudi Arabia
CUI Global Announces First Delivery of its GasPT® Technology to Europe's Snam
Rete Gas
Revision Date:
3/3/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
CUI Global, Snam Rete Gas, Orbital Gas Systems, Gas Analyzer, Technology,
Purchase, Testing, Certification, Delivery, Gas Transmission, Italy
Jacobs Helps Deliver First Gas for Chuandongbei Project
Revision Date:
3/3/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Jacobs Engineering, Unocal East China Sea, Ltd, Technology, Services, Onshore,
Gas Production, Sulfur Recovery, Engineering, Gas Treatment, Project Management,
China
Oil Sands Growth Seen Slowing or Halting After Current Work
Revision Date:
3/3/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
International Energy Agency, Cenovus Energy, Suncor Energy, Total, Royal Dutch
Shell, Upgrader, Report, Cost, Market, Environmental Standards, Slowdown,
Environmental Impact, Forecast, Growth, Canada
KBR to Deploy New Alkylation Tech for Chinese Client
Revision Date:
3/3/2016
Tags:
324110 - Petroleum Refineries
石油精炼,
KBR, Dong Ying Haike Ruilin Chemical Co, Technology, Environmental Standards,
Safety, Environmental Efficiency, Production, Refining, Licensing, China
Total, Saudi Aramco Considering Expansion of JV Refinery
Revision Date:
3/3/2016
Tags:
324110 - Petroleum Refineries
石油精炼,
325110 - Petrochemical Manufacturing
石化产品生产,
SATORP, Total, Saudi Aramco, Joint Venture, Expansion, Refining, Saudi Arabia
ClearSign Announces Duplex™ Order for Wellhead Enclosed Flare (T16)
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
ClearSign Combustion Corporation, Advanced Combustion & Process Controls,
Wellhead Enclosed Flares, Wellheads, Technology, Flaring, Installation,
Engineering, Design, Regulating, NOx Emissions Reduction, USA
Alfa Laval Wins SEK 60 Mln Energy-efficiency Order for Russian Refinery (06,
T16)
Revision Date:
3/2/2016
Tags:
324110 - Petroleum Refineries
石油精炼,
Alfa Laval, Heat Exchanger, Order, Refining, Energy Efficiency, Delivery, Russia
Fluor Awarded Construction Management Contract by Sunoco Logistics for Mariner
East 2 Project
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Sunoco Logistics Partners, Fluor Corporation, Terminal, Market, Collaboration,
Construction, Storage, Operational Efficiency, Gas Processing, USA
Statoil Awarding Contracts for Oseberg Vestflanken 2, Johan Sverdrup and Gina
Krog #1 (08, T16)
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Statoil, Wellhead Platforms, Contracts, Marine, Offshore, Approval, Pipelaying,
Construction, Installation, Procurement, Development, Operations, Norway
Statoil Awarding Contracts for Oseberg Vestflanken 2, Johan Sverdrup and Gina
Krog #2 (08, T16)
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Statoil, Pipeline, Platforms, Offshore, Pipeline, Production, Norway
Statoil Awarding Contracts for Oseberg Vestflanken 2, Johan Sverdrup and Gina
Krog #3 (08, T16)
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Statoil, FSO, Pipelines, Storage, Pipeline, Norway
Phillips 66 Partners Acquires 25 Percent Interest in Sweeny Fractionator One and
Clemens Caverns
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Phillips 66 Partners, Phillips 66 Sweeney Frac LLC, Fractionator, Facilities,
Refining, Acquisition, Fractionation, Storage, USA
Emerson to Help Cameron LNG Deliver Complex, Multi-Billion Dollar LNG Project on
Schedule (06, T16)
Revision Date:
3/2/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Emerson Process Management, Cameron LNG, Trains, Software, Safety System,
Safety, Technology, Maintenance, Liquefaction, Automation, Operational
Efficiency, USA
New Coker Operating at CHS Refinery at McPherson, Kansas
Revision Date:
3/1/2016
Tags:
324110 - Petroleum Refineries
石油精炼,
CHS Inc, Coker, Decoking Control System, Automation, Refining, Construction,
Coking, Upgrade
BASF May Invest $4 Bln in Iranian Petrochemical Project (08)
Revision Date:
3/1/2016
Tags:
325110 - Petrochemical Manufacturing
石化产品生产,
BASF, National Petrochemical Co, Catalyst, Equipment, Materials, Technology,
Projects, Investment, Construction, Engineering, Licensing, Iran
Howard Midstream Energy Partners and Grupo Clisa, Nueva Era Pipeline Details
(T16)
Revision Date:
3/1/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Grupo Clisa, Howard Midstream Energy Partners, Comisión Federal de Electricidad
(CFE), Pipeline, Power, Connection, Combined Cycle, Pipeline, Construction, USA,
Mexico
Howard Energy Partners Proposes $500 Mln Pipeline System from Corpus Christi, TX
to Monterrey, México (07,T16)
Revision Date:
3/1/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Dos Aquilas LLC, Howard Midstream Energy Partners, Terminals, Pipelines,
Capacity, Open Season, Pipeline, Construction, Approval, Expansion, USA, Mexico
Increasing Investments in Gas Exploration and Offshore Oil to Boost Global FPSO
Market According to Report
Revision Date:
2/29/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Hyundai Heavy Industries Co., Teekay Group, Samsung Heavy Industries, Yinson
Holdings, Bumi Armada Berhad, Bluewater Energy Services, BW Offshore, MODEC, SBM
Offshore, Aker Solutions, Tanker Vessels, Analysis, Financing, Construction,
Conversion, Investment, Growth, Exploration, Forecast, Americas, Europe, Asia,
Africa, Oceania
Transparency Market Research Report Says Oil Spill Management Market to Reach
$114.4 Bln by 2020
Revision Date:
2/29/2016
Tags:
, Cameron International, Hyundai Heavy Industries Co., GE Oil & Gas, SkimOil
Inc, Fender & Spill Response Services, Control Flow Inc, National Oilwell Varco,
Northern Tanker Co Oy, Pipeline, Equipment, Blowout Preventer, Market,
Regulation, Offshore, Onshore, Technology, Pipeline, Drilling, Leak Detection,
Management, Spill Response, North America, Europe, Asia, Rest of the World
Forsys Subsea Awarded Subsea FEED Contract for Trestakk Field Development with
Statoil
Revision Date:
2/29/2016
Tags:
211111 - Crude Petroleum and Natural Gas Extraction
原油和天然气开采,
Forsys Subsea, Statoil, Risers, Subsea Production Systems, Tiebacks, Systems,
Wellhead Equipment, Flowlines, Riser Hang-off, Study, Engineering, Design,
Norway.
These projects are covered in more detail and are integrated in a database which
is part of Oil, Gas, Shale and Refining Markets and Projects. This semi-monthly
report is available as part of this service or as a stand-alone subscription.
The Oil/Gas/Shale/Refining E Alert
is issued twice per month to registered subscribers. It is not to be resent to
others. Each subscriber must be registered. The first subscription is $950/yr.
and additional subscribers are $90/yr. The newsletter is free for those who
subscribe to
N049 Oil, Gas, Shale and Refining Markets and Projects.
There is a 30 percent discount for those building an Opportunity Creation
package with one or more of the market reports and one or more of the E Alerts.
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
#1268 – April 15, 2016
Table of Contents
COAL – US
§
Peabody Energy files for Bankruptcy
§
Clyde Bergemann Power Group receives Order for ELG & CCR related Ash Handling
Systems for a Major Utility in South Carolina
§
Second SCR at Hayden to be completed in 2016
COAL
– WORLD
§
B&W awarded $80 Million Contract to Supply Boiler to Philippines Power Plant
§
Natural Draft Cooling Tower Order for 450 MW Turow awarded to Hamon
§
600 MW Coal Gasification Power Plant possible in South Australia
§
Harbin and ACWA Power to secure Loan for 1,200 MW Dubai Power Plant
§
EPTL’s Power Plant Project
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.
-------
You can register for our free McIlvaine Newsletters at:
http://www.mcilvainecompany.com/brochures/Free_Newsletter_Registration_Form.htm.
Bob McIlvaine
President
847-784-0012 ext 112
rmcilvaine@mcilvainecompany.com
www.mcilvainecompany.com