July 2017 - McIlvaine Insights 21

60 Percent of the World Industrial Pumps and Valves will be Purchased by just 550 Companies

Five hundred and fifty-five companies in 13 different industries will spend $36 billion or 60 percent of the total amount that will be spent in 2018 for industrial valves. Forecasts of purchases by each of the 550 companies is included in N028 Industrial Valves: World Market .

These same companies will spend $32 million for pumps. The pump purchases for each company are estimated in N019 Pumps World Market Here are the number of companies covered in each sector.

Industry		No. Included
Total		555
Chemical		40
Electronics		15
Food		40
Metals		30
Mining		20
Oil and Gas		50
Pharmaceutical		30
Power		70
Pulp & Paper		50
Refinery		60
Stone		50
Wastewater		50
Water		50

The forecast for each company will be adjusted periodically during the year to take into account changing markets and mergers such as Dow-DuPont.

In addition to the Valve Report and Pump Report, McIlvaine has a program to pursue these 555 companies based on a new sales environment. The way these companies make buying decisions is changing.

. Large companies are increasing their share of purchases through mergers and acquisitions.

. Industry 4.0 and IIoT are generating continuous analyses of flow and treat performance.

. As most valve and pump products and services become integrated in IIoT and data analytics systems, purchasers will have the ability to buy based on known lowest total cost of ownership (TCO) parameters.

. This availability of lowest TCO information will raise the revenues and profits for those companies with the best products.

. Instant communication is becoming dominant. Mobile devices are now the most important tool for initiating buying decisions.

. The empowerment of IIoT with IIoW (Wisdom) will be a major influence on buying decisions.

Most suppliers already have separate sales efforts for the large potential purchasers. Since 60 percent of the products will be purchased by just 555 companies, suppliers can justify the prioritization of sales to this group. McIlvaine has a program to identify the companies, projects, people, and the ways not only to reach them, but to convince them.

The plant details and projects for the 555 companies are reported in Databases

Contacts at those 550 plants are included in several ways including several databases People

We suggest starting with the valve or pump report and then considering a customized program which not only provides interconnection between supplier and purchaser, but interconnection to other influencers and interconnection among company employees.

Semiconductor IIoT & Remote O&M Webinar July 19 will identify 15 Top Purchasers

The semiconductor industry is already benefiting from IIoT and Remote O&M due to many processes involved in chip manufacture. This webinar will focus on the potential relating to the ultrapure water, gases and liquid chemicals used in the processes, air pollution control, water reuse, and movement of granular materials. We invite you to send us relevant data and to join us on Wednesday, July 19th.

The webinar will also identify the projected purchases of IIoT products by the top 15 semiconductor companies. The webinar will briefly address a marketing program to reach these purchasers of more than 50 percent of the IIoT products.

Semiconductor manufacturing processes can be divided into broad categories including silicon wafer manufacturing, creating mask patterns, wafer processing, assembly, and testing including reliability testing. Wafer processing is the core semiconductor manufacturing process centering on lithography and involves repeated stages of washing, heat treatment (oxidation), impurity infusion, film forming, and other steps.

The post-processing phase begins after processing of the wafer and includes assembly and subsequent steps. During this phase the chip is embedded in the package (assembly) and subjected to reliability and other kinds of testing.

As these steps involve a variety of processes including monitoring of temperature during heat treatment in thermal diffusion furnaces and monitoring of burn-in and other reliability tests, they require many recorders and data acquisition instruments. These instruments are also widely used for monitoring of ion currents during ion implantation, monitoring of cleaning solution and water levels in the washing process, and monitoring of temperature, humidity, and static electricity in clean rooms.

In the case of semiconductor production, manufacturing involves very precise processes in order to create layers of transistors with specific operating characteristics. Chemical and photolithographic steps are used to harden an exact representation onto a silicon wafer. Wafers are then cut into individual chips and electrical contact points are added. . As semiconductor fabrication processes reach 22 and 14 nm, manufacturers are able to pack more chips on a single wafer. Cutting and dicing of the wafer requires precision measuring on the scale of a thousandth of a millimeter. Blades and lasers are used to accomplish this etching and they function in multiple axes of motion and must integrate feedback about positioning at high resolution. . Additionally, delivery of control data between sensors and controllers has to have a latency of less than 100 microseconds. Add to this complexity the reality that cameras and video are increasingly being integrated into manufacturing and they have high bandwidth requirements. Bandwidth limitations at any step in the system create problems and if maintenance and diagnosis is to be handled remotely, connectivity into the lowest layer of a machine must be secure and real-time.

Because of these semiconductor manufacturing challenges the available capital and the orientation toward IIoT, the semiconductor industry will be an IIoT leader.

This webinar will build on two previous webinars. On April 28 we conducted a cleanroom webinar which you can view at https://youtu.be/Xe_NYnLmmAA. Products of ABB, Danaher - One, Dickson, Enviroco, Mahindra, Sensegrow, Terra, Thermofisher, TSI and Vaisala were reviewed.

The ultrapure water webinar can be viewed at https://youtu.be/gRucY_BN47E. This includes coverage of products by ABB, Danaher-Hach, Endress & Hauser, Envriogen, GE Water, Kurita and Mettler Toledo.