Most Profitable Market Initiative for Valves
Table of Contents
- Proposed Initiative for Valve Suppliers
- The Most Profitable Market Program
- Each niche needs to be tied to a sales target
- Forecasting the sub-niche industries
- Validation through the media
Attachments
The video description of MPM is shown at https://youtu.be/zPkphlA0KiM
Here is a link to the Power Point presentation: http://home.mcilvainecompany.com/images/mpm.pdf
PROPOSED INITATIVE FOR VALVE SUPPLIERS
The same level of value, detail and reliability as your cost accounting can be applied to market forecasts. These forecasts are for the Most Profitable Market (MPM) which is tied into the value proposition and ability to be among the top two suppliers to each market niche which is aggregated.
The program can be undertaken one niche at a time as part of a master plan or just as a demonstration.
It can just cover the forecasting portion or can include the validation. The attached articles appearing in Valve World are a small example of how the facts and factors can be gathered and used in your value proposition.
THE MOST PROFITABLE MARKET PROGRAM
The Most Profitable Market is an aggregation of selected niches.
- The $120 billion valve market is an aggregation of thousands of niche markets.
- The Most Profitable Market (MPM) is achieved by selecting those niches which are most appropriate.
- The size and requirements for success in each niche are determined by the relevant facts multiplied by the appropriate factors.
- The more shared facts and factors across products the higher the potential EBITDA.
- A niche network of facts and factors can be continually updated to provide revenues and other estimates used for the forecasts, and value propositions.
- Reliable forecasts can become the foundation of management strategy as well as use throughout the organization down to quotas in sales territories.
EACH NICHE IS TIED TO SALES TARGETS
Each salesperson can be guided by sales targets which may include a number of niches. Here are examples for a local salesman and regional manager.
Sub-niches for local salesman and regional manager for diaphragm valves.
Here is an example using Pharmaceutical AWE and the Pacific States.
California pharmaceutical Market as % of region, U.S. and World 
The Pacific region has 14% of the U.S. pharmaceutical market and 4% of the world market. California is a major market by itself. It has 13% of the U.S. pharmaceutical market and 3.7% of the world market.
The pharmaceutical market in California is growing at 6% and will be the equivalent of 8% of the 2022 U.S. market in 2027. Note that by basing all future numbers as a percent of the 2022 market, the 2022 revenue number is all that needs to be inserted.
The market can be further segment to forecast the purchases by the parge prospects. Here is an example for Amgen.
Amgen will open the NC plant in 2025. It has plants in California and RI. Corporate offices are in California. Even if there is not an OEM accounts manager it is highly desirable to analyze how many valves for the RI plant and the NC plant will be purchased at the Thousand Oaks location.
In order to obtain an analysis of the Amgen purchases the starting point is the known direct sales. Added to this would be estimates of Perrigo and OEM sales. Mcilvaine already has an estimate of the total purchases by Amgen. So, the “other” segment can be calculated.
Amgen valve sales are estimated at $ 32 million and 1.92% of the world pharmaceutical valve purchases.
AMGEN BALL VALVE PURCHASES
The direct sales can be accurately tallied. Sales through a major distributor such as Perrigo can be estimated. So can those through OEMs. The balance can be derived by subtraction.
FORECASTING THE SUB NICHE INDUSTRIES
Even though there are 800,000 revenue numbers in the standard Valve report, each industry has to be further segmented as per the following examples.
Mining
The markets for each type of ore are segmented into processing and transportation. Some Companies pump slurry hundreds of miles to the coast for further processing and then shipping.
Lithium mining is a growing application where the markets for each process can be provided.
VALIDATION THROUGH THE MEDIA
Working with the media using the judicial format is recommended. Magazines can provide the body of evidence and litigator arguments (white papers, videos). There are vertical magazines such as Valve World and horizontal such as bioprocess online.
Articles with the facts and factors are shown in the attachments.
- Blood(V2): Various processes including blood plasma where the facts and factors include performance during thermal swings.
- Food: Many sub niches are covered along with easier installation and lower maintenance.
- Pharma: 12 facts and factors influencing valve cost of ownership are covered along with various processes.
- Hydrogen: Valve market forecasts are provided through 2030 by application type along with a list of suppliers.
Mcilvaine has provided this vertical coverage in Valve World. But the horizontal publications are equally good in terms of communicating the value proposition.
Bioprocess online has a formula close to the judicial approach which is so effective. There are magazines in food, mining, chemicals and other industries which can be utilized to validate the value proposition of the valve supplier.
Investors-Flow Control
Market Reports
N028 Industrial Valves: World Markets $3,900.00/yr online ($150.00 Each Additional User) Click here to order
Provides continually updated analyses and forecasts of ball, butterfly, plug, globe/gate, automatic regulatory/control and miscellaneous valve types in 80 countries. The continually updated report of more than 4,000 pages is supplemented by 300 pages of monthly updates. There are also periodic webinars during the 12 month subscription period which are included. Subscribers receive full credit for specific reports on valves for nuclear power plants, shale gas and other subjects. Click here for details.
Click here for a recorded Demonstration of the report
Click here for Overview of Subscription Package
N019 Pumps World Market $4,900.00/year online ($150.00 Each Additional User) Click here to order Provides continually updated analyses and forecasts of the world pump industry. Over 500 individual pump companies are identified and analyzed including products, financial information and advertising 4000 pages of information is supplemented by an additional 300 pages of new material each month. Periodic webinars throughout out the 12 month subscription period are also included Subscribers receive full credit for special pump reports on specific subjects such as shale gas, ballast water treatment, or semiconductor ultrapure water. Some plant and project databases are included with the report. Others are available at a discount.
Click here for details. Click here for details.
View a video demonstration of the Pump World Markets report:
To view a larger version click on: http://www.youtube.com/watch?v=cQ985kkYJEI&feature=player_embedded#at=55
Other Services
Sponsored Webinars
Here is an opportunity to communicate with your important prospects for an entire hour. Mcilvaine is conducting hour long webinars in the fields of air, water, energy and contamination control. There are two catagories of webinars: full audience and limited audience recorded webinars. For more information: Click here
N039 World Market for Your Products
Basic - $5900/yr online (additional users $150.00/yr)
Custom - $9900/yr online (additional users $150.00/yr)
Click here to order
To see a recorded demonstration of the system: click here
This service provides forecasts for each of your products in each country of the world for the next 5 years. With quick queries and minimal input, you generate revenues for products in individual countries or regions for a specific year or a range of years in any of 30 industries. Using other products as surrogates you can alternatively generate forecasts for each country through 2009. We keep updating the system throughout the year. Find out how this report reflects the latest developments by clicking here.
Custom Research and Analysis
Single client studies are performed in the following areas:
- market forecasts licenses/joint ventures
- product evaluation acquisition analysis
- investment potential sales & sales promotion
Forecasts for specific products can be generated using models and statistical data already compiled for each state and major country.
Complete corporate programs from McIlvaine integrate business strategy, market forecasts, sales promotion, sales leads, technical information systems and training.
Supplier-Flow Control
Market Reports
N028 Industrial Valves: World Markets $3,900.00/yr online ($150.00 Each Additional User) Click here to order
Provides continually updated analyses and forecasts of ball, butterfly, plug, globe/gate, automatic regulatory/control and miscellaneous valve types in 80 countries. The continually updated report of more than 4,000 pages is supplemented by 300 pages of monthly updates. There are also periodic webinars during the 12 month subscription period which are included. Subscribers receive full credit for specific reports on valves for nuclear power plants, shale gas and other subjects. Click here for details.
Click here for a recorded Demonstration of the report
Click here for Overview of Subscription Package
N019 Pumps World Market $4,900.00/year online ($150.00 Each Additional User) Click here to order
Provides continually updated analyses and forecasts of the world pump industry. Over 500 individual pump companies are identified and analyzed including products, financial information and advertising 4000 pages of information is supplemented by an additional 300 pages of new material each month. Periodic webinars throughout out the 12 month subscription period are also included Subscribers receive full credit for special pump reports on specific subjects such as shale gas, ballast water treatment, or semiconductor ultrapure water. Some plant and project databases are included with the report. Others are available at a discount. Click here for details. Click here for details.
View a video demonstration of the Pump World Markets report:
To view a larger version click on: http://www.youtube.com/watch?v=cQ985kkYJEI&feature=player_embedded#at=55
Other Services
Sponsored Webinars
Here is an opportunity to communicate with your important prospects for an entire hour. Mcilvaine is conducting hour lon webinars in the fields of air, water, energy and contamination control. There are two catagories of webinars: full audience and limited audience recorded webinars. For more information: Click here
53DI OEM Networking Directory $1900/yr ($100/yr per additional user) Click here to order
Content: This comprehensive online directory contains contact information for the system integrators, OEM (original equipment companies), and the suppliers of components and services in the air, water, energy and contamination control industries. The continually updated directory displays information on 12,000 U.S. companies and 7000 off-shore companies. Contact names, titles, phones and email addresses are provided for 24,000 people in the U.S. and 9000 people in other countries. Data can be accessed by company name, person name, location or product type.
Click here to view a recorded demonstration of the directory
Click for samples:
Fabric Filter | Scrubber/Adsorber | FGD | NOx | Air Purification | Precipitation |Ultrapure Water | Pump | Valve | Wastewater Treatment Chemical | Cartridges |Reverse Osmosis | Liquid Filtration | Sedimentation | Cleanroom
55DI End User Directory $1900/yr ($100 per additional user)
Click here to order
Content: More than 80,000 people are identified at industrial plants in the United States. About 10% of these contacts are very current and have email addresses. These have been gathered directly by the McIlvaine staff. The other 90% are from various government databases and include all plants with toxic releases, water discharges, or industrial and commercial boilers. Most of this data is two years old and some older. However, this is a very economical way to obtain a very comprehensive prospect database. It is intended to be used on-line as a search tool by sales people. The following link will illustrate the value in identifying both plants and people: End User Networking Directory.
Click here to view a recorded demonstration of the directory
N038 North American Industry Analyses and Forecast $1700/yr Click here to order
Content: The market in each state and province is provided with segmentation by industry and forecasts for major sectors. For example, the chemical production in California is provided in dollars and as a percentage of US market share for the next five years. Also provided is detailed data in each chemical subsector including number of plants, employees and sales. So you can use a U.S. forecast number from a McIlvaine market report and quickly determine a quota or target in a specific state.
Forecast Sample | Detailed Sample: Chemical | State Analysis Sample
N039 World Market for Your Products
Basic - $5900/yr online (additional users $150.00/yr)
Custom - $9900/yr online (additional users $150.00/yr)
Click here to order
To see a recorded demonstration of the system: click here
This service provides forecasts for each of your products in each country of the world for the next 5 years. With quick queries and minimal input, you generate revenues for products in individual countries or regions for a specific year or a range of years in any of 30 industries. Using other products as surrogates you can alternatively generate forecasts for each country through 2009. We keep updating the system throughout the year. Find out how this report reflects the latest developments by clicking here.
Custom Research and Analysis
Single client studies are performed in the following areas:
- market forecasts licenses/joint ventures
- product evaluation acquisition analysis
- investment potential sales & sales promotion
Forecasts for specific products can be generated using models and statistical data already compiled for each state and major country.
Complete corporate programs from McIlvaine integrate business strategy, market forecasts, sales promotion, sales leads, technical information systems and training.
