NEWS RELEASE                                                                                   January 2024

Facts and Factors on 20,000 Prospects Needed to Generate EBITDA of $120 million

The most profitable market is an aggregation of $10 million niches.  There are 10 - $1 million sub niches each with up to 10 sub-2 niches which provide the targets for the local salesmen.  Each sub niche is shaped by a value proposition which will achieve a 40% market share and 30% EBITDA. The proposition explains why a specific plant will want to pay the premium price for a product which provides the lowest total cost of ownership. This superiority is based on the relevant specific facts and factors. For a company to achieve highly profitable revenues of $400 million it needs to pursue 100 niches and 1000 sub niches.

If the average annual purchases by an individual plant are $50,000 then 3\20,000 prospects need to be pursued.  It is necessary to take an organized approach to assess 1 million facts and factors. The Most Profitable Market (MPM) program uses the Industrial Internet of Wisdom (IIOW) to cost effectively provide easy access to all this information.


To achieve EBITDA of $120 million and 40% market share in a billion-dollar market, millions of facts and factors on plants, processes, direct competitors and indirect competition such as packages have to be gathered, disseminated and revised.  The MPM program uses the Industrial Internet of Wisdom (IIOW) to provide all this data cost effectively.

The average EBITDA in the Air, Water, Energy (AWE) market is less than 15%. But those who are focusing on the best prospects are achieving EBITDA of 30%. Examples are ITW and IDEX.

The best prospects are those who will benefit most from a unique value proposition.

The Mcilvaine Company Most Profitable Market (MPM) Program is structured to help suppliers match unique value propositions and the customers who will most benefit.

There are 50,000 large plants and over 1 million smaller plants. In general success at the larger plants will not only be most profitable but also lead to sales at smaller plants.


The program provides the clarity which becomes not only the foundation of strategy for the local salesman but for every level of sales, purchasing, production and management. The Most Profitable Market Program is explained at

Stacy Hall, VP of Marketing, can answer any questions. Contact her at This email address is being protected from spambots. You need JavaScript enabled to view it.