4 Lane Knowledge Bridge to the End User

Other excerpts in this issue of Air Filtration Insights relate to the other vehicles on the knowledge bridge. You can receive a copy of Air Filtration Insights every two weeks free-of-charge by registering at: http://www.mcilvainecompany.com/brochures/Free_Newsletter_Registration_Form.htm.

AIR FILTRATION MARKET UPDATE
MAY 2013
TABLE OF CONTENTS

CONSTRUCTION
Rise in U.S. Building Permits Offsets Unexpected Lower Home Starts for April

FINANCIALS
Donaldson Reports Q3 Gas Turbine Sales Up 35%, Yet Overall Sales Down
Clarcor Reports First Quarter Earnings
Lydall Results for Q1 Ended March 31 and Expansion of T/A Metals into China

NEW PRODUCTS
Camfil Power Systems New Double-Sealed CamGT for Inlet Air Filtration
New Triple Protection Residential Air Filters from Lysol
Trion Introduces the Grease Viper as Latest Solution in Commercial Kitchen Air Cleaning

Many projects, mergers and acquisitions are detailed in monthly updates in the Market Report’s Chapters under Industry Analysis.

AEROSPACE
FOOD
DISK DRIVE
FLAT PANEL
METALWORKING
OTHER ELECTRONICS
PHARMACEUTICAL
POWER
PULP MILLS
SEMICONDUCTOR
TRANSPORTATION

For more information on the Air Filtration and Purification World Markets, click on:
http://home.mcilvainecompany.com/index.php?option=com_content&view=article&id=48#n022

Largest International Air Filter Suppliers are Focusing on Asia
The three largest international air filter companies (Camfil, Donaldson and AAF) captured 22 percent of the world air filter market in 2012, and have about a 19 percent share of the Asian air filter market. This is the conclusion reached in Air Filtration and Purification World Markets published by the McIlvaine Company. (www.mcilvainecompany.com)
The total world market last year was over $6.5 billion, with Asia holding 36 percent of the market.
Air Filter Revenues ($Millions)
Continent 2012 %
Total 6,543 100
Africa 162 2
America 2,336 36
Asia 2,384 36
Europe 1,661 25
American Air Filter (AAF) is the sales leader in Asia with a 12 percent share of filter revenue in this market. AAF is headquartered in the U.S., but is well positioned with manufacturing facilities in Asia. The company was acquired by OYL Industries, Malaysia, in 1994, and since 2006 is owned by Japan’s air conditioner giant Daikin Industries. AAF is continuing to increase its market share in Asia with the recent acquisition of Thailand’s largest filter distributor.
Donaldson, based in the U.S., has 23 percent of its total sales in Asia, with an estimated 4 percent share of the Asian air filter market.
Camfil, based in Europe, is a large player in world air filter sales, but holds only 3 percent of Asian sales. The company has three Asian production units, in India, Malaysia and China.
2012 Air Filter Market Shares
Subject Air Filter Sales in Asia ($ millions) % of World Air Filter Sales for subject % of Asian Total
Asia $2,384.28 36% 100%
AAF $280 6% 12%
Donaldson $98 6% 4%
Camfil $83 10% 3%
Total for three largest air filter companies $461 22% 19%
Hollingsworth and Vose and other media suppliers have built large manufacturing facilities in Asia.
Europe’s Freudenberg Filtration Technologies has a JV with Japan Vilene Filter, and has eleven locations in Asia, including plants in Changchun and Suzhou. The company recently acquired cleanroom filer manufacturer Pyramid Filters, India.
The majority of new semiconductor, flat panel display and photovoltaic plants will be built in Asia. Camfil’s airborne molecular contamination (AMC) filter sales are almost exclusively in the Taiwan cleanroom industry.
Asia is also the leader in residential and commercial construction. High levels of air pollution have raised the awareness of Chinese people, and increasing demand is seen from the rapidly expanding middle class for indoor air purifiers and filters.
For more information on the Air Filtration and Purification World Markets, click on:
http://home.mcilvainecompany.com/index.php?option=com_content&view=article&id=48#n022

GE Competing with Ecolab, Flowserve, Xylem and Pentair for Top Spot in Fluid Treatment Market
The Ecolab/Nalco and the Pentair/Tyco mergers underline the growing realization that the flow control and treatment market can be pursued in entirety. No one company has as much as two percent of this $330 billion market. Five companies with over a one percent market share are GE, Ecolab, Flowserve, Xylem and Pentair. These market shares are included in the McIlvaine report, Air/Gas/Water/Fluid Treatment and Control: World Markets. (www.mcilvainecompany.com) GE boosted its market presence with the acquisition of Dresser. It has a number of divisions which participate in many product and application segments.
GE Product Segment Activity
Product Power Fluid Municipal Industrial and Other Residential/
Commercial
Pumps
Valves
Cartridge
Sedimentation/ Centrifugation
Cross Flow Membranes
Macrofiltration
Biological/Oxidation/Destruction
Water/Wastewater Chemicals
Filtration/Purification *
Fabric Filter
Scrubber
Precipitator
FGD
DeNOx
Thermal/Catalytic
Fans and Compressors
Air Monitoring
Water Monitoring
* includes vacuum bags and face masks as well as HVAC

Current coverage


Purchased as part of EPC activity


Areas recently withdrawn from due to sale of precipitator and air monitoring divisions
As shown in yellow it is a full participant in many areas. In others, it acts as an engineering, procurement and construction contractor and purchases equipment from others. For more information on Air/Gas/Water/Fluid Treatment and Control: World Markets, click on: http://home.mcilvainecompany.com/index.php?option=com_content&view=article&id=71

Headlines from GDP Update – May 2013
.
GDP UPDATE
May 2013
TABLE OF CONTENTS
AMERICAS
United States
Mexico
ASIA
India
Taiwan
EUROPE / AFRICA / MIDDLE EAST
Czech Republic
France
Latvia
Lithuania
Slovenia
Spain
AMERICAS

United States
The recently released gross domestic product quarterly report shows a sluggish but improved economy. Markets responded with a day that saw little change in value.
The advance estimate of real GDP expanded at a seasonally-adjusted annualized rate of 2.5%, according to the U.S. Department of Commerce, falling short of analysts’ expectations of 3%, but much improved over the previous quarter’s 0.4% growth. GDP measures the nation's total output of goods and services. The Commerce Department will release an adjusted first quarter report on May 30.
BBVA Compass, a financial services firm, estimated a first quarter GDP growth of 2.3 or 2.4%. “We are more pessimistic than the majority of analysts,” Kim Fraser, an economist at BBVA Compass, said. “Personal consumption and employment were strong in January and February, but slowed dramatically in March. Employment was down drastically,” she said.
The increase in the first quarter was due to rises in personal consumption, business inventory, equipment and software, and housing investment, according to the Commerce Department’s report.
“Consumption was stronger than expected, and housing was a strong mover,” Fraser said.
Imports increased, which resulted in a lower GDP, but economists like Fraser see an upside to this. “Imports may be an encouraging sign,” she said, referencing the fact that they indicate an increase in consumer spending.
Another factor responsible for lower than expected GDP growth was a decrease in spending by local, state and federal governments.
Most of the effects of sequestration, the drastic across the board cuts to federal spending, have yet to be felt in the economy, but defense spending declined 11.5%, which kept the first quarter GDP growth from reaching 3%, according to BMO Capital Markets Senior Economist Sal Guatieri. “Federal defense spending carved 0.6 percentage points from growth,” he wrote in a report.
Both Fraser and Guatieri believe the sequestration cuts will have more of an effect in the second quarter. Despite this, Guatieri predicted, “While sequestration will slow GDP in Q2, we still expect growth to top 3% in the second half of the year amid improved household finances, pent-up demand for autos, and the long-running housing market recovery.”

Mexico
The outlook for economic growth and inflation in Latin America's second-largest economy this year has deteriorated among private-sector economists, according to a Bank of Mexico survey.
Analysts see the country's economy expanding 3.35% in 2013, according to the average estimate of the central bank's April survey, down from the 3.46% expected in the previous month's poll.
Mexico's annual inflation is seen rising 3.9% this year, up from the previous estimate of 3.75%. Thirty-three local and foreign banks and consultancy firms responded to the April survey.
The central bank's survey showed economists maintain a glum view of Mexico's growth as sluggish global demand, particularly in the U.S., is already affecting Mexico's export engine.
The government itself sees first-quarter GDP growth slowing to an annual rate of 1%, the lowest since the recession of 2009, with an economic recovery expected to happen in the second half of the year.
Price worries have recently increased in Mexico after 12-month inflation rose to 4.72% in the first half of April, the highest level in seven months. The central bank has said it is a temporary uptick caused by volatile agricultural prices.
Lower growth and higher inflation led Mexico's central bank to stand pat on rates in its last policy meeting in late April, keeping a neutral tone. The bank already cut the key overnight interest rate by 50 basis points to 4% in its March decision.

ASIA
India
Projecting a modest pick-up in economic activity in the coming months, Reserve Bank today pegged GDP (Gross Domestic Product) growth rate for the current fiscal year at 5.7%, significantly lower than the Finance Ministry's forecast of 6.1 to 6.7%.
"The Reserve Bank's baseline projection of GDP growth for 2013-14 is 5.7%. The bank's current assessment is that activity will remain subdued during the first half of this year with a modest pick-up in the second half, subject to appropriate conditions ensuing," RBI said in its annual monetary policy review for 2013-14.
India's economy grew by 5% in the last fiscal year, lowest in a decade, because of poor performance of manufacturing, agriculture and services sector.
The RBI's current fiscal year's growth estimate of 5.7% is much lower than the finance ministry's growth projection of 6.1-6.7% and Prime Minister's Economic Advisory Council's growth projection of 6.4% for 2013-14.
It is also lower than the World Bank's growth projection, which predicted the Indian economy to grow by 6.1% in 2013-14 on account of robust domestic demand, strong savings and investment rate.
Not happy with RBI's growth projection, Planning Commission Deputy Chairman Montek Singh Ahluwalia had described its outlook as 'pessimistic'.
"Reserve Bank is clearly more pessimistic than the government is. I think that the government forecast as of now is feasible. ……………………………Remaining text not included in this sample.

A complete analysis of GDP and monthly updates for individual countries are included as part of Air Filtration World Market. For more information on Air Filtration and Purification World Markets, click on: http://home.mcilvainecompany.com/index.php?option=com_content&view=article&id=48#n022

Many New Power Generation Projects in Asia
New power plant projects are tracked continuously and revised start-up summaries are published monthly. Here are plants starting up in 2014.

Startup Date / Fuel - Summary Chart
United States Summary Total for Startup Date:
Fuel Total Size (MW)
Biomass 150
Coal 150
Coal Gas 582
Gas 8931

Fuel Project Name Size (MW)
Biomass Warren County biomass-fired power plant-Oglethorpe Power, GA 100
Biomass Woodville-East TX Electric Coop, TX 50
Coal Champion waste coal-fired CFB plant-Robinson Power, PA 150
Coal Gas David M Ratcliffe (Liberty) IGCC-Mississippi Power, MS 582
Gas Channel expansion-Calpine, TX 260
Gas Cheyenne Prairie combined cycle power plant-Cheyenne Light, Fuel & Power, WY 130
Gas Deer Park expansion-Calpine, TX 260
Gas Dover combined cycle (Cricket Valley)-Advanced Power Services, NY 1000
Gas Ferguson combined cycle power plant-LCRA, TX 540
Gas Gilcrist County power plant-Seminole Electric, FL 1000
Gas Gloucester County combined cycle-West Deptford Energy LLC, NJ 738
Gas Haynes 5,6 repower-Los Angeles DWP, CA 600
Gas Kalama Energy Center--Energy Northwest plant, WA 346
Gas Lake Side 2 combined cycle expansion-PacifiCorp, UT 637
Gas Nelson combined cycle plant-Invenergy, IL 600
Gas Red Gate power plant-South Texas Electric Coop., TX 225
Gas Riviera Beach combined cycle-Florida Power & Light, FL 1250
Gas Rubart Station-Mid-Kansas Electric Co., KS 110
Gas Sherman combined cycle power plant-Panda, TX 750
Gas Watson Cogen Reliability Project, CA 85
Gas Westfield (Pioneer Valley Energy) combined cycle power plant, MA 400

Worldwide Summary Totals for Startup Date:
Fuel Total Size (MW)
Biomass 835
Coal 60467
Gas 51355
Liquefied Natural Gas 4600
Nuclear 17010
Oil 5208

Fuel Project Name Size (MW)
Biomass Drax biomass power project (Ouse Renewable Energy Plant), UK 290
Biomass Portbury Dock Renewable Energy Plant-E.ON, UK 150
Biomass Torsvik cogen power plant-Jonkoping Energi, Sweden 100
Biomass Tyne Renewable Energy Center-MGT Power, UK 295
Coal ACB India Chhattisgarh power plant, India 900
Coal Adani Power Ltd. project in Chhindwara district, India 1320
Coal Adilabad mine mouth power plant-Singareni Collieries Co. Ltd., India 1200
Coal Amravati power plant-Elena Power & Infrastructure Ltd., India 1350
Coal Angul captive power plant-Jindal Steel and Power, India 400
Coal Anuppur--Moser Baer Phase 1 power project, India 1200
Coal Bali Phase I power plant-China Huadian Group, Indonesia 426
Coal Banka district (Siriya) supercritical-Jas Infrastructure (Abhijet), India 1320
Coal Barangay Putting Bato West power plant-Trans-Asia Oil, Philippines 135
Coal Barauni TPS expansion (1,2)-BSEB, India 500
Coal Bargarh region power plant-Uttar Pradesh Power Corp., India 600
Coal Barh I-National Thermal Power Corp., India 1980
Coal Bellary 3 (Yaramaras) supercritical expansion-Karnataka Power Corp., India 700
Coal Bengkayang power plant-PLN, Indonesia 100
Coal Bokaro 4 supercritical power plant-Damodar Valley Corp., India 500
Coal Bongaigaon power project-NTPC, India 750
Coal Bow City Power Project-Bow City Power Ltd., Canada 500
Coal Calaca CFB power plant-AC Energy Holdings/Trans-Asia Oil & Energy Dev. Corp., Philippines 135
Coal Chalna-Bangladesh Power Development Board/NTPC, Bangladesh 1320
Coal Champa supercritical power project-Moser Baer, India 1320
Coal Chandwa (Matrishri Usha Jayaswal)-Tata Power/Abhijeet (JAS Infrastructure), India 1080
Coal Enugu-Minaj Holdings Ltd. power project, Nigeria 600
Coal Gardabani power plant-Georgia Partnership Fund, Georgia 230
Coal Global Business Power plant expansion in Toledo City, Philippines 82
Coal Global Powmin power plant, India 2640
Coal Haldia power plant-RPG Group (CESC), India 600
Coal Ib Valley 3,4--AES/Orissa State Electricity Board expansion, India 1320
Coal Jeneponto expansion-Bosowa Group, Indonesia 300
Coal Jorf Lasfar expansion (5,6), Morocco 700
Coal Kalimantan power plant with aluminum smelter-NALCO, Indonesia 1250
Coal Kosovo C, Kosovo 500
Coal Krishnapatnam Phase 1-Thermal Powertech Corp. India, India 1320
Coal Mao Khe-Vinacomin, Vietnam 440
Coal Mindanao expansion-Aboitiz Power/Evonik Steag, Philippines 150
Coal Moorburg 1,2-Vattenfall Europe, Germany 1640
Coal Muara Enim (South Sumatra 6) power plant-PT Bumi Resources Indonesia, Indonesia 600
Coal Mundra supercritical power plant-Adani Power, India 4620
Coal Muzaffarpur Stage II-NTPC and BSEB, India 390
Coal Nandikur power plant expansion-Udupi Power Corp., India 1200
Coal Nava Bharat Ventures power plant, Zambia 300
Coal Nawapara power plant-TRN Energy, India 600
Coal Negros Occidental power plant-Global Business Power Corp., Philippines 80
Coal Nghi Son Economic Zone (Cong Thanh) 1 power plant-EVN, Vietnam 600
Coal Norochcholai power plant, Sri Lanka 900
Coal Parli TPP Stage III-Mahagenco, India 250
Coal Puttalam power project-Ceylon Electricity Board, Sri Lanka 900
Coal Raipur supercritical power plant-GMR Energy, India 1370
Coal Rajpura supercritical power plant-Punjab State Electricity Board, India 1320
Coal Rio Turbio CFB power plant-Yacimientos Carboniferos Rio Turbio, Argentina 240
Coal RioZim power project, Zimbabwe 1200
Coal Safi IPP-ONE, Morocco 1300
Coal Sarkhadi Phase I supercritical power plant-Gujarat State Electricity Corp., India 1600
Coal Seival project-MPX Energia/E.On project, Brazil 600
Coal Sirkali power plant-Neyveli Lignite (NLC), India 2000
Coal Surat--Gujarat Minerals Dev. Corp., India 125
Coal Talcher power project-Lanco Infratech, India 1320
Coal Talwandi Sabo (Banwala) power project-Punjab State Electricity Board, India 2640
Coal Tori II power project-Essar Energy, India 600
Coal Tuticorin expansion-Neyveli Lignite Corp./Tamil Nadu Elect. Board, India 500
Coal Vidarbhar region supercritical power plants-Lanco Infratech, India 1320
Coal Vinh Tan 3.2-Vietnam Electricity (EVN)/One Energy, Vietnam 1244
Coal Visakhapatnam (Vizag) TP-Hinduja National Power Corp., India 1040
Coal Wilhelmshaven 2-E.ON, Germany 500
Coal Yeongheung 5,6, South Korea 1600
Gas Al Shuweihat power and desalination expansion-Abu Dhabi Water & Electricity, United Arab Emirates 1600
Gas Amara power plant, Iraq 500
Gas Arun power plant-PLN, Indonesia 200
Gas Az Zour steam tail addition-Al Ghanim International, Kuwait 400
Gas Baiji power plant--Iraqi Ministry of Electricity, Iraq 1014
Gas Baixada Fluminense power plant-Petrobras, Brazil 550
Gas Baja California II-Comision Federal de Electricidad, Mexico 134
Gas Banyan district combined cycle power plant-Sembcorp, Singapore 400
Gas Bengkanai power plant-PLN, Indonesia 280
Gas Bibiyana 3 combined cycle-Power Development Board, Bangladesh 450
Gas Calabar Cross River State power plant-Essar African Holdings, Nigeria 600
Gas Caridad II-Minera Mexico, Mexico 250
Gas Centro combined cycle-CFE, Mexico 640
Gas Chana combined cycle expansion (2)-EGAT, Thailand 800
Gas Cherepetskaya combined cycle power plant-E4 Group, Russia 400
Gas Chiba expansion-Tokyo Electric Power, Japan 500
Gas Coolimba gas-fired project-Aviva and AES, Australia 360
Gas Coryton power plant-InterGen, UK 900
Gas Dhuvaran III power project-Gujarat State Electricity Corp. (GSECL), India 375
Gas Diamantina 1 combined cycle-APA Group/AGL Energy, Australia 240
Gas Dibis expansion-Kirkuk power plant, Iraq 320
Gas Dongducheon combined cycle-Dongducheon Dream Power, South Korea 1900
Gas El Faro-Shougang Generacion Electrica (Shougesa), Peru 300
Gas El Tebbin power plant-Middle Delta Electricity Production Co., Egypt 750
Gas Erbil conversion to combined cycle, Iraq 500
Gas Erzin district combined cycle power plant-Akenerji, Turkey 900
Gas Eurostar power plant-MetCap, Turkey 878
Gas Giza North combined cycle-Cairo Electricity Production Co., Egypt 1500
Gas Great Island combined cycle-SSE, UK 460
Gas Hiranandani Group power project, India 2500
Gas Jebel Ali P (Hassyan)-Dubai Electricity & Water Authority, United Arab Emirates 1600
Gas Jiyeh power plant, Lebanon 78
Gas Kakogawa works power plant-Kobe Steel, Japan 600
Gas Khormala Phase I combined cycle power plant, Iraq 640
Gas Kimanis combined cycle power plant-Petronas Gas and Yayasan Sabah, Malaysia 300
Gas Kirikkale combined cycle power plant-Eser Holding and Acwa Power, Turkey 800
Gas Kodda combined cycle-Rural Power Co., Bangladesh 750
Gas Leverkusen combined cycle power plant-Repower, Germany 430
Gas Maranhao state combined cycle power plant-MPX Power, Brazil 500
Gas Maua 3 combined cycle power plant-UTE, Brazil 580
Gas Mittelsburenpower plant-Gemeinschaftskraftwerk Bremen, Germany 440
Gas Noida combined cycle-Noida Power Co., India 400
Gas Nong Saeng District independent power project--J Power, Thailand 1600
Gas Ogorodny Proezd-Novomoskovskaya, Russia 600
Gas Pocheon combined cycle, South Korea 1600
Gas Pohang Works expansion-POSCO, South Korea 290
Gas Port Harcourt, Nigeria 420
Gas Power Generation Supply power plant, Thailand 1600
Gas Qurayyah combined cycle conversion-Saudi Electric Co., Saudi Arabia 1241
Gas Qurayyah combined cycle IPP1, Saudi Arabia 4000
Gas Ressano Garcia power plant-Gigawatt-Mozambique, Mozambique 175
Gas Sasol/EDM power project, Mozambique 140
Gas Severnaya 2 combined cycle-Azerenerji OJSC, Azerbaijan 400
Gas Shimal 2 combined cycle, Azerbaijan 400
Gas Shuweihat 3 power project-Abu Dhabi Water & Electricity Authority, United Arab Emirates 1600
Gas Siddhirganj combined cycle-Electricity Generation Co. of Bangladesh, Bangladesh 340
Gas Sur combined cycle plant-Oman Power and Water Procurement, Oman 2000
Gas Swaida combined cycle plant-Iran Power Plant Projects Management Co., Syria 470
Gas Talimarjan combined cycle power plant, Uzbekistan 800
Gas Thornton Cleveleys combined cycle power plant-Wyre Power, UK 850
Gas Three Springs open cycle power project-ERM Power, Australia 330
Gas Tripoli West expansion-Gecol (General Electricity Co. of Libya), Libya 1400
Gas Tuaspring combined cycle plant, Singapore 411
Gas Tzafit combined cycle-Dalia Power Energies, Israel 835
Gas Ubungo Dar es Salaam power plant-Tanzania Electric Supply Co Ltd., Tanzania 1000
Gas Wasit cogeneration plant-Saudi Aramco, Saudi Arabia 750
Gas Yarima combined cycle plant-BHP Billiton, Australia 190
Gas Zouk power plant, Lebanon 194
Liquefied Natural Gas Bidadi combined cycle-Karnataka Power Corp., India 1400
Liquefied Natural Gas Joetsu combined cycle power plant-Chubu Electric, Japan 2400
Liquefied Natural Gas Wang Noi 4 expansion-Egat, Thailand 800
Nuclear Fangjiashan 1,2, China 2000
Nuclear Fuqing 1,2 nuclear power plant-China National Nuclear Corp., China 2000
Nuclear Mochovce 3,4 nuclear power plant-Slovenske Elektrarne, Slovakia 810
Nuclear New Korea 3 nuclear power plant, South Korea 1340
Nuclear Ningde 1,2 nuclear power plant-Datang Inter. Power/Guangdong Nuclear Power, China 2160
Nuclear Sanmen 1, 2 nuclear power plant-State Nuclear Power Technology Co., China 2500
Nuclear Shin Kori 3 and 4 nuclear power plant, South Korea 2700
Nuclear Taishan 1,2 nuclear power plant-EDF/China Guangdong Nuclear Power Corp., China 3500
Oil Al Manakher power plant-Amman Asia Electric Power, Jordan 573
Oil Meghnaghat 2-Bangladesh Power Dev. Board, Bangladesh 335
Oil Rabigh II expansion Stage 6-Saudi Electricity Co., Saudi Arabia 2800
Oil Rumaila-Basra power plant-Iraqi Ministry of Electricity, Iraq 1500

New power generation projects are tracked in two publications. Fossil and Nuclear Power Generation includes both market forecasts and project data. World Power Generation Projects has just the project data.
For more information, click on: Fossil & Nuclear Power Generation: World Analysis & Forecast
http://home.mcilvainecompany.com/index.php?option=com_content&view=article&id=72#n043

World Power Generation Projects: http://www.mcilvainecompany.com/brochures/energy.html#40a

Check out Your Coverage in the Global Decision Orchard
The McIlvaine Global Decisions Orchard (GD0) receives more than 30,000 hits per week from searchers looking for technical and product information. Thousands of pages of data and pictures, as well as hundreds of recordings are freely accessed.
There are two ways to search for data. The Quick Search allows you to insert any word and see all the information containing that word in the title, summary or structured key words. The result is you receive much more unique current and focused information than on a Google search.
The Full Display allows you to benefit from decisive classification. All decisions are a series of classifications. A system which provides the real options at each step along the way is much more useful than the random methods. Classification is by:
• product according to actual use,
• companies with a unique numerical indicator to eliminate the language problems,
• applications with a precise two record description, and
• precise labeling
• division of processes, materials, pollutants, etc.
This search system leads the searcher immediately to the most comprehensive information.
Free News and Analyses in the Global Decisions Orchard
Full Display
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Collaboration is the Key to the Full Utilization of the Digital Universe
The European Trade Fair Industry is built on a thousand year old tradition of annual or bi-annual gatherings to bring buyer and seller together. The advent of the printing press in 1440 started the evolution in mass communication. The telephone and telegraph some 400 years later created the next big step toward better buyer-seller communication.
Improvements in the postal service and written communications were steady but not spectacular until the development of high speed telefax systems in the late 1980s.
From this point forward, digital communication technology has grown so rapidly that it has obsolesced many sales tools and approaches. The problem is that most companies have not been able to take advantage of these advances.
Unless information is placed in the right hands, at the right time, it is not valuable. Competitors and customers dictate the deviniation of the “right time.” Younger people in a purchasing and specifying role are accustomed to instant answers to their queries.
With comprehensive information on process and products available with a click of a mouse, the purchaser rightly expects a level of knowledge and expertise on the part of the salesman which is much greater than in the days of the “two martini lunch.”
There is no way that the salesman can memorize the multitude of useful data he may need at a given moment. He has to have a system which can supply this information on demand. This means access to data as well as company experts.
Customer Relationship Management, Business Intelligence and Sales Intelligence systems all provide ways to organize the mountain of digital information. But unless they supply the right information, they are not of much use. If the individuals within the organization do not collaborate to divide and analyze the mountain appropriately, the system will fail.
It takes a system which combines Knowledge + Organization + Collaboration (KOC) to maximize sales and technical opportunities. The McIlvaine KOC strategy integrates on all three requirements. For more information, click on: KOC Sales Strategy
----------
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Bob McIlvaine
President
847 784 0012 ext 112
rmcilvaine@mcilvainecompany.com
www.mcilvainecompany.com

191 Waukegan Road Suite 208 | Northfield | IL 60093
Ph: 847-784-0012 | Fax; 847-784-0061

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