Record All Your Power Point Sales Presentations
McIlvaine is creating a digital route for critical decision making. It involves
LinkedIn discussion groups and webinars where subjects are debated. It includes
intelligence systems with case histories and white papers. An important
component is the recorded presentation with the same informality but insightful
knowledge which your sales people routinely display. McIlvaine InterWebviews™
are posted in the Global Decisions Orchard, on YouTube and can be linked from
your website. They are important components in the digital decision systems.
What is important is to create a recording to answer the questions your prospect
needs to hear before moving forward with you. The discussion atmosphere created
by the McIlvaine host responding to a focused presentation is invaluable. Your
sales people spend thousands of dollars in preparation and travel just to make
this type of presentation to one customer. The InterWebviews™ is a way to
permanently leverage this investment.
Informality is winning the day. The polished corporate brochure is being
replaced by the power point presentations being prepared by sales and
application engineers. Your customers are spending a good part of the day
viewing text messages with abbreviated words and emails that come directly from
the originator and not through a secretary.
This same informality can be applied to your recorded presentations. Let the
sales engineer prepare the power points and make the presentation. This low-cost
approach allows you to make 20 recordings for the price of one polished
advertising agency version. The credibility of an engineer who knows his product
rather than a professional presenter resonates with the viewer.
The presentation, prepared in English, can be revised and delivered by a sales
person speaking in another language. Check out the CBI presentation “Mercury in
Mandarin” at InterWebviews™.
As part of the major McIlvaine initiative to build the digital decision systems,
we are offering a steeply discounted rate on all InterWebviews™ for the next
three months. The cost will be only $40/minute with a minimum of 15 minutes, so
this is only $600. We recommend short-focused presentations. This allows you to
create recordings for each product in each application in each major language.
For more information on InterWebviews™ contact Bob McIlvaine at 847-784-0012
ext. 112 or rmcilvaine@mcilvainecompany.com.
Market for Monitoring Gases, Liquids and Solids Predicted to Grow Robustly
Machine-to-machine communication will be the catalyst to robust growth of
sensors and related electronics to measure the status of air, water, combustion
gases and other gases and liquids used in fossil, nuclear and renewable energy
power generation. Solids such as coal, lime and dry chemicals also must be
monitored. The 2020 market is predicted to grow to $78 billion, according to the
McIlvaine Company in its N031 Air and Water Monitoring: World Market report.
Power Plant Monitoring Market in 2020
Generation Type Monitoring
and Automation Revenues
$ Billions
Coal-Fired Power 30
Gas Turbine Combined Cycle 20
Nuclear 18
Wind and Solar 2
Geothermal and Biomass 4
Hydro 4
Total 78
There are large numbers of new coal-fired power plants in planning in Asia,
Africa and other areas. Plants in the United States are suddenly no longer faced
with the necessity of closing due to the change in administration. They are now
reviewing how to make these power plants more efficient for long-term operation.
The quickest payback will be in better control of the solids, gases and liquids.
To improve combustion, sophisticated devices such as tunable diode lasers allow
monitoring of oxygen and CO2 at numerous points within the boiler. This
information is then used to adjust burner dampers.
The software associated with the monitors can learn empirically and optimize
operations. It can also provide information for remote control of a fleet of
generators or for use by vendors to supply advice or actual operational control.
Ultrapure water is used in nuclear, gas turbine, coal, geothermal and
biomass-fired power plants. A number of process steps can be optimized and the
use of chemicals reduced with improved monitoring. The balance of the steam
cycle involves high temperature liquids and vapors which must extract heat from
high temperature corrosive combustion gases. Distribution of flow is critical
and can be optimized with better monitoring.
Air pollution control and wastewater treatment costs are rising along with the
stringency of regulations. One utility owner is planning on saving $200 million
just by a combination of optimization steps to reduce NOx. Zero liquid discharge
(ZLD) wastewater systems are now dictated in many areas. Sophisticated
monitoring is required in the dewatering and evaporation steps.
Ambient air and water monitoring is increasingly needed as plants need to
validate pollution sources. One utility was accused of being the cause of high
selenium levels in the river and had to demonstrate that the selenium
contamination was occurring upstream.
Smart valves, pumps and other components relay information which can be used to
reduce maintenance and ensure reliable operation. Instead of periodic costly
inspections, components are repaired when problems are discovered.
Lubrication systems are critical to reliable operation of wind, gas and steam
turbines as well as fans, pulverizers, compressors and other rotating components
in power plants. Monitoring pressure, flow and leakage are important.
Some of the biggest beneficiaries will be the automation system providers. GE,
Emerson, Siemens, ABB, Yokogawa and others are offering extensive packages.
Boiler system suppliers such as Doosan, BHEl, MHPS and B&W are incorporating
automation systems into their packages.
System integrators are buying and incorporating sensors. Several years ago, GE
sold its KVB Enertec group to B&W who now supplies complete continuous emissions
monitoring packages and service. Some of the large consulting and EPC companies
also have systems integration offerings. One reason is the continuous servicing
requirements which result in long-term contracts.
There are many instrument suppliers. Thermo Fisher is the largest. GE is selling
its water business which includes the former Sievers instrument group. Danaher
is one of the rumored potential purchasers of GE Water. Its Hach division is
very large in the water monitoring segment.
For more information on Air and Water Monitoring World Markets, click on:
http://home.mcilvainecompany.com/index.php/markets/2-uncategorised/106-n031.
Water Treatment Chemicals Market is Growing Faster than GDP
The expansion of municipal drinking and wastewater treatment in Asia is one of
the driving forces which will ensure that growth in the water treatment
chemicals market will exceed the rise in GDP. The 2017 market is forecast at $27
billion. This is the latest forecast in N026 Water and Wastewater Treatment
Chemicals: World Market. Corrosion inhibitors will be the leading product
segment.
Subject 2017
Total 27,585
Activated Carbon 772
Chelants 663
Corrosion Inhibitors 6,111
Defoamers 608
Inorganic Flocculants 3,459
Ion Exchange 903
Odor Control 956
Organic Flocculants 4,497
Other 1,389
Oxidizers & Biocides 2,993
pH Adjusters 1,486
Scale Inhibitors 3,748
Water treatment chemicals are part of a larger category labeled specialty
chemicals or performance chemicals. The market for this broader category is $1
trillion per year. Large players include Dow Chemical, BASF, Bayer, INEOS Group
and DuPont.
The major markets for specialty chemicals are:
• Agrochemicals
• Polymers & Plastic Additives
• Construction Chemicals
• Electronic Chemicals
• Cleaning Chemicals
• Surfactants
• Lubricants & Oilfield Chemicals
• Specialty Coatings
• Paper & Textile Chemicals
• Food Additives
• Adhesives & Sealants
The major revenue producers in the water treatment chemicals market are
formulators such as Ecolab (Nalco) and GE Water (Betz). They in turn are buying
the specialty chemicals which they then mix and sell along with service
expertise.
A number of acquisitions have taken place in the industry in recent years. In
the most recent announcement, Lanxess AG agreed to buy U.S. competitor Chemtura
Corp. for about $2.1 billion in cash, more than doubling the size of its
additives business and accelerating a shift towards specialty chemicals.
Chemtura sales are €1.5 billion with a pretax EBITA of €245 million. Chemtura
sells bromine directly to some large customers but is also a supplier to
formulators such as Ecolab. GE is planning to divest its water business. This
includes the Betz water treatment chemicals. The sale of this group will have an
impact on the market going forward. The divestiture target date is mid-2017.
The forecasts do not include the pH adjusters used in scrubbers. There is a very
large market for lime and sodium compounds sold to power plants and other
industrial emitters. Lime and limestone react with SO2 to form gypsum. Much of
the world’s gypsum wallboard is made with flue gas desulfurization (FGD) gypsum.
For more information on N026 Water and Wastewater Treatment Chemicals: World
Market, click on:
http://home.mcilvainecompany.com/index.php/markets/27-water/449-n026-water-and-wastewater-treatment-chemicals.
Who Should Purchase GE Water?
Hundreds of companies in the water business as well as private investors will be
considering the purchase of GE Water. The first conclusion in a cursory review
will be that this is a group of individual companies which operate independently
and are not necessarily in the same markets. There are companies selling systems
and major components, small components, instruments and consumables such as
treatment chemicals.
The management of these businesses is challenging because of their diversity.
The way you manage an effort to supply $50 cartridges is totally different than
the way you manage an effort to sell knowledge which is bundled into the price
of formulated chemicals. The management of a company which sells complete zero
liquid discharge (ZLD) systems requires skills not required in some of the other
businesses.
Danaher has been mentioned in the media as a potential purchaser. Their recent
Pall acquisition has made Danaher a major player in pharmaceutical and chemical
industry filtration. GE Water is focused more on power, oil and gas, refining
and to a lesser degree on various water-related purification. So, the industry
alignment is complimentary.
Xylem has grown the test segment of its transport, treat and test efforts. Its
instrumentation or test business is mostly in municipal water and wastewater and
compliments the GE instrumentation applications.
Other water chemical formulators such as Ecolab and Solenis and basic water
chemical suppliers such BASF and Kemira are also potential purchasers.
Any of the large companies in the air, water, liquid, gas flow and treat
businesses with an industry total revenue of $323 billion are potential
purchasers.
Air/Water/Gas, Liquid Flow and Treat Revenues
$ Millions
Product Power Fluid Municipal Industrial and Other Residential/
Commercial Total
Flow (Water)
Pumps 3 8 14 20 8 53
Valves 7 13 7 39 20 86
Subtotal 10 21 21 59 28 139
Liquid Treatment
Cartridge 0 7 1 6 7 21
Sedimentation/ Centrifugation 1 0 2 5 0 8
Cross Flow Membranes 2 0 4 3 1 10
Macrofiltration 1 0 2 4 0 7
Subtotal 4 7 9 18 8 46
Oxidation and Destruction (Water)
Biological/Oxidation/Destruction 1 0 8 4 2 15
Water/Wastewater Chemicals 5 0 9 10 0 24
Subtotal 6 0 17 14 2 39
Indoor Air Treatment
Filtration/Purification 1 2 0 3 5* 11
Stack Gas Treatment and Flow
Fabric Filter 1 0 0 5 0 6
Scrubber 0 0 1 5 0 6
Precipitator 7 0 0 1 0 8
FGD 7 0 0 0 0 7
DeNOx 6 2 0 1 0 9
Thermal/Catalytic 0 10 0 2 0 12
Fans and Compressors 4 2 2 12 5 25
Subtotal 25 14 3 26 5 73
Monitoring
Air 1 1 1 1 3 7
Water 1 1 3 2 1 8
Subtotal 2 2 4 3 4 15
Total 323
* includes vacuum bags and face masks as well as HVAC
GE Water Coverage
The GE water treatment chemicals business is of greater value as the percentage
reduction of end user knowledge to total knowledge continues to shrink. The
formulated chemicals business is more problem solving with the right combination
rather than sale of a product. Knowledge of the applications is critical. With
the development of the smart sensors, the formulators can become remote
operators or continuous advisors rather than just offering periodic advice as
part of the chemical sale. Will potential investors fully recognize this
opportunity? If they do, the potential buyer will be one who can best leverage
this very large potential. The expertise in the use of chemicals along with
filtration, valves, pumps, etc. will all create a very large remote advice,
operations and preventive maintenance revenue opportunity.
The various relevant market reports for an evaluation of this opportunity are
shown at: MARKETS
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
#1301 - December 9, 2016
Table of Contents
COAL - US
• How Much will the Climate Change Program differ in the New Administration?
• Hamon Research-Cottrell achieves "In-Service" of the First ReACT
Multi-Emission Scrubber in the US
COAL - WORLD
• Coal Fired Power should be Part of the Future Mix in India says WCA
• Successive Full-Turnkey Orders Received for Integrated Coal Gasification
Combined-Cycle Power Plants in Fukushima Prefecture
• Commercial Operations of High Efficiency AQCS Systems Begin at China Huadian
Zouxian Coal-fired Power Plant
• BHEL commissions 660 MW Supercritical Thermal Unit in Uttar Pradesh
• Palm Concepcion Inaugurates $280 Million Coal Plant to Boost Visayas Power
Supply
• Bharat Heavy Electricals Limited (BHEL) has commissioned a 93 MW Steam
Turbine-Based Captive Power Plant (CPP) at Hazira in Gujarat
• Ducon Enters an Agreement with Wienerberger India for a Dry FGD System
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.
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You can register for our free McIlvaine Newsletters at:
http://home.mcilvainecompany.com/index.php?option=com_rsform&formId=5.
Bob McIlvaine
President
847-784-0012 ext. 112
rmcilvaine@mcilvainecompany.com
www.mcilvainecompany.com