NEWS RELEASE                                                                                    April 2022

Evidence Based Sales Strategy Needed for CO2 Pumps and Compressors

Decisions about pumps and compressors for CO2 will be important in the campaign to quickly find alternatives to Russian oil and gas. Drax in the UK combusts biomass and will now sequester the CO2 in the North Sea.  This will make Drax a carbon negative contributor. It will allow 4000 MW of coal fired plants to remain operating in Poland and East Europe and still obtain the carbon neutral goals which are sought.

For suppliers selling pumps and compressors where performance is important; the most profitable market is directly proportional to the ability to convince purchasers of product superiority. If you are selling well established products to new customers or new products to existing customers success will depend on gathering  the evidence, analyzing total cost of ownership and then presenting that evidence in a way which validates claims.

Evidence Based Sales Campaign

The Mcilvaine Company provides a guide to the Evidence Based Sales Strategy with forecasts of the Total Available Market (TAM) based on the raw data, the Serviceable Obtainable Market (SOM) based on the predicate evidence and the Most Profitable Market (MPM) based on analysis of competitors and  purchasers.

http://home.mcilvainecompany.com/index.php/other-services/free-news/news-releases/47-uncategorised/news/1713-nr2699

The raw data on pumps and compressors for CO2 is available on line.  Here are examples.

There are many specific applications involved in the purification, compression and movement of the CO2.  It is up to the supplier to organize the predicate evidence, address the disputed evidence and make a case. Here is an example.

For an EOR project in Qatar, Sulzer supplied an API 610 type BB5, multi-stage, opposed impeller pump with a design pressure around 240 barg, Along with the relatively high suction pressures, the lightness and effusiveness of the supercritical CO2 needed to be managed well. Sulzer says that high suction pressures and lightness of CO2 have a significant effect on the design of the pump. Sulzer says they have addressed both the design and materials issues and offer a lower total cost of ownership product for the application

The unique aspects of the pump design are important and will be part of the disputed evidence.  Some of the materials selection choices are just predicate evidence which competitors can also address.

Knowledge of the competitors designs is essential in providing proper evidence. There are some unique ways to accomplish this.  A large compressor/blower manufacturer contracted with McIlvaine for extensive competitor analysis of blowers and compressors for aeration in municipal wastewater treatment plants. They wanted  a fair assessment of cost of ownership.  To do this McIlvaine created a decision guide for attendees at WEFTEC in two different years  as shown at  http://home.mcilvainecompany.com/index.php/silobusters/municipal-wastewater-services

Since quite a bit of total cost of ownership evaluation is created by the consultants and made publicly available the predicate evidence was exceptional. Contribution by the competitors addressed the disputed evidence.

It could be argued that the supplier was giving too much publicity to competitors.  But this concession was minor compared to the evidence based most profitable market strategy benefits.

Projects and technology relative to CO2 sequestration are found in the weekly Utility E Alert and Tracking System  http://home.mcilvainecompany.com/index.php/databases/42ei-utility-tracking-system

The Total Available and Serviceable Obtainable Markets are included in Pumps: World Markets.

http://home.mcilvainecompany.com/index.php/markets/water-and-flow/n019-pumps-world-market

Most Profitable Market programs for both pumps and compressors are available. For more information contact Bob McIlvaine at This email address is being protected from spambots. You need JavaScript enabled to view it.   or cell phone 847 226 2391.