Suppliers and purchasers of valve products and services have the same basic questions but with different perspectives. The purchaser must select a process, the type of valve to use in that process and then choose the best supplier. Increasingly purchasers are conducting total cost of ownership (TCO) evaluations. (1)
The supplier of a high performance valve needs to understand the processes and how his product will be used in those processes. He wants to know how big the market is for this product. He wants to know if he has the lowest total cost of ownership product and if so how does he create a winning strategy. An important aspect is competitor analysis and determination of market shares for the various players.
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