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U.S. Pneumatic Components Markets: End-User Survey and Analysis
Frost & Sullivan, July 2002
End Users Demand High Quality Products
As manufacturers of pneumatic components struggle to retain profit margins in an atmosphere of intense price competition, end users are demanding valves, cylinders, filters, regulators, and lubricators that last longer. Users of pneumatic components rate product quality as the most important purchase criterion, and many are willing to pay more for longer-lasting products. Although manufacturers will continue to use aggressive pricing to usurp market share from competitors, winners will ultimately be defined by their ability to provide products with extended lives.
This study presents the results of an extensive survey of end users in pneumatic component markets. With in-depth analyses of demographics, product utilization trends, and purchasing criteria, this research will enable market participants to better understand customers and better serve their needs.
Value-Added Packages Promise to Drive Revenue Growth
The development of value-added packages by component manufacturers will foster greater dependence of end users on manufacturers, says the study's author. Manufacturers find that incorporating several components into a single unit entices end users who require specialized components. By integrating sensors and multiple valves or actuators with valves and hoses, manufacturers will win over many end users from competing component providers.
At the same time, eliminating distributors from the sales process will allow component makers to realize increased revenues. This is a transition from a market that purchases from the distributor, to a market that purchases directly from the manufacturer, says the author. This study, which evaluates competitors' tactics and highlights winning strategies, can help your firm develop an effective business plan.
End Users Prefer Companies with Complete Product Lines
Many end users that purchase direct are increasingly selecting manufacturers that offer complete product lines, says the author. End users hope to simplify the process of locating components among several vendors and to minimize the paperwork involved with acquiring those components.
Another benefit of using complete solutions providers is the increased bargaining power that end users can gain with pneumatic component manufacturers. As end users increase their order size, manufacturers will be more willing to adjust products, services, and prices to accommodate their customers. The privileged market perspective offered by this study can help your firm succeed in an increasingly competitive field.
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