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market share

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Published on October 15, 2014

Author: petingenieria

Source: slideshare.net

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Market Share for Spraying Systems
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1. MMaarrkkeett SShhaarree iinn SSoouutthh AAmmeerriiccaa WWPPGG –– NNoovv 22000088 EEddssoonn RRoocchhaa

2. Market SShhaarree %% bbyy CCoommppeettiittoorrss 50% 8% 4% 3% 1% 1% 1% 1% 3% 0% 30% 60% 50% 40% 30% 20% 10% 0% SSCO Lechler Delavan PNR Albany Sonic Jato Bete DI Bex Others  Others - Local competitors and OEMs that manufacture or import direct from different suppliers, like Kawasaki, Mitsubishi, Sonic, VAIS, etc.

3. MMaarrkkeett SShhaarree ppeerr CCoouunnttrryy

4. MMaarrkkeett SShhaarree -- BBrraazziill  Others – Local competitors, integrators and OEMs that manufacture or import direct from different suppliers, like Kawasaki, Mitsubishi, Sonic, VAIS, etc. Small pipe shops without quality but with very low price.

5. MMaarrkkeett SShhaarree -- BBrraazziill Using the methodology recommended by Frank & Lynn where our Saleforce is responsible for collect data we have the following result (only nozzles):

6. BBrraazziill IIssssuueess  MMaannyy llooccaall ccoommppeettiittoorrss ((lliikkee UUmmiiccoonnttrrooll // BBiikkooss // AAnnssaattzz // EExxcceellssiioorr // eettcc)) pprreesseenntt iinn tthhee BBrraazziilliiaann mmaarrkkeett,, ccoommppeettiinngg ((ffooccuuss)) iinn ssppeecciiffiicc sseeggmmeennttss..  MMaannyy iinndduussttrriieess aarree mmaannuuffaaccttuurriinngg nnoozzzzlleess iinn hhoouussee oorr aarree bbuuyyiinngg ffrroomm ssmmaallll ssuupppplliieerrss tthhaatt hhaavvee nnoo tteecchhnnoollooggyy ttoo mmaannuuffaaccttuurree nnoozzzzlleess..

7. MMaarrkkeett SShhaarree -- AArrggeennttiinnaa • In the pressure wash market (PWM), there are direct importations from Italy (SS products made in USA and/or China) • Local OEMs are small shops that only manufacture some models used by steel and paper industry •We started a program with help from Brazil to replace Lechler’s nozzles in the Steel Industry.

8. MMaarrkkeett SShhaarree -- AArrggeennttiinnaa Market Share 2009 Lechler GCS 37% Schlick 2% SSCo 32% Loc.OEM High Pressure 3% 4% Lechler 12% Delavan 1% Iwata+Dev.+Binks 4% Exair 5% Importation made by each vendor

9. MMaarrkkeett SShhaarree -- CChhiillee  33% are OEMs or large customers that import nozzles directly from others countries using traders, like Tecnologia Cobra that is buying directly the BETE nozzles from John Brooks, and The Raring Co. that is buying Turbosonic products for Dust Suppression Systems and GC to the Mining industry. SSCo has 6% of DI. The market share in Chile is underestimated since the value is related to the cost that companies are importing and not selling to the end users.

10. MMaarrkkeett SShhaarree -- CChhiillee  Without the DI (direct import), the figure changes

11. MMaarrkkeett SShhaarree -- CChhiillee Imported product by each vendor (FOB value). We do not know the selling price but it is estimative that help us to validate our assumptions . Lechler reduced share this year comparing with last year and Direct Importation too.

12. MMaarrkkeett SShhaarree -- CCoolloommbbiiaa  Presence of DI customers that buy nozzles directly from other countries including SSCo.

13. MMaarrkkeett SShhaarree -- EEccuuaaddoorr  In some cases SSCo Ecuador has problems with Agricultural products that are offered for the industry at lower prices.

14. MMaarrkkeett SShhaarree -- PPeerruu  The BETE representative (SER) is the previous SS rep.

15. WWoorrlldd MMaarrkkeett PPeenneettrraattiioonn NNeett SSaalleess // IInndduussttrriiaall GGDDPP ((PPPPPP)) = R12 Sales/( In GDP PPP)/1000000) Country GDP [Bi] GDP PPP per capita GDP correct with PPP % Ind Industrial GDP PPP NS 2008 USD NS/ IGDP PPP Index = 100 Brazil 1.665,0 $10.300 $2.030.000.000.000 28,50 $578.550.000.000 $7.438.228 13 100 Colombia 249,8 $9.000 $407.200.000.000 36,60 $149.035.200.000 $1.020.692 7 53 Ecuador 54,7 $7.700 $107.000.000.000 33,90 $36.273.000.000 $513.597 14 110 Argentina 338,7 $14.500 $585.000.000.000 34,10 $199.485.000.000 $1.054.561 5 41 Chile 181,5 $15.400 $252.900.000.000 50,50 $127.714.500.000 $831.639 7 51 Peru 131,4 $8.500 $249.500.000.000 25,60 $63.872.000.000 $253.745 4 31 Venezuela 331,8 $14.000 $368.300.000.000 35,30 $130.009.900.000 $27.200 0 2 5 60 48 4 48 36 3 36 24 2 24 12 1 12 0 Levels

16. WWoorrlldd MMaarrkkeett CCoovveerraaggee IInndduussttrriiaall GGDDPP ((PPPPPP)) // FFiieelldd SSaalleess PPeerrssoonn # FTE Field Sales People/(Ind. GDP PPP Country/Ind. GDP PPP SA) Country GDP (PPP) % Ind Ind GDP PPP 2008 # FSP IGDP PPP [U$Mi] / # FSP Market Covarage Acc Ind GDP PPP Ecuador $107.000 33,90 $36.273 3 12.091 106,27 Colombia $407.200 36,60 $149.035 6 24.839 51,73 Peru $249.500 25,60 $63.872 2 31.936 40,23 Brazil $2.030.000 28,50 $578.550 16 36.159 35,54 Chile $252.900 50,50 $127.715 3 42.572 30,18 Argentina $585.000 34,10 $199.485 4 49.871 25,77 Venezuela $368.300 35,30 $130.010 1 130.010 9,88 5 175 140 4 140 105 3 105 70 2 70 35 1 35 0 Levels

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