2017 global diaphragm pumps in mining product line strategy ... - frost … · 2017. 8. 16. ·...

2017 Global Diaphragm Pumps in Mining Product Line Strategy Leadership Award

BEST PRACTICES RESEARCH

© Frost & Sullivan 2017 2 “We Accelerate Growth”

Contents

Background and Company Performance ........................................................................ 3

Industry Challenges .............................................................................................. 3

Product Line Strength and Customer Impact ............................................................ 3

Conclusion........................................................................................................... 7

Significance of Product Line Strategy ............................................................................ 8

Understanding Product Line Strategy Leadership ............................................................ 8

Key Benchmarking Criteria .................................................................................... 9

Best Practices Award Analysis for FELUWA Pumpen GmbH ............................................... 9

Decision Support Scorecard ................................................................................... 9

Product Line Strength ......................................................................................... 10

Customer Impact ............................................................................................... 10

Decision Support Matrix ...................................................................................... 11

The Intersection between 360-Degree Research and Best Practices Awards ..................... 12

Research Methodology ........................................................................................ 12

About Frost & Sullivan .............................................................................................. 12



Background and Company Performance

Industry Challenges

Pumps Applications in Mining Industry: Positive displacement pumps in the mining

and minerals industry help transfer liquids with solid particles called slurry under

extremely high pressures. Hence, the combination of slurries and high pressure is the

reason why positive displacement pumps, especially diaphragm pumps, are applied in the

mining industry. Diaphragm positive displacement pumps are being used more in this

application because of their ability to reduce water and energy consumption and their easy

maintenance.

Pumps Market in Mining Industry—Key Challenges: The dramatic drop in raw mineral

prices and the sluggish economy have caused mining companies to reassess their

priorities, which pose grave implications for pump manufacturers and suppliers. The future

of the pumps market in the mining industry is marred by both commodity prices as well as

a sluggish economy, wherein, mining companies are forced to rely solely on government

funding. These factors are majorly impacting their willingness to spend, particularly on

larger projects, thereby, affecting demand for pumps in a big way as well.

Therefore, it has been noted that pump manufacturers can remain competitive at all

levels, if they strive to constantly deliver and promote superior benefits and a point of

differentiation in their solutions. In the mining industry, especially, the presence of high

solids and large particles are the primary reasons that result in a dramatic increase in

wear costs. They also pose a negative impact on the whole pump’s operation itself.

Therefore, manufacturers robustly need to increase their pump’s reliability and enabling

them to operate longer without interruptions, thus, significantly reducing maintenance

costs for their clients.

While adoption of new technology can play a significant role in reconciling these problems of

high energy usage, in a mature market such as pumps, technological innovations are not so

frequent. As environmental regulations increase and mining companies’ energy costs rise,

so does demand for a cost-effective, simple yet revolutionary solution that smoothly

transports dense slurries and paste-like materials. A reliable, low-wear pump that operates

longer without interruption significantly reduces maintenance costs for clients.

Product Line Strength and Customer Impact

Technology Leverage

FELUWA Pumpen GmbH, a German-based company, specializes in the development and

design of pumps for difficult, solid-carrying media. The company has introduced several

ground-breaking technologies that systematically address every pressing concern of

mining customers.



The key challenges associated with running traditional pump designs for handling highly

viscous and semi-solid liquids include high cost, inaccuracies or uneven fluid distribution

and settling of liquids at the pump’s bottom and high wearing of the process equipment

due to the pump’s various parts coming in contact with the liquid that it is transporting.

FELUWA designed the MULTISAFE® double hose-diaphragm process pump primarily to

address the shortcomings of traditional diaphragm and diaphragm piston pumps.

The MULTISAFE® pump with its redundant double hose-diaphragm system hermetically

separates the fluid that is being conveyed entirely from the hydraulic system and the

moving parts of the pump. The conveyed fluid is allowed to flow through a linear pathway

via the hose-diaphragm and only comes in contact with the inside of the inner hose-

diaphragm and check valves, which increases pump life by eliminating the possibility of

corrosion or wear.

It is the only oscillating displacement pump system that is hermetically sealed, completely

leak-proof, and has a double-sealed fluid chamber that shields it from the outside

environment. It mimics the function of a human heart, with variable speed contraction and

release of fluids.

Two hose-diaphragms included at the heart of the pump are arranged one inside the other

so that they fully enclose the conveyed fluid. In line with the piston stroke, the

diaphragms actuate to pump the fluid through the body in a linear flow path. The biggest

advantage of this functionality is that the slurry will not come into contact with the pump’s

casing even if one of the diaphragms fails. Since the conveyed fluid does not, under any

circumstances, come into contact with the casing, expensive materials that are chemically

compatible with the fluid are not required.

Frost & Sullivan has determined that the MULTISAFE® double hose-diaphragm pump

undeniably places FELUWA at the forefront of its competition.

Features—Product Line Analysis

Effective tailings disposal is critical to continuous mine operation. With their almost linear

flow without deviations and minimum wear FELUWA pumps are especially suitable to

handle aggressive and/or abrasive, solids carrying media, e.g. mine slurries and waste

materials - even at high viscosity.

The linear flow path of the medium and the fact that it is only in contact with the internal

hose-diaphragm and the check valve reduces erosion and corrosion to a minimum.

Aggressive and abrasive fluids are not in contact with the pump casing rendering special

materials, resistant to the medium, unnecessary, compared to the use of traditional

pumps in these systems which are inefficient and subject to high wear due to their

exposure to such fluids.

FELUWA's array of pumping products and accessories are strategically designed and



fabricated to succinctly address the above mentioned challenges while not compromising

on the quality, reliability and cost-effectiveness of the equipment. In an industry with

limited product distinction among competing products, it is crucial for pump

manufacturers to make a noticeable impact on their clients’ profitability. FELUWA

understands this and offers best-in-class features that deliver exceptional benefits.

FELUWA considers the pressing concerns of the mining industry in the design of its

flagship solutions. Its DownFlow Technology pump is specifically designed for carrying

solids that tend to settle and may cause a pump breakdown. Its cutting-edge downflow

configuration disregards traditional pumping principles: The flow is led from the top to the

bottom of the pump, preventing sedimentation within the pump.

Its Pulsatrol solution consists of a hose-diaphragm pulsation dampener and a rolling

diaphragm accumulator that are both safeguarded from damage regardless of system

pressure. A nitrogen or compressed air cushion adapts itself to operating conditions, which

helps to reduce the uniformity coefficient to less than 0.5% p to p.

FELUWA's diagnostic systems and touch panels include WebGuard, a sophisticated human-

machine interface that fully integrates pump diagnostics into industrial control systems. A

Web-based service option allows for continuous monitoring of hose-diaphragms, check

valves, inlet and discharge pressure, flow rate, speed, pulsation, hydraulic oil

temperature, lube oil flow, and pressure to improve process efficiency.

Frost & Sullivan’s independent analysis confirms that FELUWA's attention to detail in the

development of its product line demonstrates its commitment to ensure that its solutions

are reliable regardless of the nature of the liquids they pump.

Customer Ownership Experience

The ability to anticipate customer needs is one of the most important elements of doing

business in the global pumps and systems space. FELUWA analyses the expected business

climate for the next 5 to 10 years to devise flexible designs and processes that will meet

clients’ current and future requirements.

The contrasting, complex methods generally used in mineral extraction and processing

typically call for some of the most demanding pump solutions in the mining industry. Frost

& Sullivan lauds FELUWA for conducting an extensive analysis of a client’s precise

requirements before deploying its technology.

FELUWA's Hose-Diaphragm Guard (HDG) product solution is one such offering that can be

elaborated on to describe the company’s undying need to enhance customer’s ownership

experience altogether. Particularly while handling highly toxic and other viscous fluids that

may be aseptic to the process equipment itself, condition monitoring of diaphragms is

critical to ensure that process equipment remains aseptic to toxic or viscous fluids.



FELUWA's redundant diaphragm clamping system for its flagship MULTISAFE® double

hose-diaphragm process pumps has been developed for permanent monitoring of the

clamping area, thereby, preventing leaks of any sort. The monitoring provides for triple

differentiation in order to cover different leak possibilities, wherein, a) elastic distortion of

hose-diaphragms is path-controlled; b) the space between the hose-diaphragms is

unpressurised, and c) the design ends in a central transfer point. This design allows

hydraulic fluid to penetrate into the unpressurised space in the event of a leak or failure of

both the hose-diaphragms.

This feature helps save millions for clients from across the globe and is far superior in

terms of functionality when compared to traditional pumping systems.

Another key aspect of this solution is that the elastic distortion of the hose-diaphragms is

path-controlled and its inherent design enables concentric fluid movement. The space

between the hose-diaphragms is unpressurised and ends in a central transfer point, so

that even if one leaks or fails, the monitoring system is automatically activated to “guard”

the pump from damage.

The effectiveness and benefits that the pump renders to its clients is truly way beyond

customer expectations and can be quoted as the best example to describe satisfied

product ownership experience for FELUWA's clients.

Brand Equity

Frost & Sullivan recognizes FELUWA as a successful company based on its fast global

expansion and quality of products and services that it renders to its clients worldwide. A

short analysis of the company’s policies and the best practices that it adopts can give

grounds for the company’s consistent market leadership position in this industry. Over the

next few years, the company is aiming at developing its own brand by further expanding

its corporate identity across the globe, spreading between the United States all the way to

Australia.

Also, one of the key reasons why customers prefer FELUWA over other brands is the fact

that the company is constantly innovating and developing products while emphasizing on

meeting its customers’ needs and requirements at all times. The company’s service

engineers maintain and deliver the highest standards of quality and technical excellence in

its tailor-made solutions, ensuring that all pumps are tested on parameters ranging from

drive technology to measuring and regulation technology so they are ready for immediate

use.

The company’s quality management system is in line with DIN EN ISO 9000:2008 so that

it maintains a uniform design at the fabrication level. The company is committed to

environmental sustainability and sensible handling of natural resources through

implementation of a certified environmental management system according to DIN EN ISO

14001:2004.



By utilizing its independent presence and representative offices in key locations across the

globe, the company’s recognition and reputation is positively enhanced. All in all, FELUWA

has displayed immense connect with its clients and has very successfully established a

close brand loyalty among its customers while developing first-rate brand intimacy with

them.

Customer Service Experience

Being able to deliver world-class solutions to companies in the metals and mining industry

may be addressing just one leg of the clients’ requirements. Clients are unlikely to be

fully satisfied unless a company offers stellar after-sales services to ensure that their

systems are always in top condition and delivering impeccable results.

Frost & Sullivan has found that FELUWA does everything right to serve its customers

satisfaction, with end-to-end project management, industry-leading technical service, and

prompt and dedicated after-sales support.

As FELUWA continues to expand its product scope and global footprint, planners and

operators allow for quicker identification and development of new projects, thereby,

significantly enhancing clients’ service experience as well.

Conclusion

Frost & Sullivan’s independent research clearly shows that FELUWA Pumpen GmbH

outperforms its competitors and excels in the global diaphragm pumps and systems

market in the quality of services rendered. The company’s remarkable engineering

capability, its adoption of best practices, and its commitment to providing best-in-class

services has helped it to grow tremendously.

For its strong overall performance, FELUWA Pumpen GmbH has earned Frost & Sullivan’s

2017 Global Product Line Strategy Leadership Award.



Significance of Product Line Strategy

Ultimately, growth in any organization depends upon customers purchasing from a

company and then making the decision to return time and again. A full, comprehensive

product line that addresses numerous customer needs and preferences is, therefore, a

critical ingredient to any company’s long-term retention efforts. To achieve these dual

goals (customer value and product line strength), an organization must be best-in-class in

three key areas: understanding demand, nurturing the brand, and differentiating from the

competition.

Understanding Product Line Strategy Leadership

As discussed above, driving demand, strengthening brand, and differentiating from the

competition all play a critical role in delivering unique value to customers. This three-fold

focus, however, must ideally be complemented by an equally rigorous focus on building a

superior and comprehensive product line.



Key Benchmarking Criteria

For the Product Line Strategy Leadership Award, Frost & Sullivan analysts independently

evaluated two key factors—Product Line Strength and Customer Impact—according to the

criteria identified below.

Product Line Strength

Criterion 1: Breadth

Criterion 2: Scalability

Criterion 3: Technology Leverage

Criterion 4: Features

Criterion 5: Supply Chain Reliability

Customer Impact

Criterion 1: Price/Performance Value

Criterion 2: Customer Purchase Experience

Criterion 3: Customer Ownership Experience

Criterion 4: Customer Service Experience

Criterion 5: Brand Equity

Best Practices Award Analysis for FELUWA Pumpen GmbH

Decision Support Scorecard

To support its evaluation of best practices across multiple business performance

categories, Frost & Sullivan employs a customized Decision Support Scorecard. This tool

allows our research and consulting teams to objectively analyze performance, according to

the key benchmarking criteria listed in the previous section, and to assign ratings on that

basis. The tool follows a 10-point scale that allows for nuances in performance evaluation.

Ratings guidelines are illustrated below.

RATINGS GUIDELINES

The Decision Support Scorecard is organized by Product Line Strength and Customer

Impact (i.e., These are the overarching categories for all 10 benchmarking criteria; the

definitions for each criterion are provided beneath the scorecard.). The research team

confirms the veracity of this weighted scorecard through sensitivity analysis, which

confirms that small changes to the ratings for a specific criterion do not lead to a

significant change in the overall relative rankings of the companies.



The results of this analysis are shown below. To remain unbiased and to protect the

interests of all organizations reviewed, Frost & Sullivan chooses to refer to the other key

participants as Competitor 2 and Competitor 3.

Measurement of 1–10 (1 = poor; 10 = excellent)

Product Line Strategy

Product Line

Strength

Customer

Impact Average Rating

FELUWA Pumpen GmbH 9 9 9

Competitor 2 7 6 6.5

Competitor 3 6 5 5.5


Criterion 1: Breadth

Requirement: Product line addresses the full range of customer needs and applications.

Criterion 2: Scalability

Requirement: Product line offers products at a variety of price points and functionality

levels.

Criterion 3: Technology Leverage

Requirement: Demonstrated commitment to incorporating leading-edge technologies into

product offerings results in greater product performance and value.

Criterion 4: Features

Requirement: Products offer a comprehensive suite of features to serve customers at

multiple levels of functionality, ease of use, and applications.

Criterion 5: Supply Chain Reliability

Requirement: There is sufficient control over the supply chain to ensure availability of key

components and thereby the availability of products in the product line.

Customer Impact

Criterion 1: Price/Performance Value

Requirement: Products or services offer the best value for the price, compared to similar

offerings in the market.

Criterion 2: Customer Purchase Experience

Requirement: Customers feel they are buying the most optimal solution that addresses

both their unique needs and their unique constraints.

Criterion 3: Customer Ownership Experience

Requirement: Customers are proud to own the company’s product or service and have a

positive experience throughout the life of the product or service.



Criterion 4: Customer Service Experience

Requirement: Customer service is accessible, fast, stress-free, and of high quality.

Criterion 5: Brand Equity

Requirement: Customers have a positive view of the brand and exhibit high brand loyalty.

Decision Support Matrix

Once all companies have been evaluated according to the Decision Support Scorecard,

analysts then position the candidates on the matrix shown below, enabling them to

visualize which companies are truly breakthrough and which ones are not yet operating at

best-in-class levels.

High

Low

Low High

Customer Impact


FELUWA Pumpen GmbH

Competitor 2

Competitor 3



The Intersection between 360-Degree Research and Best

Practices Awards

Research Methodology

Frost & Sullivan’s 360-degree research

methodology represents the analytical

rigor of our research process. It offers a

360-degree-view of industry challenges,

trends, and issues by integrating all 7 of

Frost & Sullivan's research methodologies.

Too often companies make important

growth decisions based on a narrow

understanding of their environment,

leading to errors of both omission and

commission. Successful growth strategies

are founded on a thorough understanding

of market, technical, economic, financial,

customer, best practices, and demographic

analyses. The integration of these research

disciplines into the 360-degree research

methodology provides an evaluation

platform for benchmarking industry

participants and for identifying those performing at best-in-class levels.

About Frost & Sullivan

Frost & Sullivan, the Growth Partnership Company, enables clients to accelerate growth

and achieve best-in-class positions in growth, innovation and leadership. The company's

Growth Partnership Service provides the CEO and the CEO's Growth Team with disciplined

research and best practice models to drive the generation, evaluation, and implementation

of powerful growth strategies. Frost & Sullivan leverages more than 50 years of

experience in partnering with Global 1000 companies, emerging, businesses and the

investment community from 45 offices on six continents. To join our Growth Partnership,

please visit http://www.frost.com.

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2017 global diaphragm pumps in mining product line strategy ... - frost … · 2017. 8. 16. ·...

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