Businesses in the aqueous analytical instrumentation market increasingly respond to end users’ demand for a true ‘service’ that includes consultation, advice, education and support. Vendors have begun to assume greater roles, and will even work in association with manufacturers’ research and development departments to anticipate the types of measurements that will meet requirements in the future.
New analysis from Frost & Sullivan (environmental.frost.com), U.S. Aqueous Analytical Instrumentation Market, reveals that this market earned revenues of $303 million in 2006 and estimates this to reach $427 million in 2013.
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“Vendors that can provide a total solution, encompassing problem solving, engineering, training, systems integration, project management and post-sales support, expect to outlast competition,” says Frost & Sullivan Industry Manager Shilpa Tiku.
This extremely competitive market displays typical signs of a highly saturated market – with few new end-user applications and lack of major technological improvements, particularly in single-parameter instruments. In such a scenario, market participants should identify and capitalize upon niche markets and specialty product applications to differentiate themselves.
This is mainly achieved by consolidating in a particular vertical or identifying and taking advantage of potentially profitable niche segments. By buying out the numerous small- and mid-sized companies with specialized expertise, the large enterprises find it easier to gain access to numerous market segments and enlarge their customer base.
“Large companies that have the financial resources, brand recognition and widespread presence offer comprehensive, multi-application solutions in the continuous instrumentation market,” notes Tiku. “Several of these participants provide complete plant-automation packages and install their own brand of instruments, effectively eliminating the opportunity for smaller manufacturers.”
The growth of companies that exclusively manufacture single-application instruments will curtail until package providers continue to dominate this segment of the market. As the market for continuous instruments becomes highly saturated, it will depend heavily on business from new and upgraded plants. All these factors have made it increasingly difficult for smaller manufacturers to remain independent and profitable.
“Smaller companies have to continually adapt their strategies as package providers continue to expand their coverage to new industries and increase the range of system components produced in-house,” observes Tiku. “Eventually, they fall back on customer relationships, brand loyalty and product optimization to maintain profitable volumes.”
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