Pursuing the Niche Markets in Pumps

In the Air, Water, and Energy markets, specifically with regard to pumps, there is a notable difference between sales and cost control analysis. The difference can be seen in how well the analysis is organized and the attention that is paid to detail.  The pump industry achieves Earnings Before Interest, Taxes, Depreciation, and Amortization (EBITDA) of 15-20%, but this percentage could, and should, be 10 points higher.

One of the ways that companies could increase their EBITDA is to devote the same attention to detail on sales as is paid to cost control. Every Approval Workflow Engine (AWE) company uses systematic cost analysis and the same should be done with sales.

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Shopia Ketheeswararajah is a feature editor contributing to Pump Engineer, Stainless steel World Americas, Hose and Coupling World, and other related print & online media.