WINNING AT IMPLEMENTING PROCESS ANALYZER SOLUTIONS - SELL-SIDE AND BUY-SIDE BUSINESS CHALLENGES AND RECOMMENDATIONS

摘要

It is well known that real-time (or near real-time) information about process conditions, beyond the traditional measurements of temperature, pressure and flow, is critical to process manufacturing. It is also understood that such process intimacy can only be achieved by instruments that are able to sense and detect key analytical parameters in the process. Higher utilization of process analyzers in the process industries, e.g., Petroleum, Petrochemicals, Pharmaceuticals, Food and Beverage goes beyond basic process control and is vital to fulfilling higher demands for quality, asset-utilization and productivity. Nevertheless, the process analyzer market, in recent years, has grown at rates less than 5% year-after-year and is stagnating in some technologies. In this paper, the need for process analytical instruments in process manufacturing is reaffirmed, the reasons for the lack of growth are identified, and the priorities of sell-side and buy-side business models that promote better utilization of process analyzers are discussed.