Abstract
Consolidation Trend Creates Continuing Opportunities for Leading Market
Participants
The European medium and high voltage motors, drives and generators market
remains highly consolidated, offering scope for established manufacturers to
enhance their overall relationship with customers. An increased emphasis on
guaranteeing customer satisfaction and building brand loyalty could offer
competitive advantages. As long as suppliers stay focused on understanding the
specific requirements of the client base, they are expected to continue to gain
from repeat orders.
This Frost & Sullivan research service examines the European medium and
high voltage motors, drives and generators market and discusses the various
trends and opportunities in the market. It provides revenue and growth forecasts
by industry area as the primary segmentation. The study is divided into nine
different application areas, each of which has three main products areas. The
research also provides a top level analysis by geographic regions covering all
of western Europe as well as a combined overview of the eastern European EU
accession states.
Focus on Multiple Industries and Product Lines Remains Key to Success
To gain ground in the medium and high voltage motors, drives and generators
market, companies must ensure they offer technologies across all three product
areas in every key industry. Wide product coverage and knowledge of different
demand trends in individual product segments can help a company succeed.
"As the customer base increasingly looks to source from fewer suppliers,
manufacturers will have to not only offer a wider product programme but also
matched products such as motors and drives that operate with one another,"
states the analyst.
Most market leaders owe their success to their wide knowledge of product,
technology and application. This advantage is expected to stand them in good
stead in future. Obtaining in-depth knowledge of industry sectors also supports
the company's credibility with customers and enables the supplier to position
itself as a 'solution provider' not just an 'equipment seller'.
Customers Choose Reputed Companies for Major Projects
The high costs of medium and high voltage motors, drives and generators have
ensured that the market is heavily project orientated. "This has created a
scenario where reputation is crucial to the success of a business," notes
the analyst. As proof of their expertise, market participants maintain a
reference list of clients in every sector. It is expected to be tougher for
companies that cannot build and establish a reputation as a provider of quality
products to win business away from competition.
With the majors cementing their positions in the market, new participants are
likely to be hard pressed to make an impression. Market participants can work
around this problem and obtain additional sales as well as improve their
reputation by working closely with customers and offering them solutions instead
of mere products. Moreover, high-end products can bring it significant revenue
even if the market is characterised by low shipment. | 
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