Pursuing the Niche Markets in Air, Water, and Energy Where a Stainless Product Will Be Most Profitable

The Air, Water, Energy (AWE) industry, defined broadly, is a market of nearly 1 trillion dollars. Stainless steel is used in the structure and parts in more than 15% of the applications. Stainless is selected to protect either the hardware or the product being manufactured. Various grades of stainless are selected based on corrosiveness, abrasion, pressure, and contamination. Sheets are used in ductwork, vessels, and components such as mist eliminators. More complex forms such as castings and forgings are used in mixers, dryers, pumps, valves, and compressors. High-speed decanter centrifuges use cast rotors. Some suppliers of stainless components are achieving Earnings Before Interest, Taxes, Depreciation, and Amortization (EBITDA) above 30%.  They focus on the most profitable opportunities among the hundreds of products and thousands of variations used in dozens of industries by tens of thousands of customers.

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