CHEMICAL PUMPS

Strategic objective for the Industrial BU:

  • Substantial market ($1.9B SAM, 2.3% / $225M 5-Year CAGR)​
  • Accretive margins
  • Cycle resiliency
  • Best in class product offering and compelling value proposition
  • Compliments and supports Flowserve’s 3D strategy

5-year goal: grow revenue by 50% and expand margins by 100 bps /year

BUSINESS DEVELOPMENT:
  • Identify 20 new customers per region in the first year
  1. Medium to small sized uncovered EPCs (> 100 k USD yearly business opportunity for chemical pumps)
  1. Engineering companies without procurement activities as this is currently a coverage gap
  1. EPC > $1.5m but no Chemical (selected accounts)
  1. Defected & Win-Back Customers (no business over the last 3 years) > $150k/year
  • New Market Segments (e.g. Electrolyzer)
  • New distributor onboarding
  • New accounts development (through distribution)
  • Define winning quote strategy on new accounts
  • Commercialization of NPD launch and target customers identification together with SBM
  • Close exchange with SBM
CHEMICAL PROCESS PUMPS
When we talk about chemical process pumps we talk of foot-mounted,
single-stage overhung pumps (OH1) that conform to the global industry standard for chemical process pumps: ASME (ANSI) B73.1/B73.3 and ISO 2858/5199 & 15783.
















Dual Drive Dual Drive Selling Opportunities
Opportunity #1: Operator Safety & Environmental Protection (Capture)
  • Growing demand for safer chemical process pumps, driven by VOC and market trends
  • Magdrive Competitor offer double-walled containment shells → keeping the same failure mode
  • Flowserve lacked a product; DualDrive bridges CMP portfolio gap
Opportunity #2: Innovation & Technical Leadership (Connect)
  • Patented new design, built on proven platform
  • World’s first & only mag drive and lined pump with true dual containment
  • Inherently safer, maintenance-free, non-metallic, efficient, solids handling
  • Standard motors, ANSI/ISO footprint, modular bolt-on design
Opportunity #3: Commercial Impact & Market Penetration (Commercialize)
  • Modular, cost-effective design justifies upgrades for all chemical applications
  • Priced similar to CMP with unique advantages; targeting key customers
  • Spec‘d in with Licensors for most hazardous and lethal applications
  • Industry publications ready to showcase case studies






Dual Drive

Establishing Beachhead

  • Serial #1 (Lanxess) up & running
  • Serial #2 (Chemours) shipped last week
  • Serial #3-#7 (Kronospan, Suncore, Actagro, Pumping Systems, Dow China) – shipping Sept – Oct
  • Lost: BASF, Shell Norco

Overall funnel since last deep dive:

  • Qty: Doubled - 121 units 227 units
  • Value: 50% higher - $4M 6M
  • OTC, Dow Freeport, Albemarle, Worley, Formosa, Nutrien, Marathon, Jesa

 


TB MAG Metallic Casing

Big Untapped Opportunity

  • Innomag’s universal chemical resistance is versatile but priced out of the non-corrosive segment (30% of the market)
  • Ductile iron process pumps for non-corrosive applications account for 30% of the chemical process pump market
  • DCI Mark 3 has the lowest win rate
  • Need for a lower-cost, non-export-controlled TB-mag for lighter-duty, non-corrosive applications

Solution

  • Create a de-featured, lower-priced TB-mag using unlined carbon steel casing
  • Fit-for-purpose modifications to impeller, shell, and outer magnet

Compelling Value Proposition

  • All the features and benefits of Innomag
  • More reliable, smaller footprint, user-friendly design
  • Instant motor alignment, no leaks, no maintenance
  • Operates anywhere on the curve
  • Ships from stock in 5 days or less; 98% on-time delivery
  • Half the price and no export license required


Innomag Self Primer

Project Objective:

  • Develop 2-3 Self Primer INNOMAG pumps to compete against other lined market
  • Casings are the only new part

Project Schedule:

  • Project Charter complete
  • Launched mid 2025
  • Launch H1 2027

Competitor

  • Primary Competition – Targeted Size & Hydraulic Range 3x1-1/2-6, 3x2-8 : Chemical Process – No Trash/Solids Handling:
    • CP Pumpen MKPL-S
    • Finnish Thompson
    • Warrender
    • Iwaki SMX
    • Richter MNK-S, MNK-SB
    • Goulds SP 3298
    • Other (including FLS Obsolete Product)


H2 PN28.5 / ISOMag PN40 DTO
Project Objective:
  • This project is to develop a 40bar pressure rated INNOMAG pump specifically for Hydrogen Electrolysis application
  • This will also define the ability of the existing pumps and enable engineering to project our future limitations
Sales Potential (current activities):
  • John Cockerill / Technip has two projects that will require currently in total 130 pumps – ISOMag as interim with preference with unique selling point for 28.5 bar Innomag (John Cockerill awaiting readiness of test-pump for them)
  • Hydrogen Pro requires approx. 100 pumps per year → ISOMag in PN40
  • Stargate Hydrogen Estonia Start-up currently 10 units per year (ISOMag)
  • Beyond we would likely sell the same pump to other customers
Innomag larger pump sizes
Project Objective:
  • Develop new larger INNOMAG pumps
  • Higher heads (Phase 1)
  • Higher flows (Phase 2)
Project Schedule:
  • Just started
  • New equipment needed in Addison to manufacture these sizes



Workshop Objectives

By the end of this session, we will:

  • Agree the purpose of account prioritization
  • Confirm scoring criteria and definitions
  • Align on criterion weights
  • Score a pilot set of accounts
  • Create priority tiers
  • Assign next actions for top accounts

Guiding Principles

  • Keep the model practical, not academic
  • Prioritize future value, not just current revenue
  • Balance upside with ability to win
  • Use both data and commercial judgment
  • Tie scores to actions and coverage decision

 
 


Takeaway

1. Market Identification

2. Leads / opportunity qualification

  • Formalized opportunity in FF for follow-up

3. Engage FLS Global BD team / SME for support

  • Account lobbying (Leverage global contacts from head offices)
  • Technical support
  • Project discussion
  • Upgrade

4. Any other support / request needed

  • End user seminars / trainings / lunch & learn / technical forum