How do European buyers of pipes and process equipment think?

On the global market for pipe and process equipment the need for cost reduction, product reliability and safety as well as energy efficiency are the driving force for buyer trends. Not surprisingly, efficiency – for the sake of reducing cost – is a central issue, with higher automation levels and process optimisation gaining ground. Combined with Europe’s spreading shortage of skilled labourers and engineers, these factors contribute to a market that offers DC exporters interesting opportunities. To capitalise on these opportunities, exporters must keep costs low and efficiency and reliability levels high. At the same time they must seek to strengthen their own position by focussing not only on price, but also on the reliability of their products and organisation as well as energy efficiency. Finding the right partner in the EU market (this could be an OEM, distributor, importer, agent, contractor or end user) and navigating the EU’s demanding market access legislation and buyer requirements are also key success factors.