Success Story 6

Background
The client, a leading manufacturer of process control instrumentation for the semiconductor trade, had developed a mass flow controller (MFC) for low flow liquid applications that uses the Coriolis method -- a proven direct mass measurement technology. A gas version was under development. The most notable advantages of Coriolis MFCs relative to traditional inferred measurement with thermal MFCs are greater accuracy and repeatability. The client sought confirmation and quantification of the benefits of a Coriolis Mass Flow Controller from leading semiconductor equipment OEMs and semiconductor wafer fabs as a basis for pricing and positioning of the equipment.

Objectives
The objectives of this study were to uncover the following information about the U.S. market for thermal mass flow controllers:

Unmet needs with thermal mass flow controllers in process critical gas applications
Confirmation and quantification of the benefits of direct mass measurement technology
Other desired features in an ideal mass flow controller
Evaluation of current thermal mass flow controller suppliers
Influence of individual fabs on supplier selection for mass flow controllers
Awareness of the Coriolis Effect
Cost of current thermal mass flow controllers
Willingness to pay a price premium for a Coriolis mass flow controller

Study Methodology
This study was conducted through in-depth interviews with semiconductor wafer fab equipment OEMs, as well as fab engineering, maintenance, and supply chain personnel. Interviews typically lasted 30 to 45 minutes.

Results
We provided a report detailing the benefits most relevant to each of the customer audiences, using the terminology that was most readily understood by each. The study identified the price premium range that potential customers are willing to pay for a Coriolis MFC, and illuminated the difficulty of gaining approvals for higher priced products, even when the long-term benefits are significant. Ultimately the study provided the client with sufficient justification to proceed with the development of the gas version of the Coriolis MFC. The client is now forecasting a hundred million-dollar business in four to five years.