Winning and Retaining Business in the Australian Mining Equipment Sector, 2016

Date: March 25, 2016
Pages: 41
Price:
US$ 4,950.00
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Publisher: GlobalData
Report type: Strategic Report
Delivery: E-mail Delivery (PDF)
ID: W8BDE04C1BBEN
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Winning and Retaining Business in the Australian Mining Equipment Sector, 2016
SYNOPSIS

This report provides a detailed analysis of customer preferences in the Australian mining sector, focusing on the factors that influence purchasing decisions and the performance of major equipment suppliers. The analysis is based on Timetric’s extensive survey of 100 mine managers, procurement managers and other key decision-makers.

Areas of analysis include:
  • Identification of the leading equipment suppliers in Australia by equipment type
  • Analysis of the key factors mine managers and other decision makers consider when choosing a new supplier
  • A review of the largest suppliers in terms of performance across a range of factors that affect their customers' expectations
  • Insight into the likelihood of switching supplier and key action points for suppliers for product and service improvements required.
SUMMARY

Overall trends in the data revealed:
  • Caterpillar is considered the leading supplier for most of its product range.
  • When choosing a new supplier, a ‘trusted brand’ and ‘a previous working relationship’ are key factors.
  • Account managers have a key impact on the selection process.
  • Respondents remain satisfied with their current main suppliers, and satisfaction has improved since 2014.
  • Overall, 87% of respondents expect to remain with their current suppliers for the next five years.
  • The top three areas for improvement identified by respondents were ‘availability of parts’, ‘product quality and reliability’ and ‘ability to support cost reductions’.
SCOPE

The report is based on responses from a survey of 100 senior decision makers at operating Australian mines, responsible for the purchase of equipment for plant and mine operations, along with its consumables.

Survey respondents came from seven different states and territories, with Western Australia, Queensland and New South Wales accounting for 88% of the respondents. This included four main commodity groups and a range of surface and underground mining operations.

REASONS TO BUY
  • Understand what buyers consider most important when choosing a new supplier, broken down into different customer types (e.g. underground v surface).
  • Identify key areas for differentiation by understanding what factors have most influenced the final choice of supplier.
  • Target product and service improvement areas based on where mining equipment suppliers are currently underperforming relative to customer expectations.
  • Develop successful sales and marketing strategies through an understanding of the leading competitors and their strengths and weaknesses.
KEY HIGHLIGHTS
  • Caterpillar is considered the leading supplier for most of its product range.
  • When choosing a new supplier, a ‘trusted brand’ and ‘a previous working relationship’ are key factors.
  • Account managers have a key impact on the selection process.
  • Respondents remain satisfied with their current main suppliers, and satisfaction has improved since 2014.
  • 87% of respondents expect to remain with their current suppliers for the next five years.
  • The top three areas for improvement identified by respondents were ‘availability of parts’, ‘product quality and reliability’ and ‘ability to support cost reductions’.
1 EXECUTIVE SUMMARY

2 LEADING MANUFACTURERS IN AUSTRALIAN MINING

2.1 Introduction
2.2 Market Share for Equipment Types within Australia
2.3 Caterpillar Dominates Views on Leading Manufacturer
2.4 Incumbency Doesn’t Translate to Leading Supplier Status

3 CHOOSING NEW SUPPLIERS

3.1 Introduction
3.2 Key Factors in Choosing a New Supplier
3.3 Key Factors when Choosing a New Supplier by Current Main Supplier

4 HOW SUPPLIERS DIFFERENTIATED THEMSELVES

4.1 Introduction
4.2 Relationship Managers Again Continue to be Key
4.3 Differentiation by Current Main Supplier

5 SUPPLIER PERFORMANCE AND KEY SUCCESS FACTORS

5.1 Introduction
5.2 Overall Supplier Performance
5.3 Performance by Company

6 CUSTOMER RETENTION AND KEY IMPROVEMENT AREAS

6.1 Introduction
6.2 Respondents Expect to Stay with their Current Supplier
6.3 Product Quality and Good Relationships are the Main Factors in Keeping Current Supplier
6.4 Parts Availability Remains a Key Area for Improvement

7 ACTION POINTS AND RECOMMENDATIONS

8 APPENDIX I

8.1 Selected Data Tables

9 APPENDIX II

9.1 Survey Background
9.2 Analysis of the Survey Sample

10 APPENDIX III

10.1 What is This Report About?
10.2 Methodology
10.3 Contact Timetric
10.4 About Timetric
10.5 Disclaimer

LIST OF FIGURES

Figure 1: Market Share for Australian Mining Trucks, Q4 2015
Figure 2: Market Share for Australian Excavators, Q4 2015
Figure 3: Leading Suppliers by Share of Respondents – Surface Equipment (%), Q4 2015
Figure 4: Leading Suppliers by Share of Respondents – Underground Equipment (%), Q4 2015
Figure 5: Nominated leading supplier by equipment type, Q4 2015
Figure 6: Factors when choosing a new supplier, Q4 2015
Figure 7: Main Heavy Mobile Equipment Suppliers by Share of Respondents (%), Q4 2015
Figure 8: Factors when choosing a new supplier by main current supplier, Q4 2015
Figure 9: Factors when choosing a new supplier, Surface vs Underground, Q4 2015
Figure 10: Factors when choosing a new supplier by Company Size, Q4 2015
Figure 11: Key factors for choosing a new supplier, Q4 2015
Figure 12: Areas Where Main Suppliers Differentiated Themselves as Part of the Selection Process Relative to Their Competitors (%), Q4 2015
Figure 13: When Choosing to Buy from this Supplier, Where do you Feel They Differentiated Themselves as Part of the Selection Process Relative to the Competition? Q4 2015
Figure 14: Performance Ratings for Main Supplier, Q4 2015
Figure 15: Comparison of Performance, 2014 vs 2015
Figure 16: Average Performance by Company, Q4 2015
Figure 17: Do you Expect this Company to be your Main Supplier for the Next Five Years? Q4 2015
Figure 18: Do you expect this Company to be your Main Supplier for the Next Five Years, by Company? Q4 2015
Figure 19: Reasons for staying with Current Supplier, Q4 2015
Figure 20: Areas for Improvement for Equipment Suppliers, Q4 2015
Figure 21: Areas for Improvement, 2015 v 2014
Figure 22: Areas for Improvement by current main supplier, Q4 2015
Figure 23: Survey Respondents by State and Territory (%), Q4 2015
Figure 24: Survey Respondents by Mine Type (%), Q4 2015
Figure 25: Survey Respondents by Commodity (%), Q4 2015

COMPANIES MENTIONED

Caterpillar
Hitachi
Komatsu
Terex
Liebherr
O&K
Volvo
Sandvik
Atlas Copco
Joy Global
Le Tourneau
Tamrock
Cummins
MTU
BHP Billiton
Glencore
Rio Tinto

Although loyal to their suppliers, customers look for improvement in parts availability and product quality.

Average Ratings for Key Factors When Choosing an Equipment Supplier
 Average Ratings for Key Factors When Choosing an Equipment Supplier

Timetric’s Winning and retaining business in the Australian mining equipment sector – Research Report identifies that equipment suppliers need to retain current customers and enhance their reputation in order to win new business. By purchasing this report you will provide yourself with a detailed analysis of customer preferences in the Australian mining sector, which will enable you to amend your business plans accordingly to allow maximum sales. You will gain an understanding of the key factors driving the Australian mining, enabling you to identify the growth opportunities and market dynamics.

Winning and Retaining Business in the Australian Mining Equipment Sector, 2014 published by Timetric – Mining Intelligence Centre, provides readers with a detailed analysis of customer preferences in the Australian mining sector. The analysis is based upon Timetric’s survey of 110 mine managers, procurement managers and other key decision-makers.

The mining equipment industry, in particular the heavy mobile equipment sector, is highly competitive. The competitive environment for equipment manufacturers consists of a small number of large global companies that compete in several global mining regions and a substantial number of smaller companies that compete in a more limited range of products, applications, and regional markets.

Comparing the key factors in choosing a supplier importance against the actual performance of the respondent’s largest supplier, the survey showed that, for some of the most important areas, satisfaction was not as high as for the least important areas. Although it was relatively balanced in most areas, the differential was most clear with the ‘Availability of replacement parts’ and ‘Maintenance and service costs’. 

The material was prepared in May, 2014.

LIST OF TABLES

Table 1: Equipment types sourced from current main supplier, Q4 2015
Table 2: Top Factors when choosing a new supplier based on current main supplier, Q4 2015
Table 3: Key Factors for Choosing a new supplier, Q4 2015
Table 4: Reasons for Staying with Main Current Supplier, Q4 2015
Table 5: Top improvement areas for customers based on current main supplier, Q4 2015
Table 6: Factors when choosing a new supplier, Q4 2015
Table 7: Factors when choosing a new supplier by main current supplier, Q4 2015
Table 8: Factors when choosing a new supplier by mine type, Q4 2015
Table 9: Factors when choosing a new supplier by company size, Q4 2015
Table 10: When Choosing to Buy from this Supplier, Where do you Feel They Differentiated Themselves as Part of the Selection Process Relative to the Competition? Q4 2015
Table 11: Performance Ratings for Main Supplier, 2015
Table 12: Factors when choosing a new supplier by main current supplier, Q4 2015
Table 13: Areas for Improvement, 2015 v 2014

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