Winning and Retaining Business in the Australian Mining Equipment Sector, 2014

 


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Abstract

 
Overall trends in the data revealed -
- Customer priorities in supplier selection are product quality and availability of parts
- Suppliers perform well, but customer satisfaction is frequently lowest in the most important areas for customers
- Volvo and Komatsu received the highest average satisfaction ratings, with Caterpillar considered the leading supplier for most categories of mining equipment
- Account managers make a significant impact in the selection process
- Although loyal to their suppliers, customers look for improvement in parts availability and product quality.
 

Description

Overall trends in the data revealed -
- Customer priorities in supplier selection are product quality and availability of parts
- Suppliers perform well, but customer satisfaction is frequently lowest in the most important areas for customers
- Volvo and Komatsu received the highest average satisfaction ratings, with Caterpillar considered the leading supplier for most categories of mining equipment
- Account managers make a significant impact in the selection process
- Although loyal to their suppliers, customers look for improvement in parts availability and product quality.
 

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Report Source Information

Supplied by: Research and Experts 
Date Published: 2014-05-12 

Report: Winning and Retaining Business in the Australian Mining Equipment Sector, 2014

 

Contents

1 Table of Contents
1 Executive Summary
2 Customer Priorities in Supplier Selection
2.1 Introduction
2.2 Key Factors when Choosing a Supplier
2.3 Summary
3 Supplier Performance and Key Success Factors
3.1 Introduction
3.2 Overall Supplier Performance
3.3 Individual Supplier Performance Relative to Customer Importance
3.4 Leading Suppliers by Factor
3.5 Benchmarking the Major Suppliers
3.5.1 Caterpillar
3.5.2 Joy Global
3.5.3 Komatsu
3.5.4 Volvo
3.6 Leading Manufacturers by Equipment Type
3.7 How Suppliers Differentiate Themselves
4 Customer Retention and Key Improvement Areas
4.1 Introduction
4.2 Post-Sales Satisfaction with Suppliers
4.3 Customer Ratings of Main Supplier Relative to Peer Group
4.4 Anticipated Switching Within the Next Five Years
4.5 Key Areas for Product and Service Improvement
5 Action Points and Recommendations
6 Appendix I
6.1 Selected Data Tables
7 Appendix II
7.1 Survey Background
7.2 Analysis of our Survey Sample
7.3 Equipment Sourced from Main Supplier
8 Appendix III
8.1 What is This Report About?
8.2 Methodology
8.3 Contact GlobalData
8.4 About GlobalData
8.5 Disclaimer
 

List of Tables

1.1 List of Tables
Table 1: Highest average rated supplier for each criteria
Table 2: Highest Average Rated Supplier for Each Criteria, 2014
Table 3: If you had the Choice Again, would you Choose this Manufacturer?
Table 4: Anticipate Switching to a Different Supplier for these Products within the Next Five Years?
Table 5: Average Ratings for Key Factors when Choosing an Equipment Supplier, 2014
Table 6: Average Ratings for Key Factors when Choosing an Equipment Supplier by Mine Type, 2014
Table 7: The Importance when Choosing a Supplier, 2014
Table 8: Average Ratings for Key Factors when Choosing an Equipment Supplier by Commodity, 2014
Table 9: Areas of Improvement for Equipment Suppliers, 2014
 

List of Figures

1.2 List of Figures
Figure 1: Average Ratings for Key Factors When Choosing an Equipment Supplier 3
Figure 2: Precious Metals vs. Total Average Ratings for Key Factors 3
Figure 3: Average Importance Ratings vs Average Performance Rating for Main Supplier, 2014 4
Figure 4: Areas Where Main Suppliers Differentiated Themselves as Part of the Selection Process Relative to Their Competitors (%), 2014 6
Figure 5: If You Had the Choice Again Would You Choose the Same Manufacturer? (%), 2014 6
Figure 6: Do You Anticipate Switching to a Different Supplier Within the Next Five Years? (%), 2014 6
Figure 7: Areas of Improvement for Equipment Suppliers 7
Figure 8: Average Ratings for Key Factors When Choosing an Equipment Supplier, 2014 12
Figure 9: Average Ratings for Key Factors When Choosing an Equipment Supplier by Mine Type, 2014 13
Figure 10: Average Ratings for Key Factors When Choosing a Supplier (Part 1), 2014 14
Figure 11: Average Ratings for Key Factors When Choosing a Supplier (Part 2), 2014 14
Figure 12: Average Ratings for Key Factors When Choosing an Equipment Supplier by Commodity, 2014 15
Figure 13: Average Importance Ratings vs. Average Performance Rating for Main Supplier, 2014 18
Figure 14: Overall Performance vs. Overall Importance, 2014 19
Figure 15: Product Attributes - Performance vs, Importance, 2014 19
Figure 16: Cost - Performance vs Importance, 2014 20
Figure 17: Supplier Attributes and Capabilities - Performance vs Importance 21
Figure 18: Main Heavy Mobile Equipment Suppliers by Share of Respondents (%), 2014 23
Figure 19: Caterpillar - Breakdown of Respondents by Mine Type and Mineral (%), 2014 24
Figure 20: Caterpillar - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 1), 2014 25
Figure 21: Caterpillar - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 2), 2014 25
Figure 22: Joy Global - Breakdown of Respondents by Mine Type and Mineral (%), 2014 27
Figure 23: Joy Global - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 1), 2014 28
Figure 24: Joy Global - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 2), 2014 28
Figure 25: Komatsu's Breakdown of Respondents by Mine Type and Mineral (%), 2014 30
Figure 26: Komatsu - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 1), 2014 31
Figure 27: Komatsu - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 2), 2014 31
Figure 28: Volvo - Breakdown of Respondents by Mine Type and Mineral (%), 2014 32
Figure 29: Volvo - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 1), 2014 33
Figure 30: Volvo - ratings of importance versus actual manufacturer performance for key criteria when choosing a supplier (Part 2), 2014 34
Figure 31: Leading Suppliers by Share of Respondents - Surface Equipment (%), 2014 36
Figure 32: Leading suppliers by share of respondents - Underground Equipment (%), 2014 37
Figure 33: When Choosing to Buy from this Supplier, where do you Feel They Differentiated Themselves as Part of the Selection Process Relative to the Competition? (Part 1) 38
Figure 34: When Choosing to Buy from this Supplier, where do you Feel They Differentiated Themselves as Part of the Selection Process Relative to the Competition? (Part 2) 39
Figure 35: If you had the Choice Again would you Choose the Same Manufacturer? 40
Figure 36: View of Main Mobile Mining Equipment Supplier vs Peers in the Market, 2014 41
Figure 37: Do you Anticipate Switching to a Different Supplier within the Next Five Years? 42
 

Scope


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

 

Classification

Language Code: EN 
Region: Australia 
Report Type: Market Report 
Industry: Heavy Industry 
Sector: Mining 
Pages: 54 

Companies Featured

Hitachi Atlas Copco Sandvik Hastings Deering Westrac Liebherr Weir Minerals Flygt Metso Legra Grundfos TruFlo Sykes Wilden Flowserve Ingersol Rand Cummins Detroit Diesel Perkins Bridgestone Goodyear Michelin Yokohama Geovia SAP Vulcan Runge MineSight Pronto Datamine VLI Coaltram

 

Reasons to buy this report


- Identify key areas for differentiation by understanding what factors most influence 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.
 

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Winning and Retaining Business in the Australian Mining Equipment Sector, 2014

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Australia

The Australian economy has enjoyed over twenty years growth with low inflation, high employment figures and a strengthening currency.  The OECD expects the growth rate to slow temporarily to 2½ per cent in 2013 and then pick up to around 3¼ per cent in 2014.
 
As the mining business slows Australia is examining new  industries such as tourism, agribusiness,  energy as sources of growth.

In comparison with other developed economies Australians employment rates are strong but recent unemployment figures have reached 6%, the highest in a decade.  The highest unemployment rates have been in the key mining states and in the manufacturing sector. The mining sector is expected to stabalise in 2014 and growth is expected in the oil and gas sector. 

Property is expensive in Australia and economists are predicting a property burst in the next two years with some economists expecting house prices to fall by 30% in 2014. 

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Mining

2013 was a challenging year for the mining sector when capital and operational costs rose.  There has been little new mining development by the mining majors leading to higher metals pricing. 

2014 has seen energy and infrastructure growth in emerging economies such as China and India leading to an increase in consumption of coal and iron in these regions.

It is a good time for companies to look to developing innovative approaches to growing their business in this sector. Research and Experts provide market and company information which helps mining companies analyse trends and prepare for future growth. We cover all mining sectors with reports on Mining CompaniesCoal MiningDiamond MiningGeneral MiningGold  etc.

In the area of mining machinery we recommend using one of our very comprehensive databases of key contacts in the industry, a very useful tool for direct marketing, Global Database of Mining Machinery Producers.

 

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US National Mining Association

Chamber of Mines in South Africa

Society for Mining, Metallurgy and Exploration

 

 

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