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

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.

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

Table of Contents

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 GlobalData

10.4 About GlobalData

10.5 Disclaimer

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

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

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