Winning and Retaining Business in the European and Former Soviet Union Mining Equipment Sector, 2015

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Category : Mining
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Introduction to Report
 Launch Date: April 28, 2015
 Number of Pages: 51
 Geography Coverage: Europe,
Russian Federation
 Available Format: PDF
Price For Single User License: USD 4,950
Price For Site User License: USD 9,900
Price For Global User License: USD 14,850
Delivery Time: Within 24 Hours (During Working
Days)

About the Report
This report provides a detailed analysis of
customer preferences throughout the European
and Former Soviet Union mining sector, focusing
on the factors that influence purchasing decisions
and the performance of major equipment
suppliers.
The analysis is based on Publisher’s extensive
survey of 100 mine managers and procurement
managers.

Areas of analysis include:
Customer priorities when buying mining
equipment, with ratings of the importance of 18
separate factors, and the satisfaction ratings on 16
factors, for customers when choosing mining
equipment, including cost factors, supplier
attributes and product attributes.
Ratings of existing suppliers across the same
factors, identifying best-performing suppliers and
how well suppliers performed versus the
importance of each factor.
In-depth analysis of the major suppliers, namely
Caterpillar, Atlas Copco, and Sandvik, including
their overall performance ratings, and their ratings
for each factor relative to its importance.

Areas of analysis include: Con…
Rankings of the leading suppliers for each
equipment type, with respondents indicating who
they viewed as the top suppliers throughout
Europe and the former Soviet Union for trucks,
excavators, loaders, shovels, dozers, drills,
continuous miners, engines, tyres, pumps and
mining software.
Insight into the likelihood of switching supplier
and key action points for suppliers for product
and service improvements required.

Scope:
The report is based on responses from a survey
of 100 senior managers at operating European and
former Soviet Union mines, responsible for the
purchase of equipment for plant and mine
operations, along with its consumables.
Survey respondents came from 23 different
countries including: Russia, Sweden, Kazakhstan,
Turkey, United Kingdom, Finland, Spain and
Ukraine.
This included five different commodity groups
and a range of surface and underground mining
operations.

Reasons to Buy:
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.

Key Highlights:
When choosing an equipment supplier,
respondents rate ‘Product quality/reliability’ and
the ‘Availability of replacement parts’ as most
important, with 60% and 29% of respondents,
respectively, indicating a need for improvement in
those two areas.
Overall the major suppliers such as Caterpillar,
Atlas Copco and Sandvik perform well in terms of
customer satisfaction.
While suppliers' abilities to deliver on time set
them apart during the selection process, account
managers make a significant impact as the
respondents cited 'Demonstrated product was
superior', ‘Better understanding of your needs’
and ‘Better timing of contact’ as key differentiating
factors when choosing their current main supplier.

Key Highlights: Con…
The three leading areas for improvement
identified by respondents were ‘product quality
and reliability’, ‘ability to support cost reduction’,
and ‘after sales service’

Report Coverage:
1. Executive Summary
2. Customer Priorities in Supplier Selection
3. Supplier Performance and Key Success
Factors
4. Customer Retention and Key Areas of
Improvement
5. Action Points and Recommendations
6. Appendix
For more details regarding Report coverage see the last slide

Company Coverage: (Partial List)
1. Caterpillar
2. Komatsu
3. Hitachi
4. Atlas Copco
5. Sandvik
6. Liebherr
7. Bell Equipment
8. ThyssenKrupp
9. Volvo
10. P&H
11. Eickhoff
For more details regarding company coverage see the last slide

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Winning and Retaining Business in the European and Former Soviet Union Mining Equipment Sector, 2015

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Winning and Retaining Business in the European and Former Soviet Union Mining Equipment Sector, 2015