Winning and retaining business in the African mining equipment sector, 2016 – A survey of key buyers and decision makers
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Overall trends in the data revealed: Customer priorities in supplier selection are samples of products and services to trial, including demonstrations from trusted brands in the market Suppliers perform well, but have lower levels of satisfaction in key maintenance and logistical issues Caterpillar received the highest average satisfaction ratings and was considered the leading supplier for most categories of surface mining equipment Account managers made a significant impact in the selection process, alongside having a trusted brand in the market. Customers in Africa are very happy with their current supplier with only 10% are open to change in the medium term The availability of parts was the standout area highlighted for improvement.
Scope
The report is based on responses from a survey of over 110 senior decision makers at operating African mines, responsible for the purchase of equipment for plant and mine operations, along with its consumables. Survey respondents came from 15 different countries, including South Africa, Zambia, Tanzania and Zimbabwe. This included four 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.
Komatsu
Hitachi
Atlas Copco
Sandvik
Liebherr
Volvo
Volvo Penta
P&H
Cummins
Bridgestone
Goodyear
Michelin
Dunlop
Continental
Bell Equipment
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