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

Powered by

All the vital news, analysis, and commentary curated by our industry experts.

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.

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

Table

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

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

Frequently asked questions

Winning and Retaining Business in the Australian Mining Equipment Sector, 2016 thematic reports
Currency USD
$4,950

Can be used by individual purchaser only

$14,850

Can be shared globally by unlimited users within the purchasing corporation e.g. all employees of a single company


Undecided about purchasing this report?

Enquire Before Buying Request a Free Sample

Get in touch to find out about multi-purchase discounts

reportstore@globaldata.com
Tel +44 20 7947 2745

Every customer’s requirement is unique. With over 220,000 construction projects tracked, we can create a tailored dataset for you based on the types of projects you are looking for. Please get in touch with your specific requirements and we can send you a quote.

Sample Report

Winning and Retaining Business in the Australian Mining Equipment Sector, 2016 was curated by the best experts in the industry and we are confident about its unique quality. However, we want you to make the most beneficial decision for your business, so we offer free sample pages to help you:

  • Assess the relevance of the report
  • Evaluate the quality of the report
  • Justify the cost

Download your copy of the sample report and make an informed decision about whether the full report will provide you with the insights and information you need.

Below is a sample report to understand what you are buying

See what our customers are saying

“The GlobalData platform is our go-to tool for intelligence services. GlobalData provides an easy way to access comprehensive intelligence data around multiple sectors, which essentially makes it a one-for-all intelligence platform, for tendering and approaching customers.

GlobalData is very customer orientated, with a high degree of personalised services, which benefits everyday use. The highly detailed project intelligence and forecast reports can be utilised across multiple departments and workflow scopes, from operational to strategic level, and often support strategic decisions. GlobalData Analytics and visualisation solutions has contributed positively when preparing management presentations and strategic papers.”

Business Intelligence & Marketing Manager, SAL Heavy Lift

“COVID-19 has caused significant interference to our business and the COVID-19 intelligence from GlobalData has helped us reach better decisions around strategy. These two highlights have helped enormously to understand the projections into the future concerning our business units, we also utilise the project database to source new projects for Liebherr-Werk to use as an additional source to pitch for new business.”

Market Analyst & Management, Liebherr-Werk

Your daily news has saved me a lot of time and keeps me up-to-date with what is happening in the market, I like that you almost always have a link to the source origin. We also use your market data in our Strategic Business Process to support our business decisions. By having everything in one place on the Intelligence Center it has saved me a lot of time versus looking on different sources, the alert function also helps with this.

Head of Key Accounts, Saab AB

Having used several other market research companies, I find that GlobalData manages to provide that ‘difficult-to-get’ market data that others can’t, as well as very diverse and complete consumer surveys.

Marketing Intelligence Manager, Portugal Foods

Our experience with GlobalData has been very good, from the platform itself to the people. I find that the analysts and the account team have a high level of customer focus and responsiveness and therefore I can always rely on. The platform is more holistic than other providers. It is convenient and almost like a one stop shop. The pricing suite is highly competitive and value for our organisation.

I like reports that inform new segments such as the analysis on generation Z, millennials, the impact of COVID 19 to our banking customers and their new channel habits. Secondly the specialist insight on affluent sector significantly increases our understanding about this group of customers. The combination of those give us depth and breadth of the evolving market.

I’m in the business of answering and helping people make decisions so with the intelligence center I can do that, effectively and efficiently. I can share quickly key insights that answer and satisfy our country stakeholders by giving them many quality studies and primary research about competitive landscape beyond the outlook of our bank. It helps me be seen as an advisory partner and that makes a big difference. A big benefit of our subscription is that no one holds the whole data and because it allows so many people, so many different parts of our organisation have access, it enables all teams to have the same level of knowledge and decision support.

Head of Customer Insight and Research, Standard Chartered

“I know that I can always rely on Globaldata’s work when I’m searching for the right consumer and market insights. I use Globaldata insights to understand the changing market & consumer landscape and help create better taste & wellbeing solutions for our customers in food, beverage and healthcare industries.

Globaldata has the right data and the reports are of very high quality compared to your competitors. Globaldata not only has overall market sizes & consumer insights on food & beverages but also provides insights at the ingredient & flavour level. That is key for B2B companies like Givaudan. This way we understand our customers’ business and also gain insight to our unique industry”

Head of Consumer Sensory Insights, Givaudan

GlobalData provides a great range of information and reports on various sectors that is highly relevant, timely, easy to access and utilise.  The reports and data dashboards help engagement with clients; they provide valuable industry and market insights that can enrich client conversations and can help in the shaping of value propositions. Moreover, using GlobalData products has helped increase my knowledge of the finance sector, the players within it, and the general threats and opportunities.

I find the consumer surveys that are carried out to be extremely beneficial and not something I have seen anywhere else. They provided an insightful view of why and which consumers take (or don’t) particular financial products. This can help shape conversations with clients to ensure they make the right strategic decisions for their business.

One of the challenges I have found is that data in the payments space is often piecemeal. With GD all of the data I need is in one place, but it also comes with additional market reports that provide useful extra context and information. Having the ability to set-up alerts on relevant movements in the industry, be it competitors or customers, and have them emailed directly to me, ensures I get early sight of industry activity and don’t have to search for news.

Senior Account Manager, TSYS
Go even deeper with GlobalData Intelligence Center

Every Company Report we produce is powered by the GlobalData Intelligence Center.

Subscribing to our intelligence platform means you can monitor developments at Winning and Retaining Business in the Australian Mining Equipment Sector, 2016 in real time.

  • Access a live Winning and Retaining Business in the Australian Mining Equipment Sector, 2016 dashboard for 12 months, with up-to-the-minute insights.
  • Fuel your decision making with real-time deal coverage and media activity.
  • Turn insights on financials, deals, products and pipelines into powerful agents of commercial advantage.