Winning and retaining business in the mining equipment sector in Asia-Pacific, 2016 – a survey of key buyers and decision-makers

Pages: 51 Published: September 01, 2016 Report Code: MMIN0032MR

This report provides a detailed analysis of customer preferences throughout the Asia-Pacific mining sector, focusing on the factors that influence purchasing decisions and the performance of major equipment suppliers in the region. The analysis is based on GlobalData’s extensive survey of over 110 senior decision makers. Areas of analysis include: Customer satisfaction ratings on the performance of their main equipment supplier across 16 categories. Identifying which areas of business suppliers are excelling and which suppliers are out-performing the competition. Identify which factors influence the decision making process for choosing an equipment supplier. Analysis of the major suppliers, namely Caterpillar, Komatsu, Sandvik, and Atlas Copco, including their performance ratings compared to the overall average. Rankings of the leading suppliers for each equipment type, with respondents indicating who they viewed as the top suppliers throughout Asia for trucks, excavators, loaders, shovels, dozers, drills, continuous miners, engines, tires, pumps. Insight into the likelihood of switching supplier, and the median perceived lifespan, in years, for select mining equipment. Key action points for suppliers for product and service improvements, highlighted by their customers..

Scope

The report is based on responses from a survey of over 110 senior decision makers at operating Asia-Pacific mines, responsible for the purchase of equipment for plant and mine operations, along with its consumables. Survey respondents represented 8 different countries including: India, Indonesia and the Philippines. 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.

Key Players

Caterpillar
Komatsu
Hitachi
Atlas Copco
Sandvik
Liebherr
Volvo
Cummins
Kirloskar
Bridgestone
Goodyear
Michelin
MRF
Yokohama
Bell Equipment
BEML
Eimco Elecon
Mercedes-Benz

Table of Contents

1 Executive Summary

2 Main Manufacturers of Heavy Equipment

2.1 Introduction

2.2 Major Heavy Equipment Suppliers in Asia

2.3 Leading Manufacturers by Equipment Type

2.4 OEM Shares by Country

2.5 Choice of Main OEM by Commodity

3 Key Factors When Choosing A Supplier

3.1 Introduction

3.2 Key Factors in Choosing a New Supplier

3.3 Key Factors when Choosing a New Supplier in India, Indonesia and the Philippines

3.4 Key Factors when Choosing a New Supplier, by Current Main OEM

3.5 Key Consideration When Choosing a New Supplier

3.6 How Winning Suppliers Differentiated Themselves

3.7 How Winning Suppliers Differentiated Themselves in India, Indonesia and the Philippines

3.8 Comparison Differentiation by Current Main Supplier

4 Supplier Performance and Customer Satisfaction

4.1 Introduction

4.2 Overall Supplier Performance

4.3 Satisfaction Ratings in India, Indonesia and the Philippines

4.4 Satisfaction Ratings by Commodity

4.5 Satisfaction Ratings by Company Revenue

4.6 Satisfaction Ratings by Mine Size

4.7 Satisfaction by Main Supplier

4.7.1 Caterpillar – respondent breakdown and satisfaction ratings

4.7.2 Komatsu – respondent breakdown and satisfaction ratings

4.7.3 Sandvik – respondent breakdown and satisfaction ratings

4.7.4 Atlas Copco – respondent breakdown and satisfaction ratings

4.8 Likelihood for OEM to Continue as a Main Supplier for the Next 5 Years

4.8.1 Reasons why respondents said ‘no’

4.9 Median Expected Lifespan of Equipment On-Site

5 Key Improvement Areas For Manufacturers

5.1 Introduction

5.2 Parts Availability Remains the Overall Key Area for Improvement

5.3 Areas for Improvement – 2014 versus 2016

5.4 Areas for Improvement Based on Main OEM

5.5 Areas for Improvement Based on Company Revenue

6 Action Points and Recommendations

7 Appendix I

8 Appendix II

8.1 Survey Background

8.2 Analysis of the Survey Sample

9 Appendix III

9.1 What is This Report About?

9.2 Methodology

9.3 Contact GlobalData

9.4 About GlobalData

9.5 Disclaimer

List of Tables

Table 1: Top Improvement Areas For Caterpillar Customers by Country (%), 2016

Table 2: Importance of Factors When Choosing a New Supplier by Country, 2016

Table 3: Importance of Factors When Choosing a New Supplier by Main OEM, 2016

Table 4: Areas Where Main Suppliers Differentiated Themselves From Their Competitors (%), 2016

Table 5: Differentiation by Country (%), 2016

Table 6: Differentiation by Main OEM (%), 2016

Table 7: Comparison of Average Satisfaction Ratings, 2014 versus 2016

Table 8: Average Satisfaction Ratings by Country, 2016

Table 10: Average Satisfaction Ratings by Commodity, 2016

Table 11: Average Satisfaction Ratings by Main OEM, 2016

Table 12: Average Satisfaction Ratings by Company Revenue (%), 2016

Table 13: Areas for Improvement for Equipment Suppliers, 2016

Table 14: Areas for Improvement Comparison – 2014 versus 2016 (%)

Table 15: Areas for Improvement by Main OEM (%), 2016

Table 15: Areas for Improvement by Company Revenue (%), 2016

List of Figures

Figure 1: Total Number of Operating Mines by Respondent Countries, 2016

Figure 2: Total Operating Mines by Commodity in Key Countries in Africa, 2016

Figure 3: Main OEMs by Share of Mines Surveyed in Asia Pacific (%), 2016

Figure 4: Leading Suppliers by Share of Respondents – Underground Equipment (%), 2016

Figure 5: Leading Suppliers by Share of Respondents – Surface Equipment (%), 2016

Figure 6: Choice of Main OEMs in India, Indonesia and the Philippines (%), 2016

Figure 7: Choice of Main OEMs Across Top Commodity Sectors (%), 2016

Figure 8: Importance of Factors When Choosing a New Supplier (%), 2016

Figure 9: Importance of Factors When Choosing a New Supplier by Country (%), 2016

Figure 10: Importance of Factors When Choosing a New Supplier by OEM (%), 2016

Figure 11: Key Considerations When Choosing a New Supplier (%), 2016

Figure 12: Areas Where Main Suppliers Differentiated Themselves from their Competitors (%), 2016

Figure 13: Differentiation in India, Indonesia and the Philippines (%), 2016

Figure 14: Differentiation by Main OEM (%), 2016

Figure 15: Average Satisfaction Ratings of Main OEM, 2016

Figure 16: Comparison of Satisfaction, 2014 versus 2016

Figure 17: Average Satisfaction Ratings in India, Indonesia and the Philippines, 2016

Figure 18: Average Satisfaction Ratings by Commodity, 2016

Figure 19: Average Satisfaction Ratings by Company Revenue, 2016

Figure 20: Average Satisfaction Ratings by Mine Size, 2016

Figure 21: Average Satisfaction Ratings by Main OEM, 2016

Figure 22: Caterpillar – Respondent Breakdown (%), 2016

Figure 23: Caterpillar Satisfaction Versus Overall Ratings (%), 2016

Figure 24: Komatsu – Respondent Breakdown (%), 2016

Figure 25: Komatsu Satisfaction Versus Overall Ratings (%), 2016

Figure 26: Sandvik – Respondent Breakdown (%), 2016

Figure 27: Sandvik Satisfaction Versus Overall Ratings (%), 2016

Figure 28: Atlas Copco – Respondent Breakdown (%), 2016

Figure 29: Atlas Copco Satisfaction Versus Overall Ratings (%), 2016

Figure 30: OEMs to Remain as the Main Supplier for the Next Five Years (%), 2016

Figure 31: Median Lifespan Expectations in India, Indonesia and the Philippines (Years), 2016

Figure 32: Areas for Improvement for Equipment Suppliers, 2016

Figure 33: Areas for Improvement – Q4 2014 versus Q3 2016 (%)

Figure 34: Areas for Improvement by Main OEM (%), 2016

Figure 35: Areas for Improvement by Company Revenue (%), 2016

Figure 36: Share of Respondents by Country (%), 2016

Figure 37: Share of Respondents by Mine Type (%), 2016

Figure 38: Share of Respondents by Commodity (%), 2016

Figure 39: African Mines by Company Revenue (%), 2016

Figure 40: African Mines by Mine Size (%), 2016

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