Winning and Retaining Business in the Latin American Mining Equipment Sector, 2015

Winning and Retaining Business in the Latin American Mining Equipment Sector, 2015
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Summary

Overall trends in the data revealed - - Customer priorities in supplier selection are product quality and availability of parts. - Suppliers perform well, but have lower levels of satisfaction in key areas. - Caterpillar received the highest average satisfaction ratings each of the 16 factors, and was considered the leading supplier for most categories of mining equipment. - Maintenance and service provisions made a significant impact in the selection process, alongside a company's account managers. - Customers in Latin America are happy with their current supplier but one-quarter are open to change in the medium term. - Product quality and reliability was the standout area identified for improvement.

Scope

  • The report is based on responses from a survey of over 100 senior managers at operating Latin American mines, responsible for the purchase of equipment for plant and mine operations, along with consumables.
  • Survey respondents came from 14 different countries, including Peru, Chile, Colombia, Brazil, Mexico, Venezuela, Dominican Republic and Bolivia.
  • 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.

Date Published

August, 2015

Format / Pages

PDF / 65