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

Winning and Retaining Business in the North 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, especially for 'opportunity to develop a long term relationship', 'average total operating hours' and 'breadth of supplier's product range'. - Joy Global received the highest average satisfaction ratings in 10 of the 16 factors, although Caterpillar was considered the leading supplier for most categories of mining equipment. - Account managers make a significant impact in the selection process, alongside the maintenance and services provided. - Customers throughout North America are happy with their current supplier but 27% are open to change in the next 5 years. - Product quality and reliability was the stand out area identified for improvement, followed by availability of parts and ability to support cost reduction.

Scope

  • The report is based on responses from a survey of 101 senior managers at operating mines in Canada and the US, responsible for the purchase of equipment for plant and mine operations, along with its consumables. Respondents included a wide range of different commodity groups and both 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

June, 2015

Format / Pages

PDF / 62