Selling to Mining & Energy Sectors Feb/March 2012

If you are like me and want to keep focussed on the opportunities that bring in the greatest return on your investment, check out the latest positive news about the Mining and Energy sector.

Mining News

Anglo American Metallurgical Coal is expected to announce the sale of one of its two thermal coal mines in Australia – the Callide mine whilst it is considering adding a second l/wall to its proposed $US1.7B Grosvenor project

Rio Tinto Coal plans to extend open cut mining at its Warkworth mine at a cost of $629Mhas been given the go ahead from the NSW Dept of Planning.

AGL’s seeks to increase ownership at the Loy Yang power station to 35%, it will need to raise $1.5B.

Kagara is believed to have sold its Lounge Lizard nickel mine to Western Areas for $80M.

Centennial Coal wants to extend its Newstan Colliery’s increaseing to 4.5Mtpa through l/wall and continuos mining. Part of the project will include installing and operate additional surface infrastructure for gas drainage, greenhouse gas capture and abatement, ventilation, support buildings,electrical reticulation, water reticulation, water management, communications and other services.

Cape Alumina has doubled the inferred resource at its Bauxite Hills project on Cape York to 60Mt of bauxite and will proceed with a pre-feasibility study.The company is working to start production from late 2014.

Cuesta Coal has received $5M in funding, marking the first stage of Beijing Guoli Energy’s $20M injection into the company.

Yancoal’s plans to increase the production rate of its Moolarben coal mine which will see it mine 16Mtpa of coal over 20 years. Meanwhile its take over Gloucester Coal has been given the thumbs up by the Fed Govt.

Cockatoo Coal’s Collingwood and Taroom mine projects have been granted significant project status by the state government.

AngloGold Ashanti says it will be spending over $US800M on Australian projects in the next two to three years.

Sales Tips

How often do you come across this reply from a potential sale – “I need to think it over”

Consider these responses.

“What exactly is it you need to think over?” It’s another way of asking a prospect what their real objection is. Then clarify their objection with them, address it and confirm with them that their ‘concern’ has been addressed

“I can understand that you feel a need to make sure you’re making the right decision (softening statement). Will you share with me what thoughts you have right now (yes/no)? (Pause to see if he or she says more than just yes or no. If not, dig for more…) What pros and cons do you see right now..?”

Energy News

Carbon Energy is hailing an Australian first, exporting power generated by its underground coal gasification project at Bloodwood Creek onto the local grid.

PNG LNG is one of the largest and most complex energy projects under construction in the world. An expansion to three liquefied natural gas, or LNG, production units from the two currently planned could give a major boost to Oil Search.

Australia Pacific LNG completed a $2.5B, 16-year project finance loan with nine banks. The company is owned 37.5% by Origin Energy Ltd. (ORG), 37.5% by ConocoPhillips and 25% by China Petrochemical Corp., or Sinopec, as the group is more commonly known.

Supplier News

Emeco Holdings has tipped robust growth for the remainder of the financial year after it reported profits of $29.2M for the first six months, up 10.1% on the previous corresponding period.

NRW Holdings has exceeded its expectations for the first half of the 2012 financial year, posting profits of $45.3M, up nearly 120% from the same period last year.

Delta SBD increased its interim net profit by 94.5% to $3.3M and its revenues by 40.3% year-on-year to $55.6M thanks to a development contract with Whitehaven’s Narrabri project and a longwall build contract on behalf of Caterpillar Global Products at Narrabri.

LogiCamms announced that it has been awarded a contract with Chevron Australia to provide maintenance engineering services on the Chevron-operated Gorgon Project.The contract has an estimated value of approximately $8m.

Orica has signed a deal to take a 45% stake in an ammonium nitrate plant it will build in WA with Norway’s Yaraand Apache Corp The JV aims to start construction on the 330K tpa ammonium nitrate plant by mid-2012

Hatch and Anglo American have launched a program to standardise longwall and CHPP designs, to facilitate the miner’s strategy for its major growth projects. Anglo’s strategy is to triple coal production by 2020, mostly from four longwall mines in the Bowen Basin.Hatch is currently working on several projects in the portfolio, which vary from conceptual study work and staged feasibility studies to full EPCM services. The two companies celebrated the new arrangement by signing the contract for the Grosvenor coal longwall mine. The project is valued at $1.6bn and is designed to produce 5mtpa.

Thiess has won a $500M contract to build storage tanks at the Wheatstone LNG project. Thiess and tank design firm EV LNG Australia will build LNG storage and condensate tanks near Onslow, in the state’s north

Monadelphous record net profit after tax of $57.5M for the first half of the 2012 financial year on the back of sales revenue of $879.5M

Downer has been awarded by Gindalbie Metals a $64M electrical and instrumentation (E&I) contract for its iron ore processing plant at the Karara project.

Downer EDI has been named preferred contractor by Riot Tinto Iron Ore for electrical and instrumentation work on the 333 expansion of its Pilbara operations.

KBR announced that its JV with JGC Corporation and Chiyoda Corporation, the JKC JV, has signed the formal contract for US$15B EPC activities on the Ichthys LNG Project.

Clough has won a $140M contract for work on Inpex’s Ichthys LNG project. The JV with BAM International had received a letter of intent for the design and construction of a module offloading facility near Darwin where the gas will be processed.

Forge Group is acquiring CTEC, a private WA-based company providing EPC, operations and maintenance solutions to the energy and utilities sectors.

Gindalbie Metals has selected Downer EDI for Karara’s inaugural 6 year, $570M mining contract. It includes drill and blast as well as load and haul services.

John Holland has been awarded a $220M contract for the construction of stage 1 stockyard works for the Wiggins Island Coal Export Terminal project.

AusGroup subsidiary AGC Industries has formalised its construction contract with Gindalbie Metals for its Karara iron ore project. The contract, worth more than $160M. It consists of structural, mechanical, and piping installation works at the magnetite mine. To date, AGC have completed the early works contract, as the mine begins peak construction in the lead up to first production in early September.

Thiess has been awarded a $180M contract with the BMA for civil earthworks for the development of the $4B Caval Ridge mine project

Qube Bulk has been awarded by Sandfire Resources a haulage and port services contract for its DeGrussa copper gold project. The contract is estimated to be worth $120m over a five-year period.

OTOC has won a $14M contract for accommodation at Rio Tinto’s West Angelas mine. The contract will see OTOC install transportable accommodation buildings and provide infrastructure upgrades to the mine’s village.

Toll Energy Logistics has been awarded a $45M transport and storage contract by QGC. Toll Energy Logistics will transport materials and equipment from suppliers to worksites and manage storage facilities to support construction activity in QGC’s gas fields in the Surat Basin.

Leighton Holdings remains on track to deliver a profit after tax of $600-650M for 2011-12 after reporting a 57% jump in first-half profit.

Asciano announced it had won another coal job Bandanna Resources.

Industrea’s mining division has received a purchase order from Vale for four 70t roof support carriers, a 50t mine dozer and a 130t shearer carrier for a combined value of $12.6M

Price Objections

Price is relative to business problems. If you are selling in the triangle of Service, Quality and Price, then you are not selling value that solves business problems. You are selling into a comparative matrix that boxes you into a same-same measurement with your competitors. When you solve business problems — time, money and risk — then you are in a very different dialogue.

Price is a reflection of confidence in outcome. If there were a 100% guarantee that there would be a resolution to a buyer’s business issue, then their willingness to pay the asking price increases. When I get price resistance on my proposals, I ask this question: “If we could get you a $20 million increase in sales in one year, would it be worth a million dollar investment?” Their answer is almost always yes.

Price is a reflection of measurement context.There is no such thing as a true “apples-to-apples” comparison. Complex solutions are almost never exactly the same between two competing companies. That means that there is no valid comparison between you and your competitor in the area of price. A lower quality provider in your market is held up as “just as good as your solution” by your prospect, so therefore the only point of comparison must be price, right? Only if you allow it to be.

Never haggle. The difference between negotiating and haggling is simple. Negotiating is when you are making adjustments in terms, conditions and scope of work between two parties. Haggling is when you are asked to do the same work you have already proposed, but for less money. I don’t believe in haggling. If your work is priced correctly, then any adjustment in price will require an appropriate adjustment in scope, terms or conditions.

Negotiating is hard. Its a drain on resources, time and energy. You just want to get it done so you can move on. The client seems to want everything for nothing, if its not price, then its terms, delivery, installation, warranty, risk etc etc.

Want to know how to do this even better, better results, easier time negotiating, more enjoyable?

SG Partners Negotiating Workshop

23/24th May Brisbane

Every deal is different, but what if you could…

1. apply a simple 3-step process to identify the real value in your deal?
2. learn how to anticipate, diagnose & respond rationally to 97% of buyer negotiation tactics?
3. better align your sales approach to improve consistency in client relationships and drive improved satisfaction as an output from each and every negotiation.

We will in the workshop:-

1. Improve the outcomes of your live deal (in the workshop)
2. Assist dealing appropriately with irrational competitors
3. Learn a simple, memorable, negotiation framework that you can apply yourself to each and every deal you ever negotiate.

This workshop is a must if you

Want to reduce risk
Want to have successful business outcomes
Want clients to value you
Want the focus off price
Want clients to refer you to others
Want more revenue and profit
Want to sell more!!

Want to know more www.sgpartners.com.au

SG Partners Provide

• Sales team training analysis.
• Sales training and coaching.
• Sales team recruitment.
• Go to market consulting.

Selling to Mining, Energy and Construction Sectors Jan 2012

Another year ahead and what a year it is to be.

Seriously if you are not getting your share – or more, then something is wrong.  Check out the opportunities below – $BBB of dollars there for the making.

Check out our sales training workshop in March – see below

Want a great role – check out the positions we are recruiting for – see below

Mining and Construction related Activity

Xstrata Coal has taken a major step forward in expanding its Rolleston coal mine, applying for additional mining leases adjacent to its current operation

BHP Billiton growth pipeline now exceeds $26B 

Yanzhou Coal agrees to buy Gloucester in $2.1B deal

Carabella Resources may sell a stake in its most advanced coal project in Qld state to help fund development that’s estimated to cost as much as $1B

Xstrata Coal will install a second longwall at its Oaky No 1 mine and plans to develop an open pit mine at the site as it seeks to increase its production versatility.

Xstrata Zinc submitted a draft EIS for its McArthur River Mine with the NT Govt proposing capacity expansions.

Metrocoal underground plans have taken the next step with its EIS commencing. Expected to start mine 2015, Meanhwile port developer Tenement to Terminal Ltd has made an agreement with Australian and Chinese coal companies MetroCoal and SinoCoal Resources to fund a new coal terminal at the port of Gladstone with an annual capacity of up to 30MT.

BHP Billiton‘s $10-$12B outer harbour expansion at Port Hedland has had a conditional approval by WA’s EPA referred to the Environment Minister.

Sales Tips – Negotiation

When a negotiation ends, a positive, lasting relationship with the customer begins.  But what if one side gained at the expense of the other?  Is someone walking away feeling defeated?  This kind of adversarial energy won’t create the momentum necessary to get a great relationship rolling.

SG Partners will be running a worldclass negotiation workshop soon, interested people please contact me as we will be keeping numbers low as it is a very hands on workshop.

Mining and Construction related Activity Cont

Peabody Energy has started the sale process for its Wilkie Creek mine.

Vale and JV partner Aquila Resources have officially approved a resolution for the development of their $1.25B Eagle Downs hard coking coal project.

Endocoal has announced a 348.5MT total resource, attracting the attention of potential acquirers.

Korea Resources Corp has had its Wyong project evaluation restarted by the NSW Govt.

Russia has pledged more than $US8B to develop Russia’s coal industry and assist with exports to the booming Asian market as it seeks to ramp up production to 430MT by 2030

SG Partners Sales Recruitment Services – yes we recruit sales and sales management professionals.

We are currently searching for:-

• Implementation Managers, Brisbane, Mining Services
• BDM,Brisbane, Network and Security systems
• BDM, Brisbane, Safety Software solutions
• Sales Engineer, Brisbane, Mobile OEM
• BDM, Townsville, Power Systems
• BDM, Perth, Mobile Preventative Maintenance Systems Solutions
• BDM, Perth, ERP Systems
• Electrical Manager, SE Qld, Power Systems
• BDM, Emerald, Hydraulic Systems

If you know anyone that may be looking for a change – refer them onto to us or give us a call 07 3852 5454 or michael@sgpartners.com.au

Energy

Inpex cleared to start work on Ichthys LNG housing village in Darwin with the NT Govt giving approval for the start of construction of the accommodation village for the Inpex-led Ichthys LNG project in Darwin

LNG Ltd has signed an EPC services contract with China Huanqiu Contracting & Engineering Corporation for its Fisherman’s Landing liquefied natural gas project in Qld

Sinopec has finalized a $1.1B deal to increase supply and raise its equity in the Australia-Pacific LNG project.The binding agreement seals an agreement between APLNG and Sinopec for the $20B project, led by Houston company ConocoPhillips and Australia’s Origin Energy and builds on an April 2011 agreement.

Australia Pacific LNG 530km gas transmission pipeline project has started construction phase, with the first shipment of steel pipe arriving.

Make More Sales, Revenue, Profit, Marketshare

SG Partners Super Sales Clinic March 13 & 14

Are there people within your organisation that need to grow sales, meet budgets, provide customer service?

What would happen if your people could engage even better to create better outcomes, such as:-

• Create even more revenue opportunities created
• Negotiate Higher margins
• Create better win/win outcomes
• Manage customer expectations even better
• Creating long term, consistent business streams

Whether you have direct sales, sales engineering roles, internal or customer service roles, “Super Sales Clinic” will improve, enhance and create a even better outcome for your company.

Do you want your people to know:-

• How to Get Your Customers to Spend More Money
• 8 Ways to Sell Against a Lower Price
• 5 Things to Say to Win Over a Customer
• 6 Essential Rules for Closing Deals
• The 8 Most Crucial Sales Skills
• Quick Fixes to Make Your Clients Happier

When: March 13 and 14th
Where: Brisbane
Registration forms click here

Wait there is more, from some last workshops this is the feedback we received.

A bit of an update with my sales success from the Sales Clinic:

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote.

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker.

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

Here are some testimonials from previous workshops

“I recommend SG Partners because I thought I knew what I was doing but I was wrong and SG Partners helped me work that out.’ Sales Person, CQMS Razer.

“The workshop gave me some great practical techniques and I was really impressed with the trainer’s understanding of the client buying thought process“. Peter

“The content and interaction was outstanding – the presentation was not only practical but delivered in practical language! I now have the tools and understanding to be better at customer service”. Graeme

There are 10 places left and they will fill fast, contact us NOW or go to the registration website here

We look forward to seeing you there.

PS> If attending this workshop increases customer loyalty and improves revenue and profit, SG Partners will be held liable.

PPS> Attendance at this workshop will improve how your people interact with people, it will improve your sales process, it will improve how your clients think of you.

Mining Equipment and Services News

John Holland has secured a $370m contract to design accommodation for Chevron’s Wheatstone LNG project.John Holland said the 12 permanent buildings include an operations building, laboratory, fire station, vehicle maintenance shop, plant warehouse and maintenance centre.

Thiess will build a 1.2-km undersea tunnel connecting two offshore gas reserves with an LNG plant for the Chevron’s Wheatstone LNG project

Thiess has been awarded a $325M major infrastructure project contract from Qld Gas Company involving constructing 6 field compression stations and one central processing plant at Curtis LNG Project.

Thiess has won a $1 billion mining contract to extend the life of OZ Minerals’ Prominent Hill copper and gold mine.

Ausenco has signed a Create phase (EPCM) contract to manage the $12M expansion of Barrick Gold Corporation’s Lumwana Copper Project in Zambia.

ATEC Rail Group is in talks with India’s GVK Group and Adani Enterprises to take a stake in a proposed rail link in Australia’s Galilee Basin

Aker Wirth is to supply 11 piston-diaphragm pumps to the Ma’aden Bauxite & Alumina Co’s mine refinery project in Saudi Arabia.
 

SG Partners offers:-

• sales and customer focus training – refresh and train people on being even more customer and revenue focused;
• sales team recruitment - ensure people can sell and can manage sales teams;
• sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
• sales process and engagement consulting – crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your revenue NOW.

www.sgpartners.com.au

More Positive News for Mining, Energy and Construction Sectors Oct/Nov 2011

As always I would like to promote some positive news that you may not have heard of as yet.

Mining and Construction related Activity

Rio Tinto is to sell Gladstone Boyne smelter and associated Gladstone Power Station in a massive realignment of its light metals business. The company will also sell its Gove bauxite and alumina operations in the Northern Territory, its interests in the Tomago smelter in New South Wales and the Bell Bay smelter in Tasmania as well as New Zealand Aluminium Smelters.

Yancoal has purchased Wesfarmers Premier coal mine for $A296.8M and purchases like this will continue as it is willing to spend billions to purchase more Australian coal mines.

BHP Olympic dam takes another step forward in this huge project. Over 6 years, a teeming fleet of trucks and shovels will need to scour a layer of dirt 350m deep from a pit around 4km long and 3.5kms wide. Only in year 7, and after the expenditure of around $15B, will BHP start open cut mining, lifting copper production from today’s level of around 180,000tpa in stages to 750,000tpa. In addition to the massive pit, BHP will spend billions on a large desalination plant at Port Bonython, an extended airport and rail and power infrastructure.The company will also pour funds into processing plant additions with expenditure earmarked for a new concentrator and hydrometallurgical plant. It is believed the total expansion cost at US$27.4B. The BHP board is expected to make a final decision on whether the project will go ahead in mid-2012..  

Sales Tips

How do you overcome objections – welcome them as questions not objections. You prospects are say ” I am interested but not convinced I should choose you and your solution as yet – convince me more”

Did you know you can engage with someone without having any objections, they buy from you because of the way you have engaged with them, this is something we train on. T= C+R+I/Y ask me what this means.

Mining and Construction related Activity Cont

BHP Billiton Iron Ore will move away from its traditional rapid growth projects and adopt a program-of-work approach, designing “cookie cutter” mines and infrastructure to maximise its growth potential as part of a master plan to grow its iron ore business to 450Mtpa

Whitehaven Coal have secured $A350M of credit for working capital to develop its Narrabri longwall and Vickery open cut projects.

BHP Billiton amoungts others may be be an interested buyer for Kagara Ltd’s Lounge Lizard nickel mine in WA, which is expected to be sold by the end of the year

China and Indonesia have signed a $6B deal to build a nickel-smelting plant on Sulawesi island which will start production early next year.

Adani has been engaged with many mobile equipment OEM to apprently begin ordering machines before Christmas as it starts developing its recently purchased Carmichael mining lease.

Gloucestor Coal aims to introduce longwall mining to the Donaldson Coal operations.

Fortescue Metals Group is open to the possibility of a joint venture with Aquila Resources for the proposed Anketell Point port development.

ERA has raised $380M to extend its Ranger uranium mine.The proceeds will be used to fund construction of a brine concentrator and other water management initiatives, construction of the Ranger 3 Deeps exploration decline and associated drilling, completion of evaluation studies into the development of the Ranger 3 Deeps mine and an expanded exploration program.

SG Partners Sales Recruitment Services – yes we recruit sales and sales management professionals.

We are currently searching for:-

• Account Manager, Mackay, Mining Software.
• Sales Engineer, Brisbane, Capital Equipment
• Implementation Managers, Brisbane, Mining Services
• BDM, T/ville, Pumps.
• BDM, Gladstone, Hydraulics
• Sales Manager, Melb,  OEM Components

If you know anyone that may be looking for a change – refer them onto to us or give us a call 07 3852 5454 or michael@sgpartners.com.au

Energy

Chevron has committed to developing the $A29B Wheatstone LNG project at Ashburton North

Apache Corporation has committed to the $438M development of the Balnaves oil field in WA-49-L offshore WA that will produce 30,000 barrels of oil per day at its peak.

Australia’s Darwin LNG will undergo a scheduled maintenance at its 3.6Mtpa complex, which is expected to begin in the last week of April 2012. There will be a “dual-shutdown” at both the offshore facility at the Bayu-Undan gas field in the Timor Sea and the onshore Darwin plant located at Point Wickham.

Mining Equipment and Services News

KBR will provide design engineering, construction support and certification services for Townsville Port’s $104M Inner Harbour Expansion project.

Clough has been awarded a $600M infrastructure construction contract for Santos’ GLNG project in the Surat Basin. It will build more than 400km of gas and water transmission pipelines, two compression facilities, as well as an 800 person camp.

WorleyParsons has won the A$235M construction management services contract for Chevron’s Wheatstone project.

The Thiess Sedgman JV has been awarded an $85M contract to DCP a coal handling and preparation plant at the Codrilla mine.

ABB will design a new ore hoisting system for Xstrata’s Ernest Henry copper mine.The $11M dollar order will it design, supply and commission all the electrical and mechanical equipment for a vertical tower mounted ore hoist system

Abigroup and Golding Contractors JV has been awarded a $290M contract to build part of the Wiggins Island coal export terminal.

Delta SBD has been awarded a drivage development contract at Whitehaven Coal’s Narrabri mine.

Brookfield Multiplex Engineering + Infrastructure (E+I) has been announced as preferred contractor for the DPC of the $1.2B process plant and mine material handling facilities at the Roy Hill mine site.

John Holland has been selected as the preferred tenderer for the construction of the $400M proposed Connors River Dam to Moranbah Pipeline.The project involves the construction of 136km of buried pipeline that will carry around 45,000 megalitres of water per annum from the proposed dam to the Bowen Basin.

Thiess will establish the Solomon Hub iron ore mine in WA for long-term operations under a contract with Fortescue Metals worth $100M. The 18-month contract is for initial pioneering and mine establishment works including haul roads, stockpile pads and the mining of early ore and waste.

GE Energy has partnered with First Solar Incorporated and WA’s Verve Energy to build a solar farm that is 10 times larger than any solar power station currently operating in Australia. The approved Greenough River project is a 10MW photovoltaic (PV) power plant that will be built on 80 hectares of land, 50km SE of Geraldton.

Decmil Group has won $70M contract to design, supply and install the 502 room fly camp for the development of the Wheatstone LNG project.

Aluminum Boats Australia will build three passenger ferries valued at $21M for Gladstone LNG which would be used to transport workers between the port city and Curtis Island.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your revenue NOW.

www.sgpartners.com.au

More Positive News for Mining, Energy and Construction Sectors September 2011

As always I would like to promote some positive news that you may not have heard of as yet.

Walking around AIMEX I was impressed with the variation of displays and from all accounts a reasonable flow of people, bedsides tyre kickers that is – the nature of exhibitions I am afraid.  

Mining Activity

Adani Enterprises has moved foreign investment in Australia to a new level, with a $10B scheme to control every stage of its booming coal export business from mine to port. The company wants to control “whatever component the coal touches”, including a $3B railway network to haul coal from the emergent Galilee Basin to two ports, one of which it purchased this year and the other which it will build at Dudgeon Point near Mackay.

Adani is also driving a consensus among Waratah and Hancock Coal for them all to use the one common rail corridor instead of them all having different train lines taking up more farmland.

There are approximately 28 draglines to be sold in Australia, take out the 8 for the Gallalie basin, 20 for already established mining companies – that’s a lot of work coming up. The first one will be at Curragh and rumour has it P&H look like they may get it.

Glencore has launched a $268M bid to gain outright control Minara Resources, in a move that marks its second acquisition since its flotation in May.

Hancock Prospecting is in negotiations with Indian company GVK to sell its holdings in the area for $2.26B. GVK Power and Infrastructure is set to purchase two of Hancock Prospecting’s thermal coal mines. An initial agreement has been signed by Sanjay Reddy, vice-chairman of GVK, with Gina Rinehart, chairman of Hancock, earlier this month, according to sources

BHP Billiton wants to start building its Goonyella to Abbot Point rail line by no later than 2015 and aims to ramp it up to 60Mtpa of coal haulage capacity by 2020-2025.

Yes we recruit Sales and Sales management professionals.

We are currently searching for:-

• VP Sales, Brisbane, Mining Sofware Solutions OTE $250K
• Sales Engineer, Perth, Conveyor systems OTE $120K
• BDM, Perth, Mining Software OTE $150K
• Sales Manager, Power/Automation OTE $ 170K
• BDM, Gladstone, Hydraulic Systems OTE $130K
• Account Manager, Emerald, Hydraulics OTE $120K
• Account Manager, Brisbane, Mobile Equipment Attachments OTE $150K
• BDM, Brisbane, Mobile Equipment OTE $170K
• Product Support, Mackay, $120K

Want $500, if you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au If we place them, cash in hand for you.

Mining, Energy & Construction related Activity contd

Want to learn more about the BHPBilliton Project Hub check out this video http://vimeo.com/28648047

BHP Billiton will invest $US367M in the third stage of development of the Newcastle Coal Infrastructure Group’s coal handling facility.

Gina Rinehart has snapped up a piece of Queensland coal explorer Carabella Resources.

Macphersons Reward Goldis one step closer to processing ore from its Tycho deposit after completing the acquisition of the Nimbus silver-gold-zinc assets and processing plant.Aquila Resources announced it had completed the Definitive Feasibility Study for its open-cut Washpool Project NW of Blackwater.The capital expenditure for the project is expected to be $335M plus 10% contingency of $33M.

Xstrata Coal has released the draft Terms of Reference for its Rolleston Coal Expansion Project. The mine is set to double output from the currently approved 10Mtpa of run-of-mine coal up to 20Mtpa.

Barrick Gold is looking into expansions at its Granny Smith mine and Cowal mine.

OZ Minerals is targeting mid-2015 to start construction of its newly acquired Carrapateena copper and gold project in SA.The miner $US250M acquired project is studying options including the low-cost block caving 

Intra Energy Corporation received a license for its Mbalawala mine project in southwest Tanzania.

Cortona Resources has entered into a MOU with DRA Pacific for construction of a processing facility at its 100%-owned Dargues Reef project, located in the Majors Creek district between Canberra and Batemans bay in NSW.

Bow Energy under a $520M takeover offer by foreign-owned Arrow Energy.

Construction activity in Australia has reached a three year high, according to figures released ABS.According to the Construction Work Done report, the overall value of building and engineering work done throughout Australia in the June quarter reached a value of $44.328B – higher than that recorded during any other quarter for at least the past three years.

A $2.9B transformation of Brisbane’s historic RNA showgrounds is set to attract businesses with a mix of residential and commercial space.

Sales Training – Selling to the Mining Sector endorsed by MESCA

Are you or are there people within your organisation that are required to call, speak with, go and see, people in mining companies, EPCM or project companies?

• Want to know what the different departments do onsites and in the head offices?
• What are the most important aspects of their roles?
• What roles do the design and engineering companies play ?
• What is and how do you work with an EPC or EPCM?
• How do you provide customer service and work with them?
• How do you sell to them?
• How do you get to them?

I constantly have people ask me these questions, so I thought let’s have a workshop that covers these and many more questions, let’s also include how to get the most of the opportunities like:-How to get an RFQ/Tender?

• How to have a better chance of winning RFQ/Tenders?
• How to receive orders without being in a competitive situation?
• How to engage with procurement people and have a positive outcome?

So whether you are in direct sales, sales engineering roles, internal or customer service roles, “Selling to the Mining Sector” will improve, enhance and create a even better outcome.

When: October 25,26,27 – Click here for the Registration Flyer NOW

Where: Brisbane – Click here to Register Online

Wait there is more, at the last workshop this is the feedback we recieved.

A bit of an update with my sales success from the Sales Clinic: 

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker. 

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

EARLY BIRD Special. We are holding a 1/2 day Winning Presentations workshop. Learn the secrets of what make a great PPT, how to persuade the audience, how to form subliminal messages. Register before 27th Sept and its your for free, saving $450. Click here to register online.

Mining Equipment and Services News

Sedgman has secured a $123M CHPP contract with BMA.

Leighton Holdings JV with contractor Ngarda Civil & Mining received a $104M contract from  RioTinto as part of their $1.15B Hope Downs expansion, for stripping earth, road-work, drainage and other earthworks at the site 200km east of Tom Price.

Cimeco and Pilbara Logistics have won a contract for more than $80M from  RioTinto as part of their $1.15B Hope Downs expansion, for construction of the mine building and support facilities.

Shortages on GET, 18 -24 months on Mobile OEM Equipment, most being manufactured O/S.

Le Tourneau has commitment to build up to approx. 30 shovels for worldwide delivery.

Joy Global has agreed to sell the drilling products business of the recently acquired LeTourneau Technologies Inc. The company will sell the LeTourneau Technologies Drillings Systems and Offshore Products divisions to Cameron International Corporation for $375M in cash.

UGL has posted its 10th consecutive year of record earnings and has boosted net profit after tax by 10% to $158.5M.

Thiess had a record $16.5B work in hand at the end of the June quarter, and was awarded $8.1B in new contracts, variations and extensions during the year

QR National announced it had been appointed in a $900M agreement with a consortium of coal companies to upgrade the rail link from the Bowen Basin to Gladstone, which would service the first stage of the Wiggins Island Coal Export Terminal. Xstrata, Aquila Resources, Bandanna Energy, Caledon Resources, Wesfarmers Curragh, Northern Energy Corporation, Yancoal Australia and Cockatoo Coal will all pay commercial rates to transport their product on the line to Gladstone before it is shipped from the proposed port.

Ausenco has received two letters of intent for $70M worth of create phase engineering services for a client at two of its copper projects.

Monadelphous Group has secured several contracts in WA and Qld worth $350M.They had struck a contract deal with Woodside Petroleum to provide mechanical support at the Pluto LNG plant.They have secured a three-year contract to provide minor capital project services for Worsley Alumina’s refinery project. They have secured a three-year, $100Mcontract with BMA coal operations. The company also signed two contracts, valued at $100M, for work at the Rio Tinto Coal Kestrel mine near, and a further two contracts were struck with BMA’s Project Delivery Group for ongoing construction work at the Bowen Basin.

OneSteel has moved to shore up its position in the booming iron ore industry by spending $346M on several minesIt will also spend $200M expanding its export port at Whyalla to 12Mtpa.The expansion work is expected to be completed by the fourth quarter of calendar 2012.

Wärtsilä and Shell Oil Company have signed a Joint Co-operation Agreement aimed at promoting and accelerating the use of LNG as a marine fuel. The agreement will run for several years. Supplies of low cost, low emissions LNG fuel will be made available to Wärtsilä natural gas powered vessel operators, and other customers by Shell.Gas fuelled marine engines are seen as being a logical means for ship owners and operators to comply with increasingly stringent environmental legislation. This agreement aims at increasing and easing the availability of natural gas for marine engine use, as well as developing the supply chain and infrastructure to facilitate the bunkering of LNG fuel. The two companies will jointly move these developments to marine markets in order to enhance its rapid introduction and use.

Enerflex has received an order from QGC to fabricate and deliver 71 gas compression units as part of the QCLNG Project’s gathering infrastructure.

AECOM has received a $20M deal from Xstrata as part of its $1.4B Ravensworth North mine expansion. Production is set to increase from 4mtpa to 12mtpa and is expected to extend mining at the site for another 26 years. The expansion’s infrastructure component is worth $200M, with AECOM to supply EPCM services.The expansion will feature an open cut pit, an augmented raw coal system, expanded coal processing plant and product coal system, refurbished and expanded mine industrial area and associated new civil infrastructure.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your Sales NOW.

www,sgpartners.com.au

More Positive News for Mining, Energy and Construction Sectors August 2011

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet.

Wow, the projects are being talked about, and there companies out there with full order books to the middle of 2013, and then there are those that are just holding on.

Is the difference where you are within the supply chain, or how you find the opportunities and close them?

Mining Activity

BHP Billiton GEMCO has announced the US$279M GEEP2 project to increase the beneficiated product capacity to 4.8mtpa through the introduction of a dense media circuit by-pass facility. The project is expected to be completed in late calendar year 2013. The expansion will also address infrastructure constraints by increasing road and port capacity to 5.9 mtpa, creating 1.1 mtpa of latent capacity for future expansion.

Peabody Energy expects to mine an extra 3.9Mt of hard coking coal from its North Goonyella longwall operation after securing a longwall top coal caving technology licence from Yanzhou Coal (the same company who have been operating TLC in NSW).

BHBilliton announced a US$735M deal to buy HWE from Leighton Holdings, bringing the expertise in-house. This operation currently services three BHP Iron Ore operations.

Mindoro has commenced a Scoping Study and economic assessment of Stage 1 iron-nickel production at the project. The Scoping Study will examine two scales of iron-nickel sinter production and will be completed by September 2011. Mindoro is pursuing an integrated two-stage development approach to the Agata Nickel Project in the Philippines. A Pre-feasibility study on the Stage 2 acid-leach nickel project is progressing well and is due in October.

Peabody just wants Macarthur Coal, but may have another contender AngloAmerican.

Yes we recruit Sales and Sales management professionals.

We are currently searching for:-

• VP Sales, Brisbane, Mining Sofware Solutions OTE $250
• Sales Engineer, Perth, Conveyor systems OTE $120
• BDM, Perth, Mining Software OTE $130
• Sales Manager, Power/Automation OTE $ 170
• BDM, Gladstone, Hydraulic Systems OTE $130
• Account Manager, Emerald, Hydraulics OTE $120
• Sales Engineer, Melbourne, Filtration systems OTE $ 100

Want $500, if you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au If we place them, cash in hand for you.

Mining and Construction related Activity contd

Centrex Metal’s Wilgerup hematite deposit has been given its approval by SA Govt.

Panoramic Resources has acquired the Gidgee gold project and  would likely return to production within the next two years. The company would spend around $40M over the next two years to expand resources and refurbish the Gidgee project.

Newmont Mining has approved the $450M Tanami Shaft gold project in the NT .

The Newcrest Mining and Harmony Gold JV have unveiled a new billion tonne resource estimate for the Wafi-Golpu project in PNG..

Finders Resources is seeking to raise $128M in project finance to fund the commercial development of the Wetar copper project in Indonesia.

Aquila Resources needs to bed down finance to bankroll its share of the massive $5.8B West Pilbara iron ore JV, including  the proposed Anketell Point port, in the next coming months.

Rex Minerals‘ Hillside copper project concept study outlined an initial capital cost of up to $800M as the company is targeting first production by 2015.

Xstrata Zinc has formally announced its $246M construction go ahead of Lady Loretta zinc-lead-silver deposit in Qld after it had started decline development .

FMG, which has a track record in developing port infrastructure with its Herb Elliott port and further expansion plans at Port Hedland, says it would prefer to build a proposed port at Anketell Point .

Conquest Mining has received approval of the proposed environmental plan for its flagship Mt Carlton gold-silver-copper project in Qld.

Lynas Corporation has had Mitsubishi UFJ Financial Group recently buy a 9.99% ownership of the group.

Freeport McMoRan Copper & Gold plans to spend $2.82B from 2015 to optimise processing as it transitions to underground at the mine in Indonesia.

Aston Resources has secured $350M in revolving credit facilities to help provide funding for construction of its significant Maules Creek coal project.

Iluka Resources will resume mining activities at Eneabba, in WA, in response to increased market demand

SG Partners Sales Tip

You have been selected to present after your tender/RFQ response, the deals in the bag, right? Not yet!

You should ask yourself and the potential client the following questions to ensure you have the best opportunity to win:-

• What did they see in your RFQ/Tender response that led them to select you to present?
• What did they see in your competitors response that they would like you to address?
• Who will attend, their roles and what will they want to see/hear from you?
• What other companies have been selected to present?
• What criteria will be utilised to score the finalist?
• What is the selection process following the final presentation?

Happy presenting

Energy news

Origin Energy announced that the Board of Australia Pacific LNG has approved a Final US$14B Investment Decision on the first phase of a two train CSG to LNG project. There is a US$20B capital cost for a full two-train development.

Arrow Energy announced the awarding of the FEED contract to CJV, a consortium comprising the Chiyoda Corporation, CB&I (Chicago Bridge and Iron) and Saipem. This will be carried out in Japan, the United States and Australia over the next twelve months.

GLNG has invested about $13M into affordable housing and infrastructure in Gladstone and the Maranoa region to meet its approval criteria, which includes 45 homes

Sales Training – Selling to the Mining Sector

Are you or are there people within your organisation that are required the call, speak with, go and see people in mining companies?

• Want to know the difference between and underground or surface mine, coal, iron ore, gold mine?
• Want to know what all the terminology means?
• Want to know what the different departments do onsites and in the head offices?
• What are the most important aspects of their roles?
• What roles do the design and engineering companies play ?
• What is and how do you work with an EPC or EPCM?
• How do you provide customer service and work with them?
• How do you sell to them?
• How do you get to them?

I constantly have people ask me these questions, so I thought let’s have a workshop that covers these and many more questions, let’s also include how to get the most of the opportunities like:-

• How to get an RFQ/Tender?
• How to have a better chance of winning RFQ/Tenders?
• How to receive orders without being in a competitive situation?
• How to engage with procurement people and have a positive outcome?

So whether you are in direct sales, sales engineering roles, internal or customer service roles, “Selling to the Mining Sector” will improve, enhance and create a even better outcome.

When: October 25,26,27 – put it into your calender NOW

Where: Brisbane

Like what you hear, want to be invited to this exclusive workshop, email me  michael@sgpartners.com.au to get all the information on this exciting event.

Wait there is more, at the last workshop this is the feedback we recieved.

A bit of an update with my sales success from the Sales Clinic: 

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker. 

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

Mining Equipment and Services News

Meridium the global leader in asset performance management (APM) software and consulting solutions, announced that GLNG has selected its platform for its enterprise-wide APM initiative..

GHD has secured a 5yr contract from BHP Billiton for EPCM services for non-process infrastructure for the miner’s ron ore expansion.

Caterpillar’s revenue from machinery and engines sales volume increased 63% year-on-year on commodity demand in emerging markets driving mining capex globally in addition to the modest economic recovery in developed markets.

Downer EDI has won a $400M contract to build the CHPP for Xstrata Coal’s $1.4B Ravensworth North open cut project. 

Ausdrill has won a $75M drilling contract at FMG’s Solomon iron ore project and is targeting an October start date

Watpac has continued to grow, securing two new deals which bring the company’s national mining services contracts portfolio to $740M.

FMG has signed a deal with Caterpillar and WesTrac to supply a fleet of trucks for their Solomon mine.

Bradken has bought Norcast Wear Solutions and Australian & Overseas Alloys for a combined $222M to help globalise its product offerings.

Abigroup and Linehaul have been awarded a $83M contract with Rio Tinto Iron Ore.

Macmahon has been awarded 3 contracts worth a combined $129M for part of Rio’s 333 expansion program and for ongoing works at its Hamersley Iron operations.

Mineral Resources has been awarded a contract for the design, construction and operation of the second ore facility and related infrastructure at FMG’s Christmas Creek mine to be jointly funded by Fortescue and Mineral Resources. Construction of the additional 25Mtpa facility will commence immediately with commercial production scheduled to commence by September.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your Sales NOW.

More Positive News for Mining, Energy and Construction Sectors July 2011

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet.

Wow, the projects are being talked about, and there companies out there with full order books to the middle of 2013, and then there are those that are just holding on.

Is the difference where you are within the supply chain, or how you find the opportunities and close them?

Mining Activity

BHP Billiton GEMCO has announced the US$279M GEEP2 project to increase the beneficiated product capacity to 4.8mtpa through the introduction of a dense media circuit by-pass facility. The project is expected to be completed in late calendar year 2013. The expansion will also address infrastructure constraints by increasing road and port capacity to 5.9 mtpa, creating 1.1 mtpa of latent capacity for future expansion.

Peabody Energy expects to mine an extra 3.9Mt of hard coking coal from its North Goonyella longwall operation after securing a longwall top coal caving technology licence from Yanzhou Coal (the same company who have been operating TLC in NSW).

BHBilliton announced a US$735M deal to buy HWE from Leighton Holdings, bringing the expertise in-house. This operation currently services three BHP Iron Ore operations.

Mindoro has commenced a Scoping Study and economic assessment of Stage 1 iron-nickel production at the project. The Scoping Study will examine two scales of iron-nickel sinter production and will be completed by September 2011. Mindoro is pursuing an integrated two-stage development approach to the Agata Nickel Project in the Philippines. A Pre-feasibility study on the Stage 2 acid-leach nickel project is progressing well and is due in October.

Peabody just wants Macarthur Coal, but may have another contender AngloAmerican.

Yes we recruit Sales and Sales management professionals.

We are currently searching for:-

• VP Sales, Brisbane, Mining Sofware Solutions OTE $250
• Sales Engineer, Perth, Conveyor systems OTE $120
• BDM, Perth, Mining Software OTE $130
• Sales Manager, Power/Automation OTE $ 170
• BDM, Gladstone, Hydraulic Systems OTE $130
• Account Manager, Emerald, Hydraulics OTE $120
• Sales Engineer, Melbourne, Filtration systems OTE $ 100

Want $500, if you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au If we place them, cash in hand for you.

Mining and Construction related Activity contd

Centrex Metal’s Wilgerup hematite deposit has been given its approval by SA Govt.

Panoramic Resources has acquired the Gidgee gold project and  would likely return to production within the next two years. The company would spend around $40M over the next two years to expand resources and refurbish the Gidgee project.

Newmont Mining has approved the $450M Tanami Shaft gold project in the NT .

The Newcrest Mining and Harmony Gold JV have unveiled a new billion tonne resource estimate for the Wafi-Golpu project in PNG..

Finders Resources is seeking to raise $128M in project finance to fund the commercial development of the Wetar copper project in Indonesia.

Aquila Resources needs to bed down finance to bankroll its share of the massive $5.8B West Pilbara iron ore JV, including  the proposed Anketell Point port, in the next coming months.

Rex Minerals‘ Hillside copper project concept study outlined an initial capital cost of up to $800M as the company is targeting first production by 2015.

Xstrata Zinc has formally announced its $246M construction go ahead of Lady Loretta zinc-lead-silver deposit in Qld after it had started decline development .

FMG, which has a track record in developing port infrastructure with its Herb Elliott port and further expansion plans at Port Hedland, says it would prefer to build a proposed port at Anketell Point .

Conquest Mining has received approval of the proposed environmental plan for its flagship Mt Carlton gold-silver-copper project in Qld.

Lynas Corporation has had Mitsubishi UFJ Financial Group recently buy a 9.99% ownership of the group.

Freeport McMoRan Copper & Gold plans to spend $2.82B from 2015 to optimise processing as it transitions to underground at the mine in Indonesia.

Aston Resources has secured $350M in revolving credit facilities to help provide funding for construction of its significant Maules Creek coal project.

Iluka Resources will resume mining activities at Eneabba, in WA, in response to increased market demand

SG Partners Sales Tip

You have been selected to present after your tender/RFQ response, the deals in the bag, right? Not yet!

You should ask yourself and the potential client the following questions to ensure you have the best opportunity to win:-

• What did they see in your RFQ/Tender response that led them to select you to present?
• What did they see in your competitors response that they would like you to address?
• Who will attend, their roles and what will they want to see/hear from you?
• What other companies have been selected to present?
• What criteria will be utilised to score the finalist?
• What is the selection process following the final presentation?

Happy presenting

Energy news

Origin Energy announced that the Board of Australia Pacific LNG has approved a Final US$14B Investment Decision on the first phase of a two train CSG to LNG project. There is a US$20B capital cost for a full two-train development.

Arrow Energy announced the awarding of the FEED contract to CJV, a consortium comprising the Chiyoda Corporation, CB&I (Chicago Bridge and Iron) and Saipem. This will be carried out in Japan, the United States and Australia over the next twelve months.

GLNG has invested about $13M into affordable housing and infrastructure in Gladstone and the Maranoa region to meet its approval criteria, which includes 45 homes

Sales Training – Selling to the Mining Sector

Are you or are there people within your organisation that are required the call, speak with, go and see people in mining companies?

• Want to know the difference between and underground or surface mine, coal, iron ore, gold mine?
• Want to know what all the terminology means?
• Want to know what the different departments do onsites and in the head offices?
• What are the most important aspects of their roles?
• What roles do the design and engineering companies play ?
• What is and how do you work with an EPC or EPCM?
• How do you provide customer service and work with them?
• How do you sell to them?
• How do you get to them?

I constantly have people ask me these questions, so I thought let’s have a workshop that covers these and many more questions, let’s also include how to get the most of the opportunities like:-

• How to get an RFQ/Tender?
• How to have a better chance of winning RFQ/Tenders?
• How to receive orders without being in a competitive situation?
• How to engage with procurement people and have a positive outcome?

So whether you are in direct sales, sales engineering roles, internal or customer service roles, “Selling to the Mining Sector” will improve, enhance and create a even better outcome.

When: October 25,26,27 – put it into your calender NOW

Where: Brisbane

Like what you hear, want to be invited to this exclusive workshop, email me  michael@sgpartners.com.au to get all the information on this exciting event.

Wait there is more, at the last workshop this is the feedback we recieved.

A bit of an update with my sales success from the Sales Clinic: 

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker. 

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

Mining Equipment and Services News

Meridium the global leader in asset performance management (APM) software and consulting solutions, announced that GLNG has selected its platform for its enterprise-wide APM initiative..

GHD has secured a 5yr contract from BHP Billiton for EPCM services for non-process infrastructure for the miner’s ron ore expansion.

Caterpillar’s revenue from machinery and engines sales volume increased 63% year-on-year on commodity demand in emerging markets driving mining capex globally in addition to the modest economic recovery in developed markets.

Downer EDI has won a $400M contract to build the CHPP for Xstrata Coal’s $1.4B Ravensworth North open cut project. 

Ausdrill has won a $75M drilling contract at FMG’s Solomon iron ore project and is targeting an October start date

Watpac has continued to grow, securing two new deals which bring the company’s national mining services contracts portfolio to $740M.

FMG has signed a deal with Caterpillar and WesTrac to supply a fleet of trucks for their Solomon mine.

Bradken has bought Norcast Wear Solutions and Australian & Overseas Alloys for a combined $222M to help globalise its product offerings.

Abigroup and Linehaul have been awarded a $83M contract with Rio Tinto Iron Ore.

Macmahon has been awarded 3 contracts worth a combined $129M for part of Rio’s 333 expansion program and for ongoing works at its Hamersley Iron operations.

Mineral Resources has been awarded a contract for the design, construction and operation of the second ore facility and related infrastructure at FMG’s Christmas Creek mine to be jointly funded by Fortescue and Mineral Resources. Construction of the additional 25Mtpa facility will commence immediately with commercial production scheduled to commence by September.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your Sales NOW.

More Positive News for Mining, Energy and Construction Sectors June 2011

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet.

The project portfolio just keeps getting bigger $173.5B, if you are not doing “great” business then call me as you should be and it’s out there to be had.

There is demand for great sales people – you are one or you want one – contact SG Partners Sales Team Recruitment

Mining and Construction related Activity

In the past six months, resource companies have given firm commitments to 33 new projects worth a combined $43.9B, led by investments in coal-seam gas, iron ore and new coalmines. ABARES now has 94 projects worth $173.5B on its books, a 31% increase since last October. Gas and oil projects account for $101B, or 60% of the total number of projects under construction. The mining companies have $24.3B in iron ore mines under development, and $9.7B in new coalmines. There are also 20 resource-related infrastructure projects worth a total of $19B.

Abbot Point proposed $6.2B expansion has captured the interest of 30 top Australian and international coal industry companies. After my meeting with Vale, they are so focused on being number for coal mining companies in Australia, they have the money and motivation, they are interested to take some terminals.60 representatives of the companies who toured the port as part of the expressions of interest process for the development of the T4-7 project. Once complete and combined with other planned port expansions, the T4-7 upgrade would make Abbot Point the world’s largest coal port, with seven coal terminals and a capacity of close to 300Mtpa.The expressions of interest process for T4-7 close on Aug. 1st.

Mineral Hill mine near Condobolin in the NSW Central West will re-open in coming months. Kimberly Metals is only months away from reopening the copper mine and has already crushed the first copper at the site, which closed in 2005.

Murchison Metals Jack Hills Expansion Project and the Oakajee port and rail infrastructure projects feasibility studies for the projects are due to be received, with the expectation they will demonstrate viability of each project subject to OPR reaching agreement with Crosslands and its other proposed foundation customers on Supply Chain Agreements.

Peabody just wants Macarthur Coal, willing to spend $4.7B to get it, tried before and now trying again. There is not that many opportunity out there to grow on the back of brown fields & development. Peabody Energy has teamed up with fellow Macarthur shareholder ArcelorMittal – the world’s biggest steelmaker – to bid $15.50 a share in the biggest takeover offer made for an Australian coalminer.

SG Partners Sales Recruitment Services – yes we recruit Sales and Sales management professionals.

We are currently searching for:-

• Sales Engineer, Perth, Conveyor systems
• BDM, Perth, Motors and Drives, International Company
• Account Manager, Mackay, OEM Big 4 Mobile Equipment
• Internal Sales Co Ord, Brisbane, Construction Equipment
• Commercial Manager, Brisbane, OEM Mining Equipment
• BDM, Gladstone, Hydraulic Systems
• Account Manager, Emerald, Hydraulics
• Sales Engineer, Melbourne, Filtration systems

If you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au 

Mining and Construction related Activity contd

Mincor Resources is expanding into PNG through a $30M JV. It announced it had signed agreements with PNG exploration company Niuminco

Aquila Resources has estimated the cost of developing a new coking coal mine with partner Vale at $1.25B, but said a feasibility study couldn’t be completed because transport links and sales agreements haven’t been agreed upon. They hope to utilise the Wiggins Isl port project. According to a study, construction will take about 28 months and production is expected to begin in October 2016.

Coal and Allied has broken ground for the $141M Bengalla coal mine 9.3Mtpa expansion.

Ord River Resources has signed a MoU with its Chinese construction partner to develop a $565.72M alumina refinery in LaosSARCO, Laos.

Guildford Coal and the Port of Townsville have signed an agreement to get a feasibility study underway on a pit to ship supply chain solution for the Hughenden Project. As the primary rail operator on the Mt Isa to Townsville rail line, ARG will undertake coal haulage from Guildford’s Hughenden Project located at the northern end of the Galilee Basin.

IronClad Mining has signed an option agreement with Sea Transport Corporation for a multi user bulk shipping port. An innovative floating harbour sitting 5-10 km off the coast of SA. The floating harbour, to be located in Lucky Bay in the Spencer Gulf, will have capacity to load cape-sized vessels, with storage capacity of up to 150,00T. Sea Transport Corp. is currently preparing a development application. For the first 2 years, iron ore will be transported in containers by road to the port and transhipped in feeder barges, still in containers, to iron ore carriers equipped with cranes and dust suppression systems.

The Spencer Gulf Port Link Consortium has confirmed a comprehensive EIS will now be undertaken. The design was likely to include:

*    A 3km-long jetty reaching into deep water, with enclosed conveyors and a ship loader.

*    A jetty designed to handle Capesize ships carrying up to 180,000t

*    Significant rail and storage facilities on land adjacent the jetty precinct.

Construction is expected to take about 2.5 years to complete, employ about 400 workers and begin export in about five years’ time. The Spencer Gulf Port Link Consortium is made up by Flinders Port Holdings, Leighton Contractors, Macquarie Capital, BIS Industrial Logistics and the Australian Rail Track Corporation.

Stellar Resources secured a JV with China’s Minmetals Resources to assist in progressing the Rayne nickel prospect in Tas. along with the development of its Heemskirk Tin Project.

Bandanna Energy has suitors GMR Infrastructure, Aditya Birla, JSW Steel and Jindal Steel & Power among firms shortlisted submit bids for the coal miner.

SG Partners Sales Tip

When you focus on the price, they will! You must feel happy about your price, it must sit well. If you are thinking discount, they will smell it.

Do not detract from the conversation, just say “I promise we will discuss the value/investment and to ensure I discuss the right package/solution for you I need to understand more about you and your …… “

Price war: Every time you present a capability that is not well differentiated from your competition you encourage a price comparison.

General Construction, Energy and other Interestins news

 The Australian Industry Group – PwC Australian Performance of Manufacturing Index rose 5.2 points to 52.9 over the month – an improvement on its last positive result in February (51.1).New orders (54.6) and production (54.7) also expanded in June on the back of strong performances from the textiles, construction materials, basic metals and chemicals, petroleum and coal sub-sectors.

Santos has purchased 100% of Eastern Star Gas shares, hard pressed not to see this one coming!

The Fed Govt’s environment department says the Thai company responsible for the Montara oil spill in the Timor Sea wants to develop a floating natural gas platform off the north Australian coast. Thai company PTTEP Australasia has submitted an application to develop an LNG facility 680km west of Darwin. The 400m-long floating platform would allow all stages of the LNG production process to be done above the gas fields, with technology that hasn’t before been used.

Central Petroleum and Allied Resource Partners will do a feasibility study on a $7.5B plan to convert coal deposits to diesel by gasification in an area which straddles the border into the NT.

Wood Group and Wagners JV has won a $40M project management services contract for work on the Gladstone Liquefied Natural Gas pipeline project

Mackay Sugar has commissioned a 37MW cogeneration plant for its Racecourse Mill operation. It is expected to be operational by the end of 2012, with ABB supplying the control system and electrics.

Wheatstone LNG project has gained conditional approval from the WA EPA and Aust Feds Govt.  Inpex must develop a greenhouse gas management strategy outlining the measures and offsets the company proposes to reduce GHG emissions before LNG production can begin. Inpex said it was close to finalising marketing negotiations with five Japanese utilities for the remaining LNG, saying it expected to sign the sales and purchase agreements with each of the buyers in time for the final investment decision on the project, to take place in the fourth quarter of this year.

Chevron Corporation is hiring companies to fabricate the onshore LNG modules for its Wheatstone project. A host of companies in Asia were understood to have responded to invitations to tender for module construction, and these proposals were being evaluated by Chevron and Bechtel, the main LNG contractor for Wheatstone. Companies in China, Indonesia, Malaysia, South Korea and Thailand were said to have submitted offers, but not all could be identified with certainty at the time.

Gorgon LNG project took another step forward as operator Chevron Australia awarded CB&I the mechanical, electrical, and instrumentation work for the three onshore LNG trains to be built on Barrow Island. The contract value is pegged at $2.3B and work is scheduled for completion in 2015.

Red Sky Energy is proposing a second gas-fired power station for the Northern Rivers, which would be run on the huge conventional gas field they have just discovered between Casino and Grafton.

Metgasco has approval for the 30MW Richmond Valley Power Station, which will use conventional and coal seam gas and be situated near Casino.

Chevron Corp has signed an agreement with the Dampier-Bunbury pipeline that will allow gas from the company’s $43B Gorgon project to be shipped to industrial users, taking the project one step closer

Shell recently announced that their Prelude floating LNG project has passed another milestone, with the $11.8B project receiving final investment approval

Santos’s has started building works on the $16B two-train project on Curtis Island Gladstone LNG.

The world gold price has yet to peak and the steady emergence of a wealthy Chinese middle class will help underpin a move toward $2000 per ounce over the next five years, Richard O’Brien, chief executive officer of Newmont Mining Corp has stated.

Chinese Nickel Imports doubled from a year ago and were 70% more than in April. China, the world’s biggest stainless steel producer may surge 50% this year to 240,000T. Baoshan Iron & Steel Company said that refined nickel use in production of the alloy fell to a record low in May as the company used more nickel pig iron and scrap. About two-thirds of global nickel production goes into stainless steel, used to make everything from kitchen sinks to aircraft-fuel tanks.

Airbus Signs $1B Aluminum Supply Deal with Alcoa, a leader in primary and fabricated aluminum production, as well as the world’s largest miner of bauxite and refiner of alumina, said it would be supplying Airbus with aluminum sheet and plate products.

Marketing

Your customers and their use of your product ultimately define your company and its purpose in life. Your customers determine whether you prosper, linger on life support, or die quickly.

Yet, how many of you can clearly and confidently complete the following statements:

My customer’s customers are …?

The specific benefit my customer’s customer receives from my product is ..?

Our executives met with our customer’s executives to review this benefit on..?

Mining Equipment and Services News

Leighton Contractors, in consortium with GE, has been awarded a $130M contract by the Verve Energy and Macquarie Capital JV for the Mumbida wind farm development, 40Km SE of Geraldton in WA.

Leighton Holdings in a JV with Basil Read Holdings and Bothakga Burrow , has been awarded a $586M contract by Debswana (Gaborone) to develop the Jwaneng diamond mine in Botswana. The Jwaneng contract is Leighton’s first mining project in Africa. The company has a 60% share in the MAJWE joint venture.

ThyssenKrupp Materials Handling has been awarded the contract to design, supply, install and commission a new reclaimer for Dalrymple Bay Coal Terminal, DBCT, to go into service in July 2013. The machine will be designed in Australia and project managed from TKMH’s Brisbane Office. Local labour will be utilised for installation and commissioning.

Metso will supply crushing equipment to Fortescue Metals Group. The delivery will be completed by May 2012.The order comprises 13 units of MP1000 secondary cone crushers. Three units will be delivered to Fortescue’s Christmas Creek iron ore site, and another ten units will go to their Solomon iron ore mine site. The crushers will be supplied to the sites in pre-assembled, modularised form.

On the back of Caterpillar acquiring Bucyrus, Joy Global will continue to look for acquisitions to fill out its product lines of mining equipment and expand its production capacity. They are interested in adding hydraulic mining excavators and underground hard-rock mining machinery. The company just acquired LeTourneau. They have plans to acquire China’s International Mining Machinery Holdings Ltd. to add machines used in underground coal extraction. International Mining makes shearers, which cut coal, and underground excavating and tunnelling machines

KBR was awarded an engineering design services contract for three coal seam gas pipelines. The project will be executed for the McConnell Dowell/CCC joint venture (MCJV) on behalf of clients QCLNG and APLNG. For QCLNG, KBR will design a pipeline from central Queensland to the coast that consists of more than 580 km of pipelines. A second pipeline for QCLNG and a third pipeline for APLNG will both consist of a 42-inch diameter high pressure transmission pipeline from the main line valve on the Queensland mainland, across the Narrows to the Curtis Island delivery station.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your Sales NOW.

More Positive News for Mining, Energy and Construction Sectors May 2011

Dear Industry Colleagues,

2 of the biggest challenges moving forward: Staff Retention and Managing Customers Expectations.

Staff leave due to lack of growth, management style and ability to have input. Training delivers growth, displays caring and the feeling their input is sought.

Customer leave due to incorrect or poor communication during the initial sales engagement and after sales service. Training ensures consistency of engagement and better communication with the customer, new and existing.

SG Partners provides Sales, Customer Service and Communication workshops, enquire on how we can provide you with certainty.

Mining and Construction related Activity

Iron Road has completed a prefeasibility study on its Central Eyre iron project and says it will seek a large development partner to fund the $2.59B project.

Catalpa Resources and Conquest Mining will merge to create a gold producer with a market capitalisation of $1.1B in a deal that will give Newcrest Mining a 38% stake in the new entity through the sale of its Qld operations.

Fortescue Metals Group new CEO Neville Power has unveiled plans to fast track the Pilbara iron ore miner’s $7.9B expansion plans by 12 months to June 2013.

Rio Tinto said its planned capacity expansion has jumped ahead six months because of the US$676M funding for early works and procurement. As a result, capacity expansion to 333Mtpa will now be reached in the first half of 2015, six months earlier than planned. This is part of a five-year programme started in 2010 to increase capacity in the Pilbara by 50%. Rio Tinto share US$350M will be used to bring forward engineering work for the longest lead-time components of port and rail infrastructure, without increasing the overall cost of the expansion programme.

Whitehaven Coal has struck a heads of agreement to extend its JV agreement with Idemitsu Australia Resources as the companies seek to expand the Tarrawonga and Boggabri open cut mines in NSW.

Meijin Energy, China based, is reportedly advancing a 30-60Mtpa thermal coal project in the Galilee Basin – a region already crowded by major projects and subject to question marks over possible rail and port infrastructure.

Perilya will begin a scoping study on its Flinders Ranges project in SA after releasing a maiden high-grade zinc resource for the North Moolooloo deposit.

Sherwin Iron’s Roper River iron ore project is on target for first production in 2014 after a scoping study found the project to be financially and technically robust.

OZ Minerals has completed its $235M acquisitions of Carrapateena’s copper-gold project in SA.

The Port Bonython deepwater export facility is advancing following news the SA Govt has granted the Spencer Gulf Port Link consortium the rights to undertake an EIS on the project.

Xstrata Coal is seeking Fed Govt environmental approval to more than double production at its Rolleston open cut mine in up to a rate of 20Mtpa.

Abbot Point coal terminal massive $6.2B upgrade of the four additional coal terminal has been announced by the Qld Govt which will provide an extra yearly capacity of 120Mt. Interesting this was announced shortly after the purchase by Adani Group.

SA is set to have its first multi-user bulk shipping port facility including a floating harbour following the signing of an agreement between iron ore explorer IronClad Mining and Sea Transport Corporation.

Centennial Coal is seeking Fed Govt environmental approval to extract two more longwall panels and increase production to 4Mtpa the Angus Place mine.

Gindalbie is currently in negotiations over the contract to mine the larger magnetite deposits at Karara, which have a JORC resource of 2,518mt. Initial production is expected to hit 8mtpa.

Mt Arthur Coal Consolidation Project approx $1B, will be handled in house instead of utilising an EPCM like Bechtel.  

SG Partners Sales Tip  

Think about this question: ‘To respect your time, what outcomes from this meeting would mean this time spent together was of value?’

The answer is basically giving you the way to sell them> Think about it. I dare you to use it.

General Construction, Energy and other Interesting news

Ongoing expansion of Australia’s mining industry is set to drive growth across engineering construction in the coming year, yet industry warns of supply pressures and a weakening in commercial construction. The latest Australian Industry Group/Australian Constructors Association Construction Outlook survey shows the total value of engineering and commercial construction work will lift by 9.1% in 2011 and 11% in 2012.This follows a rise of 4.4% in 2010.Engineering construction is expected to experience the strongest growth with an anticipated lift of 12.5% in 2011 and 13.1 % in 2012.That amounts to an estimated $82.5B of private sector work in 2012, which is more than double the level six years ago.

Construction will start next year on a landmark solar thermal power plant at Chinchilla, after the Fed Govt committed $464M. The 250MW gas hybrid plant is part of Queensland’s Solar Dawn Project, and once complete will be one of the world’s largest and most greenhouse-friendly renewable energy projects. The Solar Dawn project is being led by AREVA Solar.

Rio Tinto Group, recently said that it will double its procurement of goods in China to reach $USD1B this year, further highlighting long term collaboration with the world’s largest iron ore consumer. Mr Scott Singer Rio Tinto’s global head of procurement at a signing ceremony with the State owned Xiangtan Electric Manufacturing Corporation said that “In 2011, we expect to spend over $USD1B in raw material, marine freight, operational and capital goods in China.”

Under the agreement, the first such deal for a Chinese manufacturer to export 4 haul trucks, XEMC will deliver four trucks to Rio Tinto’s Pilbara project. The company started procurement in China in 2003 and spent USD 500 million on manufacturing goods in 2010. Mr Singer said the growth in procurement is due to Rio Tinto’s business expansion, and he expects the group to make more purchases in China next year. The XEMC trucks are scheduled to be operational at the Tom Price mine in Pilbara in early 2012. Mr Tom Palmer chief operating officer of the Pilbara Mines said that “For Rio, it’s our first contract with a Chinese manufacturer for the supply of mining equipment, and it’s also the first time that we will receive customized fit-for-purpose trucks that we can put straight to work in our mines.”

Penrice Soda Holding, the only manufacturer in Australia of soda ash, has struck a deal with industrial giant GE to offer the coal seam gas (CSG) industry a process to remove brine from its wastewater and produce saleable chemicals as a byproduct. The Consortium Agreement focuses on building demonstration plants to commercialise novel technology developed by Penrice.

QR NATIONAL has won a contract worth $900M over 10 years to transport 10Mtpa of iron ore from the Karara mine, giving the Queensland rail haulier a decent foothold in the west. The contract, for producer Gindalbie Metals, ramps up on a staged basis from January to May 2012. Under the deal, QR National will spend $200M on new locomotives, wagons and upgraded administration facilities at the Narngulu East facility near Geraldton.

Pacific National (PN) is set to invest more than $150M into the construction of four new train maintenance and provisioning facilities at Nebo, Waitara, Dysart and Callemondah in Qld. The new state of the art train provisioning facilities will support the company’s coal haulage operations on the Goonyella, Blackwater and Newlands rail systems. Pacific National chose Abigroup to deliver the civil infrastructure and manage the scope of project works, including co-ordinating the design and construction.

Asciano has secured a long term coal haulage contract with BHP Mitsui Coal. Commencing January 2013, the deal will see Asciano move up to 4.2Mtpa using the northern missing link which will connect the Newlands and Goonyella coal systems when the project is complete in early 2012.

QR National has begun laying railway track on the Northern Missing Link in Central Queensland, marking a pivotal milestone in its signature $1.1B Goonyella-to-Abbot Point (GAP) expansion project.

Japanese steelmakers are closer to settling on a hard coking coal price of $US315 per tonne free-on-board for the September quarter, according to analysts from Goldman Sachs. 

SG Partners Sales Recruitment Services – yes we recruit sales and sales management professionals.

We are currently searching for:-

• Sales Engineer, Perth, Conveyor systems
• BDM, Perth, Motors and Drives
• Account Manager, Mackay, OEM Mobile Equipment
• Internal Sales Co Ord, Brisbane, OEM Mining Equipment
• BDM, Brisbane, Hydraulic Reclamation services
• Program Implementation Manager, Brisbane, Fleet Maintenance Systems

Want great consistent sales people, people who hunt, qualify and CLOSE – call 07 3852 5454 or recruitment@sgpartners.com.au 

Mining Equipment and Services News

Transfield Services has been awarded preferred tenderer for a new $66M contract with Alcoa of Australia to provide maintenance services at its Pinjarra aluminium refinery in WA.

GR Engineering Services has won a $360M EPC contract on Moly Metals’ Spinifex Ridge molybdenum-copper project in WA

Emeco plans to invest $165M in mining equipment over the next year, driven by a healthy full year profit.

Ausdrill has been awarded a swag of new drilling and explosives contracts worth $84M.

Thiess has won a $222M contract extension to continue operating Peabody Energy’s vast Wilpinjong thermal coal mine in NSW until the end of March 2013.

Dingo, maintenance software provider, has won a large contract with Anglo American Metallurgical Coal rolling out Dingo’s Condition Based Asset Management program to all of its mines in Qld.

Sedgman has scored a procurement contract worth $30M with Maules Coal, a subsidiary of Aston Resources.

Monadelphous Group has announced $200M worth of maintenance and construction contracts for resource giants including Rio Tinto and BHP Billiton.

Orica reported a first-half profit of $264M, up 5% on the previous corresponding period. Mining services and chemical operations were among the stronger parts of the group with the Minova division the big disappointment of a 16% fall in earnings.

Cardno says it expects to report an after-tax net profit for the year ending June 2011 of $57-59M, an increase of 51-57%

Ausenco has being awarded a FEED contract for the Constancia copper project in Peru, owned by HudBay Minerals, the current cost of the development is estimated to be $861.8M.

Brierty has been awarded the mining contract for Gindalbie Karara hematite deposit to. It is valued at $185M over four years. Brierty will mine direct shipping ore from the mid-west WA site, with activities set to commence in June. The company is responsible for drill and blast, load and haul, crushing and screening, road haulage and train loading. Initial production of hematite is expected to hit 2mtpa by 2012.

Marketing

If 7% of effective communication comes from words, how much effort is put into utilising persuasive language within tender and quotations responses?

SG Partners offers:-

• sales and customer focus training – refresh and train people on being even more customer and revenue focused;
• sales team recruitment - ensure people can sell and can manage sales teams;
• sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
• sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your revenue NOW.  www.sgpartners.com.au

More Positive News for Mining, Energy and Construction Sectors April 2011

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet.

I feel so much happier now the Fed Govt is going to create an industry advocate to hit mining companies over the head to support Australian Suppliers, don’t you:)?

Mining and Construction related Activity

Legend International Holdings has been granted its mining lease for the $A4.6B Paradise phosphate project near Mount Isa.

Aquila Resources’ Hardey iron ore deposit at its West Pilbara project has been given a $A1.6B   value to build after its prefeasibility study.

Centennial Coal is seeking federal environmental approval to extract two more longwall panels and increase production to 4Mtpa at the Angus Place mine.

Qld Govt finalised the 99-year lease with Mundra Port, Adani Group, at a price of $1.829B for Abbot Point. Under the deal the state retains ownership of the Port land, associated strategic infrastructure such as the jetty and wharves, and will continue to facilitate future private sector-funded expansion of export infrastructure within the broader port precinct. The North Queensland Bulk Ports Corporation will remain as port authority for the port, responsible for the ongoing safety, security, efficiency and development.

Bandanna Energy’s Bowen Basin thermal coal projects have completed their feasibility studies, with the Springsure Creek project targeting two longwall operations for 11Mtpa run-of-mine

Southdown $A2.57B magnitite mine near Albany in WA is targeting first production by early 2014 as it looks to complete a definitive feasibility study by the first quarter of next year.

Zenith Minerals‘ Mount Alexander magnetite project in WA has a value of $A1.7 B after its scoping study was recently completed.

Centrex Metals‘ Eyre Peninsula iron ore properties in S A is looking to fast track plans to complete a prefeasibility study by early next year.

Bathurst Resources has lines up CITIC Resources as a coking coal customer of its Buller project in NZ, which is expected to kick off production in late 2011. 

Carabella Resources Grosvenor West deposit moving to project planning and feasibility later in the year. 

Antam starts construction of $450M CGA chemical grade alumina (CGA) plant in Tayan, West Kalimantan.

Poseidon Nickel has signed a non-binding financing and construction agreement with one of China’s major construction and engineering groups for a nickel sulfide concentrator and associated infrastructure.

Moly Mines Spinifex Ridge molybdenum-copper project in WA has had an $A473M finance facility by China Development Bank has approved for the development of the mine.

Byerwen coal project in the Bowen Basin has released the draft terms of reference for the proposed $1.5B coking coal mine.

Endocoal embarks on a three-product strategy and seeks to move its Orion Downs thermal coal mine in Qld to production.

SG Partners Sales Training – are you an order taker or order maker?  

I know people who have had sales training and have gone onto outsell those who have not.

I know people who have had sales training are more likely to get the role of their choice.

I know people who have had sales training are more likely to be promoted to sales manager sooner than later.

I know people who have had sales training, they sell more quicker and make MORE $$$$ 

How do I know this – I see 100′s of sales people per year – I assess people like you, I train them and I recruit them. There are more order takers than order makers out there.

So here is my gift to those who want to sell more, for more money to make more money and stand out from the rest.

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“SGP’s workshop assisted me to convert my weaknesses into strengths and develop new skills to communicate even better.”

“SGP’s workshop assisted me to become more effective & efficient in my role. The content of the workshop is truly unique & will empower me with renewed outlook to chase business”.

“I recommend SG Partners because they know the art and psychology of getting people to buy!”

The SG Partners Sales Super Clinic will over 2 days:

• Provide insights into what makes great sales people.
• Provide the 7 secrets of highly effective sales people.
• Provide skills to negate objections.
• Provide skills to create loyal customer that do not buy on price.
• Provide skills on to win tenders and RFQs.
• Provide skills on how to make more sales quicker.

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Energy

Queensland is establishing itself as a global hub for geothermal energy research, technology development and jobs, Energy Minister Stephen Robertson said. Opening the Queensland Geothermal Energy Centre of Excellence (QGECE) at the University of Queensland, Robertson said the centre is playing a key role in the government’s renewable energy strategy. The Qld government is investing $25M towards geothermal energy research and development projects in Queensland

Huanqiu Contracting & Engineering Corporation has become a major shareholder in a branch of Liquefied Natural Gas Limited LNG Limited, and is likely to invest in the Australian company’s Fisherman’s Landing project.

Chevron Plans to Commit to Expansion at Gorgon LNG Venture in Late 2013 Chevron plans to lodge documents detailing the expected environmental impact of a fourth LNG processing unit, or train, later this year. It plans to begin front-end engineering and design work soon.

CS Energy plans to install a $104.7M,  44MW worth of solar on about 30 hectares of its Kogan Creek Power Station property within the first half of 2011, and have it complete by 2013.

Beach Energy hopes to launch a pilot shale gas well in SA’s Cooper Basin by the end of the year with production to begin in 2015.

SG Partners Sales Recruitment Services – yes we recruit sales and sales management professionals.

We are currently searching for:-

• BDM, Melb, Motors and Drives
• BDM, Perth, Motors and Drives
• BDM, Mackay, Fuel Systems
• Program Implementation Manager, Brisbane, Fleet Maintenance Systems

If you know anyone that may be looking for a change – refer them onto to us or give us a call 07 3852 5454 or michael@sgpartners.com.au

Mining Equipment and Services News

Lycopodium has been awarded a $A105M contract by Rio Tinto for its Marandoo plant upgrade to extend the life of its iron ore mine by another 16 years to 2030.

Technip has secured an EPCM contract for BHP Billiton’s $US1.5B Macedon gas field development in the Exmouth Sub-basin. The reimbursable contract covers the onshore facilities consisting of a gas plant and pipeline works.

Monadelphous has new contracts worth $200M. They include a 3 yr contract for capital work with QAL, a 1 yr maintenance contract with Rio Tinto Dampier Salt, a 1yr extension of a general maintenance contracts for Chevron at Barrow

The Fluor Sinclair Knight Merz JV has won new contracts with BHP Billiton, primarily for work at the Jimblebar iron ore mine expansion.

ABB acquires Mincom to form best-of-breed EAM solutions.

Ausenco has won a contract to manage the $230M expansion of the Gibraltar copper-molybdenum project for Taesko Mines. The create phase contract includes the construction of a 30,000Tp day concentrator to complement the existing 55,000 ton per day facility currently operating.

NRW Holdings has been awarded a $A160M contract for construction works on Rio Tinto Iron Ore’s operations in the Pilbara.

WorleyParsons has won a $A250M EPCM contract for the expansion of Fortescue Metals Group’s Anderson Point port facilities

KBR has been selected to provide engineering design services for the $74.6M Dingley Arterial Road Project, a proposed six-lane dual carriageway in Victoria.

Komatsu’s HB205 hybrid excavator will make its Australian debut in May. Komatsu claims fuel savings of up to 41% and a 10 kilogram per hour reduction in carbon dioxide emissions from the 20-tonne operating weight machine compared to an equivalent diesel-only excavator.

Transfield Services and WorleyParsons has secured a A$65M contract to provide hook-up and commissioning (HUC) services to the North Rankin B platform on the Woodside-operated North West Shelf project.

GBF Mining and Industrial Services are to mine Cortona Resources Dargues Reef gold deposit in NSW.

Ansaldo STS has been awarded an $A96M railway signaling and communications contract with Rio Tinto Iron Ore

Clough Seam Gas has been awarded an EPC contract by Arrow Energy for the installation of a compressor package at Arrow’s Moranbah Gas Processing Facility.

Barminco have won an $A60M  3-year contract at Western Areas’ Spotted Quoll mine development in WA.

Lucas says its drilling services division had been awarded new contracts valued at $160M for up to 4 years in Queensland for clients including Anglo Coal, Arrow Energy and Santos, in coal seam and surface to seam gas The maintenance services provider also says it has secured an $80M contract with coal seam gas explorer QGC for well completion and servicing activities.

Leighton Contractors has been awarded a $A33.8M contract to construct a cooling pond and residue storage area for aluminum giant Alcoa at its Pinjarra Refinery

Marketing

If you do not know your VP, how is the customer expected to buy from you outside of price consideration? If you are discounting to get the business it’s because you do not believe the VP, cannot articulate it nor is it supported by the company. Empty words are just that.

SG Partners offers:-

•  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
•  sales team recruitment - ensure people can sell and can manage sales teams;
•  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
•  sales process and engagement consulting - crm, remuneration programs, tender/rfq processes.

Please do not hesitate to contact us if you want to grow your revenue NOW.

More Positive News for Mining, Energy and Construction Sectors March 2011

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet.

We are hearing big numbers and by the look of it the money is starting to spill down.

Mining and Construction related Activity

Australian LNG production hits record in 2010. The value of LNG exports also hit a record $9.46B, up 24% from the previous year’s $7.63B

Hancock Prospecting is pushing ahead with the development of its $A6.5B Roy Hill iron ore project after a bankable feasibility study was completed in January,. The first shipment is slated for early 2014 with them building a $300M 342km rail line. The company would rely on the expertise of its partners. ,“Watch this space – it’s going to be different, it’s going to be innovative,” That is code for possibly “Made In China”.  Hancock plans on using automatic trains, controlled from a remote train control centre be built in Perth, adjacent to the airport. Construction of the project is set to begin later this year with all approvals either in place or well advanced. The company would be using EPC– with early contractor involvement.  About five major EPC packages will be awarded and the company has a shortlist of contractors. Roy Hill will be a drill and blast operation with in-pit crushing.

Ulan 3, extension of Ulan is progressing. Procurement and contracts are in play.

If you have not been in the loop, I believe BMA has closed its supply office in Mackay and is now located in Brisbane. BMA CEO Marcelo Bastos has resigned from his role.

BHP Billiton has approved a $A392.2M expansion of Mt Arthur coal mine to lift production by 4Mtpa run-of-mine to 24Mtpa.

BMA, has approved $US5B of investment to build the Daunia open cut mine, extend the life of the Broadmeadow longwall mine by 21 years and expand to the stage 3 Hay Point Coal Terminal of 55mtpa. This investment also includes the replacement of the existing jetty to increase its ability to withstand high seas and winds. The expansion will include a new third berth, trestle, surge bins and out-loading conveyors. First shipments from the expanded terminal are expected in 2014.

BHP Billiton will spend US$800M for development of the new Daunia mine, adjacent to Poitrel. The mine will have the capacity to produce 4.5Mtpa of export metallurgical coal through a new processing facility. First coal is expected in 2013.

BHP Billiton will spend US$450M to extend the life of the Broadmeadow mine by a further 21 years. The investment will also increase productive capacity to a new total capacity of 4.8 mtpa. The project is due for completion in 2013.

BHP Billiton announced the Olympic Dam Project (ODP) has progressed into the Feasibility study phase.

Xstata received conditional environmental approval from the Fed Govt for its giant $3B Wandoan thermal coal project.

Centennial Coal is seeking approval to extend the board and pillar operations at its Myuna colliery in NSW for a further 21 years, and increase run-of-mine production and handling from the current 1.3Mtpa to 2Mtpa.

BHP Billiton, announced a $7.25B capital investment plan to open its Jimblebar mine by early 2014.

Sales Tips

To find out if the deal is real, you need answers to the following questions:

•           Who else has a stake in the decision or influences the outcome?

•           Once the customer made the decision to buy, then what happens and how does it affect all the stakeholders involved?

•           Is there any stakeholder who reviews this decision prior to payment?

•           Is there any stakeholder who can veto this decision once it’s been made?

•           What needs to happen in order for payment to take place?

•           What is their purchasing process and protocol, is a purchase order required and, if so, how does it get generated?

•           How has the customer purchased similar offerings in the past, what was the process and who was involved?

•           How long did it take to execute on the decision?

•           Has budget been allocated and, if not, how does it get allocated?

•           Is there anything that might delay execution once a decision has been made?

Mining and Construction related Activity Cont

Xstrata has agreed to sell thermal coal to Japan’s Chugoku Electric Power for 12 months at $US129.80/t

 Anglo American says it wants to build two new underground coal mines in Moranbah.

A surge in construction associated with mining is expected to tip Australia’s annual infrastructure investment over $100B for the first time.

Cape Alumina planned bauxite mine at western Cape York has completed a study of a potential site about 95km north of Weipa and will now go ahead with advanced exploration.

Qld Rail National will embark on a $185M expansion of the Goonyella rail system to support BMA’s stage three development of the Hay Point Coal Terminal.

Wesfarmers has put its Premier Coal division on the market in a bid to capitalise on surging foreign interest in Australian resource assets .

Energy

Shell aims to spend $1B a year on shale gas in   China over the next five years if its exploration works currently underway prove a success.

BHP Billiton is in talks to acquire Shell stake in compatriot Woodside Petroleum and is said to be considering a $46.7B takeover bid for the company.

TRUenergy, a wholly-owned subsidiary of China Light & Power Company (Hong Kong), is currently working through the environmental effects statement (EES) process for a $1B expansion of the Yallourn Power Station.

Arrow Energy has announced plans for a major pipeline to connect its operations in the Bowen Basin to a LNG facility at Curtis Island. Early details of the Arrow Bowen Pipeline are contained in an Initial Advice Statement (IAS) which has been submitted to the Queensland Government.

Chevron is moving forward with plans to build a fourth train at its giant $37B Gorgon LNG project.

BG Grp signed a sales agreement with Tokyo Gas for the supply of 1.2Mt a year for 20 years from 2015. Japan is the world’s largest importer of LNG.

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Mining Equipment and Services News

ABB will deliver to QGC a $58M automation, safety and electrocommunications systems deal for Curtis LNG Project

North Queensland Bulk Ports Corporation has engaged consultants Aurecon Hatch to prepare a master plan to expand the port of Hay Point.

John Holland has secured a three-year $144M mining services contract with Anglo Coal. The contract is for services at Lake Lindsay and Oak Park surface coal mine operations near Middlemount. John Holland will provide mining services to a number of open coal pits under the contract, including mine planning and scheduling, drill and blast, truck excavator waste removal and coal mining. Over the full term of the contract, John Holland will move 10-15mcm of overburden each year.

John Holland has been awarded a A$150M sub-contract for the construction of marine offloading facilities on Curtis Island GLNG development

Macmahon Holdings has been awarded the Gladstone LNG civil works sub contract by Bechtel. The contract consists of site preparation for the plant on the south west side of Curtis Island, worth over $150M.

Industrea plans to increase its presence in the underground gas management sector by acquiring AJ Lucas’ underground in-seam services business for $25.5M.

Enerflex has been contracted by BG subsidiary QGC to supply the upstream triethylene glycol (TEG) dehydration packages for the Curtis LNG Project

Sedgman has been awarded an $18.5M design contract for a CHPP at Aston Resources’ Maules Creek Project. They commenced engineering design work and procurement activities for the CHPP and continue with negotiations for the supply, construction and commissioning of the CHPP.

FLSmidth has signed an Indonesian deal worth over $135M for coal material handling equipment for PT Adaro Indonesia.

ConocoPhillips and Origin Energy have ordered compression units from Siemens for their LNG project. The units will be delivered in 2012

Aecom, as part of the TrackStar Alliance, has won yet another chance to build critical transit rail infrastructure in Queensland. TrackStar has secured the $475M Richlands to Springfield section of the Darra to Springfield Rail Project in Brisbane’s west.

Thiess has been awarded a $16M contract for work at BHP Billiton’s new Jimblebar iron ore mine in the Pilbara.

Leighton Contractors has picked up a $200M contract for the Telfer operation to provide mining equipment, operators, maintenance and supervisory personnel, and infrastructure including workshops and offices to the project.

Leighton Contractors has picked up a $117M contract for Crocodile Gold Australia at the Cosmo Deeps underground mine. This contract will start next month and covers the provision of complete mining services, including short-term scheduling, diamond drilling, decline and level development, ground-support installation and shotcreting, production drilling, blasting and haulage. There is also a provision for a contract extension, with the mine life currently estimated at 10 year

NRW Holdings contractor has geared up for expansion of its Qld operations by forking out $84M to purchase a fleet of heavy plant and equipment and an earthmoving tyre inventory.

Marketing

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