Selling to the Australian Mining and Energy Sector

Australian Mining and Energy updates

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.

http://www.sgpartners.com.au

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