Selling to the Australian Mining and Energy Sector

Australian Mining and Energy updates

Selling to Mining and Energy Sectors Sept and Oct 2012

There are opportunities out there. Mono’s, Thiess,  Macmahon are all finding work. May I challenge you – it takes skill to find and differentiate yourself. Price more than ever will be put on the table – can you defend your value position – come to our training to be even better at this and meet/exceed your targets.

Mining News

Jubilee has entered into an agreement for the toll processing of 800K T of Dilokong chrome mine platinum-bearing tailings using the concentrator at Platinum Australia’s Smokey Hills mine.

Marius Kloppers said that given this environment, “the opportunities that lie ahead will be volumetric as opposed to price based.” In other words those miners who sit at the low end of the cost curve and are able to expand their production capacity in a disciplined fashion and with the right portfolio of commodities will continue to succeed

Mount Magnet South has secured project financing to develop its $29M Kirkalocka WA gold project.

Fortescue Metals announced it was investigating the restart of the Kings deposit expansion.

Boulder Steel has signed an investment agreement with the China Metallurgical Corporation, MCC, for a steel production plant in Gladstone and is in talks with two other Chinese steel firms

A plan to impose a punitive tariff of up to 15.45% on imported steel from Malaysia, Korea, Japan and Taiwan to help BlueScope Steel against foreign competition has sparked warnings of price spikes across the economy, including for new buildings, consumer goods and manufactured components. This though has created a stir in the manufacturing area who were enjoying the current prices.

Rio Tinto is moving various departments to lower cost offices. The exploration, purchasing and shipping departments, for example, are being moved from Australia to Singapore and the health and safety department, currently in London, is being moved to India.

China is aiming to build separate passenger and freight networks within its railway system. The Ministry of Railways said that the total milage of high speed railway will reach some 18,000 km by then. That is a lot of steel required.

Shandong Energy Group via Rocklands Richfield has unveiled plans for a new high volatile coking and thermal coal open and underground mine development in the Bowen Basin. It may start construction in either 2014 or 2015.

Toro Energy’s Wiluna uranium mine has received WA Govt Approval.

Alcyone Resources has released a scoping study for its Mt Gunyan deposit.

Ramelius Resources has given the go-ahead for the development of the Western Queen South gold project.

Crocodile Gold has snapped up approval for its International Mine gold pit redevelopment in the NT, with production targeted for mid-2013.

Paradise Mining has received approval from the Qld Govt for its open cut phosphate mine.

Ironclad Mining is looking to raise $15M to fully fund the Stage 1 development at its Wilcherry Hill iron-ore project, in SA.

Alpha coal development of a new coal terminal at the Port of Abbot Point has received approval form the Fed Govt.

Endocoal has received a $71M offer from a JV between China Yima and Daton Group

Perth Energy is seeking environmental approvals to proceed with the Phase II construction of a power plant expansion at Kwinana Swift Gas-Fired Station in Kwinana.

Bandanna Energy has submitted a mining lease application for its underground coal mine, the Springsure Creek project.

SG Partners Sales Workshop   Syd Nov 20 & 21st

Are you being outsold?
Are you maximising the opportunities that you uncover?

You found the opportunity, you are infront of the buyer – and you miss out on the deal, WT!

If you want people to buy from you and NOT on price, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.

* Would you like them to tell you how they want to buy from you?

It is all possible. We teach you how to have them tell you how they want to buy from YOU at our workshop.

“In a recent negotiation where a overseas customer asked if we could do more with the price, I spun the conversation to value and more importantly for them resource security and in the end we not only haven’t dropped price but may have sold 40,000t of coke breeze to the customer.” Darren

Do you want to know:-

+ How to find more opportunities easily
+ How to Get Your Customers to Spend More Money with you
+ 7 Ways to Sell Against a Lower Price
+ 5 Things to Say to Win Over a Customer
+ 7 Essential Rules for Closing Deals
+ The 9 Most Crucial Sales Skills

Places will be limited to 20.

Get the brochure here
Sign up online here.

This workshop is a must if you:-
  • Want to become the trusted advisor in the shortest period of time?
  • Want to shorten your sales cycle?
  • Want to learn the 4 sales questions guaranteed to generate more opportunities?
  • Would like to know the 6 qualifying questions that will improve your win/loss ratio?

Get the brochure here
Sign up online here.

Supplier News

Monadelphous has won a $320M contract for construction and maintenance work at Rio Tinto’s iron ore operations. The construction contract involves structural, mechanical, and piping works for the Marandoo mine Phase 2 expansion project.

Leighton Contractors has been awarded a $126M EPC contract by JKC Australia LNG Pty Ltd for one of the building packages at the Ichthys LNG Project’s Onshore Facilities Operations Complex at Blaydin Point.The works package includes a 12 month design and procurement period, followed by a 21 month construction period to deliver an Operations Complex area including operations office, central control building and fire station, training and canteen facility, warehouses, workshops laboratory, guardhouse and associated infrastructure.

Calibre Engineering has purchased of G&S Engineering for $100M. Calibre bought Echelon Mining Services in September.

Samsung C&T and Smithbridge Group have partnered for the construction of GVK-Hancock Coal’s 60mtpa terminal at Abbott Point.

Murphy Pipe and Civil Constructions has been awarded by QGC a $100M contract for the installation of more than 90km of steel pipelines.

Thiess has been awarded a $134M contract by Saipem Australia to construct a tunnel for the Santos GLNG Project in Gladstone

Ausenco has won a $66M contract to continue providing operations and maintenance the Isaac Plains coal mine’s CHPP.

AG&P, based in the Philippines, has won a $152M contract to provide the “electrical backbone” of the Inpex Corp Ichthys LNG project. AG&P will build components at its yards south of Manila, using steel from BlueScope Steel and ship the modules to the project site

Southern Cross Electrical Engineering has won a $100M electrical and instrumentation package at Rio Tinto’s Cape Lambert Port Expansion project.

Action Drill & Blast has won a $100M contract with John Holland at the Isaac Plains mine.The three year contract will see Action supply explosives and blasting services.

Diploma Group has been awarded a $49M contract for RioTinto’s Wickham Accommodation expansion project. It will D&C 198 one person rooms over three storeys, with associated services and infrastructure. Its design will include modular prefabricated units that are manufactured offsite.

OTOC has been awarded a $32M accommodation contract for Riot Tinto’s Brockman 4 operations.

Macmahon had been named a preferred contractor for Fortescue Christmas Creek iron ore mine.The the five year, $1.8B contract would also see it operate and maintain the fleet required for the site as Christmas Creek ramps up to full production by mid next year.Negotiations regarding the final contract are continuing and will be finalised by the end of November.

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.

All information contained in this blog derives from information available within the public domain. SG Partners/Michael Lang take no responsibility for information that may be incorrect at time of collation. Where statements/editorials are made it is on the bases of pure speculation and no malice is intended.



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