Selling to the Australian Mining and Energy Sector

Australian Mining and Energy updates

Archive for the tag “australia”

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
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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.

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  • Sales Engineer, Perth, Conveyor systems
  • BDM, Perth, Motors and Drives, International Company
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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. 

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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 Trainingare you an order taker or order maker?  

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

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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.

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

I see too many sales people who are Sales Ghost. They look like a sales person, they talk like a sales person, they know a lot of people BUT they cannot hunt, qualify and CLOSE deals. All in all you are spending (not investing) over $150K per annum on these people – WHY?

There is a better way to know and understand your potential sales people. If we could provide certainty on the potential sales or sales manager – would you make decisions about your sales personnel?

We have a some great sales people and sales managers available, wanting to find a great home that will provide challenges and growth experiences.

Do something different, get different results, call us NOW to grow your team and grow your revenue 07 3852 5454 or email michael@sgpartners.com.au

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

The more you talk about you – the less they hear. The more you focus on their emotions the more they will want to hear about you. Have you the right WHY, HOW, WHAT. Is it incorporated in your website, brochures, sales presentations??

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.

Call us if you want to grow your revenue NOW!

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

Dear Industry Colleagues,

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

Mining/Energy companies and their Suppliers are having huge revenue increases. The money is being splashed around, is it flowing down the line yet?

Mining and Construction related Activity

Gladstone Port is on its way to becoming one of the world’s major LNG exporters after awarding the first stage of the $1.3B Western Basin Dredging and Disposal Project. It has been awarded to JV partners Van Oord and Dredging International Australia who will commence the first stage of the dredging project worth an estimated $387M immediately.

Xstrata Balaclava Isl Coal Export Terminal draft terms of reference has been released  by the Qld Govt. The 35Mtpa designed terminal will consist of ship loading facility. Rail spur, overland conveyors.

BHP Billiton plan to pour $USD80B into expansion over the next 5 years rather than chase ambitious takeovers.

Rio Tinto’s $1B expansion at the Alcan Weipa bauxite mine will start next year. The South of Embley Project will extend the life of the mine by 40 years and employ up to 1200 people.

Peabody has presented its EIS for the Eaglefield Extension Project, which is expanding from 5Mtpa to 10.2 Mtpa. Upgrades tp the CHPP, ROM facilities, Electricals, new workshop facilities and supporting infrastructure will be required.

Sales Tips

Are you utilising the internet to research and connect to people? Have you heard of LinkedIn? It’s the internet leader for networking with other professionals – but wait its even better. I have over 500 connections within the mining space, including connections to project directors of mining projects for BMA! I am also involved in a number of groups – one being mining.

Here where it is starting to get interesting. Mining people are starting to ask for information and assistance. For example an UGMining Eng. at Barrick Gold asked “Does Anyone knows the best mine ventilation door vendors I can contact? Also if anyone in the group has experience with installation and…”. I have also seen request for parts for Draglines, information on asset management systems etc.

If you want to be considered a trusted advisor you need to be where people are asking questions at idea/concept stage.

Mining and Construction related Activity Cont

Axiom Mining, has formed a JV with the Kolosori and Bungusule landowners to  secure a land lease for a world class nickel deposit in Solomon Islands. The JV, which is 80% owned by Axiom Mining, has just been granted a 50-year lease over the 45sq km of land on Isabel and San Jorge Islands where the nickel deposit is located.

Rio Tinto’s commodities are looking better now than they did at the start of last year. The miners reports for 2010 revealed a massive $US14.3B net profit, a huge increase from the $US9.5B the previous year and even more than the $US3.7B made in 2008.

Fortescue Metals Group has struck a deal to buy 260 numbers of 40t axel load iron ore rail cars from China’s CNR Corp as part of Pilbara expansion.

Fortescue Metals Group has started awarding contracts and ordering equipment for the first phase of its $8.3B expansion, with NRW Holdings being awarded a $27.5M contract for port work at Anderson Point.

Poseidon Nickel, hopes to have its Windarra nickel mine, near Laverton refurbished and back in production by 2012. Poseidon has entered into an agreement with GSM Mining to refurbish the site. The work will cost about $8M and take 10 months to complete.

Russian investors plan to build a $3B nickel smelter in Halmahera island in eastern Indonesia, said chief economic minister Hatta Rajasa

SG Partners Sales Management Training

Most sales managers tell me they struggle to get sales people to do the things that matter the most, spend face to face time in the market place, qualify and close opportunities, fill in sales reports, CRM’s and expense claims.

The vast majority of Sales Managers say they have never had any real training on how to lead their sales team. In fact, many say they’ve had to rely on trial and error to learn the fundamentals of sales management.

  • Do you want to be able to be even more successful now?
  • Do you want to reap the rewards of the time and effort you put into sales management?
  • Do you want to be considered a great leader?

Then the SG Partners Sales Leadership Super Clinic is for you.

“SGP’s workshop will assist me to drive a more accountable high performing team. I recommend SG Partners because they are passionate about techniques and deliver in a compelling and supportive manner”. Testimonial from previous workshops

The SG Partners Sales Leadership Super Clinic will over 3 days:

  • Assess your sales management skills, strengths and weaknesses via a 38 page comprehensive sales management report
  • orovide ONE on ONE Coaching to remove any personal beliefs that will be stopping you from being a great sales leader, and believe me there is always some. You will know these beliefs as it is included in the assessment.
  • Instruct you on

o   The secret strengths behind successful sales management

o    The most important aspects of a performing sales team

o    How to influence customers and sales people

o    How to identify motivational drives in client’s and sales people

o    How to coach and mentor sales teams

Sales Leadership Clinic – Register Your Interest Now!

Brisbane April 12,13,14th

But there is more. SG Partners will also provide:-

  • a 3 month ongoing support system. Yes that’s right. We believe something as important as sales management needs that support.
  • We will provide you a follow up assessment in 6 months to show your progress and what other areas need further work.

Only 12 spaces available.Places are filling fast, Click here for more info.

Construction related Activity

An urban village with a $1B price tag has been approved for Cannon Hill in Brisbane’s east. Brisbane City Council gave the green light to Anthony John Group’s East Village development which will be similar to their Emporium precinct in Fortitude Valley.

THE Gladstone housing/rental and accommodation crisis is being driven by industry where the rental market has dropped below 1%..Space it at a premium in Gladstone creating calls from the Gladstone Regional Council for both the state and federal governments to go further with EIS housing requirements during boom periods .Gladstone Region Council  has come a long way in that we now have the accommodation included in the EIS. “They (state and federal government) have given approval to QGC, but QGC have handed over the construction to Bechtel and Bechtel missed the whole event. BG Group is to build modules for the two liquefied natural gas trains for A$14.8B Queensland Curtis LNG project at a fabrication yard in Thailand.

Energy

Looks like a great gas conference and exhibition is coming our way, check it out  www.queenslandgasexhibition.com.au

BHP Billiton has jumped on the shale gas bandwagon with a $A4.715B acquisition of Chesapeake Energy’s USA Fayetteville shale gas assets that will increase the company’s reserve and resource base by 45%.

Eastern Star Gas has taken a major step forward with its proposed Newcastle LNG project after committing to front-end engineering and design studies.  It has appointed Hitachi and TOYO to undertake the FEED.

BG Group has started marketing gas from a $5B third production train (plant) at its Curtis LNG project and predicts the site could eventually contain five liquefied natural gas trains

Liquefied Natural Gas Ltd. received environmental approval from the Qld Dep of Environment and Resource Management for its wholly owned subsidiary Gladstone LNG Pty. Ltd. to build a 21-km gas pipeline from the Callide Infrastructure Corridor to its Fisherman’s Landing LNG liquefaction project. The PPL 161 application will now proceed to the Department of Employment, Economic Development, and Innovation, which is responsible for issuing petroleum pipeline licences. This pipeline is one of at least six other planned major gas pipelines, of which five have obtained environmental approval, will converge in the Callide Infrastructure Corridor supplying the LNG project. The six planned pipelines include the Blackwater Hub Gas Pipeline (Bow Energy), Central Queensland Gas Pipeline (Arrow Energy, AGL Energy), GLNG Pipeline (Santos, Petronas, Total, and Kogas), Queensland Curtis LNG Pipeline (BG Group, CNOOC), APLNG Pipeline (Origin, ConocoPhillips), and Surat-Gladstone LNG Pipeline (Shell, PetroChina).

Origin $35 B coal seam-gas project in eastern Queensland state has been given the environmental go-ahead, clearing the way for a final investment decision on the project. It has also signed a heads of agreement with China Petrochemical Corporation, or Sinopec, to provide 4.3 Mt of gas a year for 20 years from 2015 – the largest Australian deal involving coal seam gas to liquefied natural gas. Sinopec will take a 15% stake in Australia Pacific LNG, reducing Origin and ConocoPhillips’ interest to 42.5%.

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

We are currently searching for:-

  • BDM, Brisbane, Mining Conveyor Drives solutions.
  • BDM, Sydney, Motors and Drives
  • BDM, Melb, Motors and Drives
  • Channel Manager, Brisbane, Mobile Fleet Systems.
  • BDM, Brisbane, Project/Change Manager Mining Automation systems
  • Area Sales Manager, Brisbane, Fleet 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

Commodity News

BHP Billiton has secured an increase in copper treatment and refining charges with Chinese smelters.

Australia will export 5.5% more of the steelmaking raw material this year as BHP and Rio increase output, taking advantage of higher prices. Exports of iron ore are projected to increase at an average annual rate of 7% to 2016 to 599Mt. By 2016, Australian exports are projected to account for 43% of world trade. ABARE said iron ore prices may average USD$149/t in 2011 as compared with USD$112/t in 2010. Prices will decline to average USD$93/t by 2016. It added that Australia’s export earnings from iron ore may be 64% higher this fiscal year at $AUD57B. That may gain to $AUD68B in the year ending June 30th 2016. Total sales from metals and minerals may gain 12% to $AUD125.8B this financial year.

Mining Equipment and Services News

Sales of Australian construction and mining equipment increased by 7.3% in 2010 and the outlook for 2011 is good, with the market predicted to grow another 8-10% this year.

UGL rail division has been awarded a number of contracts totaling $225M

WesTrac has posted a first half earnings rise of 41%, above its own forecasts.

Bradken has reported a net profit of $38.2M in the December 2010 half year, a 49% increase from the same period the previous year.

MACA has been awarded a 70 month mining services contract at WPG’s Peculiar Knob Iron Ore DSO project. The contract is worth around $285M over six years. MACA have subcontracted to Ausco Modular who will build, deliver and install a state-of the-art accommodation village for almost 250 workers.

Joy Global lifted its net sales in the last quarter by 19% year-on-year to $US869.5M as demand for its underground equipment continues to improve, thanks to the awarding of the Gujarat longwall in NSW.

KBR announced today that KLH Australia-Browse JV (KLH Australia), a JV between KBR, Leighton Contractors and John Holland, has been awarded a FEED contract for the company’s Browse LNG Development in WA. The FEED services is for the development of three 4 MTPA LNG trains, associated infrastructure, accommodation and marine facilities. Work on the project is expected to begin immediately.

Ausenco has been awarded $7m create phase contract for OceanaGold’s Didipio Project in the Philippines

Sedgman has announced a 76.5% increase in first-half revenues and is anticipating continuing growth as new opportunities emerge in key Australian and global markets.

Caterpillar says worldwide demand for its heavy construction and mining equipment continues to be strong, with sales growing 49% in January.

Marketing

Customers vs Clients.

If we refer to those whom purchase our goods and services as Customers or Clients, are we unconsciously stating that they should treat us according to their meaning of the word. Does either word have a perception of commodity/price orientation?

Definitions:-

Customers:- a person who purchases goods or services from another; buyer; patron. a person who buys

In Shakespeare, the word also can mean “prostitute.” Legal Dictionary :- a person or business that purchases a commodity or service

Where as a Client:- anyone under the patronage of another; a dependent,  a person, company, etc, that seeks the advice of a professional man or woman.

Jury is out on this one, worth further consideration. Remember if you buy and think price, then so will your customers.

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

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

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet. What a start to 2011.

Rio Tinto Iron Ore $3.7B JV, Aquila $5.8B, Santos $16B, Thiess $2+B – let the money flow, BTW is this starting to feel like déjà vu?

Mining related Activity

Rio Tinto Group, Mitsui & Co and others will invest $3.78B to expand iron ore export capacity at their venture in Cape Lambert. Mr Masami Iijima president of Mitsui & Co Ltd approved the investment of $1.25B through its 100% subsidiary Mitsui Iron Ore Development

Aquila has reluctantly given conditional approval to its West Pilbara iron ore project to stop its JV partner American Metal & Coal International from buying the company out of the $USD5.8B project.

Coal & Allied has welcomed the decision by the NSW Govt to grant a mining lease for the Mount Pleasant Project, a greenfield open cut mine.

Xstrata Coal is investigating several options to expand its major Oaky Creek mining complex, reopen the United Colliery in NSW and work out the best port solution for its mammoth Wandoan project in the Surat Basin.

Anglo American may double output at the Grosvenor coal mine in Queensland. “We’re trying to compress the expansion of that so we can double capacity in fairly short order,” their CEO said in an interview. Anglo said last year the board would decide on approval for 4.3Mt of output from Grosvenor late this year.“We’re looking at over 8Mtpa by, say, 2015-2016, and then we’ve got further upside that we’re looking at in Australia,” Carroll said

Sales Tip

Twitter allows only 140 characters in the message. So, pitch your company in 140 characters – would this not be great for every employee to be able to say – it could be part of your elevator pitch.

Here is mine:-  We are passionate about assisting sales people acting and being engaged as professionals. We assess, train and recruit sales teams. Go to sgpartners.com.au NOW!

Mining related Activity contd.

Atlas Iron agreed to buy Giralia Resources NL in a deal that it said values the iron ore company at about A$828M to almost triple its potential supplies of the steelmaking raw material.

Pan Asia is a step closer to achieving its goal of becoming a major supplier to expanding Asian markets with the acquisition of a pipeline of thermal coal projects in Indonesia

QCoal seeks to join the Bowen Basin longwall sector through the Byerwen open cut and underground coal project immediately west of Xstrata’s Newlands mine

Whitehaven Coal has selected a short list of bidders to complete due diligence as it moves forward with plans to sell itself in a deal potentially worth over $3.5B. Sources close to the deal have said that China’s state-run coal producer Shenhua Group was expected to bid but some other potential suitors had dropped out of the process.

Clive Palmer announced that up to 10% of the workforce for his coal development  will be sourced from China. This new fly in fly out force could be potentially as high as 600 in number, the majority engineers. Development of the mine, as well as access to rail lines and ports is being carried out by the JV partners – MCC. Three of MCC’s government owned subsidiaries will take charge of the development of the mine, railway and port facilities, with each sub-contracting to Australian firms. Palmer expects approximately 60% of the work to go to foreign companies with the remaining 40% to Australian firms. MCC is also working with Palmer on his multi-billion dollar Sino Iron ore project in WA.

Lanco Infratech is all set to acquire Griffin Coal Mining Co, owner of thermal coal mines in WA.

SG Partners Sales Training feedback – Advanced Sales & Sales Leadership

Interesting after assessing 15 sales managers last week as part of our Sales Leadership workshop we found the majority of the participants were extremely interested in their current sales  and sales management weakness that were holding them back from being a truly effective sales managers.

So we have decoded to run a 3 day Sales Management Clinic which will ensure sales managers can effectively

  • Performance manage their teams
  • Coach and mentor their teams
  • Increase the win/loss ratio in favour of winning more often
  • Recruit sales teams
  • Create a sales strategy and refine the VP

At the completion of the The SG Partners Sales Leadership Clinic, sales managers will know/have:

  1. A report discussing their strengths and self limiting beliefs via a 38 page full assessment
  2. One on One coaching to Reduce the effect of self limiting beliefs of the performance of sales management
  3. How to set up a dashboard performance management system
  4. How to identify motivational drives in sales people
  5. How to coach sales people
  6. How to mentor sales people
  7. How to hold sales people accountable
  8. How to recruit sales people
  9. How to set up a systemised qualifying process to enhance sales
  10. How to increase your win/loss ratio in favouring of winning – do not tie up resources and time on non winable RFQ/Tenders
  11. How to position value selling – do not sell on price
  12. How to present to groups and audiences

Sales Leadership Clinic – Register Your Interest Now!

Brisbane  March 2011

We can only accommodate now  12 people. Spaces are filling fast. First in.

Better than any course I have attended previously. Fantastic, knowledgeable speaker. This was not your typical rar-rar over the top sales seminar. Was more about the psychology of selling. SG Partners has really helped me to understand the customer and their needs including how to get the most of out them.

Mining and Construction related Activity

Dampier Port Authority has released a 10-year master plan to provide a strategic framework for future planning, development and management of expected trade growth

Port Waratah Coal Services’ proposed multi-billion dollar Terminal 4 coal loader at Newcastle has been granted Major Project Facilitation status by the Federal Government.

The NSW Govt will earmark $A2B from the $5.3B sale of its electricity assets to develop the Cobbora mine near Mudgee and supply subsidised coal to the newly privatised power stations.

Watpac Construction will once again demonstrate its award-winning expertise in Sydney after being awarded the $350M construction contract for One Central Park and has been nominated as the preferred tenderer for the Eastern Plaza project at Melbourne Park.

NSW’s first solar farm will be built in the state’s west, covering some 200 hectares and generating enough energy to power 20,000 homes. Approval of the $300M project is a milestone in the state’s bid to promote renewable energy and reduce greenhouse gas emissions. Located in a “hot and dry” area, in optimum conditions the farm will have a 100-megawatt capacity, Infigen Suntech Australia, the developer of the solar project, says.

Saudi Arabian Mining Company is to launch the financing for the Phase II of its $USD10.8B aluminium project in the Q1 of 2011 following the conclusion of funding for the Phase I of the project in late 2010.The Phase II will include a bauxite mine and an alumina refinery and is expected to cost up to $USD4B. Phase I included an aluminium smelter and a rolling mill. The project is JV of Maaden and the US based Alcoa.

Analyzing mining projects in Canada and the U.S. reveals that Western Canada, which includes the Canadian provinces of Alberta, British Columbia, Manitoba, Northwest Territories, Nunavut, Saskatchewan, and the Yukon Territories, has by far the largest amount of mining projects with 170 projects totaling more than $117B. About 40% of this consists of oil sands mining projects in Alberta.

More than 350 grassroots mines in the U.S. and Canada making the countries prime destination for equipment and service providers doing business in the mining industry. This includes 132 underground mines. The remaining 218 are above ground.

It is reported that during the Twelfth Five-Year Plan period (2011-2015), China aims to build 14 large scale coal bases, and annex and restructure 20 coal bases in order to help meet the country 5 year energy-saving goal. The 14 coal bases are expected to produce 90% of coal resources of the total national output and the total coal consumption is estimated to be within 4B tonnes in the Twelfth Five-Year Plan period.

Energy

Shells Arrow Energy has issued an Invitation to Tender ( ITT) for the front-end engineering and design (FEED) contract for the first phase of its proposed coal seam LNG. The consortia comprise KBR, China Huanqiu Contracting & Engineering Corp. and Leighton Holdings; Chiyoda Co, CBI and Saipem SpA; Technip SA, JGC Corp and Clough; and Foster Wheeler AG and WorleyParsons. Tenders close in February, the joint venture said.

Liquefied Natural Gas confirmed it has agreed to sell a 20 per cent stake to Chinese state-owned oil and gas giant CNPC for around $25.6M.LNG says CNPC subsidiary, China Huanqiu Contracting & Engineering Corporation, would become LNG’s largest shareholder after the purchase of the 19.9% stake.LNG says it would apply the proceeds to development of the company’s 3Mtpa LNG project at Fisherman’s Landing, near Gladstone.

Queensland Curtis LNG and Santos’ GLNG projects have already started operational works with an expected workforce of more than 5000 needing to be accommodated.

QCLNG are considering floating accommodation for workers on its project was something the company was looking at among a range of options. Coastels (floating accommodation) can house 200 to 500 people and come with onboard canteens or restaurants, recreation and leisure facilities, conference and training rooms, as well as office accommodation and laundry facilities. Heating and ventilation are standard with air-conditioning also available.

BHP Billiton is considering producing and selling coal-seam gas from its big Wards Well coking coal project in Queensland’s Bowen Basin. It has asked the Federal Environment Department to start the approvals process on a 55-hole exploration drilling program to test whether a 7Mtpa hard coking coalmine at Wards Well is feasible.As part of the investigation, 12 holes will be drilled to test for CSG.As well as the underground mine, BHP said it would look at building a gas-fired  power station and at the potential to make money from the gas contained in the coal seams.

Korea Gas Corporation (Kogas) is negotiating to purchase a 15% stake in Santos’ GLNG coal seam gas project.

Origin Energy is in talks to sell stakes in its Queensland LNG project with China’s Sinopec,

QGC has signed a contract with a consortium of GE and Laing O’Rourke for the construction of a water treatment plant in southwest Queensland that will support the region’s rapidly growing coal seam gas industry.“GE will provide the technical expertise and the process equipment for the project, while we will bring our design experience and construction skills to the job,” said Stephen Wilson, Infrastructure General Manager for Laing O’Rourke. “Our engineering expertise, complementing GE’s expertise, was critical in securing the contract.”

Eastern Star Gas has committed to the $22.5M purchase of land in Newcastle harbour as it proceeds with plans for a $1B coal seam gas-fired LNG plant.

GDF Suez and Santos have taken a key step forward in developing the Bonaparte floating LNG project with the award of pre-front end engineering and design contracts. KBR consulting unit Granherne, Paris, has been selected by GDF Suez Bonaparte. This was a part of its efforts to execute the project’s upstream pre-front end engineering and design

Santos and its partners have approved the $US16B Gladstone LNG project allowing major works for upstream field development, pipeline and liquefied natural gas plant to begin. Orders for long-lead items such as pipeline, compressors and LNG plant components will now be placed.

CNOOC has furthered its investment in Australia’s unconventional gas resources with a $50M farm-in to Exoma Energy’s five Galilee Basin permits. The CSG and Shale Gas exploration program for its 26840 km² of acreage with Gas In Place is estimated to be greater than 100 trillion cubic feet

Fluor Corp.won a contract valued at $3.5B to help build a Santos LNG project.

Mitsubishi Corp. agreed to build a $2.8B LNG plant in Indonesia with Korea Gas Corp. and state oil company PT Pertamina. The companies made the final investment decision to proceed with the Donggi-Senoro project on Sulawesi island, which will produce 2Mtpa of LNG and 47,000 barrels a day of condensate starting 2014. Pertamina and PT Medco Energi Internasional, Indonesia’s biggest listed oil company, own two gas fields that will supply the Donggi-Senoro LNG plant.

Indonesia has approved a development plan for a LNG floating terminal project run by Japan’s biggest oil and gas explorer Inpex Corp. The floating LNG project will have capacity of 2.5Mtpa, lower than a previously proposed capacity of 4.5Mt.The project will cost an estimated $4.9B.

Daewoo Shipbuilding announced plans to build a floating processing, storage and offloading LNG facility for a $2.5B project in PNG. Daewoo will operate the LNG FPSO jointly with Petromin PNG Holdings, PNG’s state-run oil and gas company, and Norway’s Hoegh LNG, after the FPSO is deployed in 2014. Daewoo will construct the 3Mtpa LNG FPSO and processing systems at its shipyard in Geoje, Sth Korea.

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

We are currently searching for:-

  • Account Manager, Perth, Mobile OEM
  • Internal Sales Manager, Brisbane, Mobile OEM
  • Sales Person, Emerald, Technical products
  • BDM, Brisbane, Project/Change Manager Automation systems
  • Sales Manager, Mackay/Rockhampton, Mobile OEM
  • Sales Manager, Mackay, Material Handling products
  • BDM, Melbourne, Material Handling systems

Look, its quite simple – you keep recruiting the way you have always done, and get the results you have always had. If your sales team is performing the way you want them too – great. If not – well change things. Our ability to understand where they resonate within sales and sales management is unsurpassed – I can give you references.

We have some great sales professionals available; they have been screened and interviewed ready for the right position and company – give us a call if you want certainty in recruiting a great sales person/sales manager. 07 3852 5454 or michael@sgpartners.com.au

Commodity News

Power station coal prices at Australia’s Newcastle port, an Asian benchmark, rose 1.1% in the week ended January 7th 2011.

According to the globalCOAL NEWC Index, coal prices at the NSW port climbed to AUD 129.90/t.

Taiwan’s steel pipe dealers have started offering the quotes for March 2011 where they have decided to increase the export prices of steel pipes by $USD30 to $USD50/t to reflect the rising raw material costs.

Iron ore shipments from Australia’s Port Hedland rose by 10.4% to 17.33Mt in December from 15.7Mt in November. According to port authority figures released, shipments to China increased to 8.1% to 12.76MT from 11.8Mt in November

According to China Mining Association, a total of 280 Chinese mining companies invested in 302 overseas projects in the past 18 months. Over 60% of overseas investments were made in Australia, Canada, The Philippines.

Queensland’s flood crisis has continued to push up the worth of coking coal, with spot prices heading towards $US400/t.

The steelmaker Baosteel Group, in the first 10 months of 2010 had its stainless steel output reached 218,600t marking a new record high for the company.

Sales and Marketing

We train our customer on how they behave towards us from the very first touch point, be it Brand, Brochure, Website or Sales contact.

  • If your customers always ask for a discount, well you probably gave one to them the very first time they asked.
  • If your customers do not pay within your agreed terms, then you probably did not ensure they adhered to those terms to start with.
  • If your customers keep asking and receiving quotes after quotes, and then not buy, you probably trained them that you were OK with that, they could use you as a third pricing wheel time and time again.
  • If any of these are hitting home, change the pattern of behaviour. How you may ask?

Well to start with, everyone in your company has to be congruent with the way you engage with your customers. Your brand, your sales engagement, your customer service, your warehouse people, your account people and your management.

I know of companies who have retrained their customers, and they grew marketshare because of it. You see the customers buy from people they like and trust. Respect is part of the trust equation.

Can your sale team create respect with your customer – if there is any doubt, time to train them accordingly – call us, it is what we do.

Mining Equipment and Services News

LogiCamms has secured a multidiscipline contract worth over $10M by BHP Billiton to execute delivery of a new process facility at the existing Olympic Dam Copper, Uranium and Gold production plant at Roxby Downs.

SKM has reported revenues in excess of $A1B for the third year in a row, according to its 2009-2010 annual review.

KBR has acquired Roberts & Schaefer for $280M, plus preliminary net working capital of $12M.

ESCO Corporation acquired Austcast. In recent months, ESCO has made a number of investments in Australia, including the acquisition of Swift Group in July.

Diversified Mining Services has completed the latest sale of two Atlas Copco Coaltram utility vehicles to underground mine contractor Mastermyne for use in Xstrata’s Oaky Creek complex.

Ampcontrol together with Xstrata and Joy Mining Machinery, have won an Australian Engineering Excellence award for the world’s first 11kV armoured face conveyor longwall system for installation in Zone 1 hazardous areas.

Custom Fluidpower’s new portable pressure-testing device could eliminate a lot of the hydraulic fluid injuries which occur every year in underground coal mines.

Sedgman’s solid pipeline of work has been further strengthened with a $145M contract to expand the CHPP at Lake Vermont mine. The contract, won by the Thiess Sedgman Joint Venture (TSJV), is to design, procure, construct and commission an expansion of the CHPP on behalf of Lake Vermont Resources (LVR). The upgraded CHPP is required to produce up to 4Mt of additional product coal per annum, utilising LVR’s existing train load out system.

Easternwell, a mining services company, will be sold for $575M to Transfield Services . The company currently operates 65 rigs with blue chip customers like BHP Billiton, Rio Tinto, Santos and Woodside. Transfield Services managing director and chief executive officer Peter Goode said the acquisition of Easternwell enabled Transfield to build out its existing suite of operations and maintenance services.

WPG Resources has chosen Kerman Contracting for the design and construction of the handling facility of its flagship Peculiar Knob direct ship iron ore project

Thiess has been awarded a $1.015B extension to its contract to operate the Mt Owen Coal Mine in the Upper Hunter Valley. The new agreement with mine owner Xstrata Coal runs from October 2011 until the end of 2015 and includes an option to extend by a further 6 months. Thiess will operate a total of seven mining fleets with annual material movements of around 40M BCM of waste and 8.5Mt ROM coal at Mt Owen.

Thiess has won a $136M coal seam gas upstream infrastructure contract for early works projects for QSG in the Surat Basin. It will begin work to install field compressor stations, HDPE gathering pipelines, intermediate pressure gas trunklines, water storage ponds and complete site preparation for additional compressor stations.

Thiess announced a 6 year $1.3B contract to extend mining operations at Peabody’s Burton Coal Mine. They will mobilise an additional Liebherr R9800  to work in tandem with the first excavator which has been operating at Burton for nine months. A fleet of Caterpillar 797 trucks, will service the two big excavators, emphasising the scale of the work.

John Holland has been awarded the contract to deliver works between Glenfield South and Leppington for the South West Rail Link project by the NSW Govt’s Transport Construction Authority. The design and construct contract is valued at approximately $550M.

SG Partners offers:-

  • sales and customer focus training – refresh and focus people on being customer focused;
  • sales team recruitment – ensure people can sell and can manage sales teams;
  • sales team 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

More Positive News for Mining, Energy and Construction Sectors Nov/Dec 2010

Dear Industry Colleagues,

As always I would like to promote some positive news that you may not have heard of as yet. Have a safe and merry feastive season, I will see you on deck in 2011.

Caterpillar Bucyrus, BHP Rio Iron Ore JV, Xstrata $23B, FMCG $8B, BHP $635M – hold on people, the wave is starting to get big.

Mining related Activity

Australia’s export earnings from energy and mineral commodities in the September quarter 2010 were $44B, the third highest on record. Export prices for energy commodities increased by 5% while prices for metals and other minerals increased by 3%.

Rio’s Tinto’s A$3.5B offer talks with Riversdale Mining are likely to spark a bidding war.

BHP Billiton and Rio Tinto have agreed to make a $USD350M one off payment to the WA Govt after the approval of a state agreement allowing the miners to integrate their Pilbara iron ore activities.

Xstrata is on track to spend $23B up until 2016 for expansion, with a focus on coal, copper and nickel projects. Xstrata is spending on 20 large projects already approved that account for $14B and 14 projects that should be approved in the next 12 months that would cost $7.5B, while $1.3B is allocated for more than 25 scoping and feasibility projects.

Xstrata Coal has decided to develop the Ravensworth North open cut mine in NSW for $A1.38B. The project will produce 8Mtpa of export thermal and semi-soft coking coal at full production levels. Ravensworth North is expected to have a mine life of about 26 years and will be within the existing Cumnock Coal and Ravensworth complex. Construction is expected to commence in early 2011, subject to federal government environmental approvals and development consent by the NSW Department of Planning. First coal is expected to be delivered in July 2012.

Xstrata has formally approved the start of a feasibility study at the Frieda River copper-gold project in PNG with the commitment of $A124.4M to the study.

Xstrata Zinc Australia will spend another $274M to lift output at its George Fisher zinc mine by nearly 30% by 2013 after approving $122M for the nearby Black Star Deeps open-cut project.

Xstrata’s will reactivate its Sinclair nickel mine,

Hancock Prospecting 55Mtpa Roy Hill iron ore mine has moved a step closer to production with the granting of state and federal environmental approvals for the mine’s railway line. Australia’s fourth largest iron ore producer Hancock

Norilsk Nickel plans to restart production at its Black Swan and Cawse nickel operations in WA in the next few years, whilst planning to restart Black Swan (probably 2012) and Cawse (2013) after feasibility study.

Legend International is looking to sell its phosphate mines for between $500M and $1B to cash in on growing demand in Asia for fertilizer. It has appointed Tokyo-based Nomura Holdings Inc. to search for an investor. Companies that have already expressed interest include China’s formerly state-owned enterprise Wengfu Group.

Wandoan has been  given environmental approval by the Qld State Govt, which is likely to spark the development of other major coal mines owned by Peabody and New Hope as well as the Wiggins Island port at Gladstone.

The NSW Govt controversial decision to develop the $A1.3 B Cobbara coal mine near Mudgee has been met with questions over its ability to operate a mine efficiently and the economic sense of owning one operation that will have to run at a cost basis.

Itochu Corp agreed to buy a A$345M stake in Aston Resources Maules Creel project in NSW state to secure supplies.“Aston now has a range of options to fully fund the development of the project,” CEO Todd Hannigan said in the statement.

SG Partners Sales Training feedback – Advanced Sales & Sales Leadership
Interesting after assessing 15 sales managers last week as part of our Sales Leadership workshop we found the majority of the participants were extremely interested in their current sales  and sales management weakness that were holding them back from being a truly effective sales managers.

So we have decoded to run a 3 day Sales Management Clinic which wil ensure sales managers can effectively

  • Performance manage their teams
  • Coach and mentor their teams
  • Increase the win/loss ratio in favour of winning more often
  • Recruit sales teams
  • Create a sales strategy and refine the VP

At the completion of the The SG Partners Sales Leadership Clinic, sales managers will know/have:

  1. A report discussing their strengths and weakness via a 38 page full assessment
  2. One on One coaching to Reduce the effect of weaknesses of the performance of sales management
  3. How to set up a dashboard performance management system
  4. How to identify motivational drives in sales people
  5. How to coach sales people
  6. How to mentor sales people
  7. How to hold sales people accountable
  8. How to recruit sales people
  9. How to set up a systemised quaifying process to enhance sales
  10. How to increase your win/loss ratio in favouring of winning – do not tie up resources and time on non winable RFQ/Tenders
  11. How to position value selling – do not sell on price
  12. How to present to groups and audiences

Sales Leadership Clinic – Register Your Interest Now!

Brisbane  Febuary 2011

We can only accommodate 20 people.

Better than any course I have attended previously. Fantastic, knowledgeable speaker. This was not your typical rar-rar over the top sales seminar. Was more about the psychology of selling. SG Partners has really helped me to understand the customer and their needs including how to get the most of out them.

Mining and Construction related Activity

Bauxite Resources approved the development of an alumina refinery in WA with JV partner Yankuang. Bauxite Resources signed an agreement with Yankuang to design and build a 1,1Mtpa refinery, which would require 3,5-million tons of bauxite. The construction of the refinery would start within the next five years.

Anglo American plans to dispose of its Callide thermal coal mine adding to at least six other coal assets it’s selling.“The Callide mine does not align with our growth strategy,”. Anglo plans to grow its “metallurgical coal and high margin export thermal coal” business in Australasia.

Fortescue Metals Group has approved plans to expand its production from 55Mtpa to 155Mtpa.The approval sets the platform for a major $USD8.4B works and procurement expansion program to commence at Fortescue Chichester and Solomon Hubs. Fortescue Board approved the expansion plans after assessing the recently completed Solomon Stage 1 feasibility study and a full review of the detailed planning for the Chichester Hub expansion.

The project will be managed in three distinct work programs as shown below

1. Port & Rail

Fortescue intends to seek approval for a fifth berth to increase the efficiency of its operations. Some preliminary port works have already commenced and completion is scheduled for the December Quarter 2012.

The rail works program includes the duplication of some 120 kilometers of existing track, the construction of a new 130 kms spur line out to Solomon, the construction of four new bridges and the completion of two new rail loops at the port to deliver into a new dual train unloader for conveying to an expanded port stockpile area.

2. Chichester Hub

The Christmas Creek expansion will comprise the construction of a second Ore Processing Facility adjacent to the existing OPF, utilizing much of the current stockpile and train load-out infrastructure. A new primary crushing hub will be located to the east of the central OPF facilities with an overland conveyor system connecting the two facilities. Additional investment will be made in other infrastructure for utilities, accommodation and water management. Works are scheduled to commence in the March Quarter 2011 with targeted completion by end 2012.

3. Solomon Hub

The Greenfield development of the Solomon Stage 1 Hub is still subject to the delivery of a number of consents and approvals which are expected in early 2011. Construction is expected to commence in the June Quarter 2011. The development will be a two stage process with an initial OPF for the Firetail Brockman product and then a separate OPF for the Kings Channel Iron Deposit product.

The mining areas are 25 kilometers apart and the processing will be different for the two types of ore. Other planned infrastructure includes a central 2,500 person camp, an airstrip, power station and an overland conveyor system that takes product from both OPFs to a centralized train load-out facility.

Direct ship ore export is forecast for the September Quarter 2012 with first ore through the OPF exported in the September Quarter 2013.

These include dredging of the third berth and pouring of the concrete foundations for a second and third train unloader at Port Hedland. Assembly of long lead items such as stackers, reclaimers and shiploaders which had commenced prior to the GFC is now progressing strongly.

It is reported that an iron ore mine is set to start operation near Whyalla in South Australia.The SA Government has given OneSteel approval to start operations at its Iron Chieftain Mine about 40 kilometres west of Whyalla.The USD 350 million venture will become SA’s 13th operating mine when production starts before the end of the year.

BHP Billiton announced approval for a further $USD635M of capital expenditure that will underpin continued growth in Western Australia Iron Ore production profile. The investment highlights BHP Billiton commitment to the Rapid Growth Project sequence of expansion projects and is consistent with the company’s strategy to fully utilize its Port Hedland inner harbor capacity.The investment expands on BHP Billiton earlier pre-commitment of $USD1.73B announced in January 2010 and will facilitate the ongoing development of important port, rail and Jimblebar mine infrastructure.

SLN to boost output 20% to 65,000/t a year by 2013

Sherritt International will acquire a controlling stake in the Sulawesi nickel project in Indonesia from Rio Tinto. Sherritt will become the project’s operator. The company said it plans to use its expertise in nickel laterite mining to exploit Sulawesi, which is considered one of the largest undeveloped nickel projects in the world.

A proposed $111M Gold Coast quarry will undergo environmental assessment after today being declared a significant project by the independent Coordinator-General.The proposed quarry is located 500m from the Pacific Highway and directly opposite an existing quarry. Boral owns both sites and are expected to deplete resources at the existing quarry by 2020.

WA Govt has announced plans to build a seawater desalination plant to overcome an expected supply deficit of potable water in the West Pilbara region.

Energy

The Fed Govt has given the green light to Shell to build a floating LNG facility off WA’s NW coast. Measures to reduce light pollution, manage noise impacts, introduced marine pests and waste must all be outlined in Shell’s operations environment management plan. The project is set to be the first floating LNG project in the world.

Beach Energy and ITOCHU Corporation  have identified potential SA sites for a proposed mid-scale LNG facility.They are looking at the potential of setting up a $1B LNG facility at Port Bonython.

AGL Energy is planning to spend $300M on a small-scale LNG and gas storage project in Newcastle. The project would include a refrigeration plant to cool natural gas into LNG, an LNG storage tank, and regasification units to convert LNG back into pipeline quality gas. The project also requires a new gas pipeline connecting it to the existing network at Hexham near Newcastle.AGL is aiming to complete the project in 2014. To meet the target, construction would need to start by mid-2011

INPEX and Total have opened up for tender a number of major onshore construction packages for their Ichthys LNG project. The $A20.7B project contains plans for what could be the world’s largest floating processing platform, capable of stripping out 100,000 barrels of condensate per day, and a subsea pipeline more than 850Km long to the onshore LNG plant at Blaydin Point. The packages for the gas processing facilities and associated infrastructure at Blaydin Point, Darwin, include: Fabrication and construction of the gas processing units ,  LNG, LPG and condensate storage tanks, Product loading jetty, Civil works and site preparation, Construction workforce accommodation village, Supply of construction material and construction services, Administration buildings on Blaydin Point.

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

We are currently searching for:-

Account Manager, Brisbane and Perth, Mobile OEM

Sales Co ordinators, Brisbane, Mobile OEM

Sales Person, Emerald, Technical products

Sales Co ordinators, Brisbane, Engineering

BDM, Brisbane, Project/Change Manager Automation systems

Sales Manager, Mackay, Mobile OEM

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

Look, its quite simple – you keep recruiting the way you have always done, and get the results you have always had. If your sales team is performing the way you want them too – great. If not – well change things. Our ability to understand where they resonate within sales and sales management is unsurpassed – I can give you references.

Check out Our Talent Pool.

  • BDM with vast electrical knowledge selling into the mining, energy and water sector, Brisbane.
  • BDM with experience selling into mining (mechanical). Brisbane and Newcastle.
  • Sales Manager who can turn around a sales team and grow revenue quickly. Brisbane.
  • Sales Manager who with proven solution selling experience would be an asset to any large sales team. Brisbane.
  • BDM with long experience selling mineral processing solutions, Melbourne, Syd and Newcastle.
  • Sales people selling mining equipment Brisbane and Perth.
  • Sales people selling equipment and services into mining and mineral processes and ports, Mackay and Gladstone.

We have some great sales professionals available; they have been screened and interviewed ready for the right position and company – give us a call if you want certainty in recruiting a great sales person/sales manager. 07 3852 5454 or michael@sgpartners.com.au

Commodity News

Global steel output may climb to a record 1.43Mt this year and jump another 7% next year, ArcelorMittal, the world’s largest steelmaker, and rivals including POSCO are looking to acquire metallurgical coal reserves.

North China’s Shandong province will invest more than $15B in its coal industry by the end of 2015, according to China’s Coal Industry Administration Bureau.

Silver surged to 30 year high in the overseas market as a weaker dollar [^] increased the investment appeal of precious metals.

Silver prices for 2009 have risen like a phoenix from the financial ashes mainly on the winds of strong investment demand. Moreover, even in 2010, silver has yielded a decent 40% returns, propelled by confident resurfacing of industrial demand post the economic slack. On the other hand, gold has surged 21% during the 10 months period.

Bullion analysts are positive on silver indicating that the precious metal has barely made halfway back to its prior nominal high of $50 an ounce, achieved around early 1980s. However, despite industrial demand for silver, the real pressure going forward is from investment demand, which has been a fraction of that of gold.

Nickel prices have appreciated by 24%, driven by escalating demand from stainless steel industry amid tight supplies. Supported by firming trend in global markets and rising domestic demand from the alloy makers..

About 2/3rd of the total nickel output is used in the manufacturing of stainless steel. Further, followers of the stainless steel market expect prices of nickel to remain firm over the next three years.

Sales and Marketing

I  am amazed at the win/loss ration being so low and accepted. I have heard less than 10%, that means companies are spending 90% of their time loosing deals. 90%.

Spending all the time and resources to quote/bid/tender and not get selected, and doing it time and time again seems to be pointless. It may make the sales pipeline look good for the moment however that is not why we are in business.

So when you loose do you follow up to find out why, do you care? do you have the courage to know why?

I suggest you have someone senior withuin nthe compay to contact the customer and ask the following questions:-

  • Why we were not selected as your partner?
  • What was the key deciding reason?
  • What were the other factors influencing your decision?
  • What did we miss out in our solution?
  • How did our proposal align with your needs?
  • How did our presentation compare to those of the winning firm?
  • Was there an objection to our price?
  • What did our competitor offer?

If there are patterns, surely you want to correct so you receive the ROI of your sales time, company resources and get better at closing deals that matter. Then, when you’re done, you make sure to send a thank-you note to the customer.

Mining Equipment and Services News

Thiess Sedgman TSJV has been awarded an $85M contract to design, procure, construct and commission an upgrade of the CHPP at the Bengalla mine. Planned works will increase the CHPP’s capacity from 1,200tphr to 1,700tphr and are due for completion in the first quarter of 2012.

ABB to buy Baldor

OneSteel announced Anglo American had agreed to sell its Moly-Cop and AltaSteel, grinding media and steel products businesses , to the Australian firm for $A945.38M

Sinclair Knight Merz celebrated the opening of its Shanghai office on 28 September. The office, now SKM’s primary operating centre in China, was opened as part of the company’s focus on enhancing the services offered to international clients operating in the region.

Caterpillar reported third-quarter fiscal profits of $404M, up a whopping 96% from the company’s earnings in the same period last year. Caterpillar has continued strong investments and capital projects in the face of the economic downturn. Including plans to acquire mining equipment maker Bucyrus International for about $7.7B. Bucyrus provides Caterpillar with a broad and well-respected product portfolio of electric-powered mining shovels, drag lines, drills and underground coal mining equipment that compliments mining machinery.The proposed deal is scheduled to close in the middle of 2011.

Caterpillar has unveiled a five-year agreement with mining heavyweight Rio Tinto for the support and supply of a broad range of Cat equipment to its sites worldwide.

The BAM Clough JV has secured another letter of intent for the PNG LNG jetty project, taking the JV’s total value of contracts awarded for project to $A321M

Abigroup Contractors has been awarded a $618M  D&C for two bridges totalling 2.2Km in length over the Macleay River and floodplain as part of the Pacific Highway Kempsey Bypass.

Incat has secured a contract to build the world’s first high-speed passenger ship powered by LNG.The 99 m high-speed ferry, which has capacity for over 1,000 passengers and 153 cars, is being built at the Incat Tasmania shipyard in Hobart for delivery in 2012 to an undisclosed customer.

Thiess has won a 20-year, $5.5B contract to mine coal at NTPC Ltd.’s Pakri Barwadhi field. The contract to mine a total of 300MT of coal at the field in India’s resource-rich Jarkhand state is one of the largest ever awarded by NTPC, one of India’s largest state-owned power companies. Pakri Barwadhi will produce 15Mtpa after a three-year ramp up period at the site, during which Thiess will build infrastructure and a coal preparation plant.

Leighton Contractors has been confirmed as principal contractor to design and construct a $550M upgrade of the Hills M2 motorway in northwest Sydney.

Allight has added to its stable of mining and construction equipment brands after its parent company, National Hire Group, purchased pump manufacturer Sykes Group in a $50M

Komatsu has forked out $50M to build a new super-site at Wacol as part of a nationwide expansion program.It will assemble up to 70 ‘ultraclass’ dump trucks per year on-site, beginning January 2011, and act as a one-stop shop for Komatsu’s Queensland customers – with sales, service, and assembly of mining and utility equipment taking place on-site.The facility will house Komatsu’s national Mining Division head office, and will service a national customer base through a state-of-the-art remanufacturing centre.

UGL has rail freight orders$250m  thanks to the iron ore boom.

WorleyParsons and Ausenco have won a joint contract to manage delivery of a $7.5B coal project in Queensland. WorleyParsons and Ausenco will provide program management services to Hancock Coal’s Alpha thermal coal project.Total JV revenue under the contract was expected to be about $285M over four years and would employ up to 250 staff. A final bankable feasibility study for the project is due for completion in the first quarter of 2011. The award would allow his company to work with Ausenco to develop a world scale pit-to-port project.

Ostwald Bros has been awarded a contract by QGC valued at up to $60M. CEO Brendan Ostwald says the family-owned business’s ranks will swell to over 500 within the next six months and is confident the company will continue to win more work over the next year. Ostwald Bros has the largest privately-owned scraper fleet in Australia.The company now intends to inject an additional $7M in plant and equipment to meet new project requirements.The fleet expansion has resulted in an increase in the ranks at their Dalby servicing centre.

SG Partners offers:-

  • sales and customer focus training – refresh and focus people on being customer focused;
  • sales team recruitment – ensure people can sell and can manage sales teams;
  • sales team 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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