Selling to the Mining & Energy Sector
Let me put it this way, if you are not getting the sales you deserve in the mining sector, there is something wrong! There is $2.2B worth in the supplier section below alone. Call me to discuss what is going on and let’s see how we can change it. Nothing ventured , Nothing gained!
We are passionate about assisting people maximising their sales efforts within the mining and energy sector.
Sales Tips- The Friendship sale
I interviewed a sales person the other day on behalf of a client. I asked what made him successful – “I become their friend” he replied. He called on them time and time again to become their friend.
This is a very ineffective way of selling and let’s be honest, people do not buy from friends, they buy from trusted advisors, people they respect who can provide solutions in the most effective ways.
Selling on friendship/relationship forming is old and time wasting and brings limited value to the client. It is not sustainable in an industry where people move around consistently in your customer base. Want become their trusted advisor within 2 meetings – see our sales training offer below.
BHP Billiton’s $20B plus Outer Harbour iron ore expansion has received Fed Govt approval amid growing signs that it will take precedence over the Olympic Dam expansion which could be held back until 2014, while the Outer Harbour expansion at Port Hedland is on track to be ticked off at board level in the next 12 months.
Gloucestor looking to develop its Rocky Hill open cut coal mine. It currently seeking Fed Govt Environmental approval.
Xstrata has announced it is carrying out studies to extend the life of its Black Star zinc mine. The latest study will run until November and seeks to push the zinc operation’s life beyond 2016, it is part of the miner’s $133M Black Star expansion project it originally announced in 2010, which was dubbed the Black Star Open Cut ‘Deeps’ Project.
Rio Tinto’s South of Embley bauxite mine & port development on Western Cape York has received approval from Qld Govt, the Feds are the next hurdle.
I was public doubting WICET expansion ability to move ahead without heavy weights such as Xstrata signing up, well they have now with a $110M pre-commitment. Looks like we have another port project – fantastic news, WICET is progressing engineering, early works and working with the four producers and the associated infrastructure providers to plan and align
financing of the project.
Bell Bay smelter may have an agreement between Rio Tinto and the Fed Govt to secure its future as it joins PT Henry Smelter in receiving financial support.
St Barbara and Allied Gold have announced the two companies will merge to create a diversified gold miner.
Fortescue and Baosteel have announced a merger of some of their iron ore assets. Under an agreement they will consolidate their interests in the Northstar and Glacier Valley mining leases into FMG Iron Bridge. Fortescue will own 88% and Baosteel 12% of the entity, which is a Hong Kong based subsidiary of Fortescue.
Xstrata has applied to the NSW Dept of Planning to extend the lifespan and workforce of its Ravensworth coal mine. Dubbed the “Underground Mine Modification 9”, it is part of the miner’s gradual development of the Liddell Seam. This infrastructure includes new pit top facilities; conveyors; tailings pipelines; a substation; RCHPP and RCT; and fuel storage facilities, as well as new fire ventilation shafts and goaf drainage well.
AngloAmerican $1.7B Grosvenor mine has received final approval with a mining lease granted by the Qld Govt. It has also lodged their draft terms of reference for their EIS for Moranbah Sth Coal Project.
BHP Billiton has committed $832M to establish a new mining area at Illawarra Coal’s Appin Mine. The construction of the new mining area would include work on new roadways, ventilation infrastructure, reconfigured conveyors and other
services. The development will replace production at the West Cliff mine. It had received “all necessary regulatory approvals”.
Proto Resources confirming work on its Barnes Hill mine will begin by the end of next year. The $70M nickel-cobalt-iron Barnes Hill mine is Proto’s flagship project and is expected to last 26 years producing 250,000Tpa.
Rio Tinto to invest a further $3.7B in its Cape Lambert port. This includes a gas fired power plant, two new berths and related infrastructure. It will also invest to extend the life of the Yandicoogina mine to 2021 and increase its capacity. At Simandou, Rio will invest in detailed design studies, early works and long-lead item, which is primarily port and rail infrastructure. Rio is targeting a staged ramp-up of the mine, leading to production on 2015. The latest announcement does not affect its previously announced $16B capital expenditure package for 2012.
NuCoal Resources has signed a $40M agreement with Mitsui to develop the Doyles Creek underground coal project.
SG Partners Super Sales Clinic
19th & 20th August Brisbane & 4th & 5th September Perth
Stop doing the same thing and expect different outcomes – its insanity
If you want people to buy from you NOT on price, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.
Would you like your people to have your customers tell them how they want to buy from your company?
It is all possible. We teach NLP for sales at our workshop. We teach your people how to understand the psychology of sales.
We have trained Outotec, Fuchs, People Resourcing, Hastings Deering, Komatsu, Sargent, Weir Minerals, CQMS, Scope Systems, Hardchrome, MMD, Microfresh, SEME, Kinder, Scantech, Finlay, Vermeer, Pall, Endress, Wampfler and the list goes on.
Whether they are in direct sales, a sales engineering or an internal or customer service role, “Super Sales Clinic” will improve, enhance and create an even better outcome for your team.
Do you want your people to know:-
+ How to Get Your Customers to Spend More Money with you
+ 7 Ways to Sell Against a Lower Price
+ 5 Things to Say to Win Over a Customer
+ 7 Essential Rules for Closing Deals
+ The 9 Most Crucial Sales Skills
Places will be limited to 20. So book NOW.
We look forward to seeing you and your people there.
PS> If attending this workshop increases customer loyalty and improves revenue and profit, SG Partners will be held liable.
PPS> Attendance at this workshop will improve how you interact with people, it will improve your sales process, it will improve how your clients perceive you.
This workshop is a must if you:-
Want to become the trusted advisor in the shortest period of time.
Want to shorten your sales cycle.
Want to learn the 4 sales questions guaranteed to generate more opportunities.
Would like to know the 6 qualifying questions that will improve your win/loss ratio?
Click here for more details
Woodside’s four Browse Basin project partners have let slide their pre-emptive rights to a $1.95B stake sale to Mitsubishi and Mitsui
Santos CEO said the company had identified coal-seam gas in Indonesia as a key part of its longer- term growth plans.
Origin Energy and its partners will push ahead with stage two of their $23B LNG projects. The JV, also involving the ConocoPhillips and Petrochemical Corp have agreed to expand their APLNG project to two trains, or processing units. First production of gas is expected in 2015
Sales Team Recruitment
We are currently searching for:-
- BDM, Fabrication, Brisbane
- BDM, Industrial Products, Melbourne
- BDM, Pumps, Mackay
- BDM, Pumps, Perth
- BDM Automation, Perth
- BDM Software, Perth
- BDM, Recruitment, Brisbane
If you are searching for great sales people, sales managers, we are experts are finding, screening and knowing what it takes to be successful in engaging with your customers – give us a call 07 3852 5454 or email@example.com
Mitsui & Co. has acquired a massive stake in National Plant & Equipment for more than $100M.
GW Hyder has been awarded by Xstrata the design of the surface materials handling for Stage 2 of Moolarben Coal Complex. The scope of work includes design of four new conveyors totalling 7km, a 500t capacity crushed coal surge bin and chain feeder, a truck dump hopper with apron feeder and primary crusher, and one new and one relocated rejects bin. In addition, GW Hyder will perform a pre-feasibility study for Xstrata Coal at its coal handling plant in Oaky Creek. GW Hyder will also provide detailed design of an emergency clean coal stockpile reclaim system for Coal and Allied’s Mount Thorley.
Hitachi expects its global sales of mining equipment to reach a record this year as customers press ahead with projects in resource-rich countries. Sales from mining companies may surge by a third to $2.5B in the year to March. In fact at the MESCA briefing QCoal said they had signed a letter of intent to buy Hitachi Excavators and Trucks for the Drake project.
Aurecon Hatch has been awarded a $20M contract by Port Waratah Coal Services for project feasibility study services for its T4 terminal.
Vela VKE, the privately owned South African engineering company, is merging with Australian rival SMEC.
Siemens has been awarded a contract to supply 13 locomotives to BMA for its coal operation expansions. The company will provide 13 narrow gauge 25kV heavy haul electric trains.
Macmahon has won the contract to design and construct the Great Northern Realignment out of Port Hedland. The $220M contract was awarded by the WA Govt and consists of the creation of around 8km of new roads, and a major interchange at the Broome turn off.
Downer EDI has won rolling supply and support contracts $73M to supply Fortescue with 19 new locomotives.
Downer announced it had been awarded a $175M contract with Western Power to construct a transmission line.
Downer has won a long term contract with Stanwell Corp for its Meandu coal mine. The rolling contract will run for five and a half years and is worth approx $600 to $800M. It will provide a total mine service including mine management, planning, drilling, overburden removal (as well as dragline and truck/shovel operations), mining, processing, and then eventual rehabilitation and maintenance.
Downer EDI has been awarded new electrical and instrumentation contracts for BHP’s iron ore projects. Dubbed the Newman HV Power System Augmentation project. Worth more than $70M, the contracts will see Downer responsible for both the greenfields and brownfields transmission line and substation works.
Jacobs Engineering is expanding its Australian operations agreeing to terms to acquire Lend Lease’s Australian consulting project management business.
Aker Solutions has been awarded a $NOK485M contract by Technip to supply a Mono Ethylene Glycol (MEG) reclamation plant for the Ichthys LNG Project. The scope of work includes system engineering and supply of key equipment for the MEG plant. The equipment deliveries will be in 2013 and 2014.
Abigoup has been awarded a $76M infrastructure contract by QR for the massive Wiggins Island Rail. It includes civil works for the 13km balloon loop. Abigroup is also working on a $290M JV with Lend Lease to construct the terminal itself.
Leighton Contractors, through its Mining Division, has been awarded a 3 1/2 contract extension worth approx. $738M for the provision of mining services at the Q Coal Sonoma Mine.
Leighton Contractors has been awarded by QR National the second major construction contract for the Wiggins Island Rail Project valued at $56M, the contract is for civil works facilitating track duplication between Rocklands and Stanwell near Rockhampton, one of six work sites for Stage One of the Wiggins Island Rail Project.
Xiangtan Electric Manufacturing Corporation recently delivered four custom 230t haul trucks to Australia, bound for a three year trial at Mt Tom Price mine in the Pilbara. XEMC, China’s largest haul truck producer, is in the process of establishing a wholly-owned Australian subsidiary and will provide on-site support to Rio including engineers.
Watpac Civil and Mining has secured a contract at BC Iron’s Nullagine iron ore project. The work, worth around $35M consists of the haulage of ore from the project’s satellite mines to the ROM stockpile for the next 4 years. They will provide surface mining services, loading and hauling of ore and waste, mobile and fixed crushing, and site rehabilitation
Decmil Australia has scored a $30M services and infrastructure contract on Rio Tinto’s Marandoo Mine. The contract involves the construction of heavy mobile equipment infrastructure and facilities. Construction of a workshop, offices, staff amenities, and refuelling and storage facilities will be part of the expansion..
VDM Group has won $17M contracts with Rio Tinto’s Brockman 4 iron ore mine to provide the engineering design work and construction of a new plant maintenance workshop, heavy vehicle fuel facility, and related infrastructure, as well as additions to the mine’s existing village facilities. Work is expected to begin late next month and run over six months. VDM’s Western Operations were also recently awarded $10M in contracts for bulk earthworks in residential construction, as well as work with Western Power and CBH.
LogiCamms has won a $8.5M contract with Stanwell Corp to upgrade its coal handling preparation plant. The contract will update Meandu coal mine’s CHPP control system. Scope of the CHPP control system upgrade includes the design, installation,
factory and site acceptance testing, commissioning, and operator training.
Siemens have been awarded orders for gas turbines for the Gladstone LNG project.
Leighton Contractors Mining Division has been awarded a three-year contract worth $604M for the provision of mining
services at the Peak Downs Mine to include project management, fleet maintenance and operational services for overburden mining at the project.
Laing O’Rourke has scooped a $650 deal to build seven gas processing plants in Queensland following the announcement of an Australian Pacific LNG contract yesterday.
Quadrant Private Equity has signed a contract to purchase CQMS Razer in a deal which gives the mining products and services group an enterprise value of more than $150M
Outotec acquired WA-based TME Group.
Transfield Services have won two engineering design and construction contracts with Rio Tinto and Fortescue metals. The work, worth around $100M consist of a one year $65M contract to design and construct Rio Tinto’s Parker Point fuels storage terminal at Dampier and a one year $35M contract to construct diesel storage facilities at Fortescue’s Solomon mine.
SG Partners offers:-
- sales and customer focus training – refresh and train people on being even more customer and revenue focused;
- sales team recruitment – ensure people can sell and can manage sales teams;
- sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
- sales process and engagement consulting – crm, remuneration programs, tender/rfq processes.
Please do not hesitate to contact us if you want to grow your revenue NOW.
All information contained in this blog derives from information available within the public domain. SG Partners/Michael Lang take no responsibility for information that may be incorrect at time of collation. Where statements/editorials are made it is on the bases of pure speculation and no malice is intended.