Selling to the Australian Mining and Energy Sector

Australian Mining and Energy updates

Archive for the tag “energy”

Selling More to the Australian Mining and Energy Sectors Sept/Oct 2013

There are opportunities out, how good are your team in finding, exploring, engaging and closing them> Stretch yourself!

 

vstorypicmine_171sj99-171sj9c  Mining News

BCD Resources JV partners have received EPA and local council approval to develop the Stormont gold project.

Linc Energy has acquired Rio Tinto’s Blair Athol coal mine.

Junior Reed Resources has launched a scoping study on its Barrambie titanium project WA

Consolidated Tin Mines Mt Garnet project is on track to launch into production at the end of 2014,with a project value of $76M

Iron Ore Holdings has won environmental approval to develop a port facility at Cape Preston East.

Sirius Resources’ Nova-Bollinger project WA scoping study has found at a capital cost of $471M. Construction is set to begin in the latter half of the year, and completion is expected by late 2016.

Atlas Iron will begin construction of one of its large projects to increase tonnage.

GME Resources is progressing on a conceptual scoping study at an open pit mine and processing plant that will utilize heap leaching.

A $5B infrastructure project proposed by the SA Govt will help boost iron ore exports to more than 100Mtpa.

The HardRock Coal Mining will construct the $50M Tas development scheduled to begin by the end of the year

Carbine Tungsten is hoping to restart the historic opencast operations at its Mount Carbine project, in Qld within the next 18 months.

Metallica Minerals has been granted environmental approval from the Qld Govt for the MLA covering its Urquhart Point zircon/rutile heavy mineral sands (HMS) project

Altona Mining has entered into a JV agreement with Chinalco Yunan Copper Resources to develop the Roseby copper/gold project Qld

Vital Metals has received environmental approval from the Qld Govt to develop its Watershed project.

TNG Limited’s Mount Peake project preliminary capital expenditure for stage 1 of the project is estimated at $560M. Construction of the processing plant is scheduled to begin in 2014

Red and White target with three arrowRevenue Improvement

If you are not getting the call back, reply emails, your competition is!Did you know that your clients are through 65% of the decision making process before they contact you. Trusted advisors though are there at the beginning of that process.Not going to meet your budget?

Are you being outsold?

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

If you want people to buy from you, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.*

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

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

Contact SG Partners for real industry sales training that will make a difference.

LNG  Energy News

Arrow Energy’s $15B LNG project has been granted state approval by the Qld Govt.

Esso Australia Resources is planning to replace the 40-year-old Longford-to-Long Island Point pipeline

Boco Rock windfarm $361M construction has begun in the Snowy Mountains of Nimmitabel

AGL Energy has secured the finances to build $450M worth of solar farms in Australia.

Snowy Hydro developed a $400M scheme modernization project to extend the life of the Murray 1 and Murray 2 Hydro Plants, the largest project undertaken at the power station since its original construction.

 

Aimex  Supplier News

Thiess have won a $1.8B contract from QGC for the construction of gas compression facilities to include all 18 field compressor stations and 4 central processing plants, with works to be completed by November 2014

BlueScope announced that it has agreed to acquire from Arrium Limited its OneSteel sheet and coil processing and distribution businesses in Sydney, Brisbane, Adelaide and Perth.

Western Downs Regional Council has approved a 3000 bed mining camp for the Queensland town of Miles

John Holland has been awarded a $257M subcontract for the railway track at the Roy Hill iron ore mine

Programmed have won a $100M contract to provide vessel management, marine and construction manning, catering, and logistical services for the INPEX operated Ichthys LNG project

Thiess Sedgman JV has been awarded by Boggabri Coal a $186M contract to provide D&C for a CHPP.

Forge Group has won a $100M contract with Rio Tinto for expansion works at the Yandicoogina mine, following on from an $830m deal with Samsung for Roy Hill’s process plant.

GFS Corp, a natural gas conversion technology specialist and the first to market conversion packs for large mine haul trucks has announced two new additions.

The Leighton Group has bagged about $450M worth of contracts to deliver airport works at Melbourne Airport

WDS Limited has won more than $50M worth of contracts for its Energy Division, after Santos and Vale extended existing agreements. WDS will be the principal contractor to the GLNG project and carry out field installation of appraisal gathering systems for the connection of coal seam gas wells in the Surat Basin gas fields. It has also received additional contracts for well head lease and gas compression fabrication works for Arrow Energy and QGC, as well as a 12 month extension of its lease to Fluor of its 265 room Fairview Construction camp.

Leighton Contractors have been awarded by Whitehaven Coal its infrastructure construction contract.The contract will see Leighton build the rail loop for its Maules Creek coal mine.

McConneell Dowell has been awarded a $455M EPC contract for the Roy Hill iron ore project.

PricewaterhouseCoopers has acquired GBI Mining

The Environmental Group acquired supplier Baltec IES  gas turbine inlet and exhaust systems supplier

Programmed Maintenance Services invested $5m.in OneShift , an emerging online recruitment business

small SGP logo

SG Partners – We partner with you to strategically grow your sales

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

http://www.sgpartners.com.au

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

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Selling More to the Australian Mining and Energy Sectors Aug 2013

Think of it this way, if you think there is no business out there, that the mines have no money to spend, why then are they spending as per the projects below, maybe you are doing what you always have and that is not going to cut it in this phase of the sector.

 

vstorypicmine_171sj99-171sj9c  Mining and Energy News

Rio Tinto has submitted documents to develop the 70Mtpa $3.5B Koodaideri iron ore mine.

Woodside have announced that its Browse partners have signed off on the use of FLNG technology to develop the gasfields off the Kimberley coast and has also received the go-ahead by Feds.

Primary Gold’s Toms Gully project, NT, feasibility study has suggested that the underground operations could restart production in 2014 at an investment of $19M

Gold Fields has agreed to buy Barrick Gold’s Yilgarn South assets for $300M comprising the Granny Smith, Lawlers and Darlot mines

Forge Resources has been given environmental approval by the WA Govt for its Balla Balla export facility

Peabody Energy is seeking to expand its Wilpinjong coal mine in order to extract a further 3Mtpa of coal from the open-cut project.

Shree Minerals’ Nelson Bay River iron-ore project,Tas, has received environmental approval by the Feds

Four Mile $110M uranium mine in SA mine has been given final environmental approval by SA Govt

Bathurst Resources has received environmental approval to develop its Escarpment mine project which forms part of the greater Buller coal project

Fortescue Metals Group are planning on building a gas pipeline to link its Solomon and Chichester iron ore mines.

Hillgrove has put in place alternate contract arrangements to continue ore feed into the plant as it has commenced mobilisation of an alternate mining fleet

Kingsgate Consolidated are moving to develop a silver mine in NSW and plan to deliver an environmental assessment for the project as early as 2014.

Iron Ore Holdings has been given the go-ahead for its Iron Valley Project mining proposal.

Venture Minerals received approval for its Tarkine mine,Tas.

Consolidated Tin Mines is on schedule to complete the pre-feasibility studies on its Mount Garnet project.

Iron Road’s infrastructure component of its Central Eyre project has been granted major development status by SA Govt

Red and White target with three arrow  Sales Training

If you are not getting the call back, reply emails, your competition is!Did you know that your clients are through 65% of the decision making process before they contact you. Trusted advisors though are there at the beginning of that process.Not going to meet your budget?
Are you being outsold?

Deals sliding?You found the opportunity, you are infront of the buyer – and you miss out on the deal, WT!If you want people to buy from you, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.* Would you like them to tell you how they want to buy from YOU?It is all possible. We teach you how to have them tell you how they want to buy from YOU at our workshop.

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

Contact SG Partners for real industry sales training that will make a difference.

Aimex   Supplier News

Forge Group has been awarded by Samsung C&T a $1.47B EPC contract for the processing facility at the Roy Hill with JV partner Duro Felguera. The scope of works include construction of a 55Mtpa iron ore processing plant and all detailed structural earthworks, foundations, steelwork, mechanical equipment, plate work, piping, electrical equipment, instrumentation and controls, cabling, conveyors and in-plant roads.”

Monadelphous has secured a $235M construction contract for Rio Tinto’s Cape Lambert Port B project which comprises structural mechanical and piping works for the supply and installation of a screenhouse, two car dumpers and associated conveyor and transfer stations.

Calibre has won a $23M contract for Roy Hill for the detailed design for around 330km of heavy haul main-line railway between the in-construction Roy Hill mine and Port Hedland.

Hitachi Construction Machinery will build a $100M re-manufacturing facility in Perth

Georgiou has secured a $52M earthworks contract with Origin to construct a new storage pond at Spring Gully

Barminco has won a three year development and production mining contract at the Mount Lyell copper mine

Jacobs Engineering has secured two delivery manager contracts on the early construction phase of the North West Rail Link project in Sydney.

Thiess has been awarded a $650M contract to deliver the Moreton Bay rail link in SE Qld. In collaboration with Aurecon, AECOM and Hassell Thiess will lead construction on the 12.6km rail line project.

ALS is acquiring Reservoir Group for $533M a global provider of specialist oil and gas services and equipment that assists with the evaluation, development and optimisation of oil and gas discoveries.

Calibre’s acquired E-Tec Consultants structural and civil engineering firm.

EnerMech has acquired Total Reclaim Systems and Vicon Services.

Thiess has acquired Siemens’ 50% share of Silcar

Mineral Engineering Technical Services  has acquired AA Wilkie Consulting Engineers

Downer EDI reported a rise in its 2012-13 net profit from $107.5m to $203.9m.

IBS will deliver bulk loadout equipment for CSBP ammonium nitrate facility

Hitachi is releasing the two new Bell E-Series articulated dump trucks into Australia

Seeing Machines has won a $1.5 million order for its Driver State System which uses driver eye tracking technology to monitor fatigue.It comes after a 17 truck trial at BHP’s Pilbara iron ore operations. According to the company 110 trucks will implement the technology, which uses eye tracking and facial recognition technology to measure truck drivers fatigue.

Intellect Systems will replace part of BHP Billiton’s telemetry control system at the miner’s Mount Whaleback mine in Newman, WA.
Lend Lease has appointed Intellect Systems to provide control systems and communications services to assist in the V18 Bore Switchboard replacement project at the mine. The scope of Intellect Systems’ work will include engineering design services, software development, and commissioning.

small SGP logo

SG Partners – We partner with you to strategically grow your sales

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

http://www.sgpartners.com.au

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.

Selling More to the Australian Mining and Energy Sectors June/July 2013

Think of it this way, if you think there is no business out there, that the mines have no money to spend, why then are they spending as per the projects below, maybe you are doing what you always have and that is not going to cut it in this phase of the sector.

vstorypicmine_171sj99-171sj9c  Mining News

The Australian Bureau of Statistics has released data saying the mining sector’s prospects look positive despite a 2% drop in employment.

Hay Point Coal Terminal posted its highest coal export figure in three years as miners ramp up production to offset lower commodity prices.

Brockman Mining and Flinders mines have signed a supply, infrastructure cooperation agreement in the Pilbara, saying they will work together on a transport solution that will get their product to market. It has been reported Brockman had signed a three year agreement with Aurizon

BMA’s expansion plans for Broadmeadow underground and Goonyella Riverside mine are open for public comment. BMA is forging ahead to secure government approvals  for an extension of three longwall panels at Broadmeadow, and is also looking at future development of the existing Goonyella open-cut.

Beacon Minerals has been given approval by the WA Govt to start mining at its Halleys East gold project

Atlas Iron has received board approval to develop the Mount Webber mine with Altura Mining.

TriAusMin has been given the approval to re-open Woodlawn mine by the NSW Govt.

FMG has introduced world-first technology at its Thomas rail yard upgrade in Port Hedland. Parsons Brinckerhoff was engaged as EPCM contractor for the facility, which incorporates breakthrough semi-automated rail maintenance workshop facilities.

Bullabulling Gold has updated economic assessment of its openpit project in WA revealing “substantial” cash cost savings, extended mine life and increased gold production.

Rey Resources has announced the sale of its thermal coal mine project in WA for an estimated value of $21M. The Duchess Paradise project is has been sold to Rey’s majority shareholder, Crystal Yield Investments (Hong Kong), and is subject to the granting of the mining lease.

Whitehaven Coal have received final approval to develop its $766M Maules Creek mine. Whitehaven said it plans to base staff in Japan permanently to negotiate with local buyers in a strategic shift designed to capitalize on the willingness of Japanese utilities to pay higher prices.

Glencore Xstrata’s Ravensworth underground mine modifications to the longwall layout have been approved by the NSW Govt

Regis Resources is forging ahead with a plant production expansion at its Duketon project near Laverton.Regis’ board has signed on to the $20M stage 2 plant expansions at the Rosemount gold project.

OGL Resources is one step closer to reopening the Ebenezer coal mine after a final appeal to overturn the company’s mining lease was dismissed earlier this month. OGL Resources can now focus on raising the funds required to bring the mine back into production.

BCD Resources as entered into a JV with Malachite Resources to develop its Lorena gold project in Qld.

BHP Billiton is fast tracking the modernisation of its Pilbara iron ore division, coinciding with the launch of its new remote operation centre in Perth.

The Karara magnetite project, a JV between Ansteel and Gindalbie, has received an $84M cash injection from Ansteel.

Thor Mining is hoping to start mine development at the Spring Hill gold project,NT, within the next 12 months. Since signing a toll treatment agreement with Crocodile

Gold Corporation has been looking to accelerate the development of the Spring Hill project.

Phoenix Gold has approved the A$230,000 development of the first stage of the Blue Funnel gold mine, which forms part of the Broads Dam project area, in WA.

Red and White target with three arrow Sales Tips – We are no longer interested

Prospect to send you an email saying “we’re no longer interested,” what happened

You’ve been played.  The customer was already working a different vendor.

  • They’re in crisis.  Sometimes companies get into “crisis mode, you may have simply slipped off the radar.
  • Personal issues. The person with whom you’ve been corresponding with has been fired, gotten sick, gone on vacation.
  • Bureaucratic inertia. Since you’re dealing with a big company, they may just have a purchasing rhythm that’s very slow.

LNG Energy News

The ACT Govt has announced approval of the 20MW Royalla solar project proposed by Fotowatio Renewable Ventures Australia.
Cleveland Power has cleared all hurdles for the development of the Mt. Cotton biomass cogeneration project in Qld. The 7.6MW project recently received all approvals.

Construction has commenced on a Central Queensland pipeline project that will transport thousands of megalitres of treated CSG water that farmers and other customers can use in the Dawson Valley Supply Scheme.

Santos GLNG and QGC signed an agreement that will see them share gas infrastructure, reducing supply risks to both of the Curtis Island LNG projects.

Verve Energy is currently developing a $600M two-stage Warradarge Windfarm 270km north of Perth.

Infigen Energy is making progress with its application for the development of the 100MW Bodangora windfarm at Bodangora in NSW. The proposed 25- to 40-tower windfarm has an estimated capital investment value of more than $200M. Construction is scheduled to commence by end of 2014.

Carbon Energy will move to a prefeasibility study of its syngas reserve at Bloodwood Creek, Qld, after a conceptual study identified underground coal gasification (UCG) opportunities

small SGP logo Sales Training
If you are not getting the call back, reply emails, your competition is!Did you know that your clients are through 65% of the decision making process before they contact you. Trusted advisors though are there at the beginning of that process.Not going to meet your budget?
Are you being outsold?
Deals sliding?You found the opportunity, you are infront of the buyer – and you miss out on the deal, WT!If you want people to buy from you, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.* Would you like them to tell you how they want to buy from YOU?It is all possible. We teach you how to have them tell you how they want to buy from YOU at our workshop.

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

Do you WANT TO know:-

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

Places will be limited to 20.

SIGN UP NOW

Melbourne Workshop 30/31st July

THIS workshop is a must if YOU:-

Want to make more sales?

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?

Learn more HERE

Aimex Supplier News

Baulderstone has been chosen by the Department of Defence has chosen to manage construction and refurbishment of sustainment facilities for the Royal Australian Navy’s new air warfare destroyers and landing helicopter dock ships in Sydney.

WATPAC has been awarded a $146M contract from the Department of Defence. Program of works will comprise a broad range of facility upgrades, civil works, and enhancements to securing and visitor management at 16 bases along Australia’s east coast.

REpower Australia has been selected by Mitsui & Company as the preferred EPC contractor to supply wind turbines for and construct the $200M Bald Hills Windfarm project.

Downer EDI and its consortium partner GE Australia have secured a contract to develop the first stage of the $350M Boco Rock wind farm in NSW.

Downer Blasting Services, Downer EDI, has won a 3 year, $230M in blasting contract extensions with Yancoal, Sojitz Corporation, and Saracen Mineral Holdings, all of which are complete down the hole services.These contracts are for  extensions at the Moolarben, Yarrabee, Ashton, and Duralie coal mines with Yancoal.

AusGroup has win a contract for the overhaul and maintenance of Alcoa’s calciner.The $36M contract is a three year and three month extension on its existing contract.

Trelleborg Marine Services has won contracts to supply wharf fender systems for all three LNG export facilities at Curtis Island.

The Forge Group has won a $70M contract to provide structural, mechanical, electrical and instrumentation installation at the Burrup technical ammonium nitrate production facility near Karratha.

CA Blackwell has been awarded a $140M contract by Wolf Minerals for its Hemerdon tungsten project.The first phase consists of mining pre-strip and mine development, while the second phase is mine production.

Thiess,John Holland and Dragados JV has won a $1.15B NSW Govt contract to build Sydney’s North West Rail Link tunnels and excavate underground stations for the project.

Leighton Contractors has been awarded a A$1.3B contract variation by Fortescue Metals to mine the Kings deposit.

APA Group expands two compressor stations  in northwest Australia along the Goldfields Gas Pipeline.

The Kentz group has announced a $104M contract win for the underground electrical and instrumentation package on the Ichthys LNG project.

Worley Parsons had been award by Chevron Australia a lucrative contract to for brownfield engineering services.

Wormald has Ravensworth Underground Mine over 250 SCBA suitable for use in the mining industry stored in moveable storage pods located at work sites within the mine.

small SGP logo   

SG Partners – We partner with you to strategically grow your sales

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

http://www.sgpartners.com.au

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.

Selling More to the Australian Mining and Energy Sectors May 2013

If you are waiting for the election to finish, the economy to expand, the heavens to open up, the price of coal or iron ore to jump…. do not wait, there are things you can and cannot control – how you find opportunities and make them real is what you can control.

vstorypicmine_171sj99-171sj9c  Mining News

The Vic Govt has announced it will spend $31.7M over the next four years on programs designed to build and sustain its mining industry.

Carpentaria Exploration has signed a new JV agreement with Pure Metals over its Hawsons iron project, in NSW.

IMX Resources‘ Mt Woods magnetite project, in South Australia, has found that a capital investment of some $294.6M would be required for a 2.5Mtpa operation.

Fairstar Resources announced that it had secured A$260M in funding to develop its Steeple Hill project, in WA. The funding agreement accounted for some 80% of the capital requirement to develop the iron-ore mine.

Centrex Metals has been granted the mining rights to the Gundaroo gold/base metals project, in NSW.

GVK Hancock Coal has appointed Thiess as preferred mine operations contractor for its $10bn Alpha thermal coal project

GlencoreXstrata’s $360M expansion plans for its McArthur River mine have been given the green light by the NT Govt.

Cockatoo Coal has sold its stake in Hume Coal, making Korean steel company POSCO the sole owner of the Southern Highlands coal project.

China National Offshore Oil Corporation pledging ‘significant funding’ to gather speed on a multi-billion dollar joint project with Altona Energy in the state’s north.

Rex Minerals has signed a non-binding agreement with Chinese company NFC to finance 70% of the cost to construct its Hillside copper and gold mine near Androssan on the Yorke Peninsula. Rex Minerals will subcontract it out to NFC’s Australian partner Arccon. It hopes to start construction in the first six months of 2014

GVK group’s has received environmental clearance for second Australian coal mine,$4.2B Kevin’s Corner mine, from the Qld Govt Coordinator General.

Queensland Nickel would invest some A$1B in an infrastructure upgrade for its Yabulu refinery to include the construction of new plant facilities, railway, and a tailings treatment facility.

Wesfarmers said it was considering expanding its Australian coal port capacity

Adani Mining has applied for an environmental assessment from the federal government of a 300km rail line from Galilee Basin to Abbot Point Coal Terminal as it pushes ahead to develop its Carmichael coal mine

Alkane Resources’ Tomingley mine is well under way. Earthworks have begun, after the company was awarded a mining lease for the $116M gold project in February.

Carabella Resources would launch a feasibility study for its Bluff coal project, in Central Queensland, after successfully completing a concept study

Aquila Resources Anketell Point port project has been approved  by Fed Govt.

Rio Tinto is looking at a 360Mtpa Pilbara iron ore export rate, hinting it will double the size of its Western Turner Syncline hub to 32mtpa.

Iron ore exports from Port Hedland rose 4% in April as shipments to Taiwan more than double.

Data from the China Iron & Steel Association showed that China’s average daily crude steel output hit a new all time record high of 2.129Mt over April.

Boulder Steel’s  Gladstone USD$4B steel plant is expecting a response to its environmental impact statement any day now. Boulder said that decision, along with final investment, could clear the way for construction to start, within 18 months. (mmmmm – this project is still hanging in there)

Eastern Iron has announced that it will be continuing to contract the services of Engenium for a definitive feasibility study on the Nowa Nowa iron ore project.

Ferrowest has entered into a JV agreement with Arafura Resources for the Yalyirimbi iron ore project.

Mutiny Gold is gearing up for construction at its Deflector gold/copper processing plant in July 2013. The project received its final WA Govt approval.

Atlas Iron will make a final decision on whether to build a new mine in the Pilbara by the end of next month confirming it had received final government approvals.

Centennial Coal is moving forward with a number of projects aimed at increasing production from its Springvale mine near Lithgow.

Red and White target with three arrow Sales Tips – Negoitiating

There are 5 key questions you need to ask yourself before signing off a contract.

Questions 1: How will changing market dynamics affect the wisdom of the deal?

Question 2 What precedents are you creating for future deals?

More to come

 

LNG Energy News

AGL negotiates with shortlisted tenderers for Silverton Windfarm 1,000MW project.
The Ararat 250MW windfarm, which was proposed by Renewable Energy Systems, has obtained all the needed permits.
The Melbourne Airport Trigeneration Plant is an 8MW project is currently in the final design phase, and it is awaiting permits from the board to proceed with construction on the site.

small SGP logo Sales Training
If you are not getting the call back, reply emails, your competition is!Did you know that your clients are through 65% of the decision making process before they contact you. Trusted advisors though are there at the beginning of that process.Not going to meet your budget?
Are you being outsold?
Deals sliding?You found the opportunity, you are infront of the buyer – and you miss out on the deal, WT!
If you want people to buy from you, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.* Would you like them to tell you how they want to buy from YOU?

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

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

Do you WANT TO know:-

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

Places will be limited to 20.

SIGN UP NOW

Melbourne Workshop 30/31st July

THIS workshop is a must if YOU:-

Want to make more sales?

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?

Learn more HERE

Aimex Supplier News


Veolia Environnement won a water treatment contract worth as much as A$800M for BG Group’s  Curtis LNG project

Viento Contracting Services has won a $15.4M Fortescue Metals Group contract to build a tailings storage facility for the Solomon iron ore project.

Osmoflo has won a $12M contract to design, manufacture and commission water conditioning and desalination facilities for Xstrata Coal.

Forge Group wins $290M EPC Contract for Dugald River Zinc Concentrator

ATCO Structures and Logistics has won a $100M contract with Bechtel for the design, manufacture, transport and installation of modular units for the Wheatstone project.

Decmil Group has been awarded by Atlas Iron – Altura Mining an accommodation project for the Mount Webber Mine

small SGP logo   

SG Partners – We partner with you to strategically grow your sales

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

http://www.sgpartners.com.au

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.

Selling to Mining and Energy Sectors April 2013

Depends who you talk to some are doing well, some not, what is the difference – same market. Its the ability to find, engage and provide the value the client wants and needs.

People keep telling me the industry needs to reduce cost, I say the industry has to get more productive – they are not connected. Know how to add VALUE.

vstorypicmine_171sj99-171sj9c  Mining News

BHP Billiton is planning to extend its Mount Arthur coal mine’s life. New expansion plans at the site will add another four years to the operation, pushing work in the Hunter Valley to 2026.

Vista Gold has welcomed the NT Govt decision to award its Mt Todd gold mine major project status.

Dalrymple Bay Coal Terminal could undergo a $5.4B expansion. The terminal was given permission to fund the $5.8M investigation of the project by charging an extra $0.0065 per tonne of coal.

Golden West Resources has received the environmental approval for its Wiluna West Iron Ore project by the WA EPA. The project is considered to be the second-largest Direct Shipping Ore (DSO) of hematite in mid-West.

Citigold has completed a A100M capital raising to develop its Charters Towers project.

MMG signed a $1B loan facility with the China Development Bank to develop its Dugald River zinc/lead/silver project.

Rio Tinto has posted record iron ore production for the march quarter, beating analyst expectations and keeping the miner on track to meet its full year targets.

Panoramic Resources JV Matsa Resources saw positive results from a recently completed scoping study on the Mount Henry gold mining project.

KalNorth Gold Mines has started assessment work on the potential for developing an underground mining operation at its Lindsay’s field near Kalgoorlie.

Primary Gold initial evaluation of its Toms Gully mine and processing plant, NT, has indicated upside potential. A scoping study, completed in 2012, showed that restarting production from the mine and processing plant would be viable, and that production costs would total some $1000/oz.

Rio Tinto Alcan anticipates construction of its $1.3B bauxite mine expansion near Weipa will start this year.

Australian Bauxite has signed term sheet agreements with Chinese aluminium producer Xinfa Group to develop the Tasmanian and Gouldburn bauxite projects. Under the terms of the transaction, Xinfa would pay $500K as an exclusivity payment for a five-month due diligence period

Toro Energy’s development of the Wiluna uranium project has been approved by the Environment Minister.

Rio Tinto has moved forward with its plans to expand its Pilbara iron-ore operations to 360Mtpa by 2015, by installing a new 55Mtpa shiploader at Cape Lambert.

Iron ore exports to China from Australia’s Port Hedland, a strong indicator of Chinese industrial activity, jumped by 22% in March, from February, recovering from disruptions caused by cyclones. Shipments were also up a hefty 37% on March last year

Shenhua Watermark is in the midst of a public exhibition of the  3,000 page  EIS for one of its 10mtpa, 30 year coal project in the Gunnedah region.

Mount Magnet South  has been given the final approval for to develop its Kirkalocka gold project by the WA Department of Mines and Petroleum.

AusNiCo’s preliminary economic evaluation $95M of the Taronga tin project has given an incentive to undertake a pre feasibility study on the project.

Mindax has signed a $52M deal with Hong Kong’s Perpetual Mining in a JV for the Mt Forrest Iron Project.

Red and White target with three arrow Sales Tips – Get Trust Quickly

There are 3 things the best sales people employ to get trust:

Credibility. This is confirmed by the types of questions you ask and how you display integrity and character, which convinces them that you’re not going to lie to them.

Emotional connection. People do not care what you know until they know how much you care.

Reliability – do what you say and follow through.

LNG Energy News

Arrow Energy has had the Qld Govt approve its 600km gas pipeline to be built from the Surat and Bowen basins to Gladstone.

BHP Billiton and Exxon Mobil are planning to kick off the approval process for a $10B floating LNG project in WA.BHP and Exxon hope to begin advanced engineering studies by mid-2013, at a cost of around $500M.

Energy 3’s Flat Hill windfarm in Southland, NZ, which is to have a generating capacity of up to 6.8MW, was given the green light in January 2013.

AGL Energy with 50:50 JV consortium partner APA Group is developing the 60MW Leichhardt Power Station in Qld which is part of the Diamantina Development. The consortium is currently completing the final tendering process, with construction due to begin by June 2013.

Snowy Hydro is proposing to build a 320MW natural gas-fired power station in Bannaby.

Energy Australia 500MW Blackstone power station reached a major milestone, following the State  Govt approval for construction of gas transmission pipeline as part of the power project.

Woodside have confirmed they are looking to develop their Browse LNG project with a floating gas processing operation.

Green Rock Energy signed a MOU with AWE Australia to build a geothermal power project in the Perth Basin.

Santos’ $100M drilling program at the Mereenie Gas Fields in Central Australia has granted approval by the  NT Govt.

Sales Recruitment (4)  Sales Team Selection Update

We are currently searching for:-

  • BDM, Pumps, Perth
  • BDM Electrical Services, Brisbane
  • BDM Hydraulic Systems, Brisbane
  • Global BDM, Valves, Brisbane
  • Product Manager, Sunshine Coast

We currently have great sales people for all types of products/services for instance

  • BDM Construction products/services, Brisbane
  • BDM Mining, Brisbane
  • BDM Mining Software, Brisbane
  • Application Engineer, Perth
  • Sales Managers – Melbourne and Brisbane
  • Sales Person, Mining, Newcastle

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 michael@sgpartners.com.au

Aimex Supplier News

Fluor has been awarded a contract by Crosslands Resources to complete a feasibility survey for the Jack Hills Expansion Project in WA.

G&S Engineering has been awarded a $140M contract by BMA for work on the company’s Hay Point coal terminal expansion.

Sedgman received an extended service contract for the McArthur River mine in March 2013. The contract is for the operations and maintenance of Xstrata PLC’s mine crushing circuit.

Sedgman Australia has secured a contract for an estimated $90M to construct a new gold processing plant facility for La Mancha Resources under which it will provide EPC services.

Brookfield Multiplex has been awarded a $70M contract to develop non-processing infrastructure at the Roy Hill mine. Initial design work on the infrastructure – including workshops, admin buildings, and other on-site structures – will commence immediately and is slated for completion by 2014.

Valley Longwall International have opened a new service centre in Newcastle which will contribute an estimated to $150M to the local economy.

NRW Holdings has secured a $67M contract to complete earthworks and piping at Roy Hill iron ore project.

Hitachi has teamed up with Stanwell Corporation to trial its automated haul truck systems.

Wenco Mining Systems has been contracted to supply fleet management systems to the Koniambo nickel project in New Caledonia.

Liebherr-Australia has begun work on a $65M expansion of its Adelaide headquarters.

Chicago Bridge & Iron has been awarded a EPC contract for the Ichthys LNG project for non-cryogenic storage tanks.

Ottoway Engineering has been awarded a $14.5M contract to perform site installation works for the Gladstone LNG project’s Roma hub.

Korvest has bedded down Power Step and Titan Technologies aqcuisitions and is on s further growth
plan.

Decmil Group has agreed to acquire Eastcoast Development Engineering which will enable Decmil to expand in the significantly growing coal seam gas industry.

Decmil has been awarded $71M worth of contracts for Roy Hill iron ore mine.

GE Oil and Gas Australia  has been awared by QGC a $597M contract to provide turbine maintenance services at the Curtis LNG plant

small SGP logo   

SG Partners – We partner with you to strategically grow your sales

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

http://www.sgpartners.com.au

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.

Selling to Mining and Energy Sectors Jan 2013

Iron ore prices have surged more than 70% nearing a 15-month high, coal prices too are increasing.

So before you know it we will be back to boom time, well maybe. Still though, there is still a fair amount of activity out there. Remember – if you are not getting the business, your competitor is.

vstorypicmine_171sj99-171sj9c  Mining News

Xstrata will ramp up production at its Mangoola coal mine by almost 30% to 13.5Mtpa.

Whitehaven Coal’s expansion of its Tarrawonga coal mine  has been approved by the NSW Govt subject to a series of strict

Fortescue was expected to spend some $6.3B on capital expenditure reflecting the resumed spend on the Kings deposit.

Norton Gold Fields will spend some $40M to start immediate development on the Enterprise openpit project in WA,as well as a $38M investment to transition to an owner- operator model for its Paddington operations in WA’s Goldfields.

Eastern Iron has advanced plans for its Nowa Nowa magnetite project, located near the NSW/Victorian border. The project will progress to feasibility stage, following positive scoping study and metallurgical testwork results.

Flinders Mines has been given the environmental nod by both the state and federal governments to develop its flagship 15Mtpa Pilbara iron-ore project.

Bandanna Energy is seeking potential JV partners for its Springsure Creek coal project after completing a cost estimation $743M for the Stage 1  for the project.

ERA has formally begun its statutory approvals process for the proposed Ranger 3 Deeps underground uranium mine. It lodged a referral with the SEWPaC as well as with the NT govt. ERA is investing around $120M to construct an exploration decline to define its existing resource.

St Barbara has agreed to sell its Southern Cross operations to Chinese miner Hanking Gold Mining.

MMG has endorsed the development of the $1.4B Dugald River project, north-west of Cloncurry.The company received environmental approvals in August and says the latest development is a significant milestone.

GUJARAT Coking Coal’s NRE No.1 colliery in New South Wales has been approved by the state’s planning commission for expanded operations after some modification to its $20M plan.

WA Govt data shows mining investment in the west surged to record levels in 2011-12.

Iron ore prices have surged more than 70% in the last four months,Iron-ore nears 15-month high, tops $150/t on China demand outlook.

Cazaly Resources welcomes the statement released by WA Transport Minister Mr Troy Buswell MLA giving the go ahead for the procurement process for the development of the multi user iron ore facility at Esperance Port.

Red and White target with three arrow  SG Partners Sales Workshop Brisbane March 2013

Not going to meet your budget?
Are you being outsold?
Deals sliding?
You found the opportunity, you are infront of the buyer – and you miss out on the deal, WT!
If you want people to buy from you, if you want quicker sales, if you want people to call you first, if you want them to return your calls, get yourself trained in the latest and most effective sales techniques.
Would you like them to tell you how they want to buy from you?  It is all possible.
We teach you how to have them tell you how they want to buy from YOU at our workshop.
“In a recent negotiation where a overseas customer asked if we could do more with the price, I spun the conversation to value and more importantly for them resource security and in the end we not only haven’t dropped price but may have sold 40,000t of coke breeze to the customer.” Darren
Do you want to know:-
+ How to find more opportunities easily
+ How to Get Your Customers to Spend More Money with you
+ 7 Ways to Sell Against a Lower Price
+ 5 Things to Say to Win Over a Customer
+ 7 Essential Rules for Closing Deals
+ The 9 Most Crucial Sales Skills
Places will be limited to 20.  Get the brochure here
This workshop is a must if you:-
  • Want to make more sales?
  • 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?

Register here

Energy News

ECO for LIFE Private has proposed to build a 30MW solar photovoltaic plant south of Kerang, Vic. The project was given planning permits by the Gannawarra Shire Council in December 2012. ECO for LIFE has indicated that they are now in negotiations with commercial contractors regarding construction and financing of the project. The project will have a total capital value of approximately $30M.

Bald Hills wind farm is a 104MW wind farm that will be located at Walkerville, Victoria. The project is owned and built by Mitsui & Company Limited. In August 2012, Mitsui selected Repower Australia as the preferred EPC contractor for the project. Repower will also supply the turbines to build the wind farm project. Repower undertook the overall management of the project and is currently finalizing the subcontractors and electrical workers, which will then be subcontracted again.

AGL’s Torrens Island Power Station is planning major maintenance and upgrades to the boiler control system for its six operational natural gas units in 2013 and 2014.

Hydro Tasmania recently announced a proposal to build a 600MW windfarm project. The project will be located on King Island, one of the two inhabited islands in Bass Strait Tasmania, the other being Flinders Island. King Island is believed to have the best wind resources in Australia.

Application lodged for up to 6100 new coal seam gas sites Toowoomba Chronicle ONE of Queensland’s biggest coal seam gas projects, Santos GLNG, has applied for a huge expansion in central and southern Queensland, with options to sink as many as 6100 new coal seam gas wells.

Sydney Water has awarded contracts totalling $500M, forming the beginning of a framework of contracts that represent a new approach for the utility.

BHP has approved US$520M for its Longford Gas Conditioning plant JV project in Victoria. It is part of a wider $1B invested into the project by BHP’s fellow JV partners ExxonMobil and Santos.

Sales Recruitment (4)  Recruitment Update

There is a difference between matching a sales person with a great company to support their growth and a company looking to a sales person.

Great sales people what to see their skills and strengths expanding, to be even better. Companies need to adopt better onboarding to cater for great sales people who need only to learn about your product/services and away they go. They need to also be willing to manage them even more effectively and invest in them. If you do this they will be attracted to your company.

We are currently searching for:-

  • BDM, Pumps, Perth
  • BDM Gearing and drive systems, Perth
  • Branch Manager  Power Systems, Mt Isa
  • BDM, Power Systems, Mackay

We currently have great sales people for all types of products/services for instance

  • BDM Construction products/services, Brisbane
  • BDM Mining, Brisbane
  • BDM Mining Software, Brisbane
  • Application Engineer, Perth
  • Sales Managers – Melbourne and Brisbane
  • Sales Person, Mining, Newcastle

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 michael@sgpartners.com.au

Supplier News

SKM has signed a renewed agreement with Rio Tinto which will see the engineering firm deliver EPCM services to the miner’s iron ore projects in the Pilbara. The deal extends to EPCM for the Cape Lambert Port B expansion to 353mtpa.

Macmahon has been awarded by Fortescue Metals Group a $1.8B mining contract to provide open cut mining services as part of the Christmas Creek mine expansion for Fortescue.The five-year contract would deliver all aspects of mine operations, including drill and blast, overburden removal, ore harvesting, maintenance of equipment and associated services for the Christmas Creek expansion.

AGC Industries has been awarded a contract by Fugro-TSM  for fabrication work associated with Phase I of Greater Western Flank, a subsea development project.

Australian Industrial Air with their Generators fleet were called out in the middle of the night when when Xstrata recently suffered a major power failure at its Ernest Henry mine, causing disruption to its underground operations. That’s service.

Orica is reportedly planning to build a new ammonium nitrate emulsion plant in the Bowen Basin, east of Dingo.

Mastermyne has been awarded a contract for services at BHP’s Appin Area 9 project.According to Mastermyne it will see the company provide development drivage and outbye services.It will begin in march and run for around two years and a half year, employing 60 people once fully mobilised, including personnel transitioning from the Dendrobium mine.

GR Engineering has won a $30.3M EPC contract for Doray Minerals’ Andy Well gold project.The contract is for the processing plant at the mine in Meekatharra.

Ausenco has been awarded a three year contract to manage a portfolio of projects at Newcrest’s Lihir mine. Ausenco it will provide delivery services to support ongoing capital projects at the mine, with the services delivered under an EPCM contract working with the Newcrest team.

Plans for Australia’s “LNG Highway,” which is to stretch almost the full length of the eastern coast, are one step closer, with BOC Gases Australia awarding a contract for the EPC of its Chinchilla Micro LNG Plant to Gas Liquid Processing Engineering.

Viento Utility Services has just won the new engineering firm’s first contract.The group has been awarded the design and construction of two low voltage transportable switch rooms and motor control centres for iron ore projects in the Pilbara.

Empire Oil & Gas has awarded Oceaneering Services the contract to commission, operate and maintain its Red Gully Gas and Condensate Processing Facility in WA.

SKM has been appointed by Adani Mining to provide engineering services for the development of the Abbot Point port expansion.

Joy Global’s fourth quarter earnings rose 23% this year, but lower sales are expected in 2013 as commodity prices soften. Joy reported a 23 % increase in fourth quarter profit to $212.6M, up from the $172.3M recorded in the same period last year.

DEM Solutions, the company setting the standard for engineering application of discrete element method (DEM) simulation received a Highly Commended Award in the Innovative Technology Category at the Australian Bulk Handling Awards Dinner.The engineering software developed specifically to address bulk materials handling challenges as used by RioTinto, Hatch, Minerva and many others.

Leightons has secured $1.2B worth of contracts linked to the $34B Ichthys LNG project. The first contract, worth $923M, is to build infrastructure such as roads, foundations and trenches, at Blaydin Point for Ichthys’ onshore facilities.Construction is due to start in May and be completed by July 2016, Leighton’s wholly-owned subsidiary Leighton Contractors said in a statement on Friday.It is the third project Leighton had won for Ichthys’ onshore processing site.

Leightons had clinched a $280M operations and maintenance contract for Blaydin Point’s temporary facilities. Leighton Contractors will operate and maintain services for all temporary site facilities, including power supply, water treatment plants and pest control, for more than four years during the construction phase. The temporary facilities were currently being built by Leighton Contractors’ infrastructure division.

Macmahon Holdings confirmed it plans to exit the construction industry and shift focus towards becoming a fully fledged mining contractor.

Forge Group has been awarded the EPCM contract to develop BHP Billiton’s Yarnmina power station in the Pilbara.It received the $105M Notice of Award from WorleyParsons yesterday. BHP gave the go ahead for the combined cycle gas turbine power station late last year.

Decmil Group has been awarded by Rio Tinto a $30M contract for the construction of infrastructure in the Pilbara. The contract covered a range of major infrastructure works and included the construction of a heavy vehicle workshop and associated facilities, a first aid building, a security gatehouse, a communications hut and a radio base station facility.

AbiGroup has won a federal and NSW Govt contract to design and build the Nambucca Heads to Urunga upgrade of the Pacific Highway.

Resource Development Group has been appointed by Sandvik to provide specialist electrical and control systems commissioning and engineering support services for Rio Tinto Iron Ore and Sino Iron.

small SGP logo  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

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.

Selling to Mining and Energy Sectors Sept and Oct 2012

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

Mining News

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

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

SG Partners Sales Workshop   Syd Nov 20 & 21st

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

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

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

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

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

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

Do you want to know:-

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

Places will be limited to 20.

Get the brochure here
Sign up online here.

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

Get the brochure here
Sign up online here.

Supplier News

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

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

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

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

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

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

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

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

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

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

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

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

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

SG Partners offers:-

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

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

http://www.sgpartners.com.au

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.

 

Selling to Mining and Energy Sectors Aug 2012

There is a lot of doom and gloom out there at yet if you get focussed there are opportunities. There are still mines that need to maintain, there are still EPCM working on projects, there are still studies being conducted, and there are still projects under way.

Mining News

Xstrata has approved a US$360M expansion for its McArthur River zinc mine in the NT and is constructing a 53MW gas fired power station contracted to Energy Developments with a starting date of January 2014.

Xstrata has its EIS for the proposed expansion of their Newlands Coal Mine available.

Rio Tinto looking towards further expansion of its Northparkes mine.

MMG
has been given approval to begin mining Dugald River zinc mine near Cloncurry after receiving final environmental authority from the Qld Govt.

BHP Billiton approved eight major projects during the 2012 financial year for a total investment commitment of $7.5B (BHPB share). Pre commitment funding of $2.7B was also approved to further progress a series of development options. In response to the challenging external environment the Group has chosen to delay the 2.5Mtpa expansion of Peak Downs that is associated with the Caval Ridge mine development. The 5.5Mtpa Caval Ridge mine remains on schedule to deliver first production in the 2014 calendar year. With 20 major projects currently in execution with a combined budget of $22.8B, BHPB is largely committed for the 2013 financial year. No major project approvals are expected over this time frame.

Metal X announced that it had signed memorandum of understanding with Samsung Construction & Technology to complete an updated definitive feasibility study of Wingellina with a view to the Korean giant then using its global reach to arrange funding for the mine’s development.

Atlas Iron has welcomed the approval for the development of new berths at South West Creek, Port Hedland. The WA Govt and Port Hedland Port Authorities (PHPA) gave Atlas approval for the North West Infrastructure’s right to develop two new berths at South West Creek in Port Hedland.

GVK’s Alpha coal mine, will sell stakes in its rail and port subsidiaries to build the massive mine. Its associated rail infrastructure is given the greenlight by the Fed Govt. The conglomerate needs to invest approximately $10M into the project to build the 500km rail way to connect the Galilee Basin to Abbot Point port.

Lake Vermont coal mine near Dysart will double in size over the next six years.

Paladin Energy has signed a massive US$200M long term off take contract for its uranium.

Upcoming SG Partners Sales Workshop   Syd and Melb

Stop doing the same thing and expect different outcomes – its insanity

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

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

Contact me if you are interested in sending people to these workshops or you would like to discuss an in-house workshop tailored to your specific requirements.

Energy News

Wind Prospect is awaiting planning and funding approvals for a $500M windfarm at Glen Innes.

TrustPower has awarded an EPC contract to Siemens to engineer, procure and construct the Snowtown II wind farm project proposed at Snowtown, SA. Siemens was awarded a full-fledged turnkey contract for the development of this 144-MW project, which includes the installations of transformers, switch gears and grid connections.

Bechtel said the initial modules have arrived in Australia for the first of three large LNG processing plants it is building on Curtis Island. The 6 prefabricated steel structures, which weigh a combined total of 7000t were built by STP&I in Thailand and transported by barge to Gladstone. A total of 260 modules for the three LNG projects will arrive by sea over the next two years. It marks the beginning of a new phase in construction said Kevin Berg, Bechtel’s operations manager in Gladstone.

GE Energy has announced plans to spin off its oil and gas unit into a separate company. Meanwhile GE Oil & Gas has been awarded a $600M service agreement to maintain the compressor trains and associated equipment at Chevron’s Gorgon gas project.

Origin Energy posted full-year net profit of $980M, up 427 % on last year, partly thanks to the sell-down of a chunk of its stake in the huge Australia Pacific LNG project, APLNG. Underlying profit rose 33% to $893M.

Verve Energy is seeking approval for a 250MW windfarm in the remote Mid West region, 270km nth of Perth. The proposed Warradarge windfarm consists of up to 100 wind turbine.

Sales Tips – Its not about your product

During our training workshops I ask what people within our customer base may be focussed on.

If you want to engage the Mine Manager – what does he want to talk about, what is he focussed on?

If you what to talk to the maintenance manager – what floats his boat?

We have a saying “Selling is not Telling”, sure you know your products F&B, do the people you are talking to want to know all of what you know or just the bit they are focussed on. Get to know what lights their fire.

 Supplier News

Monadelphous Group has scooped up a contract worth $75M with BHP Billiton for construction at its Jimblebar iron ore mine. Monadelphous has delivered its eleventh consecutive year of earnings growth, recording a $137M net after-tax profit for 2011-1

Cimeco has won a $70M contract to design and construct fuel infrastructure for Rio Tinto’s West Angelas and Brockman iron ore mines.

Clough has chalked up a net profit of $50.7M with $1.1B already booked in revenue for the 2013 financial year.

Thiess has been awarded the contract to construct a 4.3km tunnel under The Narrows to connect the mainland to the Santos GLNG LNG Plant on Curtis Island.

Downer EDI has won a $70M contract on the 131MW Mercer wind farm project in Victoria.

NRW have won a construction contract with Rio Tinto at its Cape Lambert port. The contract will see it construct the CLB353 stockyard, conveyor link earthworks, and relocate existing water pipelines and rail formation earthworks.

WDS has been awarded a $12M contract for BHP Billiton’s Dendrobium coal mine. The one year contract is for the provision of underground mining services.

Thiess has won a $2.3B contract to extend operations at Jellinbah Group’s Lake Vermont coal mine.

SDV Australia has won a $97M integrated freight forwarding contract for the construction of downstream LNG plant facilities on the Ichthys LNG project.

Forge has won a $280M contract to deliver power for Rio Tinto in the Pilbara. It has won an EPC contract to deliver a combined cycle gas turbine power station at Cape Lambert.

GE Oil and Gas has been awarded a $600M service contract to maintain the compressor trains and associated equipment at Chevron’s Gorgon LNG project.

East Coast Pipeline has been awarded a $150M contract to install polyethylene pipe for 145 wells at Spring Gully, north-east of Roma as part of phase 1 construction of the Australia Pacific LNG Project.

Ampcontrol, has acquired automation and process control firm Primatec QDA.

Calibre Global will undertake $150M contract for EPCM work for the implementation phase of Rio Tinto Iron Ore’s $1.6B Yandicoogina sustaining project.

KBR has been awarded a project management services contract for construction of the Diamantina 242MW gas-fired power station.

Macmahon Holdings has announced a record after-tax profit of $56.1M for the 2011-12 financial year.

WorelyParson has won $2M in work from the Arrow Energy JV for the preliminary design of about 1150km of pipelines for the Arrow LNG project.

UGL has won a $99.45M contract for work at BHP Billiton’s Jimblebar iron ore mine. Under this contract UGL will provide the fabrication and installation of equipment associated with stockpiles, secondary crushing, scalping and screening and conveyors.

Delta SBD has begun longwall surface builds at BMA’s Broadmeadow mine and Rio Tinto’s Kestral mine expansion. The work at Rio is being undertaken for Caterpillar (longwall).

Construction News

Port of Melbourne Corporation’s $1.6B redevelopment of Webb Dock is one step closer to reality following the awarding of civil and maritime design contracts to Aurecon Australia. The scope of civil works includes detailed design of internal roads, interface buffers site preparation works and services infrastructure. PoMC also advised the appointment of Arup to provide engineering consulting services for the project’s extensive maritime works.

The Maldon to Dombarton Rail Link project in Illawarra will soon be “shovel ready” as the Fed Govt has released $25.5M to complete its planning and detailed design work.

The North West Rail Link in NSW has generated strong national and international interest. 6 consortiums, more than 60 companies, have signalled their intention to bid for the contract to build the twin 15.5km tunnels between Bella Vista and Epping, following calls for expressions of interest. The companies involved are from across Australia and around the world. The next step will be the official calling for tenders in October this year to build the twin tunnels, which will be the longest and deepest rail tunnels in Australia.

Hutchinson Port Holdings has awarded Laing O’Rourke the civil works contract for the Terminal 3 development at Port Botany. Laing O’Rourke has been contracted to deliver civil works for the Terminal 3 development. The contract marks the start of the on-ground works of HPH’s $500M investment for the development of a new container terminal. Laing O’Rourke will construct a $150M civil and rail infrastructure package, representing the first phase of the newly reclaimed Botany Bay expansion.Work for the Port Botany project includes the provision of rigid pavement using onsite concrete batching, high voltage substations and structural support for the heavy duty quay and stacking crane systems. The contract also includes rail sidings, drainage and ground improvements.

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

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.

Selling to Mining & Energy Sectors June/July 2012

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.

Mining News

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

Energy News

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 michael@sgpartners.com.au

Supplier News

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.

http://www.sgpartners.com.au

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.

Selling to Mining & Energy Sectors May 2012

There is now $260B  of Australian resource investment, WOW.

Mining News

GVK Power & Infrastructure have received environmental approval for their plan to build a $6.4B coal project in Queensland. Check a presentation on the project at http://hancockcoal.com.au/files/120301_IAQ_Breakfast_Presentation.pdf.

Rio Tinto has unveiled its latest iron ore mine development plans to start the construction next year of its Turee Syncline project in WA. Rio Tinto is seeking govt approvals to develop Turee Syncline, approx 15 km NE of Paraburdoo which is expected to produce up to 10Mtpa over 16 years. Provided all relevant approvals are obtained, production may begin in 2014. The mine initial stage will involve transport of ore by road for processing at Paraburdoo with a view to potentially developing an on-site processing plant and rail loop if required.

Alcoa is poised to buy more residential properties in WA’s SW region to make way for its Wagerup alumina refinery expansion.

Toro Energy has received WA Govt approval to construct the uranium Wiluna mine in WA’s midwest. Toro’s plans uranium oxide will be transported from Wiluna through the outskirts of Kalgoorlie and over the border into SA. Toro has not yet indicated which port it will use to export the uranium. Toro said it was aiming to start construction on Wiluna through 2013 with first sales commencing in 2014.

Sedgman has signed a contract with BMA to upgrade the coal preparation plant at its Saraji coal mine $27.7M. This is an EPC contract to upgrade the plant scheduled to be completed in the second quarter of 2013.

Yanzhou Coal is in talks to buy Vale’s stake in an Australian coal mine for more than $500M.

Cape York Peninsula public submissions have opened for its proposed $500M coking coal project.

China Coal Imports Rise 90% in April.

Want to meet the CEO of BMA, Peabody, QRC etc – well join the CEO sleepout in June in Brisbane.

The Qld Govt has declared the Yarwun Coal Terminal project significant as it announces a scaling back of the Abbot point super expansion plans.The Yarwun coal terminal has been seen as a significant development for coal miners in the Surat Basin and offers more direct port access to export markets. According to MetroCoal, which is aiming to export through the port, this announcement is an important milestone. Abbot PointsT2 and T3 coal terminals will go ahead as they have already been approved.

The Indonesian govt is ready to invest $367M seed capital for the construction of geothermal power projects that will form a model for others that will be rolled out across the country.

Energy News

GLNG 435km gas pipeline has moved a step closer, after the Queensland Coordinator-General approved a key 44-kilometre section of pipeline within the Callide Infrastructure Corridor State Development Area (CICSDA).

AGL has been given state government approval to build a $310M gas storage facility at Tomago. AGL still needs federal approval for the project from Environment Minister Tony Burke, who is expected to reveal his decision in about two months’ time.

Origin Energy is in advanced negotiations for a $2.93B loan from the US Govt Export-Import Bank that could provide cheap funding for a $US6bn expansion of the Australia Pacific LNG plant at Gladstone

Sales Tips– dislodging a competitor

Every customer is already using someone else, so how do you get the customer to chose you.

Try this – “I know you utilise ABC. I bet they’re very good. What do they provide you that is great…. Is there anything else you may want from a supplier?…. OK if we could do that and this and even more would you consider choosing us over ABC”

Supplier News

Caterpillar’s
Cat 777 has long been the workhorse of the mining industry. Since the 1970’s one incarnation or another could be found on site, they were almost ubiquitous. And now Caterpillar has released the latest generation of this truck – the 777G, replaces the 777F.

Orica has announced that it will now form a JV with Apache and Yara to build an ammonium nitrate plant in WA. Yara will be the operator of the plant while Orica will manage sales and distribution. The parties are aiming to begin construction by the middle of the year.

Decmil Group has won a contract with FMG, as well as variations of two of its existing contracts with the miner.According to Decmil, this work is valued at approximately $137M. These contracts will see Decmil construct facilities for Fortescue’s T155 Rail Support infrastructure project in the Pilbara, allowing Fortescue to increase its iron ore export capacity. The work includes the construction of new rail car workshops, amenities buildings and administration centres, carrying out modifications to existing workshops, co-ordinating the fit out of the new rail car workshops, and the design and construction of a locomotive provisioning
building.This single contract is worth around $50M.

GE has announced it will acquire Industrea on the back of acquiring Fairchild International a company who produces a full line of underground mining equipment. GE stated in a press release that the two companies will become part of GE transportation’s global mining business.

Boart Longyear expects demand to remain strong as large mining companies proceed with projects.

Leighton Contractors to build the first phase of APLNG $800M coal seam gas project building 1200km of pipeline, water treatment plants and well heads across the Condabri gas field developments, south of Miles, and the Talinga development near Chinchilla.Construction of the pipelines would begin immediately and finish by mid-2015.Work on the water treatment plants would begin in mid-2012 for completion by 2013.

Hydratight was honoured recently among 47 vendors for its performance during the 2011 year, as a result of nomination by Bechtel’s project management teams in the field. Bechtel annually works with an estimated 13,000 vendors on its projects globally, which puts Hydratight in the top one percent of suppliers to the global EPC giant, which has annual revenues exceeding $32B. Bechtel is building Gladstone’s three LNG plants, and has undertaken major projects such as expansions at PWCS and Rio Tinto’s Comalco Alumina Refinery. Bechtel said each business was measured under four criteria: safety, execution, schedule and the ability to adapt to circumstances.

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

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

 

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