Selling to the Australian Mining and Energy Sector

Australian Mining and Energy updates

Archive for the tag “selling”

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.

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Selling to Mining, Energy and Construction Sectors Jan 2012

Another year ahead and what a year it is to be.

Seriously if you are not getting your share – or more, then something is wrong.  Check out the opportunities below – $BBB of dollars there for the making.

Check out our sales training workshop in March – see below

Want a great role – check out the positions we are recruiting for – see below

Mining and Construction related Activity


Xstrata Coal
has taken a major step forward in expanding its Rolleston coal mine, applying for additional mining leases adjacent to its current operation

BHP Billiton growth pipeline now exceeds $26B 

Yanzhou Coal agrees to buy Gloucester in $2.1B deal

Carabella Resources may sell a stake in its most advanced coal project in Qld state to help fund development that’s estimated to cost as much as $1B

Xstrata Coal will install a second longwall at its Oaky No 1 mine and plans to develop an open pit mine at the site as it seeks to increase its production versatility.

Xstrata Zinc submitted a draft EIS for its McArthur River Mine with the NT Govt proposing capacity expansions.

Metrocoal underground plans have taken the next step with its EIS commencing. Expected to start mine 2015, Meanhwile port developer Tenement to Terminal Ltd has made an agreement with Australian and Chinese coal companies MetroCoal and SinoCoal Resources to fund a new coal terminal at the port of Gladstone with an annual capacity of up to 30MT.

BHP Billiton‘s $10-$12B outer harbour expansion at Port Hedland has had a conditional approval by WA’s EPA referred to the Environment Minister.

Sales Tips – Negotiation

When a negotiation ends, a positive, lasting relationship with the customer begins.  But what if one side gained at the expense of the other?  Is someone walking away feeling defeated?  This kind of adversarial energy won’t create the momentum necessary to get a great relationship rolling.

SG Partners will be running a worldclass negotiation workshop soon, interested people please contact me as we will be keeping numbers low as it is a very hands on workshop.

Mining and Construction related Activity Cont

Peabody Energy has started the sale process for its Wilkie Creek mine.

Vale and JV partner Aquila Resources have officially approved a resolution for the development of their $1.25B Eagle Downs hard coking coal project.

Endocoal has announced a 348.5MT total resource, attracting the attention of potential acquirers.

Korea Resources Corp has had its Wyong project evaluation restarted by the NSW Govt.

Russia has pledged more than $US8B to develop Russia’s coal industry and assist with exports to the booming Asian market as it seeks to ramp up production to 430MT by 2030

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

We are currently searching for:-

  • Implementation Managers, Brisbane, Mining Services
  • BDM,Brisbane, Network and Security systems
  • BDM, Brisbane, Safety Software solutions
  • Sales Engineer, Brisbane, Mobile OEM
  • BDM, Townsville, Power Systems
  • BDM, Perth, Mobile Preventative Maintenance Systems Solutions
  • BDM, Perth, ERP Systems
  • Electrical Manager, SE Qld, Power Systems
  • BDM, Emerald, Hydraulic Systems

If you know anyone that may be looking for a change – refer them onto to us or give us a call 07 3852 5454 or michael@sgpartners.com.au

Energy

Inpex cleared to start work on Ichthys LNG housing village in Darwin with the NT Govt giving approval for the start of construction of the accommodation village for the Inpex-led Ichthys LNG project in Darwin

LNG Ltd has signed an EPC services contract with China Huanqiu Contracting & Engineering Corporation for its Fisherman’s Landing liquefied natural gas project in Qld

Sinopec has finalized a $1.1B deal to increase supply and raise its equity in the Australia-Pacific LNG project.The binding agreement seals an agreement between APLNG and Sinopec for the $20B project, led by Houston company ConocoPhillips and Australia’s Origin Energy and builds on an April 2011 agreement.

Australia Pacific LNG 530km gas transmission pipeline project has started construction phase, with the first shipment of steel pipe arriving.

Make More Sales, Revenue, Profit, Marketshare

SG Partners Super Sales Clinic March 13 & 14

Are there people within your organisation that need to grow sales, meet budgets, provide customer service?

What would happen if your people could engage even better to create better outcomes, such as:-

  • Create even more revenue opportunities created
  • Negotiate Higher margins
  • Create better win/win outcomes
  • Manage customer expectations even better
  • Creating long term, consistent business streams

Whether you have direct sales, sales engineering roles, internal or customer service roles, “Super Sales Clinic” will improve, enhance and create a even better outcome for your company.

Do you want your people to know:-

  • How to Get Your Customers to Spend More Money
  • 8 Ways to Sell Against a Lower Price
  • 5 Things to Say to Win Over a Customer
  • 6 Essential Rules for Closing Deals
  • The 8 Most Crucial Sales Skills
  • Quick Fixes to Make Your Clients Happier

When: March 13 and 14th
Where: Brisbane
Registration forms click here

Wait there is more, from some last workshops this is the feedback we received.

A bit of an update with my sales success from the Sales Clinic:

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote.

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker.

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

Here are some testimonials from previous workshops

“I recommend SG Partners because I thought I knew what I was doing but I was wrong and SG Partners helped me work that out.’ Sales Person, CQMS Razer.

“The workshop gave me some great practical techniques and I was really impressed with the trainer’s understanding of the client buying thought process“. Peter

“The content and interaction was outstanding – the presentation was not only practical but delivered in practical language! I now have the tools and understanding to be better at customer service”. Graeme

There are 10 places left and they will fill fast, contact us NOW or go to the registration website here

We look forward to seeing you there.

PS> If attending this workshop increases customer loyalty and improves revenue and profit, SG Partners will be held liable.

PPS> Attendance at this workshop will improve how your people interact with people, it will improve your sales process, it will improve how your clients think of you.

Mining Equipment and Services News

John Holland has secured a $370m contract to design accommodation for Chevron’s Wheatstone LNG project.John Holland said the 12 permanent buildings include an operations building, laboratory, fire station, vehicle maintenance shop, plant warehouse and maintenance centre.

Thiess will build a 1.2-km undersea tunnel connecting two offshore gas reserves with an LNG plant for the Chevron’s Wheatstone LNG project

Thiess has been awarded a $325M major infrastructure project contract from Qld Gas Company involving constructing 6 field compression stations and one central processing plant at Curtis LNG Project.

Thiess has won a $1 billion mining contract to extend the life of OZ Minerals’ Prominent Hill copper and gold mine.

Ausenco has signed a Create phase (EPCM) contract to manage the $12M expansion of Barrick Gold Corporation’s Lumwana Copper Project in Zambia.

ATEC Rail Group is in talks with India’s GVK Group and Adani Enterprises to take a stake in a proposed rail link in Australia’s Galilee Basin

Aker Wirth is to supply 11 piston-diaphragm pumps to the Ma’aden Bauxite & Alumina Co’s mine refinery project in Saudi Arabia.
 

SG Partners offers:-

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

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

http://www.sgpartners.com.au

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

As always I would like to promote some positive news that you may not have heard of as yet.
Walking around AIMEX I was impressed with the variation of displays and from all accounts a reasonable flow of people, bedsides tyre kickers that is – the nature of exhibitions I am afraid.  

Mining Activity

Adani Enterprises has moved foreign investment in Australia to a new level, with a $10B scheme to control every stage of its booming coal export business from mine to port. The company wants to control “whatever component the coal touches”, including a $3B railway network to haul coal from the emergent Galilee Basin to two ports, one of which it purchased this year and the other which it will build at Dudgeon Point near Mackay.

Adani is also driving a consensus among Waratah and Hancock Coal for them all to use the one common rail corridor instead of them all having different train lines taking up more farmland.

There are approximately 28 draglines to be sold in Australia, take out the 8 for the Gallalie basin, 20 for already established mining companies – that’s a lot of work coming up. The first one will be at Curragh and rumour has it P&H look like they may get it.

Glencore has launched a $268M bid to gain outright control Minara Resources, in a move that marks its second acquisition since its flotation in May.

Hancock Prospecting is in negotiations with Indian company GVK to sell its holdings in the area for $2.26B. GVK Power and Infrastructure is set to purchase two of Hancock Prospecting’s thermal coal mines. An initial agreement has been signed by Sanjay Reddy, vice-chairman of GVK, with Gina Rinehart, chairman of Hancock, earlier this month, according to sources

BHP Billiton wants to start building its Goonyella to Abbot Point rail line by no later than 2015 and aims to ramp it up to 60Mtpa of coal haulage capacity by 2020-2025.

Yes we recruit Sales and Sales management professionals.

We are currently searching for:-

  • VP Sales, Brisbane, Mining Sofware Solutions OTE $250K
  • Sales Engineer, Perth, Conveyor systems OTE $120K
  • BDM, Perth, Mining Software OTE $150K
  • Sales Manager, Power/Automation OTE $ 170K
  • BDM, Gladstone, Hydraulic Systems OTE $130K
  • Account Manager, Emerald, Hydraulics OTE $120K
  • Account Manager, Brisbane, Mobile Equipment Attachments OTE $150K
  • BDM, Brisbane, Mobile Equipment OTE $170K
  • Product Support, Mackay, $120K
Want $500, if you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au If we place them, cash in hand for you.
Mining, Energy & Construction related Activity contd

Want to learn more about the BHPBilliton Project Hub check out this video http://vimeo.com/28648047

BHP Billiton will invest $US367M in the third stage of development of the Newcastle Coal Infrastructure Group’s coal handling facility.

Gina Rinehart has snapped up a piece of Queensland coal explorer Carabella Resources.

Macphersons Reward Goldis one step closer to processing ore from its Tycho deposit after completing the acquisition of the Nimbus silver-gold-zinc assets and processing plant.Aquila Resources announced it had completed the Definitive Feasibility Study for its open-cut Washpool Project NW of Blackwater.The capital expenditure for the project is expected to be $335M plus 10% contingency of $33M.

Xstrata Coal has released the draft Terms of Reference for its Rolleston Coal Expansion Project. The mine is set to double output from the currently approved 10Mtpa of run-of-mine coal up to 20Mtpa.

Barrick Gold is looking into expansions at its Granny Smith mine and Cowal mine.

OZ Minerals is targeting mid-2015 to start construction of its newly acquired Carrapateena copper and gold project in SA.The miner $US250M acquired project is studying options including the low-cost block caving 
Intra Energy Corporation received a license for its Mbalawala mine project in southwest Tanzania.
Cortona Resources has entered into a MOU with DRA Pacific for construction of a processing facility at its 100%-owned Dargues Reef project, located in the Majors Creek district between Canberra and Batemans bay in NSW.
Bow Energy under a $520M takeover offer by foreign-owned Arrow Energy.
Construction activity in Australia has reached a three year high, according to figures released ABS.According to the Construction Work Done report, the overall value of building and engineering work done throughout Australia in the June quarter reached a value of $44.328B – higher than that recorded during any other quarter for at least the past three years.
A $2.9B transformation of Brisbane’s historic RNA showgrounds is set to attract businesses with a mix of residential and commercial space.
Sales Training – Selling to the Mining Sector endorsed by MESCA

Are you or are there people within your organisation that are required to call, speak with, go and see, people in mining companies, EPCM or project companies?

  • Want to know what the different departments do onsites and in the head offices?
  • What are the most important aspects of their roles?
  • What roles do the design and engineering companies play ?
  • What is and how do you work with an EPC or EPCM?
  • How do you provide customer service and work with them?
  • How do you sell to them?
  • How do you get to them?

I constantly have people ask me these questions, so I thought let’s have a workshop that covers these and many more questions, let’s also include how to get the most of the opportunities like:-How to get an RFQ/Tender?

  • How to have a better chance of winning RFQ/Tenders?
  • How to receive orders without being in a competitive situation?
  • How to engage with procurement people and have a positive outcome?

So whether you are in direct sales, sales engineering roles, internal or customer service roles, “Selling to the Mining Sector” will improve, enhance and create a even better outcome.

When: October 25,26,27 – Click here for the Registration Flyer NOW

Where: Brisbane – Click here to Register Online

Wait there is more, at the last workshop this is the feedback we recieved.

A bit of an update with my sales success from the Sales Clinic: 

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker. 

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

EARLY BIRD Special. We are holding a 1/2 day Winning Presentations workshop. Learn the secrets of what make a great PPT, how to persuade the audience, how to form subliminal messages. Register before 27th Sept and its your for free, saving $450. Click here to register online.

Mining Equipment and Services News

Sedgman has secured a $123M CHPP contract with BMA.

Leighton Holdings JV with contractor Ngarda Civil & Mining received a $104M contract from  RioTinto as part of their $1.15B Hope Downs expansion, for stripping earth, road-work, drainage and other earthworks at the site 200km east of Tom Price.

Cimeco and Pilbara Logistics have won a contract for more than $80M from  RioTinto as part of their $1.15B Hope Downs expansion, for construction of the mine building and support facilities.
Shortages on GET, 18 -24 months on Mobile OEM Equipment, most being manufactured O/S.
Le Tourneau has commitment to build up to approx. 30 shovels for worldwide delivery.
Joy Global has agreed to sell the drilling products business of the recently acquired LeTourneau Technologies Inc. The company will sell the LeTourneau Technologies Drillings Systems and Offshore Products divisions to Cameron International Corporation for $375M in cash.
UGL has posted its 10th consecutive year of record earnings and has boosted net profit after tax by 10% to $158.5M.
Thiess had a record $16.5B work in hand at the end of the June quarter, and was awarded $8.1B in new contracts, variations and extensions during the year
QR National announced it had been appointed in a $900M agreement with a consortium of coal companies to upgrade the rail link from the Bowen Basin to Gladstone, which would service the first stage of the Wiggins Island Coal Export Terminal. Xstrata, Aquila Resources, Bandanna Energy, Caledon Resources, Wesfarmers Curragh, Northern Energy Corporation, Yancoal Australia and Cockatoo Coal will all pay commercial rates to transport their product on the line to Gladstone before it is shipped from the proposed port.
Ausenco has received two letters of intent for $70M worth of create phase engineering services for a client at two of its copper projects.
Monadelphous Group has secured several contracts in WA and Qld worth $350M.They had struck a contract deal with Woodside Petroleum to provide mechanical support at the Pluto LNG plant.They have secured a three-year contract to provide minor capital project services for Worsley Alumina’s refinery project. They have secured a three-year, $100Mcontract with BMA coal operations. The company also signed two contracts, valued at $100M, for work at the Rio Tinto Coal Kestrel mine near, and a further two contracts were struck with BMA’s Project Delivery Group for ongoing construction work at the Bowen Basin.
OneSteel has moved to shore up its position in the booming iron ore industry by spending $346M on several minesIt will also spend $200M expanding its export port at Whyalla to 12Mtpa.The expansion work is expected to be completed by the fourth quarter of calendar 2012.

Wärtsilä and Shell Oil Company have signed a Joint Co-operation Agreement aimed at promoting and accelerating the use of LNG as a marine fuel. The agreement will run for several years. Supplies of low cost, low emissions LNG fuel will be made available to Wärtsilä natural gas powered vessel operators, and other customers by Shell.Gas fuelled marine engines are seen as being a logical means for ship owners and operators to comply with increasingly stringent environmental legislation. This agreement aims at increasing and easing the availability of natural gas for marine engine use, as well as developing the supply chain and infrastructure to facilitate the bunkering of LNG fuel. The two companies will jointly move these developments to marine markets in order to enhance its rapid introduction and use.

Enerflex has received an order from QGC to fabricate and deliver 71 gas compression units as part of the QCLNG Project’s gathering infrastructure.

AECOM has received a $20M deal from Xstrata as part of its $1.4B Ravensworth North mine expansion. Production is set to increase from 4mtpa to 12mtpa and is expected to extend mining at the site for another 26 years. The expansion’s infrastructure component is worth $200M, with AECOM to supply EPCM services.The expansion will feature an open cut pit, an augmented raw coal system, expanded coal processing plant and product coal system, refurbished and expanded mine industrial area and associated new civil infrastructure.

SG Partners offers:-

  •  sales and customer focus training – refresh and train people on being even more customer and revenue focused;
  •  sales team recruitment – ensure people can sell and can manage sales teams;
  •  sales team training analysis – we can identify the hunters, farmers, strengths and weaknesses of qualifying and closing within your sales team and define the exact training and support requirements;
  •  sales process and engagement consulting – crm, remuneration programs, tender/rfq processes.
Please do not hesitate to contact us if you want to grow your Sales NOW.
www,sgpartners.com.au

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

Dear Industry Colleagues,

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

Wow, the projects are being talked about, and there companies out there with full order books to the middle of 2013, and then there are those that are just holding on.

Is the difference where you are within the supply chain, or how you find the opportunities and close them?

Mining Activity

BHP Billiton GEMCO has announced the US$279M GEEP2 project to increase the beneficiated product capacity to 4.8mtpa through the introduction of a dense media circuit by-pass facility. The project is expected to be completed in late calendar year 2013. The expansion will also address infrastructure constraints by increasing road and port capacity to 5.9 mtpa, creating 1.1 mtpa of latent capacity for future expansion.

Peabody Energy expects to mine an extra 3.9Mt of hard coking coal from its North Goonyella longwall operation after securing a longwall top coal caving technology licence from Yanzhou Coal (the same company who have been operating TLC in NSW).

BHBilliton announced a US$735M deal to buy HWE from Leighton Holdings, bringing the expertise in-house. This operation currently services three BHP Iron Ore operations.

Mindoro has commenced a Scoping Study and economic assessment of Stage 1 iron-nickel production at the project. The Scoping Study will examine two scales of iron-nickel sinter production and will be completed by September 2011. Mindoro is pursuing an integrated two-stage development approach to the Agata Nickel Project in the Philippines. A Pre-feasibility study on the Stage 2 acid-leach nickel project is progressing well and is due in October.

Peabody just wants Macarthur Coal, but may have another contender AngloAmerican.

Yes we recruit Sales and Sales management professionals.

We are currently searching for:-

  • VP Sales, Brisbane, Mining Sofware Solutions OTE $250
  • Sales Engineer, Perth, Conveyor systems OTE $120
  • BDM, Perth, Mining Software OTE $130
  • Sales Manager, Power/Automation OTE $ 170
  • BDM, Gladstone, Hydraulic Systems OTE $130
  • Account Manager, Emerald, Hydraulics OTE $120
  • Sales Engineer, Melbourne, Filtration systems OTE $ 100

Want $500, if you know anyone that may be looking for a change – refer them to us 07 3852 5454 or recruitment@sgpartners.com.au If we place them, cash in hand for you.

Mining and Construction related Activity contd

Centrex Metal’s Wilgerup hematite deposit has been given its approval by SA Govt.

Panoramic Resources has acquired the Gidgee gold project and  would likely return to production within the next two years. The company would spend around $40M over the next two years to expand resources and refurbish the Gidgee project.

Newmont Mining has approved the $450M Tanami Shaft gold project in the NT .

The Newcrest Mining and Harmony Gold JV have unveiled a new billion tonne resource estimate for the Wafi-Golpu project in PNG..

Finders Resources is seeking to raise $128M in project finance to fund the commercial development of the Wetar copper project in Indonesia.

Aquila Resources needs to bed down finance to bankroll its share of the massive $5.8B West Pilbara iron ore JV, including  the proposed Anketell Point port, in the next coming months.

Rex Minerals‘ Hillside copper project concept study outlined an initial capital cost of up to $800M as the company is targeting first production by 2015.

Xstrata Zinc has formally announced its $246M construction go ahead of Lady Loretta zinc-lead-silver deposit in Qld after it had started decline development .

FMG, which has a track record in developing port infrastructure with its Herb Elliott port and further expansion plans at Port Hedland, says it would prefer to build a proposed port at Anketell Point .

Conquest Mining has received approval of the proposed environmental plan for its flagship Mt Carlton gold-silver-copper project in Qld.

Lynas Corporation has had Mitsubishi UFJ Financial Group recently buy a 9.99% ownership of the group.

Freeport McMoRan Copper & Gold plans to spend $2.82B from 2015 to optimise processing as it transitions to underground at the mine in Indonesia.

Aston Resources has secured $350M in revolving credit facilities to help provide funding for construction of its significant Maules Creek coal project.

Iluka Resources will resume mining activities at Eneabba, in WA, in response to increased market demand

SG Partners Sales Tip

You have been selected to present after your tender/RFQ response, the deals in the bag, right? Not yet!

You should ask yourself and the potential client the following questions to ensure you have the best opportunity to win:-

  • What did they see in your RFQ/Tender response that led them to select you to present?
  • What did they see in your competitors response that they would like you to address?
  • Who will attend, their roles and what will they want to see/hear from you?
  • What other companies have been selected to present?
  • What criteria will be utilised to score the finalist?
  • What is the selection process following the final presentation?

Happy presenting

Energy news

Origin Energy announced that the Board of Australia Pacific LNG has approved a Final US$14B Investment Decision on the first phase of a two train CSG to LNG project. There is a US$20B capital cost for a full two-train development.

Arrow Energy announced the awarding of the FEED contract to CJV, a consortium comprising the Chiyoda Corporation, CB&I (Chicago Bridge and Iron) and Saipem. This will be carried out in Japan, the United States and Australia over the next twelve months.

GLNG has invested about $13M into affordable housing and infrastructure in Gladstone and the Maranoa region to meet its approval criteria, which includes 45 homes

Sales Training – Selling to the Mining Sector

Are you or are there people within your organisation that are required the call, speak with, go and see people in mining companies?

  • Want to know the difference between and underground or surface mine, coal, iron ore, gold mine?
  • Want to know what all the terminology means?
  • Want to know what the different departments do onsites and in the head offices?
  • What are the most important aspects of their roles?
  • What roles do the design and engineering companies play ?
  • What is and how do you work with an EPC or EPCM?
  • How do you provide customer service and work with them?
  • How do you sell to them?
  • How do you get to them?

I constantly have people ask me these questions, so I thought let’s have a workshop that covers these and many more questions, let’s also include how to get the most of the opportunities like:-

  • How to get an RFQ/Tender?
  • How to have a better chance of winning RFQ/Tenders?
  • How to receive orders without being in a competitive situation?
  • How to engage with procurement people and have a positive outcome?

So whether you are in direct sales, sales engineering roles, internal or customer service roles, “Selling to the Mining Sector” will improve, enhance and create a even better outcome.

When: October 25,26,27 – put it into your calender NOW

Where: Brisbane

Like what you hear, want to be invited to this exclusive workshop, email me  michael@sgpartners.com.au to get all the information on this exciting event.

Wait there is more, at the last workshop this is the feedback we recieved.

A bit of an update with my sales success from the Sales Clinic: 

A $120k sale with a margin increase of 14% compared to a normal sale of this product  – tools utilised – being more flexible, asking more questions to identify what was important to them and the most important, eliminated them going to market for any other quote. 

Additional sales of $100k throughout the month with increased margins and now repeat business – being more people to more people and building rapport and gaining complete trust quicker. 

Not a bad return on investment!!!!!!

I am very excited about becoming an “even better” sales professional as I develop the skills further. Simon

Mining Equipment and Services News

Meridium the global leader in asset performance management (APM) software and consulting solutions, announced that GLNG has selected its platform for its enterprise-wide APM initiative..

GHD has secured a 5yr contract from BHP Billiton for EPCM services for non-process infrastructure for the miner’s ron ore expansion.

Caterpillar’s revenue from machinery and engines sales volume increased 63% year-on-year on commodity demand in emerging markets driving mining capex globally in addition to the modest economic recovery in developed markets.

Downer EDI has won a $400M contract to build the CHPP for Xstrata Coal’s $1.4B Ravensworth North open cut project. 

Ausdrill has won a $75M drilling contract at FMG’s Solomon iron ore project and is targeting an October start date

Watpac has continued to grow, securing two new deals which bring the company’s national mining services contracts portfolio to $740M.

FMG has signed a deal with Caterpillar and WesTrac to supply a fleet of trucks for their Solomon mine.

Bradken has bought Norcast Wear Solutions and Australian & Overseas Alloys for a combined $222M to help globalise its product offerings.

Abigroup and Linehaul have been awarded a $83M contract with Rio Tinto Iron Ore.

Macmahon has been awarded 3 contracts worth a combined $129M for part of Rio’s 333 expansion program and for ongoing works at its Hamersley Iron operations.

Mineral Resources has been awarded a contract for the design, construction and operation of the second ore facility and related infrastructure at FMG’s Christmas Creek mine to be jointly funded by Fortescue and Mineral Resources. Construction of the additional 25Mtpa facility will commence immediately with commercial production scheduled to commence by September.

SG Partners offers:-

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

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

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

Dear Industry Colleagues,

2 of the biggest challenges moving forward: Staff Retention and Managing Customers Expectations.

Staff leave due to lack of growth, management style and ability to have input. Training delivers growth, displays caring and the feeling their input is sought.

Customer leave due to incorrect or poor communication during the initial sales engagement and after sales service. Training ensures consistency of engagement and better communication with the customer, new and existing.

SG Partners provides Sales, Customer Service and Communication workshops, enquire on how we can provide you with certainty.

Mining and Construction related Activity

Iron Road has completed a prefeasibility study on its Central Eyre iron project and says it will seek a large development partner to fund the $2.59B project.

Catalpa Resources and Conquest Mining will merge to create a gold producer with a market capitalisation of $1.1B in a deal that will give Newcrest Mining a 38% stake in the new entity through the sale of its Qld operations.

Fortescue Metals Group new CEO Neville Power has unveiled plans to fast track the Pilbara iron ore miner’s $7.9B expansion plans by 12 months to June 2013.

Rio Tinto said its planned capacity expansion has jumped ahead six months because of the US$676M funding for early works and procurement. As a result, capacity expansion to 333Mtpa will now be reached in the first half of 2015, six months earlier than planned. This is part of a five-year programme started in 2010 to increase capacity in the Pilbara by 50%. Rio Tinto share US$350M will be used to bring forward engineering work for the longest lead-time components of port and rail infrastructure, without increasing the overall cost of the expansion programme.

Whitehaven Coal has struck a heads of agreement to extend its JV agreement with Idemitsu Australia Resources as the companies seek to expand the Tarrawonga and Boggabri open cut mines in NSW.

Meijin Energy, China based, is reportedly advancing a 30-60Mtpa thermal coal project in the Galilee Basin – a region already crowded by major projects and subject to question marks over possible rail and port infrastructure.

Perilya will begin a scoping study on its Flinders Ranges project in SA after releasing a maiden high-grade zinc resource for the North Moolooloo deposit.

Sherwin Iron’s Roper River iron ore project is on target for first production in 2014 after a scoping study found the project to be financially and technically robust.

OZ Minerals has completed its $235M acquisitions of Carrapateena’s copper-gold project in SA.

The Port Bonython deepwater export facility is advancing following news the SA Govt has granted the Spencer Gulf Port Link consortium the rights to undertake an EIS on the project.

Xstrata Coal is seeking Fed Govt environmental approval to more than double production at its Rolleston open cut mine in up to a rate of 20Mtpa.

Abbot Point coal terminal massive $6.2B upgrade of the four additional coal terminal has been announced by the Qld Govt which will provide an extra yearly capacity of 120Mt. Interesting this was announced shortly after the purchase by Adani Group.

SA is set to have its first multi-user bulk shipping port facility including a floating harbour following the signing of an agreement between iron ore explorer IronClad Mining and Sea Transport Corporation.

Centennial Coal is seeking Fed Govt environmental approval to extract two more longwall panels and increase production to 4Mtpa the Angus Place mine.

Gindalbie is currently in negotiations over the contract to mine the larger magnetite deposits at Karara, which have a JORC resource of 2,518mt. Initial production is expected to hit 8mtpa.

Mt Arthur Coal Consolidation Project approx $1B, will be handled in house instead of utilising an EPCM like Bechtel.  

SG Partners Sales Tip  

Think about this question: ‘To respect your time, what outcomes from this meeting would mean this time spent together was of value?’

The answer is basically giving you the way to sell them> Think about it. I dare you to use it.

General Construction, Energy and other Interesting news

Ongoing expansion of Australia’s mining industry is set to drive growth across engineering construction in the coming year, yet industry warns of supply pressures and a weakening in commercial construction. The latest Australian Industry Group/Australian Constructors Association Construction Outlook survey shows the total value of engineering and commercial construction work will lift by 9.1% in 2011 and 11% in 2012.This follows a rise of 4.4% in 2010.Engineering construction is expected to experience the strongest growth with an anticipated lift of 12.5% in 2011 and 13.1 % in 2012.That amounts to an estimated $82.5B of private sector work in 2012, which is more than double the level six years ago.

Construction will start next year on a landmark solar thermal power plant at Chinchilla, after the Fed Govt committed $464M. The 250MW gas hybrid plant is part of Queensland’s Solar Dawn Project, and once complete will be one of the world’s largest and most greenhouse-friendly renewable energy projects. The Solar Dawn project is being led by AREVA Solar.

Rio Tinto Group, recently said that it will double its procurement of goods in China to reach $USD1B this year, further highlighting long term collaboration with the world’s largest iron ore consumer. Mr Scott Singer Rio Tinto’s global head of procurement at a signing ceremony with the State owned Xiangtan Electric Manufacturing Corporation said that “In 2011, we expect to spend over $USD1B in raw material, marine freight, operational and capital goods in China.”

Under the agreement, the first such deal for a Chinese manufacturer to export 4 haul trucks, XEMC will deliver four trucks to Rio Tinto’s Pilbara project. The company started procurement in China in 2003 and spent USD 500 million on manufacturing goods in 2010. Mr Singer said the growth in procurement is due to Rio Tinto’s business expansion, and he expects the group to make more purchases in China next year. The XEMC trucks are scheduled to be operational at the Tom Price mine in Pilbara in early 2012. Mr Tom Palmer chief operating officer of the Pilbara Mines said that “For Rio, it’s our first contract with a Chinese manufacturer for the supply of mining equipment, and it’s also the first time that we will receive customized fit-for-purpose trucks that we can put straight to work in our mines.”

Penrice Soda Holding, the only manufacturer in Australia of soda ash, has struck a deal with industrial giant GE to offer the coal seam gas (CSG) industry a process to remove brine from its wastewater and produce saleable chemicals as a byproduct. The Consortium Agreement focuses on building demonstration plants to commercialise novel technology developed by Penrice.

QR NATIONAL has won a contract worth $900M over 10 years to transport 10Mtpa of iron ore from the Karara mine, giving the Queensland rail haulier a decent foothold in the west. The contract, for producer Gindalbie Metals, ramps up on a staged basis from January to May 2012. Under the deal, QR National will spend $200M on new locomotives, wagons and upgraded administration facilities at the Narngulu East facility near Geraldton.

Pacific National (PN) is set to invest more than $150M into the construction of four new train maintenance and provisioning facilities at Nebo, Waitara, Dysart and Callemondah in Qld. The new state of the art train provisioning facilities will support the company’s coal haulage operations on the Goonyella, Blackwater and Newlands rail systems. Pacific National chose Abigroup to deliver the civil infrastructure and manage the scope of project works, including co-ordinating the design and construction.

Asciano has secured a long term coal haulage contract with BHP Mitsui Coal. Commencing January 2013, the deal will see Asciano move up to 4.2Mtpa using the northern missing link which will connect the Newlands and Goonyella coal systems when the project is complete in early 2012.

QR National has begun laying railway track on the Northern Missing Link in Central Queensland, marking a pivotal milestone in its signature $1.1B Goonyella-to-Abbot Point (GAP) expansion project.

Japanese steelmakers are closer to settling on a hard coking coal price of $US315 per tonne free-on-board for the September quarter, according to analysts from Goldman Sachs. 

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

We are currently searching for:-

  • Sales Engineer, Perth, Conveyor systems
  • BDM, Perth, Motors and Drives
  • Account Manager, Mackay, OEM Mobile Equipment
  • Internal Sales Co Ord, Brisbane, OEM Mining Equipment
  • BDM, Brisbane, Hydraulic Reclamation services
  • Program Implementation Manager, Brisbane, Fleet Maintenance Systems

Want great consistent sales people, people who hunt, qualify and CLOSE – call 07 3852 5454 or recruitment@sgpartners.com.au 

Mining Equipment and Services News

Transfield Services has been awarded preferred tenderer for a new $66M contract with Alcoa of Australia to provide maintenance services at its Pinjarra aluminium refinery in WA.

GR Engineering Services has won a $360M EPC contract on Moly Metals’ Spinifex Ridge molybdenum-copper project in WA

Emeco plans to invest $165M in mining equipment over the next year, driven by a healthy full year profit.

Ausdrill has been awarded a swag of new drilling and explosives contracts worth $84M.

Thiess has won a $222M contract extension to continue operating Peabody Energy’s vast Wilpinjong thermal coal mine in NSW until the end of March 2013.

Dingo, maintenance software provider, has won a large contract with Anglo American Metallurgical Coal rolling out Dingo’s Condition Based Asset Management program to all of its mines in Qld.

Sedgman has scored a procurement contract worth $30M with Maules Coal, a subsidiary of Aston Resources.

Monadelphous Group has announced $200M worth of maintenance and construction contracts for resource giants including Rio Tinto and BHP Billiton.

Orica reported a first-half profit of $264M, up 5% on the previous corresponding period. Mining services and chemical operations were among the stronger parts of the group with the Minova division the big disappointment of a 16% fall in earnings.

Cardno says it expects to report an after-tax net profit for the year ending June 2011 of $57-59M, an increase of 51-57%

Ausenco has being awarded a FEED contract for the Constancia copper project in Peru, owned by HudBay Minerals, the current cost of the development is estimated to be $861.8M.

Brierty has been awarded the mining contract for Gindalbie Karara hematite deposit to. It is valued at $185M over four years. Brierty will mine direct shipping ore from the mid-west WA site, with activities set to commence in June. The company is responsible for drill and blast, load and haul, crushing and screening, road haulage and train loading. Initial production of hematite is expected to hit 2mtpa by 2012.

Marketing

If 7% of effective communication comes from words, how much effort is put into utilising persuasive language within tender and quotations responses?

SG Partners offers:-

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

Please do not hesitate to contact us if you want to grow your revenue NOW.  www.sgpartners.com.au

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