Synopsis
This report provides a
detailed analysis of customer preferences in the Asian mining sector,
focusing on the factors that influence purchasing decisions and the
performance of major equipment suppliers. The analysis is based on
Timetric’s extensive survey of 1156 mine managers, procurement
managers and other key decision-makers.
Areas
of analysis include:
- Customer priorities when buying mining equipment, with ratings of the importance of 16 separate factors for customers when choosing mining equipment, including cost factors, supplier attributes and product attributes.
- Ratings of existing suppliers across the same factors, identifying best-performing suppliers and how well suppliers performed versus the importance of each factor.
- n-depth analysis of the major suppliers, Caterpillar, Komatsu, L&T and BEML, including their overall performance ratings and their ratings for each of the factors relative to its importance.
- Rankings of the leading suppliers for each equipment type, with respondents indicating who they viewed as the top suppliers in Asia for trucks, excavators, loaders, shovels, dozers, drills, continuous miners, engines, tyres, pumps and mining software.
- Insight into the likelihood of switching supplier and key action points for suppliers for product and service improvements required.
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Executive
summary
Overall
trends in the data revealed:
- Customer priorities in supplier selection are product quality and availability of parts
- Suppliers perform well, but have lower levels of satisfaction in key areas
- L&T received the highest average satisfaction ratings, with Caterpillar considered the leading supplier for most categories of mining equipment
- ccount managers make a significant impact in the selection process, alongside suppliers' reputation
- Customers in Asia are happy with their current supplier but are open to change in the long term
- roduct quality was the stand out area identified for improvement
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Scope
The
survey is based on responses from 115 senior managers and decision
makers at operating Asian mines, responsible for the purchase of
equipment for plant and mine operations, along with its consumables.
Survey respondents came from 7 different countries: India, Indonesia,
the Philippines, Pakistan, Vietnam, Mongolia and Thailand. This
included 6 different commodity groups and a range of surface and
underground mining operations.
Reasons
to buy
- Identify key areas for differentiation by understanding what factors most influence choice of supplier
- Target product and service improvement areas based on where mining equipment suppliers are currently underperforming relative to customer expectations
- Develop successful sales and marketing strategies through an understanding of the leading competitors and their strengths and weaknesses.
