Table of Contents
Winning and Retaining Business in the European and Former Soviet Union Mining Equipment Sector, 2015
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
- Caterpillar received the highest average satisfaction ratings in nine of the 16 factors, and was considered the leading supplier for most categories of mining equipment
- Account managers make a significant impact in the selection process, alongside suppliers' ability to deliver on time
- Customers in Europe and the former Soviet Union are happy with their current supplier but almost one-third are open to change in the medium term
- Product quality and reliability was the stand out area identified for improvement.
- The report is based on responses from a survey of 100 senior managers at operating European and former Soviet Union mines, responsible for the purchase of equipment for plant and mine operations, along with its consumables. Survey respondents came from 23 different countries including: Russia, Sweden, Kazakhstan, Turkey, United Kingdom, Finland, Spain and Ukraine. This included five 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.
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