DUBLIN–(BUSINESS WIRE)–Research and Markets (http://www.researchandmarkets.com/research/cg5rm4/winning_and) has announced the addition of the “Winning and Retaining Business in the Australian Mining Equipment Sector, 2016” report to their offering.

This report provides a detailed analysis of customer preferences in the Australian mining sector, focusing on the factors that influence purchasing decisions and the performance of major equipment suppliers. The analysis is based on the extensive survey of 100 mine managers, procurement managers and other key decision-makers.

Areas of analysis include:

– Identification of the leading equipment suppliers in Australia by equipment type

– Analysis of the key factors mine managers and other decision makers consider when choosing a new supplier

– A review of the largest suppliers in terms of performance across a range of factors that affect their customers’ expectations

– Insight into the likelihood of switching supplier and key action points for suppliers for product and service improvements required.

Reasons To Buy:

– Understand what buyers consider most important when choosing a new supplier, broken down into different customer types (e.g. underground v surface).

– Identify key areas for differentiation by understanding what factors have most influenced the final 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.

Key Highlights:

– Caterpillar is considered the leading supplier for most of its product range.

– When choosing a new supplier, ‘a trusted brand’ and ‘a previous working relationship’ are key factors.

– Account managers have a key impact on the selection process.

– Respondents remain satisfied with their current main suppliers, and satisfaction has improved since 2014.

– 87% of respondents expect to remain with their current suppliers for the next five years.

– The top three areas for improvement identified by respondents were ‘availability of parts’, ‘product quality and reliability’ and ‘ability to support cost reductions’.

Key Topics Covered:

1 Executive Summary

2 Leading Manufacturers in Australian Mining

2.1 Introduction

2.2 Market Share for Equipment Types within Australia

2.3 Caterpillar Dominates Views on Leading Manufacturer

2.4 Incumbency Doesn’t Translate to Leading Supplier Status

3 Choosing New Suppliers

3.1 Introduction

3.2 Key Factors in Choosing a New Supplier

3.3 Key Factors when Choosing a New Supplier by Current Main Supplier

4 How Suppliers Differentiated Themselves

4.1 Introduction

4.2 Relationship Managers Again Continue to be Key

4.3 Differentiation by Current Main Supplier

5 Supplier Performance and Key Success Factors

5.1 Introduction

5.2 Overall Supplier Performance

5.3 Performance by Company

6 Customer Retention and Key Improvement Areas

6.1 Introduction

6.2 Respondents Expect to Stay with their Current Supplier

6.3 Product Quality and Good Relationships are the Main Factors in Keeping Current Supplier

6.4 Parts Availability Remains a Key Area for Improvement

7 Action Points and Recommendations

Companies Mentioned

– Caterpillar

– Hitachi

– Komatsu

– Terex

– Liebherr

– O&K

– Volvo

– Sandvik

– Atlas Copco

– Joy Global

– Le Tourneau

– Tamrock

– Cummins

– MTU

– BHP Billiton

– Glencore

– Rio Tinto

For more information visit http://www.researchandmarkets.com/research/cg5rm4/winning_and