Search
Saturday, 19 January 2019

Welcome to OZ METS Hub

The one-stop solutions shop for all your mining needs. Featuring the best Mining Equipment, Technology and Services (METS) available in the world today.

Powered by Austmine, Australia’s leading METS industry association, OZ METS Hub is where you can find the most innovative, cost effective and value-adding mining technologies, equipment and services.
 
Find out about Austmine membership

 

Mining Solutions

Companies featured provide a wide range of solutions from asset management to ventilation equipment and water technologies. You will find information on small, agile tech start-ups, offering breakthrough innovations to well-known multi-national players with vast experience and a wealth of knowledge.

Improve Productivity

Whether your mining operation is open cut or underground, a block cave or a longwall, coal, iron ore or gold, there are companies who can help you improve productivity, reduce life-cycle cost and drive efficiency. All companies provide information on their capability, global reach, latest products and more.

Mining Industry News & Events

METS vs Mining: Is there a Winner?
Austmine Limited

METS vs Mining: Is there a Winner?

written by Michael Lang, Managing Director, SG Partners

I have heard many times METS organisations complain about mining companies wasting the METS time.

Sounds to me like the all the blame is placed squarely and unfairly onto the mining companies.

If a METS organisation was to reflect on what they are doing when engaging with their potential client, perhaps they could create a different outcome.

For instance, as a METS company, are you targeting the right mining company with what your organisation is offering? There are some mining companies out there that are more open to innovation than others, some that are more focused on certain improvement aspects than others, and there are some mining companies that have a clear strategy of how, when and what they want to improve.

Recently at the Austmine METS Innovation day the mining organisations present clearly stated that its not necessarily about the innovation uptake, it’s about what they were focussed on as priorities to maximise their shareholder returns.

As an example, (refer to the below diagram from BHP), if we are in the conveyor industry, New Conveyor technology is relatively mature. i.e. well developed robust, incremental with relatively high ROI project but overall commercial impact (compared to size of enterprise) does not put the business at risk. Furthermore it’s not for every site within the organisation.

Autonomous Mining potentially has a far higher impact commercially, across many sites -  meaning a risk / higher reward strategy.

After speaking with Frans Knox, Head of Production at BHP Billiton BMA, he explained there was a missing axis on the diagram, the “z” axis which represented the prioritisation of bottlenecks. He said METS companies needed to know how their innovation/solutions fitted within this to ensure the right energy and focus was going to be applied.

Sometimes it’s the simplest questions that could save us years of heartache. Questions like:

  • In what we are discussing today, is there a defined project and what is its name, please?
  • What in the grand scheme of things is the priority for the organisation to implement such an outcome?
  • Who is the sponsor at “C” level, please?
  • Is there a timeline when this outcome needs to be achieved?
  • Can you tell me the steps within the process to get the outcome and where are you at present with these?

Furthermore, occasionally METS companies believe in their product so much they forget to or don’t understand the value of their solution to the mining company.

The mining companies can quite clearly articulate how they view the world – cost per tonne; how clearly can you articulate your solution to that KPI? Again Frans explained that he found suppliers were very poor when it came to articulating their value proposition. 

You see it’s all about Shareholder value within the licence to operate.

In this diagram below, we start to understand how our mining clients view their world. The higher you get in the food chain, the more they can articulate their focus within this framework. Once on site, their priorities will fit within this framework, it just might not be articulated in the same way.

If you want to be even more successful as a METS company, start by aligning your message with their corporate speak. It could assist in moving through the hallways and getting even better traction.

So in summary.

  • Review your Value Proposition and ensure its about them, not you.
  • Ensure everyone who engages with clients knows the VP
  • Use their words, their language which ensures they feel you are aligned with them
  • Focus on the right mining client, what their bottlenecks, their priorities?
  • Discuss their risk reward strategies
  • Ask even more questions.

I hope this helps you get an even better ROI. Of course sometimes you can get even better results if you have an external person come and help – that’s what we do at SG Partners.

Print
1543
Previous Entry Unleashing the true power of data requires empathy not analytics
Return
Next Entry IMARC 2017: James Orsulak, Director, Planetary Resources

Find Mining Technology & Services

Want information on a specific solution or challenge? Drop us a note and we’ll do our best to help you out!

Loading

News Headlines

Featured Members

OZ METS HUB FEATURES THE BEST MINING EQUIPMENT, TECHNOLOGY AND SERVICES (METS) AVAILABLE IN THE WORLD TODAY!

- OZ METS Hub

Looking to be included on the directory? Only Austmine members can be featured here,
so to learn more about how you can sign up, visit the Austmine website...

INTERESTING THINGS ABOUT AUSTMINE 2016/17

3000

EVENT ATTENDEES

25

PERCENT MEMBERSHIP GROWTH

8500

UNIQUE WEBSITE VISITORS

60000

INDUSTRY EXECUTIVES REACHED

CONTACT US

GET SOCIAL

Copyright © 2019 OZ METS Hub - Australian Mining, Oil and Gas Equipment, Technology and Services Hub Terms Privacy WonderWebs.com
Back To Top