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Ähnlich wie MineStar — Integrating MineStar offerings into your deal _ Annette Slyman, John Deselem.pptx
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MineStar — Integrating MineStar offerings into your deal _ Annette Slyman, John Deselem.pptx
- 1. Caterpillar: Confidential Green INTEGRATING CAT MINESTAR INTO YOUR DEALS ANNETTE SLYMAN & JOHN DESELEM | MINING SALES UNIVERSITY July 2018
- 3. Caterpillar: Confidential Green 3 CAT MINESTAR & THE MINING VALUE CHAIN
- 4. Caterpillar: Confidential Green 4 CAT MINESTAR OFFERINGS DESIGNED TO EXTRACT VALUE
- 5. Caterpillar: Confidential Green 5 • Works with all types of assets and equipment • Integrates with your operational ecosystem • Shares data seamlessly with other MineStar solutions BENEFIT FROM OUR INTEGRATED MINESTAR SOLUTION MEASURE MANAGE MAXIMIZE
- 6. Caterpillar: Confidential Green 6 CAT TECHNOLOGY VALUE IMPROVED PRODUCTIVITY IMPROVED UTILIZATION ENHANCE SAFETY & REDUCE INJURIES ADVANCED ASSIGNMENTS AND DYNAMIC BLENDING IMPROVE SERVICE & MAINTENANCE OPTIMIZE USE OF PEOPLE
- 7. Caterpillar: Confidential Green 7 MINESTAR FLEET DELIVERS MEASUREABLE RESULTS IRON ORE MINE – WESTERN AUSTRALIA Metric Best Practice Baseline Achieved % Improvement Tonne EFH/Operating Hour >3800 2200 5400 145% Queueing Time <.5 truck 1.1 0.35 68% Mean time between fueling >24 hrs 13.3 26.1 96% Shift change (first/last hr tons) >85% 73% 83% 14% Payload accuracy % of target >90% 74% 86% 16% Cycle Recording or Editing <5% 100% 5% 95%
- 9. Caterpillar: Confidential Green 9 CAT COMMAND VALUE BY THE NUMBERS 44% CYCLE TIME IMPROVEMENT UNDERGROUND 25% PRODUCTIVITY INCREASE DRILLING 30% PRODUCTIVITY INCREASE HAULING DOZING 15% PRODUCTIVITY INCREASE
- 10. Caterpillar: Confidential Green 10 PEOPLE + PROCESS TO REALIZE TECHNOLOGY BENEFITS PEOPLE PROCESS + + TECHNOLOGY + Process map the current and future states to fully understand the magnitude and impact of the proposed change Driven by Site Leadership with engagement of all stakeholders Application of technology to realise the benefits of improved safety and sustainable cost reduction
- 11. Caterpillar: Confidential Green 11 TECHNOLOGY – FROM THE CUSTOMERS’ PERSPECTIVE Does technology help the customer: • Make more $$ • Enhance Safety • Improve Productivity • Is the customer capable of change? • Can the customer capture the value? Articulate the value and how it will be achieved to create a trusted advisor customer relationship. WHY? HOW? SALES SUCCESS
- 12. Caterpillar: Confidential Green 12 HOW TO SELL TECHNOLOGY (OR ANYTHING) TEACH Understand your industry, competitors & customer TAILOR Develop a business case around customers’ challenges TAKE CONTROL Engage in a structured commercial process to demonstrate value
- 13. Caterpillar: Confidential Green 13 TEACH: KNOW YOUR COMPETITION WHO ARE THEY: • Modular • Wenco • Jigsaw • Guardvant, • ASI • Flanders • STATUS QUO HOW ARE WE POSITIONED: • What are we better at? • Where do we have gaps? • Price • Support • Training • Velocity to Market • Experience • Industry Expertise
- 14. Caterpillar: Confidential Green 14 CAPABILITY TECHNOLOGY PROVIDER OTHER OEM FLEET PRODUCTION SYSTEM VERY BASIC SIMPLE ADVANCED ASSIGNMENT OPTIMIZATION MANUAL -TOUCH MANUAL – FIXED DYNAMIC BLENDING & ORE CONTROL NO YES – LIMITED ORE CONTROL YES INTEGRATED SYSTEM NO PARTIALLY YES RETROFIT CAPABILITY SOME SOME YES SUPPORT STRUCTURE LIMITED MATURING, DEPENDS ON REGION YES IMPLEMENT & DEPLOY NOT SCALABLE DEPENDS ON OFFERING GLOBAL MINING EXPERTISE MINIMAL SOME SIGNIFICANT TECHNOLOGY OFFERINGS DELIVER PROVEN RESULTS OUR CAPABILITIES EXCEED COMPETITIVE OFFERINGS
- 15. Caterpillar: Confidential Green 15 MANAGING CUSTOMER EXPECTATIONS • What can we do? • What are we NOT going to do? Scope Risk Customer Delivered Items Development Requests Timeline Experience Capability
- 16. Caterpillar: Confidential Green 16 TAKE CONTROL: COMMERCIAL PROCESS Opportunity Identified Mutual decision to proceed to next step – C- Suite Level Draft a project charter NDA in place Knowledge sharing workshop Site Assessment Identify Prelim scope & value prop Execute MOU Execute Definitive Agreement Workshop to explore operations & mine planning Create hi-level project plan Define scope, deliverables, resources, scale & timing Use Case Development Develop commercial elements Development of customer required functionalities Regulatory approval Mine Planning Change Mgmt Assign the build team & execute PM plan Install technology & comm infrastructure Commission trucks Training MGPP for other sites Plan for Site Expansion? Transfer of knowledge / process Transition from the build team Execute & Deliver Measure KPIs Commercial Pre-Feasibility Feasibility Explore Replicate BuildImplement Run Development
- 17. Caterpillar: Confidential Green 17 ROLES & RESPONSIBILITIES – WHO DOES WHAT? • Dealer, MTES, CGM Region • Varies by MTES product based upon: • Capability • Experience • Offering Complexity • Customer type
- 18. Caterpillar: Confidential Green 18 COMMERCIAL RACI – MINESTAR COMMAND Commercial Activity Responsible Accountable Consult Informed Lead Generation All All All All Initial Presentation MTES MTES Dealer Region Project Roadmap Execution MTES MTES Dealer Region Deal Team Lead* Dealer Dealer Region, MTES Commercial Proposal MTES MTES Dealer Region OEM Proposal Strategy MTES MTES Region, Dealer Agreement Negotiations MTES MTES Dealer Region Final Comm’l Agreement MTES MTES Dealer Region Post Sale Activities MTES MTES Dealer Region
- 19. Caterpillar: Confidential Green 19 EXAMPLES OF SUCCESSFULLY ENGAGING MTES IN DEALS Monsanto/Degerstrom NextGen MineStar Detour Gold and IAM Gold Fleet, Terrain, CMD for Hauling Newmont Cripple Creek Fleet, Terrain AngloAmerican Quellaveco Machines, Support, CMD for Hauling Teck Highland Valley Copper Fleet, Terrain, CMD for Hauling B2Gold Health, Terrain, Fleet BUMA Equipment, Health, Terrain, Fleet BMC Poitrel & South Walker Creek Health, Terrain, Fleet CP Mining Health, Terrain, Fleet Vale Brucutu Equipment, CMD for Hauling Newmont Surinam Equipment, Fleet, Terrain Lydian Amulsar Equipment, Fleet, Health
- 20. Caterpillar: Confidential Green 20 SUMMARY Focus on Delivering Value • Technology can deliver 5-35%+ improvement in KPIs • Cat Mining Technology is a broad set of offerings = something for every customer • Actively pursue the business in your territory - Market development, lead generation, lead qualification • Performance Matters – drives the next sale New Offerings = New Customers • MineStar Fleet next generation • MineStar for Underground (Minetec partnership) • Proximity Awareness V2X • Command for Dozing – Semi-autonomous Tractor System (SATS) • Command for Underground – MXZ • Command for Hauling – competitive trucks and full range of Cat OHT Technology Business Landscape is Evolving • Cat and Dealer partner to execute based upon capability
- 21. Caterpillar: Confidential Green CAT TECHNOLOGY PROVEN PERFORMANCE. IMPRESSIVE RESULTS.
Hinweis der Redaktion
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Improvements an iron ore mine in Western Australia has been able to achieve with the help of MineStar Monthly trend tracking of key metrics is used to actively pursue continuous improvement and compare to best practices Tonne EFH/Operating hour – reduced unproductive stopped and travel Queueing time – used extra time to reduce hang time Fueling - gained an extra 7 days of production per year Payload accuracy – less damage to machines and less cycles to move the same amount of material 110 to 54 trucks
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Example – customer capable of change…. Operational involvement vs. procurement or a project team.
- Example – customer capable of change…. Operational involvement vs. procurement or a project team.
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- A proven system Unlike many of our competitors, in particular those technology companies that are outside of the mining industry, our autonomous haulage system is proven to be reliable and robust. Reliability is the best in the market — over 99 percent. The results it delivers are proven, as well. Proven safety record Command for hauling has a proven safety record — zero lost time injuries moving over 800 million tonnes in the past five years. We drive a culture of safety and reduce exposure and severity which leads to continuous reduction of near misses and lost-time injuries. Our autonomous trucks pay more attention and act faster than miners, reducing exposure and severity. Proven capacity and scalability While competitive systems are limited to a set number of trucks and support assets, Command for hauling is able to accommodate 300+ machines in the autonomous work zone. Leveraging common architecture and hardware to accelerate development Key Design Features Commonality with autonomy-ready architecture and components Maintain Komatsu systems where possible Leverage TORC hardware and supporting utilities for tight coupling with base machine systems and clean integration
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- Benefit from our fleet management solution Measure – manage – maximise your operation Works with all types of assets and equipment from different manufacturers Integrates with the rest of your operational ecosystem Upstream with planning tools Downstream with the crushers Interfaces with ERP systems Shares data with other MineStar solutions
- The bottom line on Cat Command: It works and we can prove it. Underlying technologies have delivered years of reliable performance on mine sites worldwide. Deep integration delivers smooth, precise, predictable control from all Cat Command systems. Today, we’re refining and adding capabilities for use across all kinds of operations.