COMMINUTION Meeting mining trends The key to bountiful business Sandro Scherf, CEO of mobile crushing specialist Pilot Crushtec International, may admit that business has been less buoyant over the past year but remains optimistic about 2014 and the future. This is thanks to a well thought out strategy aimed at meeting the mining sector’s evolving comminution needs, locally and internationally, writes Laura Cornish. “T here are always benefits to be gained from a less resilient mining cycle which we have been experiencing over the last year or so,” Scherf starts. “For Pilot Crushtec International, it means really focusing on our customers, ‘upping’ our service levels and improving our after-sales support. There is always room for improvement in this area and we have been focusing heavily on this.” “With the weaker rand our business vision has focused more on South Africa.We do not see it as an alternative business option by comparison with Africa, but still an equipment supply and service destination of choice. The country will always remain a significant business contributor and something we place great emphasis on at Pilot Crushtec International.” The company has also spent the last 18 months ensuring its business is capable of meeting the emerging trends and evolving needs of the sector. Scherf is referring specifically to the demand for bigger machines, specifically in the mobile range of equipment (300 – 400 tph). This was the primary driver for the company’s distribution agreement with Sandvik Construction to include its large-scale mobile crushing units, effective from October 2012. “The South African mining sector remains the largest purchaser of our Sandvik crushers. Since signing the agreement, we have sold more than 60 machines. This alone is proof of the demand for large-scale, heavy duty, mobile crushing units. We are passionate TwisterTrac VS350, Pilot Modular MC600, 13 m conveyor running at full steam about the Sandvik brand, we are building it and we will make it the number one product in mobile crushing and screening,” Scherf emphasises. Mobile crushers account for about half of Pilot Crushtec’s business at present. It is this grounded philosophy and market strategy which has seen the company grow, despite repressed mining market conditions. Investing in its equipment to make it more efficient and cost effective in terms of cost per tonne carries equal weight and emphasis internally. Looking ahead, Scherf is ensuring the business is equipped to take advantage of mining business generating from the African continent. “We have dealers in Namibia and Tanzania, but we are taking this a step further, and have the intention to establish a more permanent presence in some of the bigger business generating regions,” Scherf explains. The company’s commitment to regionalise its sales service has achieved significant results locally, A Sandvik QJ341 mobile jaw crusher feeding into a Sandvik US440i mobile cone crusher with the final product being screened by the Sandvik QA451 triple deck screen 78 MINING REVIEW AFRICA ISSUE 3 2014 with representation in Durban, Cape Town and the Eastern Cape. The company may look to establish a local office in Zambia, from which it will service its customer base, extending into the Democratic Republic of Congo. “It makes sense to do this in a joint venture, possibly with a local partner. We want to establish a bigger, more permanent footprint in Africa, and this is definitely the start of what we consider to be a highly successful five year strategy, coupled with a larger international presence in general.” MRA WHAT THEY SAID Safety procedures cost a lot of money for the service and supply industry. We need a standardised or centralised system across mining operations which will prevent time and productivity loss caused by safety training and inductions. We understand the importance of it, but all parties would truly benefit from a collaborative effort in this area. Sandro Scherf, CEO of Pilot Crushtec International