Multotec is advancing its service capability model to assist its customers to achieve and sustain optimum process performance. “It’s no longer a case of ‘make the sale and get a good night’s sleep’,” Multotec Chief Executive Officer, Thomas Holtz, says. “Today we’re closely involved with our customers for the long term, providing condition monitoring and process optimisation services for the lifetime of the plant. Our two-pronged approach is to find the right balance between equipment life and process effectiveness in each individual customer application, with the objective of reducing the cost per tonne of ore processed. In this respect, our value proposition is unique because we bundle our equipment, process knowledge and service capabilities into something tangible for our customers – a package that delivers real value in the long term.”Holtz says mining customers are challenged by the fact that no two orebodies or mineral processing plants are exactly the same and this causes nuances in the processing realm. “As a result, inefficiencies can occur in the process but we’ve built our reputation by standing by our products and solving these issues by drawing on our team’s extensive process experience. Because we’re not a one-product company, we’re able to offer broad support that takes into account the entire plant circuit.”
Multotec Group information executive, Shaugn Vorster adds that another market differentiator derives from the fact that a significant percentage of Multotec’s turnover is consumable based, which calls for the team to focus their work on the mine site rather than at mine head office or engineering house level.
“So we’re out there where the action is,” Vorster says. “Our playing field is at plant level, where we nurture excellent relationships with OEMS and mine personnel alike. We have a continuous interest on site and there is huge commitment to this arrangement. We understand our clients’ operations and are able to work alongside them to navigate the constant change confronting them.”
Vorster points out that this type of relationship stems from factors such as the skills shortage, increasingly sophisticated process technology and the remote location of many new process plants across the continent, set against the constant challenge to keep the process as efficient as possible.
“It’s really the result of a natural market progression,” he says. “Globally, companies want the best resources and partners and they will source these from wherever it makes sense to do so. In response, we’re extremely well mobilised to deliver on the need for high level resources to optimise yields, efficiencies and productivity – and to furnish this qualified support very rapidly through a team of high quality sales engineers with extensive process knowledge.”
“This so-called ‘Co-Sourced’ model works very well, because there is no need for human resources transfer and operational control remains vested in the client. The flexible, consultative approach creates a platform to identify specific opportunities that can be implemented quickly to increase efficiencies.
Holtz concludes: “We believe Multotec is an advanced process solutions company in this arena. We’ve grown aggressively in terms of our local branch network and our presence further into Africa and, in many cases, have come to be regarded as an extension of the mine’s team. Our consulting services are part of the sale and part of the maintenance environment and they are tailor-made to each application.”