The decision by FLSmidth’s South African business to reshape the way it serves its customer base underpins the company’s belief that greater end-user engagement with OEMs like itself will ensure improved operational performance at plants.
Terence Osborn, commercial manager Minerals Sub-Saharan Africa, at FLSmidth (left); and Roy Hazell, Head of Sales Sub-Saharan Africa, at FLSmidth (riight).
Terence Osborn, who recently assumed the role of commercial manager of Minerals Sub-Saharan Africa at FLSmidth, says that the introduction of appropriate new technology through skilled applications consulting will facilitate a reduction in operating costs for customers.
Osborn, together with Deon de Kock, FLSmidth country manager and VP for Minerals Sub-Saharan Africa, has been instrumental in identifying opportunities where the company’s teams will be able to add value to customers across the African continent.
“Customers in Africa have access to FLSmidth’s vast portfolio of quality technology solutions, and with skilled people on the ground we are more than capable of effectively assessing individual application requirements,” Osborn says. This includes collaboration on greenfields as well as brownfields projects, and working with customers to optimise existing operations.
“FLSmidth has the technologies and capabilities, and it is about leveraging the in-depth experience and expertise resident in our global organisation and applying appropriate technology solutions.”
FLSmidth's F900 HPGR unit with drive train during installation.
Through the new initiative, access to FLSmidth global product experts will be easier, and a more cohesive customer experience will be provided. This will also allow interaction with highly-proficient technical personnel and engineers, enabling a best practice technology solution to be provided for any given application.
In addition, the company intends making its presence felt across Africa through greater customer contact and interaction. De Kock says this will include FLSmidth personnel on the ground as well as local representation. The company will also focus on growing indirect distribution channels through the appointment of dealers and distributor networks, where applicable.
As a result of these changes Roy Hazell recently joined FLSmidth as head of sales for Sub-Saharan Africa. Hazell brings more than 30 years’ experience on large project in Africa, with 17 of these having been in mining, to the already solid pool of local expertise.
Focused on new solution selling, Hazell says that it is most important that the company takes the time to actually listen to customers’ needs. “Our focus must be external and driven by the customer application requirements,” he says.