HOW TO RUN QUARRY PROJECTS

CORRECTLY!

1. INQUIRY ( START )
1.1 Inquiry directly from the customer
1.2 On the recommendation of a real customer
1.3 Tender
1.4 Political contacts
1.5 Active sales men are looking for projects! ( Travelling and
visits )
A active sales structure is the most important way to be
successful and to get involved into many projects!
You cannot sell machines just from your office!
( Some ideas about effective sales structures and experiences ! )

2. CONTACT
Meeting with the customer ( office, quarry, recycling place )
2.1 Presentation of the company
2.2 Presentation of the products ( brochures, technical information ;
CD with movies )
2.2.1 General comparison mobile equipment – stationary plant
( Benefits about mobile machines against stationary systems ! )
2.3 Checking the application
2.3.1 What is the general need of the customer? What kind of business
he is entering?
2.3.2 Existing analyses of material and test reports
2.3.3 Take samples of the material! Check the general conditions!
Check exactly the use of the end-material and needed end-fractions!
Check the maximum oversized content of the end-fraction!
Check the maximum flacky content of the end fraction(s)!
Check the required capacity per hour or year! ( for the right choice of
the
machines and for the economic calculation  PROJECTING )

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 Ask further basic data for the economic calculation:
- Costs for excavator and operator per hour
- Costs for loader and operator per hour
- Costs for operator
- Costs for fuel per liter
- Costs for drilling and blasting per ton
- Additional transport costs per km and hour ( truck + driver )
- Selling price of the material per ton
2.4 Ask about the finalization of the project and the possible start
up!
2.5 Check roughly the way of financing ( self inside financing or
outside financing )

3. PROJECTING
3.1 Lab analyse of the material ( LA, Crushability, Comprehensive
strength, Sio2 content,)
3.1.1 Wear analyse ( costs per ton )
3.2 Choosing of machines
3.2.1 Primary – Secondary – Tertiary – Screeners
3.2.1.1 Choosing of the right components on the machines!
( Grizzly gap, Water spraying system, Volume measuring
system, Air compressor, Mesh sizes,…)
3.2.2 Calculation of required screening surface
3.2.3 Layout plan and drawings for visualization of the total plant
3.2.4 Calculating the percentages roughly of each fraction with
background support of
sales manager!
3.3General economic calculation for single machines and total plant
( Demonstration of the “Economic calculation program” )
3.4Offer
3.4.1 What should a offer look like?
3.5Checking the basic financial situation of the customer( In
Austria over KSV )
( How to avoid problems of payments? Experiences and Examples )
3.5.1. Different ways of checking the financial potential of the customer

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3.6Finalization of the major projecting!

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4. PRESENTATION AND NEGOTIATIONS WITH THE
CUSTOMER

4.1 Presentation of the technical offer

4.1.1 Technical discussion should not include any price negotiations!
4.1.2 Processing point of view should be clarified

4.2 Presentation about the general benefits for the customer

( “Be a partner not only a buyer”)
4.2.1 Support about quarry management!
4.2.2. Offering of 2 different kind of start ups ( BASIC – ADVANCED ! )
4.2.2.1 Basic start up: max. 3 days start up of the machine
4.2.2.2 Advanced start up: Extended start up should be market as
an additional work what is included!
( Overview about content of advanced start up )
4.2.3 After sales service and spare parts support – 24 hours – Ability of
service men and parts!

4.2.4 Presentation of reference list and general world wide sales list

4.2.5 Invitation to reference plants locally or in other countries!

( To stay several days in a other country will help to build up a relationship )
4.2.6 Technical benefits
( Generally and about each machine! )
4.2.7 Promptly delivery time!

4.3 Presentation of the general offer and prices!

4.4 Warranty
4.5 Discussions about financing!
4.5.1 Cash money or long term financing!
4.5.1.1 Long term financing: Payment conditions, Bank letter of
guarantee, Export financing over Austrian control bank

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4.6 Additional values like water pump, set of hammers or jaws, 250
hour service,
1000 hours service package,….

4.7 Competitors discussion!

4.8 Trial period, Renting from existing customer,

4.9. Contracts and penalties!
4.10. Price reduction
4.10.1. General price reduction limit and bottom price
( Discussion about these possibilities and needs! )
4.10.2. Strategic sale!
( When is it necessary? What is a strategic sale? ) Examples : Covering of
market, Penetration of new market, Avoiding penetration of a competitor,
Expectation of further profitable sale ,Win-win situation for both parties,)

4.11. Last offer

4.12.. Decision

APHORISM:

WE ARE SELLING COMPLETE SOLUTIONS AND NOT ONLY

MACHINES!

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