Modern Quarrying January-February 2015

AROUND THE INDUSTRY SUPPLIER FOCUS

continue to work hard at all the usual aspects of the business. We are excited at this acquisition and confident that it will improve the opportunities for all involved. We are confident we can work well together in growing the market even further for Trio’s product range.” This is because The Weir Group’s acqui- sition strategy is well thought out and planned. “Strategically, we are very well aware of what we are doing and how our various products and processes comple- ment each other,”Dyer says.“We then look carefully at how to use that expertise to not only add value to the acquisition, but how it can boost our own market pres- ence which, in this instance, is the sand and aggregate sector.” He says it represents a natural pro- gression of WMA to enter the comminu- tion sector, as it is already manufacturing High Pressure Grinding Rolls, for exam- ple. “Our strength as an OEM is based on technology, products and manufacturing processes, which we will now be able to introduce to other market sectors where Pilot Crushtec International has a particu- lar advantage.” Scherf points out that, likeWMA itself, Pilot Crushtec International already dis- tributes a range of products from global OEMs. “We will continue to service all our customers as quickly and as efficiently as possible. It is important that we maintain and build on that value proposition. I am pleased that both companies share the same view that it is not just about the Trio product range. It is also about what else we can bring to the market and about

Rob Fawcett and Pilot Crushtec International’s CEO Sandro Scherf, at the WMA facility in Alrode.

sector. “We continue to hold a sizeable market share even in a mature market, as repeat business is critical for growth and allowing one to access newopportunities.” In terms of the agreement to acquire Trio Engineered Products, WMA’s inte- gration process should be relatively easy simply due to having Pilot Crushtec International on board. “I think the syner- gies we will be able to derive from this relationship will be significant,”Dyer adds. Scherf has some thoughts around additional opportunities linked to Trio, which his company hopes to exploit in the near future, and to increase sales with the assistance of WMA. www.weirminerals.com

leveraging off Weir Minerals’ engineering strengths and our intimate knowledge of the sand and aggregate sector.” An important differentiator in this regard is customer service and aftermar- ket support, which depends on flexibility and a quick turnaround time. “Our major focus at the moment is to strengthen these aspects of our business. With many repeat clients, it is not just about selling products to them, but the fact that they can pick up the phone anytime there is a problem in the knowledge that there will be someone on the other end of the line to assist them,” he adds. Dyer says a large proportion of WMA’s business is derived from the aftermarket

A modular plant purchased from Pilot Crushtec International by local civils contractor Zana Manzi.

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MODERN QUARRYING

January - February 2015