7 / 64
5
CONSTRUCTION WORLD
MARCH
2015
MARKETPLACE
The Jet Park-based business was judged to be the top performer in
two categories. Firstly, it was recognised as Sandvik’s best distrib-
utor in terms of marketing support and, secondly, for a remarkable
aftermarket sales performance in 2014.
Pilot Crushtec International has achieved this recognition, whilst still
being a relative newcomer to marketing Sandvik products. CEO Sandro
Scherf concluded the distribution agreement with Sandvik as recently as
October 2012, and his company’s performance was judged against stiff
opposition in the form of nearly 75 other distributors from almost 50
countries around the globe.
The panel of judges, drawn from Sandvik management, praised the
South African company for its approach to promoting Sandvik mobile
products and for its effective use of social media channels.
The nature of risk management is in-depth
analysis to inform decision-making and
ensuring the client understand that the
outputs of these robust and detailed anal-
ysis methodologies are paramount.
“We align our riskmanagement solutions
with international best practices and, while
some clients have embraced risk manage-
ment as a part of their project design, there
are still many clients who require additional
edification in order to fully understand the
value that risk management brings to a
project – particularly large projects. There
are a number of risk assessment methodolo-
gies available in the market, but determining
the most appropriate methodology can be a
complex process in itself,” explains Van Wyk.
Ultimately, it is imperative to use the
correct application of risk management
commensurate with the context and nature
of the project to ensure the value added
is immediate and accurate. Aurecon uses
several methodologies and tools that are
globally accepted to assess and evaluate
potential risks.
“Ideally, all clients would appreciate
the necessity of including risk assessment
and management plans during the design
phase of a project. Not only does this
make a risk management consultant’s job
easier, but it provides clients with the tools,
insights and contingency plans they need to
gain maximum benefit from our services,”
adds Van Wyk.
Risk management
in an ever-changing
environment
An additional challenge is providing a
comprehensive risk management solution
to clients who operate in an ever-changing
economic environment. Van Wyk explains
that the complexity of large projects
has skyrocketed over the past few years,
leading Aurecon’s team to find ways of
continually applying and adapting interna-
tional best practices to new challenges that
confront its clients.
“Many of our clients operate in environ-
ments that change at a quick pace and one
of the key challenges that a risk manage-
ment solution needs to address is the level of
uncertainty that clients face. One of the core
benefits of investing in risk management is
that it brings forward a more accurate view
on the level of uncertainty at a given time,
which means decision-making is made
easier in light of the information gleaned
through robust assessment and evaluation,”
says Van Wyk.
Clarifying expectations
and meeting clients’
needs
Aurecon’s unique approach to risk manage-
ment ensures that cutting-edge solutions
are applied to each client’s project. Besides
using the latest tools and techniques,
successful risk management solutions are
ensured through the thorough analysis of
each project’s risk management needs, as
well as making sure that a client’s exposure
to various risks are fully understood right
from the outset of a project.
“Our initial sessions with our clients
lay the vital foundation that is needed for
successful risk management projects,”
comments Van Wyk. “During this session,
we are able to wrap our heads around what
a client needs, clarify their expectations and
match innovative risk management method-
ologies to their project. In order to close the
gap between differing levels of risk maturity,
we use international best practices coupled
with building a solid relationship, based on
understanding the client’s expectations, to
ensure service delivery is appropriate to the
nature and scale of the project.”
No longer a ‘nice to have’
Instead of seeing risk management as a ‘nice
to have’ on projects, an increasing number
of clients realise that not only their projects,
but their entire business philosophy, needs
to be risk averse. In light of this, businesses
are adopting a risk-centric business philos-
ophy which entails proactive measures to
harness opportunities through sound princi-
ples of risk management.
“Instead of hoping for the best, leading
companies know that they need to measure
their risks in each phase of the project life
cycle. This type of preparation leads to
progressive and informed decision-making,”
adds Van Wyk.
As a company, Aurecon is exposed to
some of the largest projects in the world,
providing the experience that is needed
to bring exceptional and complex lessons
learned to new projects and teams. While
the latest methodologies, models and
tools are important, it is the intellectual
property, engineering excellence and under-
standing of operational and project risk
management that sets the company apart as
leading risk consultants.
“All of the standards, systems and tech-
niques can be in place, but without the years
of experience in risk management, none of
these will add the kind of value that a client
needs from an internationally leading risk
management team. Partnering with an expe-
rienced risk consultant is key to ensuring a
project succeeds,” concludes Van Wyk.
TOP GLOBAL AWARDS
Pilot Crushtec International’s reputation as a
world-class supplier of crushing and screening
equipment received a global endorsement recently
when the company was honoured at Sandvik
Mobiles’ 2014 Distributor Awards.
Sandro Scherf (RIGHT),
CEO of Pilot Crushtec
International, accepting
the award for Best
Marketing Support from
Eugene Lyons, global sales
director, Sandvik Mobiles.
Special mention was made of the success
Pilot Crushtec International has achieved in
endowing Sandvik with a vibrant media person-
ality in both local and international publications
as well as on the company’s website.
The prize for best aftermarket sales perfor-
mance was particularly noteworthy as it was
based on sales volumes, something Sandvik
regards as especially significant in view of the
relatively short time in which the two compa-
nies have worked together.
During the course of the ceremony held
at Northern Ireland’s prestigious Slieve Russell
Hotel, Sandvik Mobile’s global sales director,
Eugene Lyons, described the association
between the two organisations: “We share
a very open and honest relationship with a
mutual focus on the needs of the end-user.
Pilot Crushtec International’s marketing in this
industry is truly world-class and is an example
to all other dealers on how they, themselves,
should market.”
>