Modern Quarrying January-February 2015

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AROUND THE INDUSTRY
January - February 2015 MODERN QUARRYING 31
SUPPLIER FOCUS
Rob Fawcett and Pilot Crushtec International’s CEO Sandro Scherf, at the WMA facility in Alrode.
A modular plant purchased from Pilot Crushtec International by local civils contractor Zana Manzi.
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
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
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.