Download Today's Aggregate and Mining Solutions - Vol 3 ... - KPI-JCI
Download Today's Aggregate and Mining Solutions - Vol 3 ... - KPI-JCI
Download Today's Aggregate and Mining Solutions - Vol 3 ... - KPI-JCI
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emphasis on being physically closerto the customer to better assess thecustomer’s needs. By being in the samesocial scene <strong>and</strong> seeing situationsfirsth<strong>and</strong>, we were able to developa relationship with the customer<strong>and</strong> establish an open channel ofcommunication. This lead to a clearunderst<strong>and</strong>ing of thecustomer requirements<strong>and</strong> allowed us to developa product portfolio thatbetter met the customer’sneeds; this was a clearcompetitive advantagefor us.”In 2004, Olsen movedback to Milwaukee,Wisconsin, as presidentof Metso’s sales <strong>and</strong>service operations inNorth America <strong>and</strong>Central America. In2007, he joined SuperiorHighwall <strong>Mining</strong>, asmall manufacturer ofspecialized coal miningequipment in Beckley, West Virginia.The company was later sold to Terex<strong>and</strong> Olsen assumed the role of director,responsible for the sales <strong>and</strong> serviceorganizations around the world for Terex<strong>Mining</strong>. Shortly before Olsen joinedAstec, Bucyrus International acquired theTerex <strong>Mining</strong> division.NEW ROLE WITH ASTECAs Astec Industries’ Vice President<strong>Mining</strong> Sales, Olsen is tasked withimproving the sales <strong>and</strong> service networkto best be able to deliver the company’sservices <strong>and</strong> products to its globalcustomer base.“To join a company with a reputationfor excellent services <strong>and</strong> products thatare well suited to addressing the needsof the mining industry is an excitingopportunity,” says Olsen. “To be pairedwith a st<strong>and</strong>ard of excellence <strong>and</strong> peoplealready committed to accomplishingthe goal of quality customer service isrewarding, <strong>and</strong> I look forward to takingAstec to the next level of service.”Olsen brings an underst<strong>and</strong>ing of theglobal mining markets to his currentposition <strong>and</strong> takes from his pastexperience a wealth of life lessons<strong>and</strong> h<strong>and</strong>s-on expertise. An example isOlsen’s experience at Superior Highwall<strong>Mining</strong>. He was recruited to take abusiness that was Appalachian-focusedJohn Olsen is Astec Industries’ Vice President <strong>Mining</strong> Sales <strong>and</strong> brings a strongcustomer-service focus to current mining operations.<strong>and</strong> build its international business. Thiscompany made highly specialized coalmining equipment for a niche market.After making some changes in the goto-marketstrategy <strong>and</strong> focusing on themajor coal mining markets, the companywas able to make some good inroadsinto the Russian, Australian, <strong>and</strong> Indianmarkets that resulted in the placement ofequipment in those countries.MINING OPERATIONS CHALLENGEAs Olsen sets a course for improving thesales <strong>and</strong> service network for the miningdivision of Astec Industries, his role willinclude a complete review of the currentdistribution network to determine whatgaps exist <strong>and</strong> then establish a plan ofaction to address those gaps.“We will assess where we are currently<strong>and</strong> decide where we want to be, <strong>and</strong>the plans put in place will be executedto deliver the desired results. The gapswill vary by market, <strong>and</strong> by clearlyidentifying the needs in each market,we can effectively remedy any issue …what’s not working; how to be moreefficient; <strong>and</strong> how to provide the bestcustomer service experience possible.It’s important that the determined nextsteps are favorable <strong>and</strong> all parties arein agreement with the plans to moveforward.”Olsen plans on doing agood bit of travel in hisnew position with Astec<strong>and</strong> will be developinga distribution <strong>and</strong> salesnetwork focused on bestmeeting the customer’sneeds. “Being closer to thecustomer is a key elementto reach the next level ofcustomer service. I wantto know how long it takesfrom the time a customerorders a part to whenthe part can be delivered<strong>and</strong> what’s the timeframefor getting a servicetechnician onsite to getequipment up <strong>and</strong> running.With a keen underst<strong>and</strong>ing of theprocesses in play within the company,the correlation of how important thecustomer service portion of the businessis to growing your capital equipmentsales can be understood <strong>and</strong> successachieved.”ISSUES FACING THE MINING INDUSTRYWhen it comes to issues facing themining industry, Olsen sees the following:• Health <strong>and</strong> Safety. The numberone issue for mining companies istheir employees’ safety followedclosely by protection of theenvironment. This is simply an issuethat is forefront in the industry.• Environmental/Political. Anumber of issues fall into thiscategory, among them: a) Riskassociated with companies forcedto prospect in remote <strong>and</strong> politicallyvolatile parts of the world in search ofeconomically viable ore bodies; b) taxpolicy volatility as evidenced by theToday’s aggregate & mining solutions | volume 3, number 1 5