20 Weir Bulletin March 2010 Access the Group Intranet
Business Improvement
Strategic growth delivers
New training
centre for Suzhou
Weir Oil & Gas service centre
in Edmonton initiated a pilot
project aimed to radically and strategically grow the
business. The process centred around active
participation from different departments of the
business. Initial key growth initiatives were aimed to
develop revenues from the oil sands market in
Northern Alberta through the Key Account
Team building at Edmonton
Management sales process and has had remarkable independently to develop ideas that were valued,
results. The Edmonton service centre’s oil sands sorted and ranked based on revenue potential, ease Weir Power & Industrial has strengthened its
sales more than doubled from the initative. of implementation, deliverability and market position in China by opening a new training
Increased oil sands and key account revenues offset attractiveness. The focus of the process remained on centre in Suzhou. The new resource, based at the
the decline in the business’ more traditional a limited number of opportunities, fully resourcing existing Weir manufacturing facility, opened at
industrial base of mining, power generation, pulp those initiatives and executing them successfully. the end of 2009 to provide aftermarket support
and paper in 2009. The 2009 strategic growth sessions highlighted for an increasing installed base and customers in
The programme has been extended to Houston, areas of focus that include large opportunities in the the region.
Deer Park service centre. The Houston service centre oil sands and transportation pipeline markets, The training centre is also prepared to become
has developed during 2009 to aggressively integrate creating mutually beneficial customer relationships established as a regional training hub for the
Weir’s original equipment manufacturing presence with existing and new customers whilst continuing entire Power & Industrial Division. The facilities
with Weir SPM, particularly the fluid end product to expand presence in the upstream oil and gas will also be available for all Weir Divisions
line produced in Fort Worth, Texas. In addition to sector with more customer driven, responsive providing product design, operation,
the service in Houston, the team aimed to explore pressure pumping solutions. maintenance, installation, usage and application
the available depth of revenue opportunities in The growth strategy sessions incorporated team training.
Houston and surrounding Gulf Coast region, building with a local influence, to encourage links Stone Lu managing director at the facility,
agreeing to review three areas on an annual basis. between different departments within the service said, “We are delighted with our new training
They included sale of existing service to existing centres. Radical growth workshops are planned for facility in Suzhou and are looking forward to
customers, sale of existing service to new customers, all Weir Oil & Gas businesses in 2010 with welcoming customers and colleagues from
sale of new service offerings to existing customers. expectations to achieve similar results as the across the Weir Group.”
The group divided into teams that worked Edmonton service centre trial.
Indian collaboration produces
Rental option for
dense media cyclone
customers in Africa
Weir Minerals Africa has opened its first rental
store as a result of customer demand in the
Middleburg area, Mpumalanga, South Africa.
Rental pumps will be made available where
customer demand exists as an alternative for
The Indian School of Mines (ISM) was existing and potential customers affected by
inaugurated in 1926 by Lord Irwin, Viceroy of recession. Customers are able to spread
India. This world class institute is located in the financial risk and allocate capital expenditure to
coking coal district, 260kms from Kolkata with future purchases when the economy improves.
links to many universities and institutions The initial rental stock focuses on dewatering
throughout the world. pumps for the mining and quarrying sector, in
Weir Minerals India collaborated with the addition to construction and industrial
ISM to develop a dense media cyclone to dewatering applications. Technical support is
Dense media cyclone launch in India
deliver as another customer solution. The provided by a submersible pump specialist at
product was launched during an event hosted Weir Minerals Africa. Standard maintenance is
by Rob Brown, regional managing director Asia optimum wear life for coal washing carried out on all rental pump installations by a
Pacific and Naveen Ganzu, president of Weir applications. dedicated technician. Any major repairs are
Minerals India in 2009, with many customers The dense media cyclone comes in two performed at a Weir service centre.
and former students attending. models and features include a feeding chamber Howard Jones, sales manager, said “It is
The purpose of the collaboration was to with split design for minimal maintenance, essential that our technical personnel are
design a cyclone with maximum separation barrel geometry length capable of treating available to assess application and site
efficiency and increased nearest gravity material target yield/ ash, cone geometry capable of conditions in order to recommend the most
value for coal. The cyclone is suitable for washing coal at specific sharpness of separation appropriate pump to ensure effective, efficient
washing and separating coal, delivering better and ceramic lining ensuring durability. and reliable dewatering products.”
separation efficiency, higher throughput and Trials of the cyclone are already in progress.
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