Brochure - Relianz CAT_English

Delivering unrivalled success to Colombia’s mining sector

Caterpillar’s dealer of choice in Colombia

Three years after embarking on a Colombian customer centric business RELIANZ continues to deliver success to the mining industry

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A

s a company that promises

values are built upon a simple founda-

to deliver the lowest cost per

tion of going above and beyond the

ton to mining companies by

customers expectation.

providing leading mining equipment,

“We need to be offering more than

RELIANZ has a clear goal to become

mining products to our customers,”

the preferred supplier of Caterpillar

says Martin Briggs, President of

solutions in Colombia.

RELIANZ, Colombia. “It has to be

To achieve this ambition, it requires a strong level of strategic direction

loading and hauling tools, we need

and leadership.

to deliver a full suite of services,

For RELIANZ, with a broad portfolio of mining customers across Colombia, the key to becoming the supplier of 91

about more than just traditional

product support and solutions for our customers here in Colombia.”

As President, Briggs can call upon

choice is broken down into a number

a wealth of experience in the mining

of core strategic values.

industry, having worked with Caterpillar

The values of the business are:

dealers previously in Australia. In 2012

safety, integrity, excellence, reliability,

he took on the role of Vice President

adaptability and teamwork. These

of GECOLSA, the largest distributor

“we need to deliver a full suite of services, support and solutions for our customers here in Colombia” — Martin Briggs, President of RELIANZ, Colombia

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of Caterpillar equipment in Colombia and it was in 2015 that the company decided to centralise its mining services.

This is where RELIANZ was born, assuming the operation of the company’s mining division and becoming the largest distributor of Caterpillar products to the Colombian mining industry. Briggs also made the move, taking on the role of President and leading the journey to become far more customer centric across Colombia.

As the leading supplier of Caterpillar equipment, maintaining a strong collaborative relationship with their key supplier Caterpil-

“ We also want to be recognized as one of the leading Caterpillar mining dealers globally” — Martin Briggs, President of RELIANZ, Colombia

Capítulo #4 : NUESTRA MISIÓN 94

lar is crucial in order to be the

and service that they would expect from any

supplier of choice.

Caterpillar dealer globally,”

Briggs recognises as much and

“They also recognise that there is an alliance

notes that the relationship the two

at play between ourselves, Caterpillar and the

companies share is “seamless.”

customer. All three components of this alliance

“We maintain a very strong and open relationship with Caterpillar,

have an obligation to each other to make the relationship a success.”

they are an integral part of both

The relationship with a global leader like

our success and our commitment

Caterpillar reinforces the ambition of RELIANZ

to the customer,” he says.

to be a far more customer centric business.

“Our customers see that. They

RELIANZ is guided by Caterpillar’s global

recognise that through our

strategy, but through its closeness to the

partnership, they can expect the

Colombian mining market it can navigate any

same high level of performance

local challenges and develop w w w. r e l i a n z c a t . c o m

a keen understanding of the particular market demands.

This in turn allows RELIANZ to be almost entirely customer driven, providing the best possible service to the customer because it recognises what the customer needs.

“It’s important to have dealers that are embedded in their territory,” says Briggs. “We have a long understanding of Colombia and working with local people, 95

local solutions and how best to implement the global solutions into the local market.”

One such area in the mining industry that is changing and requires an agile understanding of, both on a global level and in Colombia, is technology.

Technology is redefining the mining industry, which in turn is redefining the mining customer.

Historically, technologies such as hauling equipment have been implemented in a way that is driven purely by uptime; production at any cost.

But the mining industry is

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cyclical and while that has proven successful in the past, the changing market and challenges of sourcing and managing capital has changed the conversation significantly.

“To put it simply, the last five years leading up to 2016/17 has seen a retracting market. This has made customers rethink their approach to our solutions,” says Briggs.

“It’s now production at the lowest cost. It’s not just a change in mindset, it’s a change in 97

maintenance strategy, in repair strategy and operating strategy.

“We as a dealer have to recognise that those changes are happening, the reasons behind them and we then must understand how we can adapt our business to meet the changing demands of the customer.”

This is where the company’s core strategy around human capital plays a crucial role.

RELIANZ provides extensive onsite solutions to assist with maintenance and repair as well as operation of the Caterpillar technology.

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Colombia is not isolated from the challenges

offer job security, a safe working

of the global mining industry and one of those

environment and creating a

key challenges has and will continue to be the

culture of drive and innovation.

availability of skilled labour. RELIANZ places

This doesn’t stop at our technical

a great deal of investment into creating

staff, right through the company

internal development training programs,

we create a strong sense of unity

training schools and continuously retraining

and this goes out to the compa-

its own employees.

nies that we work with too.”

This then “seeds” the labour pool as RELIANZ

Safety, and creating a safe

trains its customers in order to develop their

working environment, is one of

skillsets and capabilities to operate technology

the core values of RELIANZ. The

and improve efficiency at its site.

company makes its approach to

“We strive to be the employer of choice,”

safety visible at all levels of its

says Briggs. “So, we do everything we can to

strategic planning process and w w w. r e l i a n z c a t . c o m

“ We always have safety at the front of everybody’s mind” — Martin Briggs, President of RELIANZ, Colombia 99

ensures that safety is at the very

that be meaning starting every meeting that

forefront of the company culture.

we have with a safety share with the group

2017 represented a key year for

or starting every shift with a tool-box talk. We

this as RELIANZ can proudly point

always have safety

to completing one full year with

at the front of everybody’s mind,” he says.

zero lost time injuries (LTIs).

“There are also regular cross-functional

Briggs believes that the key to this

inspections into various and different work

success, has been the aligned

areas. To me this is essential, because a fresh

company approach to safety.

set of eyes often picks out something that

“We drive a culture of safety right from the top down, whether

people have overlooked in their workplace.”

Briggs notes that this approach to safety

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is one of the key differentiators for the

from the company’s area of

business as customers can recognise that

influence, to investing in local

it is a business with them, their families and

schools and infrastructure,

their livelihoods at heart.

Briggs is proud of the role that

RELIANZ doesn’t simply want to be another company that has its safety processes in order,

RELIANZ plays in giving back to the community.

it wants to be the benchmark across Colombia.

“We work in collaboration with

This approach doesn’t end with safety.

our customers and work together

As a supplier to the mining industry, RELIANZ

to ensure that we are in alignment

recognises and invests into corporate social

with regards to our community

responsibility programmes. From employing

work,” he says. “Again, this w w w. r e l i a n z c a t . c o m

Specialists in

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shows that we are doing our very best

as a certified ‘Best in Class’ Mining

to promote and foster best practice in a

Dealer of the Future.

challenging industry. We support good

Despite this sustained growth,

mining, which develops trust from our

Briggs understands that it cannot rest

customers.”

on its laurels.

RELIANZ is only three years into this

“We want to be the clear leader in the

growth journey but it can already point

industry as well, but we also want to be

to considerable successes that it has

recognized as one of the leading Caterpil-

achieved along the way as proof that it

lar mining dealers globally,” he says. “We

is growing in the right direction.

will continue to push the boundaries and

It’s commitment to safety, human

better understand our customers’ needs.

capital and CSR, has enabled RELIANZ

“Were people to ask where are the

to develop into a trusted business and

Caterpillar dealers that are delivering

one that customers prefer and actively

the most value to our customers, I want

seek out to work with, becoming the

us to be in that top handful of dealers

first Caterpillar dealer to be recognised

that are achieving just that.”

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Cl. 30 #19-04, Soledad, Atlรกntico, Colombia T +57 5 3361200 www.relianzcat.com