The 2nd Sales and Marketing Excellene in Mining event is taking place on November 26th 2014 in Brisbane. Expert speakers include Michael Lang (MD SG Partners), Paul Avey (GM Mineral Processing FLSmidth), Cameron Kirkwood (Director Development Resources, ANZ, Parsons Brinckerhoff), Roland Weber (Global Business Manager Hydrau Flo, Weir Minerals Multiflo), Greg Schultz (BHP Account Manager, Rockwell Automation South Pacific), Ben Johnson (Senior Marketing Manager, Applications & Strategic Industries, SAP), Megan Edwards (GM Mining IQ) and others. For more information please take a look at this brochure.

1. ATTEND TO LEARN HOW YOU CAN:
• Drive down your cost per lead
• Significantly increase your warm sales leads
• Increase existing client spend
• Improve communications and team synergy between marketing and sales
Media Partners:
BOOK NOW!
T: +61 29229 1000 Ÿ F: +61 29223 2622 Ÿ E: registration@iqpc.com.au Ÿ W: www.sales-marketing-mining.com.au
MAIN CONFERENCE: 26 NOVEMBER 2014
VENUE: HILTON, BRISBANE, QLD
INSPIRING INNOVATION FOR THE 2015 TURNAROUND
Michael Lang,
Managing Director,
SG Partners
Ben Johnson
Senior Marketing
Manager: Applications
& Strategic Industries,
SAP
Roland Weber
Global Business
Manager - Hydrau Flo®,
Weir Minerals Multiflo
Greg Schultz
BHP Account Manager,
Rockwell Automation
South Pacific
Paul Avey
GM Mineral
Processing Australia,
FLSmidth
Cameron Kirkwood,
Director Development
Resources, ANZ
Parsons Brinckerhoff
Megan Edwards,
General Manager
Mining IQ
YOUR EXPERT SPEAKER PANEL:
2ND
THE ONLY SALES AND MARKETING EVENT FOR THE MINING INDUSTRY IN AUSTRALIA!
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2. Dear Sales and Marketing Professional,
Many mining industry professionals are predicting 2015
to be the year that mining starts to come back strong in
Australia.
To make sure your organisation is positioned to
capitalise on the next boom from the very start, your
sales and marketing teams and messaging need to be
ready.
The next boom will be different, with miners learning
from their past mistakes, so they will expect you, their
equipment and solutions companies, to be different.
The challenges of more complex DMUs, higher up DMs,
more criteria, tougher KPIs in SLAs and contracts will all
still exist, making it even more important to have your
sales, marketing and communications teams working
cohesively and proactively.
That is why Mining IQ is organizing our 2nd Sales and
Marketing Excellence in Mining event, taking place on
26th November 2014, in sunny Brisbane, QLD. In our
expert led speaker panel we will cover:
• Leveraging all marketing channels to improve sales
• Developing a world class sales team
• Jumping on the social media band wagon
– how can you harness its potential?
• Working with major clients to deliver what they need
and increase your sales at the same time
This packed event will only require one day out of
the office, and will give you numerous marketing,
communications and sales strategies to take back to the
office the next day and start implementing.
I hope to see you at this much needed event
in November!
Best Wishes,
Megan Edwards
General Manager – Mining IQ
WHO WILL YOU MEET AT
SALES AND MARKETING
EXCELLENCE IN MINING?
From METS, major contractors, consultants and EPCMs:
• Head of Sales and/or Marketing
• Head of Communications
• Head of Business Development
• Head of Corporate Strategy
• Mining Industry Manager
• Product Line Manager
• Key Account Manager
EXPAND YOUR LEARNING
OPPORTUNITIES
Mining IQ is your one-stop mining
community offering mining news,
whitepapers, audio podcasts,
webinars, training manuals, world-wide jobs and the
latest in mining events and conferences.
As a Mining IQ member you will have access to premium
content and the opportunity to engage with your mining
peers via our Linkedin, Facebook and Twitter pages.
With over 33,000 members globally – you can network
with mining professionals across all sectors of mining.
All members receive a weekly newsletter featuring
the latest content and also first access to free webinar
training and exclusive event offers.
Best of all, membership is free!
www.miningiq.com/join/
Join the conversation-
#salesmarketingmining
www.linkedin.com/groups/Mining-IQ
BOOK NOW!
T: +61 29229 1000 Ÿ F: +61 29223 2622 Ÿ E: registration@iqpc.com.au Ÿ W: www.sales-marketing-mining.com.au
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3. 8.30 Registration and Welcome Coffee
8.50 Opening Remarks from the Chairman
Michael Lang,
Managing Director, SG Partners
9.00 The Mining Industry in 2015 – Opportunities for
Suppliers
• Summarising the overarching market outlook for
2015 and beyond
• What will the main opportunities be for suppliers
and contractors?
• How can the industry work together to create a
more competitive market in a global context?
• How have decision making criteria shifted in the last
24 months? What can suppliers do to overcome this?
Speaker to be confirmed
9.30 Embracing Social Media – Linkedin, Twitter,
Facebook, SlideShare and Beyond!
• Using a combination of social media platforms to
promote thought leadership and your company
brand
• Exploiting the potential of Linkedin groups for
active, warm lead generation for sales teams
• Engaging with existing clients and prospects in a
professional and encouraging manner
Roland Weber,
Global Business Manager - Hydrau Flo®,
Weir Minerals Multiflo
10.00 Mining IQ Exchange: Speed Networking Session
A valuable session we introduced last year, the purpose
of this session is a quick icebreaker that gets people
talking right from the get go. Forming alliances and
partnerships between technology and equipment
providers can be key to survival and peer networking is
a vital start to getting new alliances off the ground.
10.30 Morning Refreshments and Networking Break
11.00 Continuous Improvement in Sales Communications
– An Engineering Company’s Perspective
• 12 months on – lessons learned
• Applying continuous improvement principles to
sales messaging, branding and communications
• What key takeaways have Parsons Brinckerhoff
gathered over the last 12 months in a constantly
shifting mining economy?
Cameron Kirkwood
Director Development Resources, ANZ,
Parsons Brinckerhoff
11.30 Understanding the Client’s True Pain Points and
Tailoring your Solution to Match Those
• Developing lines of questioning that will reveal true
pain points
• Utilising VLM to link their problems back into your
product offerings
• Working with clients past the point of sale to make
sure your solution really does help with that problem
– an unhappy client means no repeat business!
Michael Lang,
Managing Director, SG Partners
12.00 Collaborating With Other Solution Providers in the
Industry to Increase Brand Awareness and Market
Opportunity
It’s better to be great at your offering, than a jack of
all trades, but master of none. However, creating
strategic partnerships with other METS can help you
increase your product offering without stretching your
company too thin.
• Identifying gaps in your solution range and ideal
companies who would sit in that gap
• Building a business case for a strategic partnership
with another solution provider on particular projects
• Creating a multi-company marketing message to
promote both interests and expertise areas
Greg Schultz,
BHP Account Manager,
Rockwell Automation South Pacific
12.30 Lunch and Networking Break
13.30 Smart Content Creation and Marketing
Content is king – the well-known mantra of marketers
around the globe. It’s true; there is a whole range of free
content available online, on any topic. The key is
understanding how you can create content that will
help you increase sales.
• Exploring the range of content available online and
the benefits/restrictions of each
• Understanding the goal for each piece of content
creation – branding vs. lead generation
• Making the most of your content opportunity
– it is not a sales pitch!
• Why does some content fail? Common pitfalls and
how to overcome them
Megan Edwards,
General Manager, Mining IQ
14.00 Effective Sales Messaging to Reinvigorate your
Brand
With 2015 looking to be the year mining starts to
bounce back, many suppliers are in need of a sales
model overhaul. What’s worked for the last 24 months
will not necessarily work moving forward.
• Re-thinking your sales model for a new, but
uncertain, mining economy
• Understanding what your clients really want from
you – and how to convey that in the message out to
prospects
BOOK NOW!
T: +61 29229 1000 Ÿ F: +61 29223 2622 Ÿ E: registration@iqpc.com.au Ÿ W: www.sales-marketing-mining.com.au
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4. • Case studies and client testimonials – how can you
use these to convey the sales message in a different
way?
Paul Avey,
GM Mineral Processing Australia, FLSmidth
14.30 Connecting your Audience Marketing with your
Sales Team
• Understanding your audience and tailoring
empathetic marketing messages accordingly
• Evaluating your different customer touch points and
what needs to be adjusted for each
• Design thinking for sales teams: moving from
transactional selling to a more strategic approach
Ben Johnson,
Senior Marketing Manager: Applications & Strategic
Industries, SAP
15.00 Afternoon Refreshments and Networking Break
15.30 Event Partner Session: Exploring Customer Data
Analytics to Help Improve Retention and Sales per
Customer
• Integrating customer analytics software to your
existing CRM database
• Identifying the right type of data to collect and
collate in order to help generate useful results that
can impact on business strategy
• Communicating data results and key findings to
sales and marketing teams to shape their market
approach
• Understanding buying cycles of key clients by
analyzing past purchase patterns
16.00 Understanding an Increasingly Mobile Customer
Base and What that Means for your Customer
Service and Sales
Mobile workforces are common in all industries now,
but in mining it has been an inherent role for years. A
mobile customer can be trickier to engage with and
typically has more touch points with a vendor than most.
• Understanding the impact BYOD/BYOA can have
on sales and customer service
• Creating your own App to increase sales and service
• Leveraging your customer data through mobile
devices and apps to improve upselling and results
16.30 Networking Session: Sales and Marketing Pub Quiz
(followed by Networking Reception)
The pub quiz is a beloved Aussie tradition and has
newly come to Mining IQ conferences. How does it
work? Attendees will work in groups of 6- 8 to answer a
series of questions – some sales and marketing
focused, some more general knowledge!
The team with the most points at the end wins. The
Mining IQ pub quiz is a fun and light hearted way to get
to know your fellow attendees. Prizes on offer for the
winning team!
18.00 Close of conference
BOOK NOW!
T: +61 29229 1000 Ÿ F: +61 29223 2622 Ÿ E: registration@iqpc.com.au Ÿ W: www.sales-marketing-mining.com.au
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SALES & MARKETING
RESOURCE CENTRE
Find interesting articles, interviews,
presentations and podcasts in our
Resource Centre.
FREE DOWNLOADS
http://www.sales-marketing-mining.com.
au/MediaCenter.aspx

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WHERE Hilton Brisbane, 190 Elizabeth Street
Queensland 4000, Australia
Website: www.brisbane.hilton.com
Phone: +61 7 3234 2000
WHEN? 26 NOVEMBER 2014
IQPC recongise the value of learning in terms.
Take advantage of one of these special rates:
m Book 2 people = 5% off prevailing price
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m Ask about multi-event discounts. Call +61 2 9229 1000
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Please note: Only one discount applies
ACCOMMODATION
Hilton Brisbane is the official hotel for the Sales and Marketing
Excellence in Mining conference and they have negotiated event
rates specifically for attendees of this event.
To take advantage of these rates, or for a unique HotelMap
that shows our discounted hotel deals at nearby hotels, go to
www.sales-marketing-mining.com.au and click on the Venue &
Accommodation page.
QUICK and EASY WAYS to REGISTER
TELEPHONE +61 2 9229 1000
FAX +61 2 9223 2622
EMAIL registration@iqpc.com.au
WEBSITE www.sales-marketing-mining.com.au
MAIL IQPC, Level 6, 25 Bligh Street, SYDNEY NSW 2000
MAIN CONFERENCE: 26TH NOVEMBER 2014
VENUE: HILTON, BRISBANE, QLD
THE ONLY SALES AND MARKETING EVENT FOR THE MINING INDUSTRY IN AUSTRALIA!
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