Sales Philosophy:
Consultative Selling: We focus on understanding customer requirements, specification and challenges while guiding them towards the optimal solutions, not just selling products.
Safety First: Enhancing miner safety is a primary goal through the provision of tailored and reliable ventilation systems.
“One Size Fits None” Approach: Each mine is different. Each project is unique. We recognize the unique challenges of each mine and design solutions accordingly.
Consultative Process
Project Scope Review
At AMD, we prioritize understanding. We take the time to review client specifications, environmental conditions, and operating requirements thoroughly. Our approach often includes multiple rounds of questions and answers to ensure all details are accurate.
This information is systematically entered into AMD’s detailed data sheets.
Systematic Data Gathering
AMD will systematically collect comprehensive data on:
- The mines current ventilation conditions
- Desired outcomes
- Door application (number, cycles, type)
- Mine drift dimensions and clearances
- Air pressure resistance to engineer the right door type and design
- Door installation requirements
- Pedestrian/personnel door needs
- Regulator (louver) requirements
- Paint specifications if any
- Actuation requirements (pneumatic, hydraulic, hybrid-electric)
- Mine’s current electrical power system options
- Automation components (pull switches, push buttons, e-stops, door alarms, sensors and more)
- PLC control cabinet requirements
- Wiring requirements
- Special underground mine door requirements
- Project timelines and budget constraints
- Major concerns and problems to address
AMD Engineering Analysis
Once all client requirements and specifications are captured, AMD will engage the AMD Engineering department to ensure that all these requirements can be met with the correct solution. A three-step process is outlined below.
- Mechanical Engineering: Calculate forces, determine required torque, select the most suitable door model and construction, and create detailed proposal drawings for client review.
- Electrical Controls Engineering: Determine necessary components for a reliable and efficient control system, complying with unique PLC requirements and other special controls of the mine project.
- Supply Costing and Feasibility Analysis: AMD Supply Department will obtain all component cost quotes from suppliers and vendors. Next will conduct a thorough Fabrication Analysis to assess production feasibility and costing for the project.
Building a Custom Bid Proposal
Following the completion of data collection and the AMD engineering compliance, AMD will prepare a customized bid package specifically tailored to the project. Key deliverables included in the quote package are highlighted below.
Develop the Commercial Quote: A detailed line-item quotation specifying all components and their costs.
Prepare Supporting Technical Documentation: Create comprehensive technical data sheets and relevant product sheets as needed.
New Client Proposals: Prepare a detailed product description proposal, including technical product and component descriptions for client review.
AMD’s Competitive Advantage
This in-house engineering and consultative process allows AMD to provide innovative and customized solutions that competitors may struggle to match, fostering strong client relationships and repeat business.
AMD Prioritizes Customer Values
Enhance Miner Safety: Prioritize solutions that enhance the safety and reliability of mining operations.
Tailored Approach: Offer customized solutions that address specific needs and challenges.
Empower Informed Decisions: Help customers understand the implications of their choices.
Focus on Solutions, Not just Prices: Guide customers towards the best fit for their needs, not just the cheapest option.
About the Author:
Peter Hallahan, M.Ed., is a seasoned technical business development executive with over 20 years of experience. He holds a bachelor’s degree in business administration from Kent State University and a master’s degree from Cleveland State University.
Peter possesses a strong business acumen and a dynamic customer relations presence. He excels in leading technical business development efforts, solving complex challenges, and driving successful technical sales strategies
