The Covid-19 impact on MTE Exhibitions’ famous travelling road shows has been severe, but has also led to an innovative new product, Andrew Macnamara, director of MTE, who is in his 12th year of organising these shows, tells Leon Louw.
Andrew Macnamara, director of MTE Travelling Exhibitions.
Andrew, what effect has Covid-19 had on MTE Exhibitions’ roadshows?
It has severely affected our operations. We obviously had to postpone our shows during the different levels of lockdown and at the current level three, it is still not possible to travel between provinces. On the positive side, though, we have had to innovate and come up with alternative business models. The MTE concept is based on face-to-face interaction and with us not being able to visit the mines physically (as we normally do), we have devised a digital solution that allows suppliers to remain in contact with all the mines where our exhibitions would normally take place.
Our new digital booklet is forwarded to management and the technical teams at all the mines in the areas MTE focuses on. Our first Product and Services Solutions Review was aimed at the Rustenburg area, and was sent directly to the inboxes of all the decision makers listed on MTE’s extensive database. We will do the same for the other nine regions in which we operate. In this way, suppliers and service providers still have an opportunity to interact with management on site, even if it is not on a face-to-face basis. The market response for Rustenburg exceeded expectation, and close to 30 companies participated, including ten small-, medium- and micro-enterprises from the local Royal Bafokeng Development Enterprise.
Although the digital solution is an interim measure during the Covid-19 restrictions, it might be used in some form or the other once we return to normal operations. But I have to emphasise that MTE remains a face-to-face business. MTE was built on a face-to-face model and I doubt that this would change in the future.
Most suppliers believe that MTE’s travelling exhibitions is the only way to get to mingle with the decision-makers at mining operations, and it is targeted at providing specific solutions for specific challenges. How does it work?
We set up a calendar based on areas that suppliers have identified. I then visit all the mining operations in these areas personally, meet with the general managers to get buy-in and decide on a venue, a date and a time, and then communicate with all the engineering managers, mining managers, safety managers and other relevant stakeholders to understand each department’s specific challenges.
If the show is not beneficial to the mine, it is not worth the effort. The MTE team then identifies suppliers who are able to provide solutions to specific problems and they then book exhibition space, while we invite all the relevant people at the mines to make sure we have all the right visitors on the day of the show.
MTE’s shows don’t only take place in South Africa – you have also ventured beyond our borders. In which areas do you normally hold exhibitions?
Our flagship shows in South Africa are usually in Rustenburg, in the North West Province, Steelpoort in Mpumalanga and the iorn ore and manganese belt in the Northern Cape. We have three shows in the Northern Cape – in Hotazel, Kathu and then at Beeshoek or Limeacres. Usually, we would do three expos in one week.
We do the same in Zambia, where we have three different shows in the Copperbelt. Zambia is normally a big week for us. There we focus on Kalumbila (Sentinel) in the North West before moving to Solwezi (Kansanshi) and then Kitwe. Barrick’s Lumwana is between Solwezi and Sentinel, and they are invited to both these shows. Lumwana is about 100km from Solwezi.
In Botswana, we focus on the diamond mines in the south at Jwaneng and Orapa and we have a show in the coal fields close to Palapye, where several new coal mines are in the project phase. We’ve had good support from the mines in Botswana.
We further had a show planned at Swakop Uranium in Namibia this year, but it was one of our first shows to be cancelled due to Covid-19. Predictions are that the uranium price is heading north, so we’re looking forward to a good show in Namibia next year.
MTE holds exhibitions in the Tete area of Mozambique and hosted a big event at the Vale coal mine last year (20190 for the first time in four years. That was very successful, and we had good backing from Vale and invited smaller operations in the area, and even the tobacco factory in Tete.
In addition, we had smaller networking sessions planned for Angola, Kenya, Tanzania, and Madagascar. We will inform the market about this exciting development next year once we have determined the dates.
As a supplier, what does a company do to become a part of the MTE Exhibitions’ roadshow?
MTE organises the show and does all the marketing to get the visitors from the mine there. The rest is up to the exhibitors. Exhibitors need to take their stock and equipment with them and arrange their own travel, accommodation and meals. We do assist with some logistics, for example crossing borders, but most of the rest is their own responsibility.
Based on your interaction with the industry, are you able to identify trends and get a feel for when the industry is in a bad space and when it is doing well?
Our flagship exhibitions are always well supported, but yes, there are times when companies need to tighten the belt, and when they cut costs, the first item to suffer the consequences is the marketing budget. But it also depends on how much in terms of new developments, expansions or new projects are happening in the area.
Last year, Steelpoort was our biggest show because there was a lot of activity in the mining space in that area. Samancor was expanding and a lot of smaller mines came into production. Suppliers are well-informed, and they know which areas to target and when developments take place. Also last year, the Rustenburg show didn’t draw as many exhibitors as Steelpoort, however, the year before that it was massive because there was a lot happening in the platinum sector and mines were acquiring assets and expanding operations. When the local area is doing well, the shows are naturally bigger.
Do you think technology will play a major role in the mining industry in the future?
Yes, there is no doubt. Most of the general managers I speak to are talking about blue sky thinking, new technology and automation. For example, Exxaro is on a drive to digitise mines from infrastructure to software. The mining landscape has changed significantly. Mines are grappling with technology and how to get up to speed as quickly as possible and at the same time they need to cut costs and deal with Covid-19 and retrenchments and fluctuating commodity prices. It’s tough.
You have such outstanding relationships with a large network of management and decision makers at mining operations and they have, I’m sure, their own unique challenges. Have you been able to identify a few common challenges?
It is difficult to answer as there are various challenges when it comes to open pit or underground mines. The challenges in underground mining is naturally a lot more complex. In both open pit and underground mines though, new technology in drilling and blasting always get a mention. What mines have in common is that they are looking for better efficiency, cost-effectiveness, better quality and improved safety. The maintenance of equipment and trucks are getting more and more attention, including tyre efficiency and technology to make the changing of large tyres easier. Electric and hybrid vehicles and hauling trucks are a point of discussion, as well as proximity detection systems.
In underground mines, roof support is a massive challenge. There is a lot of demand for winches, blasting barricades and health and safety equipment. Conveyors and conveyor belt technology is always part of the conversation – misalignment is a challenge. Technology, PPE, equipment and PPE for women in mining, these are always subjects stated by various departments at mining companies as primary challenges. Plant managers are always looking for new and efficient crushing technology, pumps, valves, actuators, dust suppression and so on. The challenges are endless. MTE, with our solutions-based exhibitions, focuses on assisting mines to overcome these challenges.
Covid-19 has had a significant impact on the exhibition and conference space. When do you think MTE will be on the road again?
Yes, Covid-19 had a severe impact on us. We are not able to host any exhibitions due to the ban on gatherings. Added to this, there is the question of visitor confidence once we are permitted to set up the exhibitions again. And of course, whether there will be budget for marketing. The suppliers have obviously been hard hit as well, and if they don’t spend money, our shows are affected. At the moment, any mines focused on ramping up their operations are prioritising the health and safety aspects, and they have lost production and need to regain market share.
MTE has postponed our 2020 calendar year, however, as soon as there is an opportunity, we will be back on the road again.