As novas fronteiras da exploração mineral: os desafios na comercialização de minérios antes tratados como estéreis

Abstract

This paper targeted the creation of guidelines for the teams connected to the Commercial Director of Samarco Mineração upon the new trends of the iron ore and steel market. Having as the analysis focus the impact of the entrance of lower Fe content ores into the market, the internal papers, and academic studies prepared by the organization technical staff and the marketing tools available to the teams in direct contact with the market and customers, each one of these topics has been evaluatedindividually taking into consideration its strong aspects and the improvement opportunities and also looking for a connection among these three matters. As outcomes, cyclical behaviors by the steel industry have been noticed, leading to the recurrence of strategies already applied throughout the relationship with the mining industry. However, some new factors have come into the scene and increased the uncertainty over the future developments to the sector. Thus, it was created an internalneed to adequate some organizational procedures as a reply to the behaviors already mapped in the past, as well as a deepening into the knowledge of these new factors not yet noticed and that have been changing the sector characteristics. As a conclusion, further to the definition of the lines for work and research, a structural remodelling ofthe areas under control of the Commercial Directorship of Samarco Mineração becomes mandatory and shall be implemented following this study, facing this higher pricing systems complexity, the available products and the new competitors.