Introducing Wireless Initiation Systems in Brazilian Mines Through Sales with Purpose

Adopting new technology in drill and blast requires a structured implementation process, as it represents a significant change in a traditionally conservative industry. It involves addressing initially unknown implications. As the problem is not yet acutely felt, developing a market strategy must be approached from the customer’s perspective, considering how the product can optimize their activities or enhance flexibility. To achieve this, it is essential to have a comprehensive understanding of the context of the customers identified in the deployment process pipeline. This paper discusses aspects of introducing wireless initiation technology - the initiation of primers through a magnetic field without physical connections - in Brazil. Additionally, it presents a case study of the application of a structured process of sales with purpose in an underground mine. By identifying key opportunities that were highly profitable for the client, the necessary awareness was created, leading them to recognize the technology as an enabler for exploring their mineral deposits in a new way which allowed a successful change management process. Based on the applicable technique, a preloading project was developed to maintain inaccessible areas with high-grade precharged with the area loaded with wireless primers acting as a temporary pillar and controlling dilution throughout the orebody. Once the excavation of the stope was completed, the pillar was successfully blasted and the material - once considered lost in the original plan as a rib pillar - was recovered after serving its structural function. Through this method, the metallic recovery of the stope increased without dilution losses. Demonstrating economic viability and stablishing the previously unknown technology as a strategic tool for optimizing stope recovery.