Case Study Overview
Client & Project Background
A luxury hotel in Santorini, Greece, envisioned a one-of-a-kind lobby clad in vivid blue marble rare to the Cyclades region. The design called for large-format 3 m × 1.5 m slabs with bookmatched veining. The budget target was €1.2 million for stone procurement, and installation needed to align with a tight 8‑month construction schedule.
Stone Supplier Selection Criteria
The client’s procurement team identified three vendors. Key criteria included:
Quarry relationships: proven ties to the Cyclades marble quarries.
Certification: ISO 9001 quality management and CE marking.
Logistical capability: in-house crating and global shipping experience.
Minimums & exclusivity: willingness to reserve blocks exclusively for this project.
Two vendors lacked direct quarry ties and proposed markups 25% higher than the third—our case study partner, Cyclades Stone Co.
Quarry Direct Partnership Process
Site Visits & Sample Extraction
Cyclades Stone Co. organized an on-site tour of the quarry face. You inspect block integrity, microfractures, and natural veining patterns. The team extracted three pilot blocks, transported as 1 m cubes for factory prototyping.
Negotiating Quarry Terms
Negotiations covered:
Pricing model: cost-per-cubic-meter basis, eliminating reseller margins.
Minimum purchase: 200 m³ with option to return unused blocks within 3 months.
Exclusivity agreement: no other projects within a 100 km radius could use the same vein blocks during a 12‑month period.
This direct agreement cut stone costs by 18% compared to natural stone suppliers.
Logistics & Shipping from Quarry
Custom crating used foam-lined steel frames and weatherproof wrapping. Freight by roll-on/roll-off ferry minimized handling; road transport used air-ride suspension trucks. Import/export compliance was handled via the natural stone supplier’s in-house customs brokerage.
Technical & Quality Control Measures
Material Testing & Certification
Each slab batch underwent:
Compressive strength tests (average 135 MPa).
Water absorption (0.08%).
Color consistency: spectrophotometer comparisons to mock-up panel standards.
Certificates accompanied each shipment, ensuring compliance with EN 12407 testing standards.
Fabrication & Finishing
Workroom processes included CNC precision cutting to ±1 mm, hand-polished edges, and finish approvals by the client’s design team. Digital finish samples were reviewed via high-resolution photos and in-person mock-ups.
Financial & Risk Management
Cost Breakdown: Quarry vs. Distributor
| Cost Element | Quarry Direct (€) | Distributor (€) | Savings (%) |
|---|---|---|---|
| Raw Block Cost | 600,000 | 720,000 | 16.7% |
| Fabrication & Cutting | 300,000 | 310,000 | 3.2% |
| Logistics & Handling | 120,000 | 150,000 | 20.0% |
| Total Procurement Cost | 1,020,000 | 1,180,000 | 13.6% |
Risk Mitigation Strategies
Currency hedging: Forward contracts locked EUR/USD at project inception.
Supply guarantees: Penalty clauses for block defects or delivery delays.
Insurance: All-risk marine and inland transit coverage to project site.
Outcomes & Performance Metrics
Project Timeline & Budget vs. Actual
| Metric | Planned | Actual | Variance |
| Procurement Duration | 4 months | 4.2 months | +5% |
| Installation Duration | 2 months | 1.8 months | -10% |
| Budget | €1,200,000 | €1,150,000 | -4.2% |
Material Performance & Client Feedback
The marble exhibited consistent hue under varied lighting; no cracks or delamination occurred. The client praised the bespoke stone sourcing process for its transparency and cost-effectiveness.
Long-Term Value & Residual Benefits
Post-completion, unused block remnants were cataloged for future expansions, ensuring vein matches. The exclusivity clause added prestige, enabling the hotel to market its unique stone finish as a guest draw.
Key Lessons & Best Practices
Vet stone suppliers for true quarry access: demand proof of quarry lease or partnership.
Conduct on-site inspections: verify block quality and vein continuity in person.
Negotiate exclusivity and return terms: protect against oversupply and markups.
Structure clear logistics plans: use specialist crating and direct shipping routes.
Embed quality tests: insist on EN/ISO test certificates pre-shipment.
Manage currency and insurance: hedge exposures and insure transit.
Leverage project leftovers: catalog and store remnants for maintenance or future design phases.
How to Identify Your Own Quarry-Direct Supplier
Research regional quarry operators: consult geological surveys and industry associations.
Request proof of lease or extraction rights: legal documentation of quarry access.
Perform supplier audits: factory visits or virtual tours to confirm capabilities.
Review reference projects: seek case studies demonstrating direct sourcing success.
Negotiate terms: set cost bases, exclusivity, and return options.
Draft robust contracts: include penalties, quality specs, and delivery schedules.
Conclusion & Next Steps
Quarry-direct sourcing from a rare stone supplier yields cost savings, quality assurance, and project exclusivity. To recap:
Direct procurement cuts distributor markups.
On-site sampling and testing ensure consistent quality.
Logistical planning minimizes handling damage and delays.
Financial safeguards protect budgets and timelines.
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