THE INDUSTRIAL SECTOR RELIES ON WEROI TO KEEP CAPTURING BUSINESS IN THE MIDST OF THE COVID-19 CRISIS
- WEROI succeeded in transferring a total of 9,800 qualified contacts from 43 different countries to its clients’ Sales Departments in 2019, which translated into an average increase in turnover of 6.3% in its income statement
- Since the beginning of the crisis 8 new industrial companies, both national and international, have joined WEROI’s client portfolio, which has led the company to increase its task force.
- ‘Without a business-digital strategy like the one we are developing with WEROI, it would have been impossible to capture these sales opportunities‘, explains Cecilia Dulanto, Marketing Manager at Urola Solutions, a company part of the Mondragon Corporation
- Numerous clusters in the industrial sector have contacted WEROI demanding ‘urgent’ solutions to help their partner companies keep capturing business through unconventional commercial strategies
- ‘We have started to implement the first projects, and we are already obtaining the first sales results‘, explains Jon Ansoleaga, General Manager at Eraikune, Construction Cluster of the Basque Country
When the Spanish government declared a state of alarm on 14 March over the COVID-19 pandemic, WEROI experienced the same feelings as many other Basque and Spanish companies. Uncertainty. Fear. Concern.
Following an initial reflection, the answer became clear: ‘Staying put was not an option. The industry needs us more than ever to help supply its Sales Departments with new business opportunities, as we have been doing for the past 11 years. Telling them they need a nicer website is not enough. The main challenges we are facing are alleviating the damage the cancellation of trade fairs is having on the commercial force of our clients, and helping those companies that highly rely on a particular sector or client diversify‘, explains Maitane Hernández, Founding Member and General Manager at WEROI.
‘Staying put was not an option. The industry needs us more than ever to help supply its Sales Departments with new business opportunities, as we have been doing for the past 11 years. Telling them they need a nicer website is not enough.
The main challenges we are facing are alleviating the damage the cancellation of trade fairs is having on the commercial force of our clients, and helping those companies that highly rely on a particular sector or client diversify‘Maitane Hernández, Founding Member and General Manager at WEROI.
Urola is a real example of adaptation. The company, part of the Mondragon Corporation and made up of the Urola Solutions and Urola Packaging departments, is specialised in container manufacturing solutions using blow moulding technology. ‘The amount of digital queries (calls and web forms) we get in barely a week shows how interested the international market is in our solutions, and without a business-digital strategy like the one we are developing with WEROI, it would have been impossible to capture these sales opportunities. We are doing our best to manage and resolve them on time,’ explains Cecilia Dulanto, Marketing Manager at Urola Solutions.
‘2019 was one of the best years in the history of WEROI: we transferred 9,800 qualified contacts from 43 different countries to our clients’ sales teams, which translated into an average increase in turnover of 6.3%’, recalls Urko De La Torre, Operations Manager at WEROI.
According to the results of the survey published by Eraikune (Construction Cluster of the Basque Country) last 20 March, the Sales Department will be the most affected by the pandemic. ‘62.8% of the companies surveyed expect to have a dramatic reduction in their commercial activity’, explains Jon Ansoleaga, General Manager of the cluster. ‘We have relied on WEROI to bring to the companies that make up Eraikune the benefits of the digital channel as a complement to the traditional sales approach. We have started to implement the first projects and, even more importantly, we are already obtaining the first results’, he adds.
‘Since our Sales Departments are currently teleworking and cannot visit their current and potential clients, digital strategies for attracting new business play a key role in helping survive many industrial and B2B companies in our sector,’ explains José Luis Gil, manager at the Business Services Department of the Bilbao Chamber of Commerce.
In addition to Eraikune, many organisations making up a large proportion of the industrial network have contacted WEROI to develop projects and solutions that help their partners counteract the negative effect of COVID-19. The Biscay Federation of Metal Companies (FVEM), the Association of Electronic and Information Technologies in the Basque Country (GAIA) and the Spanish Association for Fluid Handling Solutions & Process Technologies (Fluidex) are some of them.
To yield fruitful results, ‘it is important to follow their instructions and establish regular communication with them’ stated Elena Fernández, Managing Director at Fluidex, last year during her speech at the Opening ceremony of the new WEROI offices.
New projects and forecasts for 2020
Since the beginning of the crisis, 8 new national and international industrial companies have joined WEROI’s client portfolio. As a result, the company had to reinforce its task force by hiring 2 new employees, considering that 4 more could be hired during the next few months.
‘We have postponed the Easter holidays, and we are working hard, even on weekends, in order to help our clients out of this crisis with the least possible damage’, explains De La Torre.
‘The forecasts for 2020 were very good, and for WEROI they are even better. I wish this was happening for other reasons. Watching WEROI grow is a source of pride, although the context overshadows the happiness we feel. That is why our clients can be sure that we are doing everything in our power to help them during this new crisis‘, concludes Hernández.
WEROI, FIRM SPECIALISED IN THE DEVELOPMENT OF DIGITAL-BUSINESS STRATEGIES FOR THE INDUSTRIAL AND B2B SECTORS
WEROI is a firm with more than 10 years of experience in the development of digital-business marketing projects, specialised in helping industrial and B2B companies use the Internet as a tool for attracting new business opportunities. We take advantage of the speed and permeability of this channel so that digital investments have a real effect on the income statement. For this purpose, we work very closely with our clients, from the strategic and operational selection of the project to the measurement of the project’s ROI, through the design of the necessary information flow between the marketing and sales departments.