Iván Hernández, Commercial Director at HICASA
More than 50% of HICASA's sales happen outside Spain.
Manufacturers of industrial products
Distributors
Europe, America, Africa & Asia
11 - 50 employees
HICASA specializes in the storage, transformation, distribution, and commercialization of railway materials, including various types of rails and railway accessories. HICASA operates in various markets, and its extensive knowledge and experience have led to the export of more than 50% of its products outside the Spanish market. The company's natural markets include Europe, South America, the United States, Canada, North Africa, and countries in the East.
HICASA stands out in the market due to its unique combination of being both a distributor and a manufacturer. The company has its own factory dedicated to the production of light rails, giving it a distinctive profile. This dual role as both a distributor and a manufacturer sets HICASA apart from its competitors. The company emphasizes specialization, internationalization, and the continuous search for new products and services as a result of its evolution over the years. HICASA leverages over 50 years of knowledge and experience to serve its customers.
Thanks to the xNova platform we've been able to easily identify the companies that already work with our competitors. This way we are 100% sure that they are able to pay for our products
HICASA utilizes xNova for various purposes within the niche market of railway materials. One significant use is the qualification of prospects. In the highly specialized field where everyone is familiar with each other, xNova provides additional cases of use beyond pure prospecting. The platform allows HICASA to efficiently qualify prospects, especially in cases where an importing company typically sources materials from Asian producers. If such a pattern is identified, HICASA can avoid investing time and resources in pursuing these prospects, recognizing that they cannot compete on pricing.
The impact of xNova on HICASA has been twofold. Firstly, the platform has significantly streamlined HICASA's prospecting process, particularly in the efficient qualification of potential clients. By leveraging xNova, the company can swiftly assess the suitability of importers, optimizing time and resources by concentrating efforts on businesses more likely to engage in transactions with HICASA. Secondly, in the realm of strategic prospecting, HICASA relies on the comprehensive information provided by xNova. This involves identifying competitors and scrutinizing their client base to gain valuable insights. By discerning who the competitors' clients are, HICASA can precisely pinpoint opportunities and plan commercial trips more effectively, ultimately enhancing the company's ability to achieve superior results in its business endeavors.
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