Customer proximity creates loyal customers who remain faithful to the company and who keep coming back to it time and time again, as loyal customers are better disposed towards a company and have real potential to become active advocates. Our Weidmüller sales strategy is based on these considerations. For me as the Chief Marketing and Sales Officer, national and international customer contact is critical to the success of our company. That's why I have quickly focused my attention on creating proximity to our customers, and have visited a large number of customers all over the world in order to get to know the positioning of these customers and their different sectors. Understanding the customers, developing solutions by working with them and thereby creating added value for the customers are all at the heart of our sales activities. Our international presence is another factor in our success, and this involves understanding different cultures. This is the only way of providing better customer service and therefore achieving turnover from providing perfect-fit solutions.
José Carlos Álvarez Tobar, Chief Marketing and Sales Officer of the Weidmüller Group
A policy of customer proximity requires constant communication. The high level of communication means employees are dealing intensively with customer requirements. The more points of contact there are in sales, the better. The times of having just one point of contact in the whole company are long gone. For example, Weidmüller provides its customers with top-qualified industry development managers who are comfortable in the relevant industrial sectors. They carry out discussions on an equal footing with the customers to work out a perfect customised solution. Another very important customer interface is provided by our field sales representatives, who guarantee personal service at a local level. Our pre and after-sales service is based on our internal sales force, who have excellent training. All points of contact act individually and also within the team. The more we cater to the customers' requirements, the higher the chance of us being able to bind them to us on a permanent basis. Excellent customer loyalty is directly reflected in the turnover.
Alongside the numerous customer visits, we have also restructured our international sales regions, with the aim of focusing our sales activities, exploiting synergies and strengthening our competitive position. In line with our Strategy 2020, we have consistently focused on markets and customers. This is based on the specific regional requirements of our global customers. With the redesigned sales regions, we are consistently adapting our organisation to the changing needs of our customers around the world and are making another step towards greater customer proximity and on our journey towards becoming a solution provider.
Industry 4.0 demands optimum adaptability from a technical and a business perspective. The product range needs to be adapted and extended, with new solutions and innovative business models integrated. As an industrial connectivity partner, we see our key task as making the progress towards Industry 4.0 as easy and economical as possible. This is why we provide our customers with an integrated solution portfolio, from individual components through to complete solutions that are already fully tailored to the requirements of Industry 4.0, right down to the details.
In the component sector, for example, we have Klippon® Connect, Weidmüller's innovative electrical connectivity solution for efficient planning, installation and operation. The new terminal blocks and process-supporting services are consistently designed to generate added value in all the stages of the panel building process – from planning and installation right through to ongoing operation. The Weidmüller Configurator (WMC) is a software solution that makes the process of selecting, planning and ordering terminal rail components much quicker, thereby increasing the overall efficiency within the engineering process.
In line with Industry 4.0, Weidmüller has set itself the objective of providing industrial connectivity solutions for the smart factory of tomorrow, based on state-of-the-art information and communication technologies. Application areas of Industrial Analytics, Cloud Services, Energy Management, Digitalisation and Networking, as well as Data Consistency within the life cycle were defined, with web-based cloud services allowing for intelligent information processing from virtually anywhere in the world. Current process information can be retrieved via the Internet irrespective of location, and necessary software adjustments can be undertaken quickly and cost-efficiently. The Weidmüller energy management solutions help to highlight efficiencies and potential energy savings within the relevant system. Weidmüller Industrial Analytics solutions collect and process various data from the system in question and analyse it using intelligent processes. On this basis, anomalies and inefficiencies from different applications are reliably revealed, defects predicted and maintenance recommendations derived. With innovative communication-capable signal converters, I/O systems, routers and switches, Weidmüller also makes data available in the network and ensures IT security as a result. In summary, in developing from a component manufacturer to a solution provider, Weidmüller is combining established and new solutions into an overall solution which is tailored to the requirements of Industry 4.0.
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