Control Glass focuses on customers who already import glass

Control Glass is a group of four factories and two distribution warehouses that processes and sells architectural, industrial and automotive glass. Founded around 30 years ago, it has two factories in Teruel, one in Vall d’Uixó (Castellón) and one in Zaragoza.

Customers who already import glass

Glass is hard to ship, so a promising company that has never imported glass is rarely a real prospect. “Thanks to the xNova platform we’ve been able to easily identify the companies that already work with our competitors,” says Álvaro del Río, Export Manager at Control Glass. “This way we are 100% sure that they are willing to import glass products from foreign countries.”

Studying the market through competitors

Before targeting a market, the team studies it and looks at what competitors are doing there, to understand the customers it wants to reach. That points it to importers with experience buying glass from abroad.

“It helps us significantly in identifying the right potential customers, so we don’t waste time with companies that lack experience as glass importers,” Álvaro says. “xNova helps us have the right information to improve our exports.”