HICASA qualifies prospects by who they already buy from
- Industry
- Rails and railway materials
- Experience
- More than 50 years
- Sells to
- Distributors
- Markets
- Europe, America, Africa and Asia
- Employees
- 11 - 50
- Uses xNova for
HICASA stores, transforms, distributes and sells railway materials, including rails and accessories. It is both a distributor and a manufacturer, with its own factory for light rails, and more than 50% of its sales are outside Spain.
Qualifying prospects in a small world
In railway materials, everyone knows everyone. So for HICASA, xNova is as much about qualifying prospects as finding them. If an importer usually buys from Asian producers, HICASA knows it cannot compete on price and does not spend time on it.
“Thanks to the xNova platform we’ve been able to easily identify the companies that already work with our competitors,” says Iván Hernández, Commercial Director at HICASA. “This way we are 100% sure that they are able to pay for our products.”
Competitors’ clients, and better trips
HICASA also studies its competitors’ client base. Knowing who those clients are shows where the opportunities are and helps the team plan its commercial trips.
“At a glance I am finding buyers for my product on xNova. Quickly and with minimal effort and investment,” Iván says. “I search for it and I find it in xNova. Easy and simple.”