"In Imcoinsa already we do not work in a crisis environment"
November 3, 2010
This year the company celebrates its 25th anniversary. Is this the company projected in a principle? Do the expectations been fulfilled?
Yes, we are where we wanted to be. Without wishing to fall into complacency, not found but a succession of entrepreneurial successes that we have fortunately positioned ourselves in the current situation. We are in a position comfortable, seated, especially considering the current situation and we have achieved a continuous evolution in all those objectives that 25 years ago we understood should be an intrinsic part of Imcoinsa.
Obviously, first and foremost, get a business profitability. Now well, and perhaps as a result of our family origin, have always had a strong commitment with people: those that are part of our project and environment.
For example, a fact which I believe reflects this philosophy. During the financial year 2006, more than 40% of the staff enjoy so simultaneous provision for maternity / paternity leave. We are a young and committed to the future organization.
I would also highlight the collaboration with the environment in which we are. We believe that we must make him part of our success and, accordingly, collaborate with more than 15 organizations, charitable, sporting and cultural The redistribution of our success is not a fad that we aim now, but that we have been making it for many years. We are not talking about corporate social responsibility, we do not use those terms, although they are concepts inherent to our way of working for 25 years.
The objective of 'social' call it somehow, therefore fulfilled. What about the others?
We have achieved a business profitability continued during all the years of our history.
But we also believe we have achieved, and we intend to continue to do so, bring profitability to our customers, IE, that our customers are profitable. We do not like big words, worn-out marketing messages, the large empty concepts. Our goal is to ensure our clients that work with Imcoinsa brings profitability to your business.
How it all started?
In 1985, our father, Luis Pérez Zubizarreta, after 25 years as a manager of a company of compressors, decided to start a new project, Imcoinsa, with the aim of marketing products intended for the construction and industry. And he did with facilities located in Durango (Biscay) and with the help of two of his sons, José María and Juan.
The evolution of the articles offered to our customers, to the current catalog, is a consequence of permanent feedback with the environment through our clients and sales network.
In 2001, in order to adequately respond to a growing activity and improve the service to our customers, we moved to these new facilities of Abadiano (Vizcaya), allowing us to expand and improve our production, logistics, etc. With the change, practically we have multiplied by 5 our surface.
Give us a tour of the different families of products they sell.
We classify our products into families.
Temporary source and specific weight quoted first family of pointers and drill bits, where we have the widest range of useful for construction market. He was one of the first successes of the company, because they were times where each manufacturer of hammers produced drill bits and pointers solely for their own machines. We broke this dynamic marketing drills and pointers for almost all models of hammers of the market, making it possible for customers to centralize all your needs of these articles in Imcoinsa. After other firms have pointed to this philosophy.
But the thing was not there...
Of course not. Another family that we are actively promoting are the metal cutting tools: drills, crowns bimetal, males, bearings, drill Chuck and a long etc. It is a family that we decided to address in order to respond to the customers to which suministrábamos drill bits and pointers of construction and demanded us that this another range. Our special campaign of this range in September has had a very satisfactory, largely because we offer a fast and exquisite service that allows our customers to significantly reduce his stock. It is a segment in which we see a great potential.
Also forms a family what we call maintenance and equipment. It includes numerous items, such as pallet, welders, battery chargers, sergeants...
The machinery of construction is another of our most significant families. We offer a wide range of machinery involved in all phases of work, from foundations to the finish, with a special penetration in the sector shops, which particularly appreciated the reliability and quality of our products. Also I need to stress that our presence in this sector is not occasional and opportunity. Even being aware of the difficulties that it is going through and contrary to what you are doing some of our competitors, our commitment to our customers of construction machinery remains more than ever. We keep our product range and the incorporation of interesting new features is planned.
In the field of the construction of formwork and scaffolding accessories family deserves special mention. The market particularly appreciated the reliability of our products and the guarantee of availability of stock that we offer. It is especially in this family where we are detecting the disappearance of certain signatures of opportunity, which we are offering interesting possibilities. Recall recent removals we perform signature I.R.-commercial spare parts, S.L., in relation to its business of components for scaffolding (spindles and braces), as well as the components of formwork (tensores-grapas tensoras plates of subject)(, anchor bolts, bars of formwork, etc.).
Compressors and pneumatic complete our offer. We offer the entire range that you may need, from screw compressors up to 125 HP, for professional use piston compressors and compressors of direct coupling for domestic use. Our proposal is complemented by articles for pneumatic: tools, filters, Prefilters, steels and compressed air hose and a long etc.
Asian compressors? No thanks.
In the field of compressors can say that the majority of national providers offer Asian compressors, either as a single range well to complement its own range of manufacturing. We have not come to this dynamic and only offer compressors of European manufacturing, with a clear commitment to quality. We could go into this dynamic, we know how to do it, but we do not consider such a possibility. To date, Imcoinsa is not in the battle of the sale of compressors for low range.
How can they have organized their trade network?
Imcoinsa sells exclusively through distributors. It is something especially notable in the segment of the compressors, because we are not sure that all manufacturers can say the same. We do not conceive deal directly with the client to give a Commission to the Distributor. In Imcoinsa we not contemplate that formula. Our distributor is our partner and as such we try. Direct requests for the end customer the channeling through our network of distributors. On the one hand, it is a matter of 'fair play' but it is that we are also confident that thus significantly improves the attention to the end customer, which may require a service, an explicación…
Our client base covers different sectors such as the supply industry and construction, alquiladores, hardware, automotive, agricultural sector and a long etc.
Our structure is very flexible and very close to the customers. Why we can offer to each sector you need and as you need. It is not the same provide a small hardware store than to a shops. For example, we are authorised suppliers of chain 88, and in turn have subscribed agreements frameworks with the signatures alquiladoras most representative at the national level.
In extent has the crisis affected your company? What has your company done to alleviate their effects?
In Imcoinsa, from 2009 and we do not work in a crisis environment. We are no longer in an unknown environment or in a situation of transition to another Stadium. Now the rules of the game are those that are and we're already playing with these new rules. Surprise us comments concerning the need to control stocks, expenses and payments, etc. when not due be? In Imcoinsa are management processes that are fully internalized and consequently it was not necessary to take special measures.
Surprisingly, this lack of 'fear', to which it is cayendo…
Without a doubt the contribution made by my father, with 50 years of experience in managerial positions, from the moment of the creation of Imcoinsa has been fundamental, he established an operational to ensure the proper management of all functional aspects of the companywhich has provided us with a more relaxed view of the crisis.
As a young organization, we have a directive experience that allows us to continue and optimize this path.
What do you think that it distinguishes Imcoinsa from their competitors?
The main difference is that the family, myself in the commercial direction, my brother John in production and logistics, my sister María José in the economic and financial part and my father in his current role of advice, are directly involved and committed to the management of the business. We are partners, owners and responsible for the management and fortunately we have a team that understands and shares our project.
It is a fact differential, no doubt. It allows us to be in direct contact with our customers and sales network, every day, knowing and addressing their needs.
A new concept: grouping of request
In the actuality, Imcoinsa is working to transmit to his customers a new concept that in the company have designated Grouping of Requests. Fernando Zubero Pérez explains it: “Our catalogue is wide and have articles for different sectors. Our customers suffer a significant reduction in the potentials of purchase to his different providers. We think that if we are able that they trust an alone provider like Imcoinsa, can obtain advantages, increasing his power of negotiation, racionalizando the costs of transport, the administrative costs, of logistics, etc. In definite, increase the profitability of his business.
