We meet her through the PC screen, remotely, to interview her about her journey and find out if, beyond the Italian borders, the aftermarket follows different dynamics.
Partiamo da principio. L’ingresso in Sampierana.
I joined Sampierana in 2022. My last work experience dates back to April 2022, but for family reasons at a certain point I distanced myself from the job market. When I arrived here in Modena I knew nothing about the world of spare parts. I had experience in the metalworking sector, but not in the earthmoving spare parts sector.
Thanks to the patience of my colleagues, after almost two years, I have learnt so much. It was, I can safely say, the hardest training period of my life.
When you started what was assigned to you?
At the beginning I was active on all foreign markets (quotes, sales). After a few months, the areas were divided and I was assigned certain areas (Eastern Europe, Germany).
You spoke of a “hard” insertion. Are you referring to learning about the aftermarket?
Yes. I was used to working for manufacturing companies, both single-brand and multi-brand, but there was mainly one product. Here too the product is basically one, but divided into different types with different characteristics and dynamics.
Not being in the industry, it was difficult to catch up to serve customers.
What was your first impact with the markets you follow? .
Yes. I was used to working for manufacturing companies, both single-brand and multi-brand, but there was mainly one product. Here too the product is basically one, but divided into different types with different characteristics and dynamics.
The first customer you were assigned?
If memory serves, I think it was a Greek customer. After the zoning, Greece became one of my countries. Among other things, the Greek one is often underestimated, while it remains one of the largest markets where construction is taking place.
Do you remember an episode or an encounter with a client that marked you?
In January I had the opportunity to visit customers in person and having the person in front of you in the flesh is a very different perception. The customer has much more empathy for you on these occasions.
A nice reminder was an email from a Greek customer who thanked us for our availability and work, pointing out that our work pushes us to always be in a hurry and finding the time to look into personal matters is really something precious.
These are seemingly banal words, but in reality this is the other side of our work. And it is just as important.
How do you go about your working day?
My working day takes place with follow up work on the quotes sent to customers. If this part isn’t there, we start to consider some new trips we can take. The active job is mail-quote-order. Otherwise the focus is on follow up work.
Does this part of the job include finding new customers?
Yes, absolutely. Via email and virtually it is always difficult. This is why we are trying to identify areas where we can find new customers. Some territories are already largely beaten. For example, Germany is very focused on customer loyalty, so it is not easy to market yourself. Ours seems like a big market, but in the end it is a very small one
What is the most difficult part of commercial work in the spare parts industry?
Be competitive on price. The spare part, even when it is the best, tends to be the material you save the most on. The hardest thing to understand how far you can go in bargaining is price in my opinion.
If a customer is looking for a specific branded excavator he has a clear price range and also a specific supplier most of the time, while I can sell him the spare part as well as another salesman. We still supply top class parts thanks to Berco, but some customers are not necessarily looking for this brand.
Do your customers prefer the Berco or Sampierana line?
Actually, a lot depends on the countries. Germany focuses more on Berco, other countries focus on Sampierana precisely because of the price factor. A lot also depends on the speed of supply. At this moment in time this is really the sore point for our market.
Were you able at Sampierana to put to use skills you had accumulated over the years?
Everything I have done so far has served me. I realised that all the work I have done so far has served to lead me to compose this painting.
What is your favourite aspect of Sampierana? .
Certainly on a professional level in the relationship with colleagues I got along very well.
I also get on very well with the sales manager. These are not obvious factors. The fact that we are a medium-sized company, even though we are now part of an international group, and the fact that we have the possibility of smart working are really essential for the present and the future.
For me it was a great surplus to enter the CNH world. I am very grateful for that and I am very happy here too.
