In comparison to selling to private customers, the procurement process for commercial customers is generally much more formal, systematic, and above all, more time-consuming. The decision to purchase capital goods is not usually taken by any one individual at the company. Instead, it is made by a group of people – the “buying center.” In the field of welding technology, this consists of experts from different disciplines, such as purchasers, welding technicians, maintenance technicians, and quality managers.
Fronius has developed a “selling center” made up of sales and service teams (VSPs) to act as a counterpart to the customer’s buying center. Eighty-seven expert teams from around the world are currently part of the selling center. Designed to match the structure of the customer’s buying center, our teams also have a wide variety of skills. For example, a Fronius sales and service team consists of a vendor, an application and system specialist, and a service technician. For each customer segment, such as the automotive segment or yellow goods, the teams also have a different specialization.
Fronius offers tailored services to customers around the world. Before customers make the decision to invest, we give them information about our systems and carry out welding trials in order to find the best solution for their needs. Our global service network makes us a reliable partner, even after the customer has made their purchase. Our application engineers are on hand as soon as the systems are delivered and provide support for both the commissioning and the startup phases of the customer’s production process. In addition, we offer fast and professional help with maintenance, calibration, inspection, and repairs. For our customers, this means shorter processes, fast response times, and access to the right experts, because we know that downtime in production can be inconvenient and, above all, costly.