ZAYER EXPERTS

ZAYER started exporting in the 1950s, with the first milling machine installed in Brazil. Since then, due to our export mentality, export volume has reached more than 80% of the total production. Germany, Italy, France, Holland, Austria, Turkey, Brazil, China, India, USA, Mexico and Canada, among others, are our markets, where we implement and operate our machining solutions.

Ricardo Diego has been working in ZAYER for 25 years, always linked to the sales area. He has recently been appointed Sales Manager. Undoubtedly, his work has always been, and is now even more, linked to the growth and expansion of the brand and our products in the world.

What has the pandemic meant for ZAYER and how has it affected sales and the sales process?

In this sector, machine tool manufacturing brands currently export over 80% of our activity, which meant that the shock was very harsh at first, but we reacted quickly. At ZAYER we were clear that if we couldn’t reach clients physically, we would do it digitally, online or virtually. We got down to work, and soon we were switching up all our communication tools. We set up tools, rooms and arrangements to hold meetings via video-conferencing, we updated our website constantly, activated communication on social media and provided our clients with even more access to the project platform, etc. We are currently in the midst of several digital innovation projects that will further strengthen our position in this regard.

And what about sales relations, have they suffered?

As I say, they did at first… however, our reaction was so fast, and approached with such visibility, that our entire community reacted very positively. We have launched a wide variety of videos this past year, presenting new features, projects, machine launches, apps, etc. We have generated a steady flow of content of interest and people have been contacting us and showing great interest in these new features and the new machines. Since mid-2020, moving into the third quarter, the situation turned around, which has led to a significant boost in the order portfolio.

What does EMO MILANO represent for ZAYER and why have you decided to participate in this 2021 edition?

EMO Milano has always been the perfect event for us to make new contacts with customers and players from other faraway countries. In addition to that, the person who heads up the ZAYER Italy branch, Rosario Palmeri, holds many meetings, activities and visits with clients and potential interested parties who are sure to visit us during this edition. Each year EMO has kick started several international collaborations for ZAYER. We are a recognised brand at the event and we want to take advantage of the positive reaction of our clients, interested parties and followers to drive relations and also develop new contacts this year. 

The situation is currently improving significantly and by the time EMO rolls around, we expect it will be an excellent springboard for the sector’s players who are hoping for a significant reboot.

What new features will ZAYER be presenting at EMO this year?

This edition of EMO is the perfect time to show off our new features and launch new products. At ZAYER we will take advantage of this opportunity to showcase our new ARES bridge milling machine, which is equipped with a mobile crosspiece to facilitate accessibility in machining operations thanks to the machine’s rigidity and power, achieving a better dynamic by working with a more optimal ram route.

We also have our full product range -featuring milling machines and multi-functional machining centres- which are characterised by their robustness, grinding capacity, extreme precision and ease of use thanks to our state of the art technology. We are currently in benchmark position in terms of machining apps that facilitate the operator’s job and it is key that we show this off well to the market. 

And so, the mainstay of our exhibit will be the ARES machine, but around it, there will be many other new features to discuss. We will also display the recently developed apps and their benefits, our new HMI interface that makes operating the tools easier, the connection platforms and the means of communicating with the machines… so, lots of new things to show off!

What are your forecasts for the sector and other upcoming fairs?

2021 began by continuing the trend of the last quarter of 2020, in other words, positively.

The results make us optimistic for the upward trend to continue throughout the rest of the year. We are approaching things with prudence, but we believe that there will be steady growth in the coming months, so that little by little we will return to pre-pandemic levels. We have many orders under way and we are eagerly working to meet our commitments to our clients.

In terms of future fairs, I feel there is a desire to re-establish normality. The aim is a fair the contributes to doing business, invigorating the sector. Although we have made great advances in the digital arena, face-to-face events will continue to be the key to promoting companies and building skilled clients. I personally think that much of the process of growing our business could be done online or in hybrid format, but the in-person aspect of fairs, inviting the client to our facilities, even holding guided tours of the showrooms… all that is still as necessary as ever. 

Thank you for the interview, Ricardo and best of luck with the fair!