INTERVIEW Marian Pirvu, CEO Wetterbest: “We focus on consolidating our distribution network and increasing the products’ accessibility”

As part of the construction market, the local roof systems market will be influenced by two major factors in 2020, according to Marian Pirvu, CEO Wetterbest. The first one is the evolution of the construction market which had a good start at the beginning of this year.

“The residential buildings segment rose by over 30 percent in volume during January 2020 compared to both the previous month and January 2019. Even so, let us not forget that the first visible effects of the crisis were visible in Romania only after the first half of March,” he told The Diplomat-Bucharest.

“The second factor is digitalization. We have already seen some DIY networks migrate towards online services or launch more and more digital solutions. By doing so, the acquisition process becomes even more accessible. The amount of information available for the customers is also rising. In example, it is much easier to research and evaluate the right products today than it was 5 years ago. 

What is your company’s business approach in the current economic context?

We are one of the leaders on the roof systems market in Romania. Recently, we inaugurated the new production facility worth 9 million Euro in investment. We benefit from state-of-the-art equipment; we have a strong team and a solid distribution network. Thus, we have all the needed instruments in order to carry out our activity even through these difficult times.

We keep close with our partners and focus on identifying together the right solutions to get through the current crisis. At the same time, we adapt to the context in terms of demand and production, so that we minimize the impact on our business.

Our priorities are the continuity of the activity and protecting our employees. We have ten different scenarios at Group level, depending on the evolution of the present crisis. We tailor our processes and measures on the go, depending on what is needed, we will keep working and answering our clients’ requests.

What are the market tendencies in 2020? 

In the last years, the consumers look for a matte finish and premium products that offer extensive guaranties for colour and corrosion. They are interested in the profiles that have special shapes and think of their projects on long-term.

Among the effects of the present crisis we expect a slight shift of the residential segment behaviour. The real estate companies already estimate the consumers’ interest will rise to larger living spaces. They will be willing to spend more and most of them will go for individual houses.

As part of the construction market, the local roof systems market will be influenced by two major factors in 2020.

The first one is the evolution of the construction market which had a good start at the beginning of this year. The residential buildings segment rose by over 30 percent in volume during January 2020 compared to both the previous month and January 2019. Even so, let us not forget that the first visible effects of the crisis were visible in Romania only after the first half of March.

The construction sector represents circa 4 percent of Romania’s GDP and the largest players of the sector are still the private companies. The latter go through very difficult times right now and along with them, their employees.

The range of influence includes the investors’ appetite for new projects and the personal renovation plans of the consumers. Here is where the need for the state to promptly intervene with clear support measures is most visible.

It all depends on how soon this pandemic crisis ends or how soon we adapt to the current situation and continue our activity.

The second factor is digitalization. We have already seen some DIY networks migrate towards online services or launch more and more digital solutions. By doing so, the acquisition process becomes even more accessible.

The amount of information available for the customers is also rising. In example, it is much easier to research and evaluate the right products today than it was 5 years ago.

What does a company need to do to be successful in doing business in Romania?

There is no recipe for success. There is a mix of elements that can contribute to reaching the goals in business. People are the most valuable resource, now more than ever. It is about attracting and retaining the most determined, experienced teams.

In order to grow, one must not ignore their partners network. The relationship with them must be relied on trust, development and keeping one’s promises. Knowing one’s market beyond the frequent reports is equally important. What do people wish for, what problem do they have and how can one solve it, where to.

The sales performance is constantly monitored. But sometimes we reach a point when we need to truly pay attention to additional factors that can result in business opportunities. One also needs a realistic, detailed planning as well as a motivated team that focuses its efforts on getting it done. This can make the difference between being close to the set goals and overcome them.

How would you describe your business development on the local market?

In 2007, the company started its roof systems production. Since 2018 we are part of TeraPlast Group, the largest Romanian construction materials manufacturer. Last year we launched two new roof protections and a new metallic tiles profile. Our most recent project, the new production facility, was inaugurated in March. Over the past 21 years our company developed strongly and capitalized every opportunity on every level.

We place great emphasis on an optimum value for money, safety, rigor, industrial excellence and keeping our promises. We constantly improve and develop.

Our clients and partners are confident that their choice is well-informed, and the products meet their long-term expectations. This, in most cases, does not involve compromise or the lowest possible price.

What are your short and medium-term plans in Romania?

We stay true to our vision: Wetterbest on every house. We direct our efforts to surpassing the current crisis with an as little impact as possible on our company and our employees.

After that, we will continue our direction of consolidating our distribution network and increasing the Wetterbest products’ accessibility. We count on our colleagues and partners.