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Prefabricated House Companies Spend Too Little Time for E-Mail Inquiries

Since Corona, hardly any prefabricated houses are sold without the Internet as the initial contact. The annual mystery shopping study by Interconnection Consulting on the German prefabricated house market shows that the full potential of inquiries from the Internet is by no means being exploited.

Quality of Responses Decreased

Even though the 100 German prefabricated house manufacturers contacted now respond quickly to the inquiries by mail, the quality of the answers leaves much to be desired. This year, the share of producers who responded to all four questions asked is 50%, whereas last year 72.6% of the prefabricated house manufacturers answered all four questions asked. Companies that took the time and answered the questions in detail were Danwood and Nordhaus.

Hardly Any Focus on Closing the Deal

“The potential of the Internet for customer acquisition is only utilized in the rarest of cases,” says Panorea Kaskani, the author of the study. This is evident not only in the quality of e-mail responses, but also in follow-up. Despite the customers’ expressed interest, only about one-sixth (17.7%) of the companies dare to make another contact attempt, after the first e-mail contact. Only 15.5% of the manufacturers who sent information by post or electronically after the inquiry were interested afterwards whether there was further interest in cooperation (in the previous year it was 16.7%). Positive examples in this regard, which make an effort to conclude a business deal and follow up are here the producers Schwörer Haus and ScanHaus. Elk Fertighaus, Petershaus and Hartl Haus also shine with above-average scores for sales orientation.

Enquiries Are Quickly Answered

While the quality of responses deteriorated, the response of manufacturers to the enquiry improved slightly compared to the previous year. This year, for example, 80% responded to the initial contact by e-mail, compared to only 63.5% last year. Within the first 24 hours, 64.6% responded to the mail enquiry compared to 61.1% the year before. A positive development can be seen in the transmission of information. The percentage of manufacturers who sent information material rose to 60.4% (previous year: 56.8%). The transmission of an online catalogue and direct links with information are the most popular options.

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Plenty of Room for Improvement in E-Commerce from Prefabricated House Manufacturers

Corona has given a further boost to online sales. However, Interconnection Consulting’s annual online mystery shopping test of the Austrian prefabricated house market shows that the potential of inquiries from the Internet is still far from being exploited.

Little Time Spent on E-Mail Enquiries

Although the 62 Austrian prefabricated house manufacturers contacted now answer the enquiries quickly, the quality of the responses has declined compared to last year. While last year 73% of the manufacturers responded to all four questions posed, this year only 66.7% took the time to answer all questions. Some positive companies that showed competence in answering all questions were Elk Fertighaus and Haas Fertigbau.

Hardly Any Follow up

Not only is there room for improvement in the quality of responses to e-mail inquiries, but there is also a need to get better in terms of follow-up. “The potential for lead generation is rarely exploited,” concludes Panorea Kaskani, the author of the study. Despite the customers’ expressed interest, only about one eighth (13%) of the companies dare to make a further contact attempt, after the first e-mail contact. “Especially when it comes to closing the deal, far too few manufacturers are still making a real effort,” explains Kaskani. Only 25% of manufacturers who sent information by post or electronically were interested afterwards whether there was further interest in cooperation. Companies that took advantage of the e-commerce potential of e-mail enquiries and acted with a high sales orientation were Griffner and Baufritz, among others. Zenker Haus and Malli Haus also shone with above-average sales orientation.

The Golden Rule is Increasingly Ignored

While the companies are taking less time to answer the questions, the response of the manufacturers to the enquiry has improved slightly compared to last year. This year, 72.6% of the manufacturers contacted responded to the first mail, compared with only 64.3% last year. However, the response within the first 24 hours has decreased slightly. The golden internet rule of a response within 24 hours was fulfilled by only 51.9%, compared to 54.0% in 2021. The average response time to an e-mail enquiry was 2.4 days this year and thus remained constant.

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Leading Companies trust in Interconnection Consulting


At the IC Impulsworkhop "Sales Optimization" we appreciate not only the practical relevance, but also the eloquent language and the perfect rhetoric. The most important benefit for our company was the sales pipeline. Adrian Capellarie (Head of Sales Admonter Holzindustrie)

Deutscher Holzfertigbau Verband

Interconnection provides us with the prefabricated house study a plausible and veritable data basis for the analysis of the actual situation in the prefabricated house market and beyond for the assessment of the future market development. We are happy to use this interpreted data for our lobbying and everyday work.

Thomas Schäfer (Managing Director, Deutscher Holzfertigbau-Verband)


The prefabricated housing study by Interconnection Consulting shows a real picture of the actual market situation and forms a valuable basis for our strategic decisions.

Gerhard Schuller (CFO ELK)


EPSON is satisfied with the Interconnection's way of communication with the market and with clients. EPSON is also appriciate the Interconnection's continuous work trying to aim the report to be at the higher level. As a result, EPSON rely on Interconnection data, for the market of POS Printers and Systems.

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I appreciate on the forum "Impulsworkshop Vertriebsoptimierung" the practical relevance of Peter Berger linked with his practical examples. I also liked the sovereign presentation style. The most important benefit was for me, on the one hand refresh of methods and also the sales management tools that were shown. Ing. Dietmar Hammer (Head of Product Management Gaulhofer)


The most important benefit of the Impulsworkshop "sales optimization" was in my view the procedure of the definition of strengths and the entire sales process. Mr. Berger is very competent and professional. Fabian Freund (Sales Manager, Kontron Austria)

Österreichs Personaldienstleister

The sales management tool ZAIS has become indispensable for many Austrian temporary staffing providers for fast and correct sales management decisions. A tailor-made online cockpit provides comprehensive monthly figures and data on temporary work and the labor market in Austria, while at the same time impressing with its overview and intuitive user guidance. Interconnection Consulting has consider individually to all user needs during development process and also convinces with fast response times during operation.

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Saint Gobain

Long experience and deep understanding of the construciton industry markets make up the quality of the IC studies. Interconnection Consulting is a constant companion concerning the assessment of markets and helpful for decision-making.

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Interconnection Consulting reports deliver a worthfull external perspective and are so a good contrast with regards to our internal market point of views.

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Scandinavian Business Seating

The IC Report gives a very good overview of the Western European office furniture market, in a well-structured way. The data is helpful to better understand the market developments and drivers.

Beatrice Sotelo (Director Business Development , Scandinavian Business Seating)

Schneider Electric

Under a short time constraint, Interconnection was able to deliver an outstanding study that exceeded my expectation in terms of quality and market breadth. I highly recommend Interconnection to anyone in need of market research.

Jeff Canterberry (Director of Strategy and M&A, Schneider Electric)


When developing new market strategies, Interconnection is a trusted source we always come back to. Christian Frey (Marketing Manager CS DACH)

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