Construction and living

Viorica Jeler

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Viorica Jeler has been a market analyst at Interconnection since 2016. She studied marketing and sales management, where she developed her affinity to market research. After having gained many years of experience as project manager of an Austrian catchment area survey, she specialized in geomarketing. She analyzes markets according to geographic structure and provides valuable insight into support sales planning and control, including the restructuring of sites. Overwhelming data floods are comprehensively prepared using innovative visualization tools, providing valuable answers for your sales and marketing projects.Her mystery shopping studies provide other important data for optimization in this business area. By using this method, you can see improvement potential from different perspectives and derive appropriate measures for your business success at the right time.

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Case Study Glass

Construction and Living

IC News

Two-thirds of German Window Dealers Give Automatic Discounts

A mystery shopping test conducted by Interconnection Consulting revealed that 66% of dealers offset their high window prices by offering automatic discounts. Overall, there are large price differences among the 20 window brands surveyed. There also happen to be geographic price differences. Southern Germans, for example, have to dig deeper into their pockets when purchasing windows than their compatriots in the north.


With an average price of EUR 342.70, Northern Germany has the least expensive PVC windows on offer. Far more expensive are the Southeast and Southwest regions, where average prices for PVC windows are 10% and 18% higher, respectively. However, the most expensive region in this segment is the East (EUR 408.30). In the wood/aluminum window segment, the highest average price of EUR 704.60 can be found in the Southwest, followed by the West, the Southeast, and the North at EUR 655.90.


Installation Most Expensive in the East

For comparable wood/aluminum windows (1000 x 1400), the price difference between the cheapest and most expensive providers is 100%. “You’re not just paying for security features or good heat values, you’re also paying for the brand,” explains Viorica Jeler, author of the study. In the case of PVC lift-and-slide doors, the average price was EUR 3,405 and thus significantly lower than in Austria (EUR 4,280). The mystery shopping test also inquired about installation prices. The average price in Germany was EUR 2,557, slightly higher than in Austria (EUR 2,274). Interestingly, the cost of installation was highest in the East (EUR 3,096) and lowest in the West (EUR 2,007). Regarding window suppliers, many of them offset their high installation prices by offering generous discounts. Around two-thirds of the dealers (66%) grant automatic discounts.


Safety Pays Off

Features like lockable handles that increase window safety generally go hand-in-hand with higher prices. Compared to standard models, prices for safety windows are on average roughly one-third higher. In Austria, customers pay significantly more, namely 61.1%, for safety windows than for standard models. Interestingly enough, increased safety in wood-aluminum windows is much more expensive than with PVC windows. “This is just one indication that there are still many price potentials to be exploited in the German window market, in spite of what one often hears that the customer is only interested in the price,” explains Viorica Jeler, author of the study.

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Window Market Looking Skyward Again

The market for windows in Western Europe will grow by 3.6% this year. According to a study by Interconnection Consulting, average growth for the industry is forecast to be 3.3% to 2021. Nearly all the regions surveyed, except the UK and Ireland, show robust growth rates.


Southern Europe on the Right Path

Southern Europe (Italy, Spain, and Portugal) has a growth rate of over 5%, making it the region with the strongest growth. Part of this simply has to do with making up for lost time since between 2010 and 2018 the market share of the southern European countries plummeted 42.9% to 11.8%. Italy managed to turn the corner in 2017 and has been posting positive growth figures ever since. The new construction sector, as just one example, is expected to rise by 13.8% in 2018. The region with the highest market share (34.9%) is the German-speaking region of Germany, Austria, and Switzerland. Germany’s window market will grow by 5.4% this year.


France Spreading Optimism

The second largest region is France and the Benelux countries with a market share of 23.5%. Regional growth in 2018 will reach 3.1% in volume, just below the overall average of 3.2%. New construction in France is the sector that is really continuing to spread optimism. “We expect a steady increase in the number of completed buildings in the coming years,” explains Tobias Stickelberger, author of the study. With a growth rate of 3.8%, the Nordic countries of Denmark, Sweden, Norway, and Finland are also showing stable growth rates. The pacesetter among the Nordic countries is Sweden, notching a growth of 4.8% in the window market last year. The suburbs surrounding the cities of Stockholm, Malmö, and Gothenburg are proving to be the areas in Sweden that are registering a boom in construction. The only region whose growth is stagnating is the United Kingdom and Ireland, with projected growth of less than one percent for 2018. The situation for the economy, including the window industry, is unlikely to change in the next two years, either.


Renovation and Housing the Cash Cows

Overall, the renovation sector is dominating the window market across all regions. While in German, Austria, and Switzerland the dominance is still relatively weak compared to the new building sector (51:49), the ratio in Southern Europe is 70:30. Residential construction is the most important window market across all regions. This trend is strongest in France and the Benelux countries, where the share of the market reaches 73.7%. Four out of 10 windows are fitted with PVC frames. Metal is in second place with 25.9%, followed by wood with 16.6%. The leading companies include Aluplast, Guardian, Saint-Gobain, Internorm, AFG, Finstral, Schüco, Velux, and Rehau.

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Bioclimatic pergolas: an innovative product with high growth potential

The European market for Bioclimatic Pergolas is expanding steadily and will grow at 7,7% in quantity in 2018. In the next three years, it will continue to grow at an average yearly rate of 5,9%. Growth is manifesting in all countries as the product is relatively new whereas growth is a little bit lower in more mature markets, like France and Benelux. In aggregate, for all 7 countries under consideration, revenues have reached 218,2 million euros in 2018.

France, Benelux and Italy as biggest markets

Bioclimatic pergolas are quite sophisticated sun protection systems and have to be considered as an alternative to textile patio pergolas. First introduced in Benelux and France, they become quite popular in Italy in the last 2-3 years. These three are the biggest market as of 2018. In France the market will grow at 5,5%, while the Italian market will be still expanding by 7,7%. In all other countries, apart from Benelux, quantity will grow above 10% in 2018.

Higher prices in Benelux and in German-speaking areas

In terms of price segment, the seven markets are relatively differentiated. In Benelux, where the main premium brands dominate the market, average prices are higher and the premium segment (>800€ per square meter) covers 43,9% of all pergolas sold in 2018. Lowest average prices have been detected in France and Spain, whereas pergolas in the premium segment are above 40% in Germany, Austria, and Switzerland.

Stand-alone pergolas as most popular solution

Stand-alone pergolas constitute slightly more than 50% of the whole market. Pergolas with side protection (against wind and rain) are expanding strongly, while those without side protection will fall below 25% in the next 3 years. Among the different types of side protection, Zip-Screens are the most popular. The three main competitors in Europe are Brustor, Pratic and Renson.

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Concrete Riding a Wave of Success

The sector for concrete fibers and concrete additives gained 3.2% in volume last year in Europe’s largest markets (Germany, France, Italy, Great Britain, Poland, and the Benelux region). Sales in the markets analyzed rose roughly EUR 68 million to reach EUR 1.26 billion. According to a study by Interconnection Consulting, annual growth in the sector is expected to hold at 3.1% through 2020.


All of the markets are benefiting from corporate and government bodies’ growing fondness to invest. The number one growth market is Poland. In 2017, sales volume grew 6.2%. Last year’s increase of 3.9% in the Benelux region was also above average, whereby it was the non-residential sector that registered strong gains in both the Netherlands and Belgium. The concrete fiber and additives market was also able to show significant gains (+3.2%) in France as well. In Germany (+3.1%), Great Britain (+2.9%), and Italy (+2.6%), sales remained just below the overall average.


Concrete Plasticizers Dominate

Plasticizers, with a share of sales of 48.6%, are the strongest product group among concrete additives, followed by superplasticizers (19.3%) and release agents (10.4%). Whereas release agents across the European markets lost heavily in shares in recent years, sales of superplasticizers grew at an above-average pace during the same period compared to the other product groups. However, with a growth of 5.1%, accelerators are expected to exhibit the greatest gains between 2016 and 2020.


Steel Fibers Steal the Show

Concrete fibers come in the form of steel fibers, plastic fibers, and glass fibers. By far the strongest product group is steel fibers, with a market share of 75.2%. In Germany, the supremacy of steel fibers (81.3%) is even more astonishing – and is only expected to grow. Plastic fibers capture 17.1% of European sales shares, while glass fibers are left with only 7.7% of the market, a figure that will continue to decline.


Poland Shows Tightest Market Concentration

Last year the top ten companies in the individual markets held the following shares of the market: Poland (71,9%), the Benelux region (66,5%), Great Britain (66,5%), Italy (64,8%), Germany (64,6%), and France (64,0%).

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Exterior Doors Market in Western Europe reaches Growth Peak

In 2018 the market for exterior doors in Western Europe is set to experience the kind of gains it has not seen in years. With a plus in value of 3.9%, the 2017/18 growth has also reached its peak for the coming years. Up to the year 2021, growth will fall off slightly, with a CAGR of 3.4% in value, according to a study by Interconnection Consulting. Economic growth, consumer expenditure, investments, and the solid development in the construction sector are the driving forces behind the good prospects in the exterior door market.

New Construction Sector with Better Development

In Germany, the 2018 market is on course to increase by 3.7%. The country’s population growth means that 350,000 to 400,000 apartments must be built annually, which is more than the current output of 263,000 units. “In Germany, subsidized housing currently falls short of demand, but is still a driving force in the exterior door market,” explains Laszlo Barla, author of the study. Although Great Britain is still struggling with the repercussions of Brexit, it will be able to spring back somewhat with gains in both sales (+0.5%) and revenue (+1.5%) after a poor showing last year. In fact, the rate of growth is expected to increase slightly in the coming years. In France, the market is aiming to gain 7.3%. Both economic growth and the number of newly constructed buildings will continue their upward trend. Even Italy saw strong market gains of 5.2% in 2018, with newly constructed buildings accounting for the growth. By comparison, the renovation market, which constitutes nearly three-fourths of overall business, will increase by only 3.3%. In Spain, growth is currently at 3.8% by value. Interconnection is expecting the Spanish market to have an annual average growth rate of 3.6% through 2021.

PVC Growing

PVC has gained in market shares in Western Europe in recent years on account of its use in subsidized housing and its comparative value. The market share of PVC is thereby on course to hit 26.3% by 2021. In 2012, this figure was only 23.9%. By comparison, wood is expected to lose shares over the same period and end up in third place behind PVC. Aluminum still continues to be the market leader and will increase its market share to 28.8% by 2021. Aluminum is especially the largest segment across the region of Germany, Austria, and Switzerland, where it garners a market share of 36.5%. In Great Britain and Ireland, by contrast, PVC is the big winner, with a share of 38.2%. Yet in the Scandinavian countries, wood is the favored material, with a market share of 39.7%.

Residential Buildings the Core Segment

Residential buildings is the largest market segment since non-residential buildings also employ other types of doors such as industrial doors, revolving doors, etc. In Germany, Austria, Switzerland, France, and the Benelux countries, the market share of residential buildings comes to roughly 75%. In the remaining Western European regions, the residential market share is approximately 66%. In Southern Europe and Great Britain, the renovation market traditionally plays a larger role than new constructions on account of the longer service life.

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Exterior Doors Market with Strong Growth in Eastern Europe

Low interest rates, rising salaries, and sinking unemployment are once again making homes affordable. This, in turn, has boosted the Eastern European market for exterior doors, which, following record growth last year of +9.6%, is expected to gain yet another 4.5% in volume in 2018. For the following years, however, Interconnection Consulting expects the market to cool off, resulting in more moderate gains.

Balkan Countries Catching Up

As a result of the economic recovery in the Balkans, the Balkan nations, led by Croatia, will show even stronger growth than the Visegrad countries of Poland, the Czech Republic, and Slovakia. Their share of the overall market is only 21.9%, whereas Poland, the Czech Republic, and Slovakia garner 78.1%. In 2012, the share of the Balkan countries analyzed was still considerably higher at 29.2%. Croatia is currently benefitting from strong domestic demand and rising buying power brought about by a series of tax cuts and an increase of minimum wages in the public sector in the previous year. The market volume is expected to gain yet another 5.5% over the previous year. Greece is also continuing its gradual upswing, where sales volume in 2018 will increase by 4.6%. In Slovenia, Interconnection is expecting a growth in sales of 3.6%.

Good News for Visegrad Countries

Of the Visegrad nations, Poland will see a growth in sales of 3.5%. Residential building construction increased 11% in 2017, a trend that is expected to continue in the future, according to Laszlo Barla, author of the study. The Czech Republic registered the highest increase in the Visegrad Group, with a plus of 5.0%. Both the positive economic conditions and a high production rate in the construction industry have translated into big sales for the exterior door market as well. In Slovakia, sales will grow at a comparatively more moderate rate of 2.3% in 2018.

Competition for PVC

With a market share of 26.5%, PVC remains the leading product segment in Eastern Europe. Aluminum and steel (at 24.5% and 17.2%, respectively) are close behind, however, and will continue to gain ground on PVC. PVC is the number one in the Visegrad countries with a share of 24.9%, and even though the share of PVC in the Balkan states is higher (33.4%), it still falls clearly behind aluminum at 44.1%. While in residential buildings metal is the clear leader in growth (+6.5%) and aluminum and PVC are both registering above-average growth, the strongest growth in non-residential buildings will be in aluminum (3.5%).

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Prompt Response Now the Norm

As businesses continue to understand the growing importance of online communication with their customers, Interconnection Consulting decided to analyze how the 34 leading Austrian manufacturers of prefabricated homes react to online customer inquiries. The results show that, compared to last year, manufacturers have improved their online customer service. Their reaction time to query emails fell by nearly 10%.

Prompt Response Now the Norm

Companies are getting better at tapping into the potential of the internet for generating leads. Of those companies contacted, 69.4% reacted to a customer’s initial online inquiry. Following a reminder email and a phone call, the percentage of companies who responded jumped to 96.8%. More than two-thirds responded within two days.

Wide Range of Responses

Overall, the prefab home manufacturers reacted in widely different ways. Whereas 39.3% did not respond to any of the customer’s four questions regarding warranty, building regulations, financing, and energy, a quarter of the companies (25.2%) took the time to answer all of the questions. In addition, a third of the manufacturers (33.3%) offered additional information in electronic format in attempts to persuade their interested customers; 20.3% provided printed material. However, after sending out the information, the manufacturers fell short of their ostensible goals: only 21.4% of the companies who sent info followed up to ask if their customers were still interested in a home. “Advertising costs accrue without a follow-up. Ads are not being monitored as to their efficiency. And businesses are losing customers due to poor tracking and record keeping,” explains Viorica-Maria Jeler, author of the study.

In-Person Meeting Preferred

Companies utilize online communication to create a link to the offline world. The manufacturers under investigation chose different methods of closing a deal. Two-thirds (66.1%) suggested an in-person meeting, 16.1% preferred a phone call, and nearly one in ten (8.9%) was content with corresponding by email.

In this study, Interconnection tested the 31 leading Austrian prefabricated home manufacturers. To do so, the manufacturers were contacted with a specific question regarding possible business. Their responses were then analyzed.

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To New Heights with EU Resources

The market for elastic floor coverings in the CEE countries of Poland, the Czech Republic, Slovakia, and Hungary reached a volume of EUR 221.4 million in 2017, an impressive increase of 7.9% over the previous year. In the coming years, the pace of growth is expected to slow down slightly on account of the sinking dynamics in construction. Average annual growth to 2021 will be 5.1%, according to a study by Interconnection Consulting.

Overall, the market for elastic floor coverings is benefitting from good economic developments: domestic demand is up, unemployment down, and salaries are rising. “Many projects that are also financed by EU resources will continue to contribute to the growth in the sector,” explains Katarina Gajdova, author of the study. However, due to the strong economic developments of the Visegrad Group, EU funding will be falling off by roughly 21.5% beginning in 2020.

Health Sector a Driving Force

With a market share of 17.0%, the health/medical sector represents one of the driving forces of growth on account of its heavy investment activities. In Poland, EUR 3 billion will be invested in the sector between 2014 and 2020. Hungary’s hospital infrastructure will also be extensively renovated. “Large-scale hospitals with a capacity of nearly 3,000 beds are planned for completion by 2025,” explains Gajdova. In Slovakia, the Ministry of Health has already approved EUR 153 million for the renovation of 44 hospitals. The largest area of application for elastic floor coverings, however, remains residential construction, with a market share of 36.4%.

New Trends Expected

The largest product group is heterogeneous vinyl/PVC, with a share of 42.6% in volume. The material is not only less expensive than other flooring material such as hardwood, marble, and stone, but it is also one of the less expensive materials among elastic floor coverings. However, vinyl still has many advantages, such as durability, ease of maintenance, and versatility. LVTs (Luxury Vinyl Tiles) are the fastest-growing product group, with a current market share of 18.4%. But this might not always be the case. There are indications that SPC flooring will soon take over the position as fastest growing floor covering. The reasons are the simpler installation, lower investment costs, lower material and labor costs, better waterproofing, and greater stability. And, it is better for the environment. The top five companies have a market value of 54.8%. The top companies are Amtico, Atro, Beaulieu, Gerflor, Graboplast, Fatra, Forbo, IVC, Lentex, and Tarkett.

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Elastic Floor Coverings: Sometimes Dazzling, Sometimes Matt

Three markets, three different developments. Whereas the market for elastic floor coverings in Great Britain and Ireland is in a downwards spiral on account of the Brexit crises (2017: -1.5% in volume), and is stagnating in Italy (0.3% in volume), in Spain the growth curve is rising off the charts (+3.5% in volume). These trends are also largely expected to continue, according to a study by Interconnection Consulting.

Spain Marches On

According to the study, average annual growth in Spain to 2021 will be 6.2% in volume. The favored area of application for elastic floor coverings in Spain is residential buildings, with an average market share of 27.6%, followed by health/medical with 16.9%. The leading product group in Spain is LVTs (Luxury Vinyl Tiles), with a share of 38.2%. Katarina Gajdova, author of the study, explains the advantages of LVTs: “They have a wide array of design options, can recreate the appearance of stone or wood flooring, and, compared to these materials, LVTs do not come with extensive installation and maintenance costs.” LVTs are also the fastest growing product group in Spain (average forecast growth per year to 2021: 9.1%). The market share of the top five companies is 69.4% (top 10: 76.7%).

Slow Growth in Italy

The average annual growth in Italy to 2021 will be 1.5% in volume. The largest area of application for elastic floor coverings in Italy is health/medical, with an average market share of 24.4%, followed by residential buildings with 17.3%. The dominant product group is homogenous vinyl/PVC (23.1%). Homogenous vinyl consists of one single layer, which offers the vibrancy and depth of the selected color. One layer gives the floor covering rigidity and durability. Homogenous vinyl can thereby be employed in areas with high foot traffic, explains Gajdova. LVTs are in second place, with a market share of 22.6%. As in Spain, LVTs represent the largest-growing product group and are even set to become the highest-volume product group this year. The market share of the top five companies is 62.6% (top 10: 76.6%).

Long-Term Troubles Predicted for Great Britain

Growth in Great Britain and Ireland for the upcoming years will remain at 0.3%, a stagnation largely caused by the Brexit vote. The largest area of application is in residential buildings, with an average share of 36.4%, followed by health/medical with 17.0%. Here, too, LVTs are the leading product group, with 41.8%. The second-largest group is heterogeneous vinyl, with 19.8%. In this region as well, LVTs are the group with the highest growth prospects: 2.3% annually to 2021. The market share of the top five companies is 53.6% (top ten: 76.6%).

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When there is construction, there is plaster

The plaster and mortar market shows stable development overall. The countries France (+ 1.8%), Germany (+ 2.2%) and the Netherlands (+ 1.3%) recorded moderate growth in 2017. Poland recorded the highest growth of the five markets examined (+ 8.7% in volume). All examined markets except Italy were allowed to enjoy growth in 2017 and also the outlook for the industry remains pleasing, as a new study by Interconnection Consulting shows.


Poland is growing fastest

Poland is the fastest growing market in all the countries surveyed. In the previous year, sales of the plaster and mortar industry increased by 8.7%. Compared to other markets, the sector in Poland has a very high share in the new building segment (83.2%), which continues to gain shares compared to the renovation sector. Above all, the construction of office and commercial buildings accelerates the growth of the industry in Poland. Nearly half of the market (47.4%) is covered by mortar. Pasty plasters come to 31.2% and mineral plasters cover 21.4% of the market


France in the state of rest

The French market for plaster and mortar is spurred on by a recovered construction industry. Despite the fact that the French market is very high-priced – especially compared to its neighbor Germany – the market will continue to grow at an average rate of 2.6% per year until 2021 over the next few years. Unlike Poland, the French market is driven mainly by the renovation sector (66.5%). The total market of € 1.1 billion is dominated by mortar (share: 59.4%). Pasty plasters come to 25.4% and mineral plasters to 15.2%.


In Italy there is a risk of dry plaster

The Italian market has a market value of € 323.1 million. The industry is struggling with lower demand due to the crisis in the construction industry and increased substitution by drywall, which has led to the market easing by 4.6% in 2017. Due to the rise of the drywalls Interconnection expects a further decline of the market until 2021. The renovation sector is the dominant segment with 64.1%. The pasty plasters have a market share of 41.9% and are thus the strongest segment. This is followed by mortars with 33.1% and mineral plasters with 25.0%.


In Germany, housing helps

In Germany, the market rose by 2.2% in the previous year. The market is driven primarily by new construction, which accounts for 69.7% of the total market. Housing occupies a dominant position with 86.9%. A closer look at the market reveals that there is no dominant product group. Mineral plasters account for 39.4%, followed by mortar (35.2%) and pasty plasters (25.4%). But taking the value as a starting point, it is the pasty plasters with a market share of 59.3% that account for the largest part.


Moderate Netherlands

The Netherlands will maintain its moderate growth in the coming years. The total market volume will amount to 1.5 million tons in 2021 with average growth of 1.5% per annum. The plaster and mortar market is being driven primarily by the new building with a share of 66.6%. Mortar is the clear number one on the Dutch market with a share of 66.6%. After that mineral plasters get 22.6% and pasty plasters with 10.8%

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Local Ventilation Bring Heat to the Market

The market for residential ventilation systems in Germany, Austria, and Switzerland continued its upswing last year. With a total plus in sales volume of 5.1%, the sector was able to outdo itself across the three countries. According to a study by Interconnection Consulting, the market volume for the three markets analyzed came to EUR 270 million.

Germany Spurring the Market

The German market registered the highest growth (5.4%) of the three countries and accounted for 78.7% of the entire regional market. For 2018 Interconnection is expecting an overall market growth in volume of 5.4% for Germany. The dynamic activity in renovation field is one reason for the projected future growth. “This is especially the case in North Rhine-Westphalia, which has a large number of buildings from the 1970s now requiring restoration,” explains Neva Rukonic, author of the study. Overall, the share of heat recovery systems in Germany in terms of value is 33%. Currently, 49.0% of all centrally-controlled systems are installed in single-family homes, 62.5% of which are in the size class 201m3 – 550m3/h. Interconnection assumes that the single-family home segment will become more important for producers of central units, and thus units in the 201m3 – 550m3/h size class. Conversely, the market share for units < 200m3/h in multi-story residential buildings will decrease in Germany in the coming years.

Local Trumps Central

In the future, local systems can be expected to shake up the German market. Strong market gains for local heat recovery systems will thereby continue in the coming years. Last year, growth by volume in this sector stood at 16.8%. At 36.1%, local heat recovery systems already have the largest market share in Germany. Especially companies constructing residential buildings are becoming more and more interested in local ventilators. Decisive factors include their simple installation in both new constructions and renovations and their relatively low average price.

Compared to Germany, local heat recovery systems in Switzerland cannot seem to find their footing. Although the segment grew in volume by 2.1% last year, sales volume this year has fallen back off 2.2%. In sum, this corresponds to roughly 2,100 systems sold. And there is no reason to assume much will change in Switzerland, as it did in Germany. “Single-room ventilators do not go over well there and also face regulatory hurdles,” explains Rukonic. Overall, the market share for local ventilation systems in Switzerland amounts to only 3.7%. In Austria, the market for local systems is growing by double digits. Last year, sales in this segment jumped 15.4%.

Switzerland and Austria With Oposing Development

Overall, the Austrian market in 2017 for controlled residential ventilation systems was able to register a plus (+2.1%) again for the first time, with total sales in the sector coming to EUR 20.1 million. Yet it turned out that the market for central heat recovery systems failed to break even in 2017, losing 7.9% in volume. Nonetheless, central systems, at 44.4%, still have the largest market share by far. 68.6% of all central ventilation units are in the <200m3/h size class. The main reason for such dominance is that 63.5% of all central units are installed in multi-story dwellings. Due to the growing competition of local systems, a further loss of 6.1% is expected in 2018. In Switzerland, market gains for controlled residential ventilation systems came to 5.2%, with total sales of EUR 37.1 million. The market for central heat recovery systems grew last year by 4.4%. This area is especially important since it garners a market share of 76.1%.

High Level of Concentration in Certain Areas

In Germany, the top three producers take in 38.2% of total sales in the residential sector. In Austria, market concentration by value of the top 10 companies is 61.1%, and in Switzerland the share of the top five companies for local systems is 92.4%.

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China’s New Economy Cools Down Global Window Market

The global window market reached a volume of €68.8 billion in 2017, corresponding to a sales volume of 442.9 million window units and representing a growth of 2.4% over the previous year. According to a new study by Interconnection Consulting, annual sales will continue to rise by 3.3% until 2021.

China’s Bull Economy Stagnating
China is by far the largest global window market, with nearly one in three windows (30.8%) being sold there. In terms of sales volume, however, China’s market share of 15.9% is only third worldwide, lagging behind Western Europe (25.8%) and North America (21.5%). This disparity stems from China’s attempt to accomplish its massive urbanization efforts with inexpensive sash windows and simple metal frames, whereas demand in Europe, for example, is clearly for high-quality, energy-efficient windows (with a high R-value). On account of the cool down in China’s housing construction, due in part to anti-corruption measures adopted by the government, double-digit growth rates would seem to be a thing of the past. For this reason, Interconnection Consulting expects only a moderate annual growth of 2.9% up to the year 2021. By comparison, India is the region with the largest growth worldwide (+5.9%), stemming in part to gradually rising labor costs in China and South Korea, which, in turn, has resulted in a higher employment rate and increased construction activities in India.

North American Market Edging Towards Saturation
Growth in North America is expected to rise 3.3% this year, which is “already a sign of market saturation,” according to Laszlo Barla, author of the study. Market dynamics in recent years have grown increasingly weaker. In addition, the Trump administration has given rise to a degree of uncertainty among both buyers and lenders across the country. Similar growth (+3.1%) is forecast for Latin America in 2018. The most-recent economic figures have raised expectations that the national economies in South and Central America will continue to recover. Certain risks do remain, however. Certain South American currencies (the Columbia peso and the Brazilian real) are still among the most volatile in the world.

Low Interest Rates Bolster Europe’s Window Market
Not until 2015 did the Western European window market start seeing renewed growth following the heavy toll it took from the financial crisis of 2008. Currently, the region is benefitting from low lending rates, making investments in private housing construction attractive and thereby bolstering the window market. In the previous year, window sales grew 3.2%. Yet the window sector is threatened by ever-diminishing land available for construction and the concomitant rise in real estate prices. In similar developments, Eastern Europe also saw a turnaround in growth as of 2015 – though with even higher growth rates. Sales grew 6.0% in 2017. Low interest rates, rising salaries, and an efficient labor market with sinking unemployment are all factors enabling more and more people in Central and Eastern European countries to be able to afford a home of their own.

Housing Construction Gains Market Shares
Metal frames still manage to represent the highest-volume product group globally with 187.4 million units, followed by PVC windows (164.2 million units) and wood windows (73 million units). PVC windows are expected to register the largest growth in sales, with an average annual growth rate of 4.0% to the year 2021. Double-pane windows continue to be the dominant window type with a sales volume of 270 million units, followed by single-pane windows (104 million) and triple-pane windows (67.4 million units). Triple-pane windows also have the greatest growth potential (5.2% annually to 2021). In general, the share of housing construction to non-residential construction is increasing and is currently (2017) at 61.5%.

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Concrete floats on a wave of success

The industry for concrete fiber and concrete admixtures increased by 3.2% last year in the largest markets in Europe (Germany, France, Italy, Great Britain, Poland, Benelux). The turnover of the industry in the analyzed markets increased by about 68 million euros and amounted to 1.26 billion euros. By 2020, the growth of the industry should be 3.1% per year, as a study by Interconnection Consulting shows.

All markets profit from the increasing interest of companies and the state in investing. The growth market number one is Poland. In 2017, sales in the industry increased by 6.2%. The increase in the Benelux countries was also above-average in the past year, at 3.9%. Non-residential construction in particular saw a sharp increase in both the Netherlands and Belgium. In France, too, the concrete fiber and concrete admixtures market grew significantly (+ 3.2%). In Germany (+ 3.1%), Great Britain (+ 2.9%) and Italy (+ 2.6% in volume) sales were just below the overall average.

Concrete liquefier dominate

The strongest product group among concrete admixtures are the concrete plasticizers with a sales share of 48.6%. This is followed by flow agents with 19.3% and release agents with 10.4%. The latter group has lost a lot of shares in the European markets in recent years, while in the last few years the sales of plasticizer have increased above average compared to the other product groups. However, the biggest increases will be in the 2016-2020 period, with an increase of 5.1%.

Steel fibers set the tone

In the case of concrete fibers, a distinction is made between steel fibers, synthetic fibers and glass fibers. By far the strongest product group is the steel fiber with a share of 75.2%. In Germany, the advantage of steel fiber is even more striking. There, the share of steel fiber is even at 81.3% – and rising. Plastic fibers account for 17.1% of sales in Europe. Glass fibers only reach 7.7% – and the trend continues to fall.

Market concentration in Poland the strongest
The top 10 companies in the respective markets had the following shares last year: Poland (71.9%), Benelux (66.5%), United Kingdom (66.5%), Italy (64.8%), Germany (64.6%), France (64.0%).

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Fertighausproduzenten gehen mit Online-Anfragen sorglos um

Die immer wichtigere Rolle des Online-Services im Kundenkontakt hat Interconnection Consulting zum Anlass genommen die 34 marktanteilsstärksten Fertighaushersteller in Deutschland in ihrem Umgang mit Online-Anfragen zu untersuchen. Das ernüchternde Ergebnis: Im Vergleich zum Vorjahr verschlechterte sich die Reaktion der Hersteller auf die E-Mail-Anfrage gar um 1,8%, wie der Mystery-Shopping-Test zeigt.

Online wird oft stiefmütterlich behandelt

Das Potential des Internets zur Lead-Generierung wird von den Unternehmen bei Weitem nicht vollständig ausgeschöpft. Weniger als zwei Drittel (61,4%) der kontaktierten Hersteller reagierten beim ersten Online Kontakt auf die gestellte Anfrage. Nach einem Erinnerungsmail und einer telefonischen Kontaktaufnahme erhöhte sich der Anteil der antwortenden Hersteller auf 85,3%. Ein nicht zu vernachlässigender Anteil von 14,7% antwortet also gar nicht auf die dezidierten Kundenanfragen. Nur fünf der untersuchten Hersteller reagieren auf die Anfrage prompt bzw. innerhalb eines Tages (Bien Zenker, Streif, Luxhaus, Dennert, Fischer).

Aus den Augen aus dem Sinn

Insgesamt weisen die Hersteller sehr unterschiedliches Verhalten bezüglich ihres Online-Verhaltens auf. Knapp ein Drittel (29,5%) beantwortet die vier dezidierten Kundenanfragen über Garantie, Bauvorschriften, Finanzierung und Energie überhaupt nicht. Im Vorjahr lag dieser Prozentsatz noch deutlich niedriger (8,2%). Ein Drittel (31,1%) nimmt sich die Zeit alle Fragen ausführlich zu beantworten. Zusätzlich versuchen 37,7% die Interessenten mit weiteren Informationen zum Angebot in elektronischer Form zu überzeugen. Jedoch gilt für alle Produzenten nach dem Senden der Materialien einheitlich: „Aus den Augen, aus dem Sinn“. Kein einziger Hersteller, der Informationen per Post oder elektronisch zugesendet hat, erkundigte sich ein wenig später, ob es weiterhin Interesse am Angebot gäbe. „Durch die fast sorglose Bearbeitung der Anfragen gehen viele Interessenten verloren“, erklärt Viorica-Maria Jeler, Autorin der Studie. Insgesamt stellt die Studie fest, dass die Seriosität der Anfrage auch anhand der vermuteten Kundenherkunft – ob Migrationshintergrund oder nicht – bewertet wird, erklärt Jeler.

Verknüpfung mit Offline-Welt

Der Online-Kontakt wird von den Unternehmen genutzt um eine Verknüpfung zur Offline-Welt zu erstellen. Um ein Geschäft zum Abschluss zu bringen, wählen die Hersteller verschiedene Vorgangsweisen. Zwei Drittel (62,7%) schlagen ein persönliches Treffen vor, mehr als ein Drittel (27,1%) möchte ein telefonisches Gespräch führen und 10,2% geben sich mit der schriftlichen Kontaktaufnahme zufrieden.
Interconnection hat die 34 marktanteilstärksten Fertighaushersteller in Deutschland in der Studie getestet. Dazu wurden die Hersteller mit einem konkreten Anliegen zu einem Projekt kontaktiert und das Antwortverhalten analysiert.

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Parquet and real-wood flooring industry is stabilizing despite strong headwinds

Despite fierce competition from other flooring types, parquet and real wood flooring in Europe will see a 1.1% increase in sales this year, according to a new study by Interconnection Consulting.


Prices are increasing

The parquet and real wood flooring industry is in a challenging market environment, which also drives producers to optimize their processes and develop new strategies for their products. The most important influences for the industry are the macroeconomic effects (e.g., Brexit), construction activity, the scarcity of high quality lumber, the strong competition of other types of soil, and the demand structure of floor coverings. “Especially the last two points push the parquet and real wood floors more and more into the premium segment”, explains Jan Hudak, author of the study. This effect is also visible in the fact that sales grow much faster than sales. In 2017, the percentage increase in sales was 2.2%, while sales only increased by 1.2%. This gap is due to the price increase in this segment, according to interconnection, in the next few years further.


Germany is running out of steam

The largest markets for parquet and wooden floors are Germany, France and Turkey. However, especially at Europe
s largest market in Germany, the alternative floor coverings show their claws. In 2017, sales fell by 0.15% despite the construction boom. Stagnation can only be expected in the next few years. The strongest growth rates in the European market are recorded in Poland with a sales increase of 3.1% and Benelux with 3.4%. Countries such as Slovakia (2.9%), Turkey (2.7%) and Denmark (2.4%) also report healthy sales growth. Slightly less strong will be the sales growth in 2018. Only Benelux (3.4%), Poland (2.7%) and Turkey (2.0%) reach the 2% mark this year.


Parquet dominates

By far the largest product group with a share of 85.4% are parquet floors. In second place are the solid wooden floors with 12.1%. Accordingly, veneer floors only hold a negligible share. For the parquet floors, the strongest product group is the three-layer parquet, with long planks (40%). This is followed by the three-layer parquet with wide planks (31.8%) and the two-ply parquet with 26%. The dominating wood is still the oak with a share of 82,6%. This is followed by tropical woods with 4.0%, nut and fruit woods with 3.6% and ash with 3.3%. In Europe there are more than 160 producers of parquet and real wood floors. The top ten companies control around 48% of the total market. Important companies on the European market are Boen, Baltic Wood, Unilin, Weitzer Parquet, Hamberger, Tarkett and Parador.

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Window Dealers Remain Shut to Online Inquiries

Online inquiries in the Austrian window market continue to go neglected. According to a recent mystery shopping test undertaken by Interconnection Consulting, 86% of the participating window firms did not even respond to an initial online inquiry. In the investigation, 115 of the leading window producers in Austria were contacted with a specific question regarding possible business. Their responses and their offers were then analyzed.


Customers Need Perseverance

Of the 115 companies contacted, a mere 16 responded to an initial inquiry. The response rate rose to 60% after a follow-up email. Only when contacted a further time by phone did 90% of the analyzed dealers respond to the inquiry regarding windows and lift-and-slide doors. Viorica Jeler faults the dealers’ responses: “The emails are largely hand crafted instead of using standardized phrasing to cover the gist of the sale.” A stunning 10% of the dealers did not even respond after a follow-up call and email.


Answers Seldom Adequate

Although nine out of ten dealers did respond to the inquiry in the end, only 35.9% of dealers studied actually responded to all four of the questions asked, while 37.2% of the dealers did not answer a single question. Companies responded most often (46.2%) to the technical question (whether installation, removal, and disposal are provided), followed by information regarding burglary protection (44.9%), warranty (42.3%), and government subsidies (39.7%). The length of time it took for a response also left something to be desired. Responding within 24 hours has become an internet standard. However, only 26% of the companies that responded did so within this time frame. On average, customers waited 6.4 days for a response. Most of the inquiries were answered in four days (median value).


Business Dealings Show Room for Improvement

Of the dealers who responded, 76.7% made an offer, a rate just marginally above last year (75.0%). In their responses, the dealers revealed preferences in working with various brands. For example, a German brand was offered (1.3%) instead of the requested Austrian brand, and instead of a specifically requested brand dealers offered a different one (6.3%). Less than a quarter of the dealers (23.1%) sell additional products through cross-selling initiatives. The study also shows that only few dealers seemed actively interested in closing a deal: just 11.5% of the dealers who made an offer followed up by asking if the customer was still interested or had any questions. More than two-thirds of the dealers who made an offer were unsatisfied with communicating in writing and suggested a phone call and/or an in-person meeting.

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Pipe Fittings Experience Good Times

After a difficult year, the market for pipe fittings can expect robust growth rates again in the coming years. Overall, the industries sales increased by 2.3% in the top 6 European markets (Germany, Italy, France, Great Britain, Poland, Benelux). For the next few years, Interconnection Consulting expects an average annual growth of 2.0% by 2020 due to a new published study.


Germany sets the Tone

The largest market for pipe fittings is Germany, which shows – despite the already large volume – an above average market growth. According to the Interconnection Study, the market volume is expected to increase by 4.4% this year. Around 6.000 additional pipe connections are to be set on the market. An even stronger upward trend is expected in France, where sales are expected to increase by 4.8% this year. Italy and Poland also have good growth prospects. Only Great Britain is slowly catching up with the Brexit ghost and is likely to record declines in sales this year (-0.3%).


Hot & Cold Water most Popular Application Segment

The biggest application segment for pipe fittings in the examined markets are hot and cold water installations. In Italy, this segment accounts for 78.2% of the market, Germany follows on the second place with a usage of 76.0%, UK has the lowest market share of 61.3%. In contrast, the usage of radiator connection fittings is correspondingly high in the United Kingdom, with a market share of 38.5%. Italy on the other side has the lowest share of 21.2%. A niche position is taken up by the pipe fittings in the area of underfloor heating and cooling. Pipe fittings are used in Italy (59.1%) and Poland (51.0%) very often for multilayer pipes. In the United Kingdom, most pipe connections are applied for metal pipes (51.5%) and in France plastic pipes are the highest-selling segment for pipe connections (52.8%).


Different Competitive Landscape

Across countries, the top 10 companies achieved a market share of 41.6%. The market concentration is the highest in the Benelux countries and in Germany. Big players like Wavin (NL), Geberit (DE), Viega (DE), KME (DE) are headquartered there. By contrast, the dominance of the top companies in Italy, France and Poland is significantly lower. This is mainly because these 3 markets have a large number of local production facilities and import only a small proportion of tubes. The decline in the market share of metal pipes is causing problems for metal pipe manufacturers such as Mueller Industries (UK) and KME (DE) as PVC and multi-layers are on the rise.

> read more

Containers Becoming Ever More Popular as Makeshift Quarters

The market for container and modular building systems in five European countries (Austria, the Netherlands, Germany, Italy, and Poland) rose 5.0% (in value) in 2017, reaching a total market volume of nearly EUR 2.1 billion. According to a new study by Interconnection Consulting, the sector can expect significant growth in the coming years as well.

Containers are in. Even the Austrian parliament will now be meeting in container systems for the next three years while the country’s time-honored parliament building undergoes renovation. The complex, measuring roughly 10,000 square meters of floor space, will hold approximately 450 employees. And after it is dismantled, the innovative modular construction system is expected to be employed elsewhere as schools, kindergartens, and single-family homes. Interconnection projects an average annual growth rate of 3.6% to 2020 for container systems in the five countries studied. Sales volume is thereby expected to increase to 5.7 million square meters. Container systems will increase their annual sales by 3.4% through the 2020 planning horizon. Modular building systems are expected to increase their sales by as much as 4.2% annually, though sinking prices will cause sales volume to rise more (+4.9% annually) than revenue. For rented room systems, the projected annual sales gains is 4.7%.

Office Containers A Sure Sale

Container systems reached a sales volume of 1.24 million square meters in 2017. Office containers constituted the largest client segment in both in sales volume (36.7%) and sales revenue (36.8%). Office containers can be used for office complexes, start-up offices, administration buildings, lounges, cafeterias, branch offices, building add-ons, advertising containers, construction site offices, in-factory offices, etc. Storage and material containers are the second-largest client segment, with a market share of 25.5%. Modular systems, which can employ partitioning walls etc., reached a sales volume of 0.73 million square meters. The largest client segment in this area is residential concepts, with a share of 29.2%. Rented room systems grew last year to a volume of 3.22 million square meters. In this area as well, office space is the clear market leader with a share of 38.0%.

Rentals Trendy

The share of rentals in terms of volume was 68%. The market for container rentals grew 5.0% last year. “From an economic standpoint, buying makes sense if you’re going to use a system for roughly 18 months or more,” explains Katarina Gajdova, author of the study. Rental periods vary greatly at individual companies, ranging from just a few weeks to several years.

Poland the King of Growth

Poland witnessed the largest increase in the overall sector, with a gain in sales of 9.0%. The weakest development of the countries studied was in Italy, with a minimal increase in revenue of 0.4%. The strongest product group across all five countries was office containers. Interconnection expects this product group to see strongest growth in Austria (+4.2%) and Germany (+5.2%). In Poland, sanitation containers (+6.2%) are showing the strongest growth potential. In Italy, storage containers will see the largest growth (+1.6%), while in the Netherlands residential containers will (+4.1%).

Great Variation in Market Concentration

In 2016, market concentration by volume of the top 10 companies across all the markets studied was very low, at just 36.7%. In terms of the individual markets, Austria had the highest market concentration rate (83.7%), followed by Poland (82.8%). In Germany, market concentration was 44.8%, and in both Italy and the Netherlands the figure was 38.2%. Several important companies include Containex, Portakabin, StarCabin, und Touax.

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Thermal Insulation is on the rise across Europe

With sales of over € 10.1 billion and a sales volume of just under 184 million cubic meters, the market for insulating materials in Europe rose by 5.2% in volume and 9.4% in value in 2017. By 2020, the market in the 11 European countries under review will increase by an average of 7.5% per year in value, according to a new study by Interconnection Consulting.

Turkey is the growth winner

Turkey is the largest market for insulating materials in terms of turnover with a volume of 1.93 billion euros. In addition, with average growth of 11.8% per year by 2020, Turkey also has the largest growth of all 11 markets examined. Poland scored the second largest growth with an increase of 10.3% per year in value. The rapid increase in Poland can be explained above all by the construction boom. In 2017, construction completions rose by 17.2% compared to the previous year. The largest sales market among the 11 analyzed markets is Russia with a volume of 44.4 billion cubic meters.

Styrofoam dominates in Eastern Europe

Insulating materials made of EPS (expanded polystyrene or styrofoam) play a dominant role in Eastern Europe and also in Poland. In Poland, the EPS ratio was 40.5%. “The low cost of EPS makes it difficult to establish new methods of thermal insulation, especially in Eastern Europe”, explains Veronika Hudakova. In contrast, the share of EPS in the Western European markets decreases significantly, because there are major concerns over the flammability of the material. Polyurethane insulating materials had to contend with declines in 2017 due to the shortage of raw materials. In Austria, the decline was -1.9%. The largest area of application are the outer walls with a share of 35.9%. Just behind it are roofs with 34.1%. By contrast, indoor walls are experiencing a sharp decline in terms of market shares. From 2014 to 2020, this area will shrink from 9.2% to 7.7%. On the other hand, the floors remain constant with a share of around 14 percent.

Top 5 are increasing on market shares

The top 5 companies had a market share of 38.5% in 2017. The top 10 companies are in alphabetical order: Austrotherm, Caparol, Isover, Kingspan, Knauf, Paroc, Rockwool, Swisspor, Technonikol and Ursa. The study examined the markets in: Austria, Switzerland, France, Italy, the Netherlands, Belgium, Poland, Russia, the Czech Republic, Turkey and the United Kingdom.

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The prefabricated house industry in Germany is reaching new hights

In Germany, the prefabricated house market is booming. The sales volume increased by 7.2% last year. This is not due to the general boom in the construction industry alone, but also due to the increasing market share of prefabricated housing solutions in residential construction. The proportion is now 20.4% and is thus higher than ever, as a new study by Interconnection Consulting shows.

The construction of new one- and two-family houses in Germany in 2017 is at a record level. It is expected that the prefabricated house industry will follow the general construction industry for the next few years, resulting in a stable quota of prefabricated houses between 20.0% and 21.0%. However, despite favorable housing loans and positive development in the labor market, the strongest wave of investors who prefer investing in concrete rather than material assets, seems to be already over, Neva Rukonic, author of the study observes.

Average prices are rising slightly

With the general upturn in the construction industry and rising average prices, the turnover of the prefabricated house sector is increasing by 8.3%. The high demand for turnkey or prefabricated houses as well as energy-efficient buildings, which have become standard in the prefabricated house industry, continues to fuel this price trend. In 2017, the price increased by 1.0% compared to the previous year. In the next few years, a further price increase of about 1.0 to 2.5% is expected.

Terraced houses are losing ground

Paved and turnkey homes are developing much better in 2017 than prefabricated homes. The proportion of ready-to-use houses remained stable at 38.7%. Turnkey houses reached a share of 36.0% in 2017. Only around a quarter of all buildings (25.3%) will be handed over to be upgraded – and the trend is falling. The rising number of building permits in recent years is also reflected in the German prefabricated house market. Two-family houses and multi-storey residential units have performed significantly better than terraced houses. The high demand for individuality means that terraced houses only achieved a below-average growth of 4.7% last year. Overall, however, single-family homes dominate with a market share of 83.2% and disproportionate growth.

Growing market concentration

The market concentration of the top 10 players continued to increase in 2017, reaching 37.1%. A dominant position in the German prefabricated house market is occupied by the group Deutsche Fertighaus Holding, which again achieved a market share growth of 5.8% with its brands “Mass”, “Okal” and “Allkauf”. The fourth brand – the massive house sales line “Ice Stone House” – was discontinued in 2017 after two stagnant years.

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IC Events

Forum Marketing IC: CVC en France

Notre forum de marketing, qui dure toute la journée, présente un aperçu complet du marché français du chauffage, de la ventilation et de la climatisation, en relation avec le développement des principaux marchés européens. Dans la matinée, nous donnons un aperçu des résultats clef d’un grand nombre d’études et analysons l’évolution du marché et son potentiel, avec les prévisions jusqu’en 2021, sur la base de nos études actuelles. Les moteurs du marché (en particulier le secteur de la construction), les tendances et les facteurs de réussite sont également étudiés et présentés.

Les conférences traitent également des tailles de marché et des prix moyens en termes de groupes de produits, de matériaux et de segments de clientèle. Dans l’après-midi, nous présenterons des outils choisis pour vos programmes de marketing et de vente, afin d‘améliorer encore vos performances ! Nos discussions à la suite des conférences vous permettront de présenter vos sujets et vos questions!

Résultats clés et références du marché français par rapport à l’Europe de l’Ouest dans les secteurs suivants:

Ventilation domestique contrôlée I Ventilation industrielle + commerciale I Chauffage au sol I Climatiseurs non résidentiels I Chaudières

Avec des données sur l’ensemble du marché et les faits marquants de l’évolution des sous-segments suivants:
Groupes de produits I Secteurs d’activité I Canaux de distribution I Applications.
Ainsi que les tendances, l’évolution des prix et les facteurs de réussite.

LA GESTION DES PARTENAIRES comme facteur de succès, créer des partenariats fructueux
POWER PRICING:  Optimisation des revenus grâce à un politique de prix

Prix: € 890.- par participant, sauf les Early Birds
Le prix comprend le dejeuné, les raffraichissements et les documents numériques.

Langue de la conference: Français

EARLY BIRD Special 2for1: 2 pour le prix d‘un jusqu‘au 14 Janvier 2019
Il permet à deux personnes de participer au prix d’un, il est valable pour les participants d’une même société.

Nous demandons une inscription rapide par un formulaire online.
Pour d’autres questions, nous sommes toujours disponibles!

J’attendrai votre réponse et je serais heureux de vous rencontrer en personne!
Vito Graziano
Senior Consultant, Interconnection Consulting
Tel: + 43 1 585 4623-0

> read more

Fenetres, Portes + Protection Solaire en France

Notre forum de marketing, qui dure toute la journée, présente un aperçu complet du marché français du chauffage, de la ventilation et de la climatisation, en relation avec le développement des principaux marchés européens. Dans la matinée, nous donnons un aperçu des résultats clef d’un grand nombre d’études et analysons l’évolution du marché et son potentiel, avec les prévisions jusqu’en 2021, sur la base de nos études actuelles. Les moteurs du marché (en particulier le secteur de la construction), les tendances et les facteurs de réussite sont également étudiés et présentés.

Les conférences traitent également des tailles de marché et des prix moyens en termes de groupes de produits, de matériaux et de segments de clientèle. Dans l’après-midi, nous présenterons des outils choisis pour vos programmes de marketing et de vente, afin d‘améliorer encore vos performances ! Nos discussions à la suite des conférences vous permettront de présenter vos sujets et vos questions!

Résultats clés et références du marché français par rapport à l’Europe de l’Ouest dans les secteurs suivants:
Fenêtres I Portes extérieurs I  protections solaires en extérieur

Avec des données sur l’ensemble du marché et les points critiques de l’évolution des sous-segments suivants:
Groupes de produits I Secteurs d’activité I Canaux de distribution I Matériels.
Ainsi que les tendances, l’évolution des prix et les facteurs de réussite.

comme facteur de succès, créer des partenariats fructueux
POWER PRICING:  Optimisation des revenus grâce à un politique de prix
CREATION EN LIGNE DE CONTACTS CLIENTS pour le marché des éléments de construction

Prix: € 890.- par participant, sauf les Early Birds
Le prix comprend le dejeuné, les raffraichissements et les documents numériques.

Langue de la conference: Français

EARLY BIRD Special 2for1: 2 pour le prix d‘un jusqu‘au 14 Janvier 2019
Il permet à deux personnes de participer au prix d’un, il est valable pour les participants d’une même société.

Nous demandons une inscription rapide par un formulaire online.
Pour d’autres questions, nous sommes toujours disponibles!

J’attendrai votre réponse et je serais heureux de vous rencontrer en personne!
Vito Graziano
Senior Consultant, Interconnection Consulting
Tel: + 43 1 585 4623-0

> read more

IC Marketing Forum: Outdoor Sun Protection in Germany + EU TOP 7

Our day-long Marketing Forum will provide a comprehensive overview of the German sun protection market and how it is faring in relation to the developments in the leading European markets. In the morning we will give an overview of the core results of numerous studies and will analyze market developments and potential, including forecasts up to 2021 based on our current studies. We will also be presenting key market drivers (especially the construction industry), trends, and success factors.

The market lectures will include market sizes and average prices in terms of product groups, areas of application, and customer segments. In the afternoon, you can expect to learn about selected tools for your marketing and sales agendas that will make you even more successful on the market! Our discussions following the lectures will give you the opportunity to ask questions and raise topics important to you!

Core results and benchmarks of the German Market in comparison to Europe’s TOP 7 markets total in the following categories:
Exterior Sun Protection: Rolling Shutters I Venetian BlindsI Awnings I Bioclimatic Pergolas

With data covering the total market and highlights of the development in the following subsegments:
Product groups I  Business segments I Customer segments I Distribution channels I Materials I and others
As well as Trends, Price developments and Success factors.

Success Factor PARTNERMANAGEMENT: Grow successfully with your Sales Partners!
POWER PRICING: Profit optimization trough a targeted pricing policy
ONLINE LEAD GENERATION: Strategies for the Sun Protection Markets

Price: € 890.- per participant / except EARLY BIRDS
The price includes a 3-course-menu, catering and electronic records.

Conference language: German /simultaneous translation to English with 2 or more bookings

EARLY BIRD Special 2for1 until January 11th 2019
Our special enables the participation of two persons for the price of one
and is valid for participants of the same company.

We kindly ask for an early registration via online application form!
Please do not hesitate to contact us for further information!

I look forward to welcome you in Munich!
Dr. Frederik Lehner
Managing Director, Interconnection Consulting
Tel: + 43 1 585 4623-0

> read more

Online Lead Generation in der Baubranche (4.12.2018)

Haben Sie eine Strategie wie Sie Kunden über das Internet für Online- und Offline-Geschäfte generieren?

Das Internet hat die Regeln in der Baubranche (z.B. Hausbau, Fenster, Türen, Bodenbeläge, Lüftungs- und Heizsysteme, Baustoffe, etc.) grundlegend geändert. Traditionelle Kunden, die nur offline Informationen suchen, sterben aus.
Im Rahmen einer Kaufentscheidung, bei B2B-Geschäften wie auch im B2C-Bereich, werden Informationskanäle online und offline in beliebiger Reihenfolge genutzt. Kunden geben durch Ihr Suchverhalten ihre Interessen preis und damit wertvolle Informationen für Ihr Unternehmen.

Sie müssen  die Customer Journeys analysieren und mit überzeugenden Webseiteninhalten und Kampagnen Ihre Kunden abholen.

Durch eine systematische Lead Generation Strategie kann man einen hohen Prozentsatz dieser anonymen Interessenten in der Baubranche, zu heißen personalisierten Leads für sein Unternehmen verwandeln, um in weiterer Folge online und offline erfolgreich Geschäfte zu machen. Dieser Lead Generation Prozess ist sehr komplex, mehrstufig und wird häufig abteilungsübergreifend oder im Rahmen einer Kooperation, z.B. Hersteller und Händler, realisiert. Eine klare Vision mit Zielen, fundierte Planung, die Festlegung von Erfolgskennzahlen sowie die effektive Verwertung generierter Leads sind unabdingbar, um am hart umkämpften Online-Markt in der Baubranche als Sieger hervor zu gehen.

Dazu präsentieren wir für Sie:

  • :: Aktuelle Trends, Geschäftsmöglichkeiten und Herausforderungen – Wie das Internet die Baubranche revolutioniert
  • :: Strategien zur Lead Generierung über das Internet für Online- und Offline-Geschäfte (indirekte Vertrieb oder direkter Vertrieb B2B oder B2C (maßgeschneidert für unsere Teilnehmer
  • :: Ausrichtung der Homepage als Verkaufsmaschine: Wie man systematisch und nachhaltig Leads generiert
  • :: Suchmaschinenoptimierung 2018 in der Baubranche: Zielgruppenspezifische Webpräsenz, der Schlüssel zum Erfolg!
  • :: Umsatzmotor oder Eurograb? Anforderungen an kundenorientierte Online Marketing Kampagnen zur Lead Generierung für Neubau- und Renovierungskunden, wie auch im B2B Bereich.
  • :: Tit-for-Tat als neue Internetwährung – Wie komme ich zu neuen Adressen, trotz DSGVO?
  • :: Lead Generation Prozess: Technologien, Kommunikationsketten, Geschäftsmodelle praxisbezogen vorgestellt
  • :: Lead Management: Konzepte und Tools für mehr Transparenz in der Lead Pipeline
  • :: Lead Pflege: personalisierte Leads bewerten und verwerten und gleichzeitig die Verkaufsabschlussrate maximieren!

Die Teilnehmerzahl ist auf 12 begrenzt, wodurch es mir möglich ist, individuell auf Teilnehmer einzugehen. (Vorab-Teilnehmeranalysen z.B. Webseiten, AdWords, Newsletter, Social Media Auftritt, etc.)

Wir bitten um frühzeitige Anmeldung.
Bei Fragen stehe ich jederzeit gerne zu Verfügung!

Preis pro Teilnehmer: 890€ (Verpflegung, Getränke, Mittagsmenü, Vortragsunterlagen inklusive)

Profitieren Sie als Frühbucher:
Bis einschließlich 19. Oktober 2018 bieten wir die Aktion „Two for One“ – für einen zahlen, zu zweit teilnehmen“. Gültig für Teilnehmer eines Unternehmens.

Ich freue mich Sie persönlich in unserer Veranstaltung zu treffen!
Mit freundlichen Grüßen

Raphael Amschl
(Seminarleiter und Vortragender)

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Leading Companies trust in Interconnection Consulting

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.

T.Murakami (Brand Management, Seiko Epson Corporation)

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.

Bernd Blümmers (Directeur General, Saint-Gobain Solar Systems, Central Europe, Aachen)


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

Pedro Posada (CEO Salamander Industrial Products Spain)

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)

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.

Dr. Gertraud Höltl (Generalsekretärin Österreichs Personal Dienstleister)


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)


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)


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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