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InterConnection at the Research & Results 2019

The market research fair Research & Results will again open its doors on the 23th-24th of October in Munich.

Visit us at our booth 270 in hall 2. We will gladly inform you about our innovative and practice-oriented methods in the B2B and B2C segment and also offer you great workshops on exciting topics such as the following.

 

Our Workshops

'Who once lies...' - implicit methods as the Royal Road of Market Research

Wednesday, 23th of October at 1.15-1.45 pm; Room 1

Consumers lie. Not intended, but especially then, when they are explicitly asked about their preferences, buying motives or purchase wishes. Lies, however, have short legs, so implicit approaches help to make unconscious buying drivers measurable and reveal true buying motives and attitudes. In this workshop we will show you the best implicit methods that have been proved to be effective in practice, with practical applications around brand perception, product design and advertising impact.

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B2B Market Intelligence - Tools for better Market Performance

Thursday, 24th October at 12.30-1.00 pm; Room 7

Market research is facing special challenges when it comes to B2B industries. Traditional market research topics such as the analysis of buying behaviors are much more complex due to various persons involved as part of the buying center. Market analysis need to consider multistage distribution structures and the high relevance of direct sales. Market selection projects are not only restricted to regional respectively industry related markets but industry overlapping application possibilities. This presentation shows business related B2B-Market Intelligence Tools for a better market performance.

 

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No Waste, More Sales

Sales of commercial kitchens in the DACH area will increase by 3.0% in 2019, reaching a volume of over € 1.6 billion. This is a continuation of the industry’s moderate growth in previous years. The average annual increase in sales will be 2.7% until 2022, as shown in a study by Interconnection Consulting. The main factor behind this growth is the increasing demand in the restaurant and tourism sector.   Frontrunner Germany   Germany is not only the largest market for commercial kitchens, but also the market with the biggest growth. In 2018, the increase was more than 4.0%, with the market volume exceeding € 1.1 billion. Growth in Austria and Switzerland was correspondingly more moderate and amounted to around 3.0%.   Zero Waste is Trendy   In terms of product groups, the cleaning segment (dishwashers, pots and utensils, cleaning systems, cutlery polishing machines, glasswashers, etc.) ranks first with a share of 41.3%. In second place, we have extraction hoods (25.5%) and then refrigerators, freezers and food dispensers. The biggest growth can be seen in the cooling segment. "Expert surveys showed that there is an increasing focus on cooling and service equipment, driven by the desire for a ‚zero-waste kitchen‘,"says Chems Joly, the author of the study. Restaurants are the largest customer of commercial kitchens with a share of 31.4%. Sales in this area will increase by 3.1% annually until 2022, as shown in the forecast by Interconnection Consulting. A similar increase in demand is expected in tourism.   Moderate Market Concentration   Although the sector is dominated by international suppliers such as Electrolux, Hobart, Hupfer or Ali Group, market concentration in the DACH region remains relatively low. The market concentration of the top 10 companies in Austria was 66.3%, and even less in Germany , at only 56.2%.

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Europe's window markets are far from united

Windows as a product are becoming more and more technologically alike across Europe, but international differences in buying behaviour are gigantic, shows a recent study by InterConnection Consulting. While the brand is what counts in Austria and safety is the main factor in Germany, Polish buyers are especially interested in innovations, although this may seem surprising. This information is based on a survey of 500 homeowners from Germany, Poland, France, Austria and Great Britain.

 

Brand Awareness Highest in Poland

 There are big differences in Europe when it comes to the importance of window brands. Poland is the country in which brands play the biggest role. Oknoplast, Drutex & co. have managed to create a brand awareness, achieving a free recall of 16% - 32%. The brand per se is also an important reason for purchase in Poland. Austria is similar, with Internorm and Josko performing just as well with free recall values ​​around 20-30%. The situation is quite different in Germany, where the top window brands are experiencing a low-single-digit free-recall, while Velux (a roof-top window manufacturer) and Schüco (a system supplier) have reported significantly higher values.

 

Bargain Hunters Dominate the German Market

There are also European differences when it comes to reasons for purchase and price sensitivity. Germany has the largest share of „bargain hunters“ at 35%. Here, the window buyers are often focused on discounts, they compare prices and are not willing to pay more for brands. France, however, is the opposite, boasting 35% high-priced window buyers. These customers are enthusiastic about innovations and like to pay more if the product meets their high requirements. The distribution across buyer types varies greatly in each of the countries studied.

 

Wooden Windows Fail to Retain Customers

The Interconnection window study also examined window materials across homes. PVC is the most commonly used frame material among homeowners and is the most popular in all countries studied. Overall, homeowners are satisfied with plastic windows and are barely willing to switch to another material. The willingness to change is 15% lower than with any other material. Wooden windows paint an entirely different picture. Across Europe, home owners with wooden windows were extremely happy to switch to another material: between 53% and 67% of the owners of wooden windows would opt for another material at the next purchase, preferably PVC. The main reason for this trend is the high maintenance wooden windows require. Furthermore, it seems wooden windows have not (yet) benefitted from the new ecological and climatic awareness.

 

Online Affinity Highest in Poland

Poland boasts a particularly high use of online channels for window- research and purchases. 75% of Polish buyers use online resources, such as manufacturer- or retailer-websites, to inform themselves about brands and products before buying their windows. Poland is also the country with the most online window-purchases in Europe. By contrast, window buyers from France show the least willingness to purchase windows directly online.

 

No Such Thing as the „European Window Buyer“

The international differences in the buying behavior of window buyers will remain relatively stable over the next few years. If you want to be successful in the European window market, you should be aware of the different purchasing habits and align your sales and marketing strategy accordingly.

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Renting Is in Fashion

The European market for textile rental services has seen moderate growth in the past years. Growth rates have not risen above 2% in recent years and are unlikely to exceed this rate in the near future. Average industry growth is set to be 1.7% annually until 2022, according to a study by Interconnection Consulting. In this study, twelve countries in Europe were examined. In Western Europe (Austria, Switzerland, Germany, Netherlands, Belgium & Luxembourg, France, Spain, Italy, UK), the market for textile rental services is expected to grow at an average rate of 1.6% until 2022. Excluding Great Britain from the calculation, the CAGR lies at 1.7%. In Eastern Europe, the growth rates are still significantly higher, due to the fact that the market volume in the three markets analysed - Poland , the Czech Republic and Slovakia- (EUR 348.3 million) still shows high growth potential compared to the Western European market (EUR 11,858 million). Risk Prevention Is Gaining Recognition as a Growth Opportunity In Western Europe, protective clothing has the greatest growth potential, with a growth forecast of 2.3% per annum. "Stricter safety measures in recent years are making a major contribution to the increase in this segment," says Laszlo Barla, author of the study. Personal protective equipment (PPE) is growing faster than the GDP in many countries, due not least to an increasing public interest in health and risk prevention. PPE has its highest share in the total market for textile rental services in the DACH area (11.7%) and its lowest in Spain & Italy (4.8%). The workwear-segment has the largest market share in both Western (37.3%) and Eastern Europe (58.8%). In Eastern Europe, however, cleanroom textiles (customer groups are healthcare and food industries) have the best growth prospects (CAGR 18-22 4.2%). Acquisitions Increase Market Concentration The market concentration increased as a result of numerous takeovers of medium-sized laundry companies by large players. One of the largest suppliers, Elis, has bought several laundry companies in many European countries. Other large players, such as Alsco in the UK and Servici Italia, have followed suit and taken over medium-sized companies thus strengthening their market position. Currently, the top ten companies in Western Europe hold a market share of 51.5%. This trend is even more visible in Eastern Europe, where the market share of the top ten companies has increased to 52.6%.

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Leading Companies trust in Interconnection Consulting

Admonter

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)

ELK

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

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)

Gaulhofer

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)

Kontron

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.

Dr. Gertraud Höltl (Generalsekretärin Österreichs Personal Dienstleister)

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)

Salamander

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)

Sodexo

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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