European HVAC installers and plumbers order more directly from manufacturers

Direct ordering at the manufacturer has become increasingly more important for European HVAC installers and plumbers in the last two years. About 27% of the European HVAC installers and plumbers have ordered more directly at the manufacturer and 57% has ordered the same amount of products as before in the last two years. Only 15% of the European HVAC installers and plumbers has ordered less directly from the manufacturer. The highest share of installers indicating that they have ordered more directly from the manufacturer in the last two years can be found in the Netherlands (39%), the UK (37%) and France (32%). These are some of the results of the Q3 2018 report of the European Mechanical Installation Monitor with the theme ‘Direct ordering from manufacturers’. This report is based on 1.002 successful interviews with HVAC installers and plumbers in six European countries.

“We order more products directly from the manufacturer”

27% of the European HVAC installers and plumbers indicates that they have ordered more products directly from the manufacturers. Zooming in on the differences per country, it is clear that 39% of the HVAC installers and plumbers in the Netherlands indicates the same, followed by the UK (37%) and France (32%). These shares are slightly lower in Belgium and Poland but still above 20%.

Only 12% of the German installers mentions that they have ordered more products directly from the manufacturer. One of the main reasons for this relatively low share is that the share of direct ordering at manufacturers (for example Viessmann) in Germany was already strong two years ago. 

“We order the same amount of products at the manufacturer”.

The position of manufacturers is already quite strong in Germany. This is one of the reasons why 72% of the German installers mention that installers have ordered the same amount of products in the last two years. This is much higher than the European average: 57% of the European HVAC installers and plumbers has ordered more directly from the manufacturer.

The shares of installers indicating that they have ordered the same amount of products in the last two years are lower in the other investigated countries. Belgium (63%) and France (58%) are slightly above the European average and other countries like Poland (55%), the UK (52%) and the Netherlands (41%) are below European average regarding this matter.

“We order less products directly from the manufacturer”

Only 10% of the European HVAC installers and plumbers clearly indicates that they have ordered less products directly from manufacturers. This share is the lowest in the UK (6%) and these shares varies between 10 until 12% in the other countries. This is clearly a minority of the European HVAC installers and plumbers. This means that the majority of the European HVAC installers and plumbers has ordered more products directly from manufacturers or the same amount of products in the last two years.

Future of direct ordering at the manufacturer

There has been an increase of ordering directly at the manufacturer in the investigated countries in the last two years. Almost half of the European HVAC installers and plumbers already orders their products at this specific purchase channel. The installation wholesale however is currently one of the major purchase channels in the installation sector, but the manufacturer will become more important as a purchase channel for European HVAC installation companies in the future. As this trend towards more direct ordering from manufacturers will continue, there is an increasing need for investments in the strategy for manufacturers towards the HVAC installers and plumbers.

<p>Meer weten?<br>Neem contact op met Ralitsa Ruseva</p>

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of Dirk Hoogenboom

ruseva@usp-mc.nl
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hoogenboom@usp-mc.nl
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<p>Meer weten?<br>Neem contact op met Dirk Hoogenboom</p>

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ruseva@usp-mc.nl
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Meer weten?
Neem contact op met Dirk Hoogenboom

hoogenboom@usp-mc.nl
+31 6 52 09 89 24LinkedIn

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