The European mechanical installation industry is a very particular market and very different from for example fast moving consumer goods. Why is that? Well first and foremost it’s a very traditional market, moving in a much slower pace. But, returning to the topic at hand, it’s also quite unique in terms of decision making. The installation market is characterized by a very large group of actors that hold some sway in terms of decision making. This makes understanding the decision making very complex, but also highly important for a successful strategy. Especially given the fact that the decision making power in the construction and installation industry is slowly changing due to trends like BIM, prefab, the increasing influence of end-users, increasing complexity of installations and new forms of tendering like design-build contracts. This is why USP Marketing Consultancy covers this topic in the Q3 2020 report of the European mechanical installation monitor on decision making power.
Many topics are covered in the full report, like the decision making power of installers in various types of projects, new build vs renovation, visible products vs invisible products, relative decision making power of other parties in the decision making chain and many more. Crucial information for the marketing and commercial strategy towards installers.
The full report is based on 650 successful interviews with mechanical installers in 6 European countries.