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Marktrapporten / Contractor Monitor / Purchase Channels H2 2023

Purchase Channels H2 2023

Explore the buying and ordering behaviour among contractors in H1 2023. Uncover the key channels used, share-of-wallet and much more.

Year

2023

No. of pages

123

Target group

General construction companies/builders with more than the 5 employees

Key research topics

The buying and ordering behaviour among contractors

Methodology

Based on 897 successful quantitative telephone interviews in native languages

Country scope

Spain, Italy, France, Belgium, the Netherlands, the UK, Germany and Poland

Deliverables

Full report in pdf or ppt covering all 8 countries, support from a key account manager in case of questions

Publication frequency

Bi-annual

Price

6,300 Euro

What is this report?

This report provides a comprehensive view of the buying and ordering behaviour in the construction industry, specifically among European general contractors. In the report you will find the main channels contractors use, the share-of-wallet per channel, their ordering behaviour and much more. This information can help you shape, sharpen or develop your business strategy and channel management. This research is based on quantitative telephone interviews with 897 registered general contractors (with 5 or more employees) distributed across the 8 major European markets.

Why do you need this report?

This report will provide key insights into the buying and ordering behaviour   among general contractors. These insights will be particularly valuable for manufacturers and wholesalers targeting this group, as the insights in the report can validate the current strategy or lay the foundations for new strategies to come. 

Furthermore, the report will facilitate fact-based internal discussions without the need for custom research. This report will be especially interesting to managers involved in channel management.

How was the research conducted?

This report is based on 897 successful quantitative telephone interviews with general contractors, conducted in native language in Spain, Italy, France, Belgium, the Netherlands, the UK, Germany and Poland. The report is based on a representative sample of contractors, with companies with less than 5 employees being excluded. This research is conducted biannually with the reports covering different key marketing topics like media orientation, BIM, prefab, sustainability and many more.

What is included in this report?

The primary focus of this research is to provide key insights into the buying and ordering behaviour  among the general contractors. The study also offers insights in the purchase channels contractors use, the share-of-wallet per channel, the way of ordering per channel and much more. 

It highlights key differences among the 8 European countries covered.

The report also includes a detailed view on the turnover and orderbook developments of the general contractors and background information on their company size, activities, segments most active in and other relevant information. 

Key questions answered

What purchase channels are used by contractors?

What is the share-of-wallet per channel?

How are orders placed per channel?

What are the reasons for buying at a particular channel?

What stores (names) are most popular?

What type of products are bought more frequently at pure online players?

What is more important, brand loyalty or store loyalty?

Table of content

  1. Management summary
  2. Profiling the building contractors
  3. Purchase channels
  4. Appendix

Frequently asked questions

  1. What channel is most often used by contractors?

The specialised wholesale remains dominant, with 93% of European contractors buying there?

  1. What channel has the highest share-of-wallet amongst contractors?

The specialised wholesale remains dominant, with a share-of-wallet among European contractors of 66%

  1. What share-of-wallet of European contractors is going trough pure online stores?

On a European level, it’s 3% of the share-of-wallet of European contractors.

  1. In which country do contractors spend the most share-of-wallet at DIY stores?

In Poland, contractor spend the highest share-of-wallet via DIY stores (9%).

What our clients say about us

Daniel Angelovski

Group insights manager at Velux

Their specialized insights through the European contractor monitor and European architectural barometer provide a level of industry knowledge that is otherwise challenging to obtain.

Mila Valjentova

Strategy & Market Intelligence Director & Saint-Gobain

The European contractor monitor reports we receive from USP are of a great interest in our company. The reports’ insight are completing our analysis and contribute to strategic decision making.

Experts in charge of reports

Dirk Hoogenboom

Manager Sales & Marketing

Henri Busker

Team Leader | Consultant

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