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Sanitary/heating/air-conditioning building supplies branch and building services

The building supplies industry in Germany is traditionally characterised by its strong connection to the professional trades sector. In the sanitary/heating/air-conditioning branch, but also with regard to ventilation and refrigeration technology, it is the 2 and 3-step sales models that particularly dominate, at least in the lower performance range. A small proportion is taken up by the DIY sector and an increasing amount by online retailers especially with regard to sanitary supplies.

In the sanitary sector, issues such as design, water consumption and barrier-free access are the main driving forces of development. Multi-brand concepts, private brands and online trading platforms are currently fuelling the debate on distribution channels.

In the heating and air-conditioning sector, energy efficiency, smart home communications and hybrid solutions are the main areas of development. Due to the technical focus here, the topics of advisory skills, service orientation and market preparation by inviting tenders assume particular significance.

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