CONSTRUCTION SUPPLY INDUSTRY

Profitable Growth & Commercial Transformation

The construction supply industry is undergoing profound change. Volatile construction markets, increasing cost and margin pressure, shifting power dynamics across multi-tier distribution structures, continued market consolidation and persistent labor shortages are putting established business models under increasing pressure. At the same time, customer expectations are evolving: customers increasingly demand integrated solutions and services rather than individual products, digital interactions alongside traditional sales channels, and sustainable solutions that meet growing regulatory and environmental requirements.

At the same time, this transformation is creating new opportunities for profitable growth. We see four areas in particular gaining strategic importance:

New Growth Markets

Renovation and refurbishment, energy-efficient and modular construction, and other structural shifts are creating new market and growth opportunities – even in a challenging economic environment.

Customer & Sales Excellence

More differentiated customer segmentation, professional CRM and Key Account Management, combined with effective sales steering, provide the foundation for systematically capturing customer potential and sustainably increasing revenue and margins.

Services & Solutions

Moving from a pure product supplier towards a solutions and service provider creates additional opportunities for differentiation and growth – while enabling companies to capture a greater share of the value created around the customer.

Digitalization & New Business Models

Digital customer journeys, e-commerce and data-driven sales models are transforming the customer interface. At the same time, digitalization enables more efficient internal processes and creates opportunities for entirely new business models – from digital services to rental, subscription and pay-per-use models.

We believe that the successful construction suppliers of the future will not differentiate through product quality and technical expertise alone. They will understand their customers, markets and value chains better than their competitors – and consistently translate that understanding into strategy, portfolio, sales, pricing, services and new business models.

OhrConsulting supports companies in the construction supply industry in developing profitable growth strategies, strengthening their commercial performance and future-proofing their business models and organizations. We combine extensive construction industry experience from consulting, management and corporate perspectives with strategic expertise, cross-industry best practices and a strong focus on execution.

CONSULTING FOCUS AREAS

Strategy, Growth & Business Models

Development of corporate, growth and business model strategies as well as identification of new market, customer and value creation opportunities – from market expansion and internationalization to the development of new business areas and business models.

Customer Centricity & Market Excellence

Systematic analysis of customers, market structures, needs and purchasing decisions, and translation of relevant customer insights into customer-centric strategies to increase customer retention, share of wallet and Customer Lifetime Value.

Sales Excellence & Go-to-Market

Optimization of sales models, organizations, processes and steering mechanisms as well as development of differentiated go-to-market strategies for different customer segments, channels and markets – with the objective of sustainably increasing sales productivity, revenue and profitability.

Commercial Excellence, Pricing & Margin Management

Development and optimization of pricing strategies, pricing models, terms and conditions, and commercial steering mechanisms to systematically capture willingness to pay and customer potential – driving sustainable improvements in revenue, margins and profitability.

Channel, Distribution & Partner Management

Development of sales and distribution models and optimization of collaboration with specialist retailers, wholesalers, contractors, planners, architects and other relevant partners across the value chain.

Portfolio, Innovation & Services

Customer-centric development of product portfolios, integrated solutions and services as well as identification of new opportunities for innovation, differentiation and growth – from individual products to integrated solution and service propositions.

Digitalization & Customer Experience

Development of digital business models, customer journeys and touchpoints as well as the use of CRM, customer data and digital technologies to improve customer experience, customer retention, sales efficiency and service quality.

Transformation & Execution

Support for strategic transformation programs from concept through successful implementation – ranging from Transformation Management and PMO to Executive Sparring, Interim Management and hands-on project responsibility.

WHY OHRCONSULTING?

Construction Industry Expertise

Our consultants combine extensive experience in the construction supply industry – both from external consulting and operational management and leadership roles – with cross-industry expertise from a broad range of sectors. This allows us to combine deep industry understanding with fresh perspectives and best practices from other markets.

Profitable Growth

For us, growth is not an end in itself. We consistently connect growth ambitions with profitability – from identifying attractive market, customer and business opportunities to optimizing portfolio and pricing and increasing sales performance and Customer Lifetime Value.

Tailored Strategies. Real-World Execution.

We do not develop theoretically optimal standard solutions. We develop strategies that reflect each client's individual starting point, ambitions and organizational realities. We combine strategic clarity with operational feasibility and, where required, support our clients all the way through implementation. Our ambition: measurable results and sustainable change.