HVAC (heating, ventilation, air-con) market research

Sourcing stoves and gas fires in Poland

Completion: 2017 - 11
Target markets: PL
Objective: Our client is a leading distributor of fireplaces, stoves, fires and related accessories throughout the UK and Ireland. EasyLink was commissioned to research Polish manufacturers of gas fires and multi fuel (steel) stoves and to arrange meetings with parties manufacturing interesting designs and those able to produce the design provided by the client.
Results: The first course of action was for our consultant to identify potential partners - companies involved in production of gas fires and multi fuel steel stoves. EasyLink soon found out there are very few producers of multi fuel stoves in Poland – most are only burn wood due to recently imposed restrictions on coal fired products. Gas fires are also produced only by a handful of companies. Undeterred, EasyLink shortlisted and contacted 23 companies asking about their capabilities and capacity to produce stoves based on the client’s design. Six companies expressed interest in partnering with the client, including the largest producers of gas fires in Poland. The client met with 4 top prospects in November 2017.

Long list of piping installation companies in the Czech Republic and Slovakia

Completion: 2017 - 03
Target markets: CZ&SK
Objective: EasyLink was commissioned to deliver a list of 10 companies in each CZ and SK meeting the pre-defined client's criteria (machinery and equipment installation companies, process, hydraulic and pneumatic piping installation companies, companies that provide both services) serving paper and pulp industry, steel industry, oil refineries and energy industry companies.
Results: EasyLink consultants in both countries researched the market and identified at least 10 big players meeting the client's criteria. The information provided included company profiles with strong focus on the client's industries, international references wherever available, financial data, number of employees. In the second stage of the project the client shortlisted a single company in CZ for due diligence. EasyLink provided detailed financial information (translated the last available financial statement) and information about changes in the ownership for the last 5 years. This information helped the client to assess fitness of the company as a potential partner in the Czech market.

Mapping the heating equipment market in Poland

Completion: 2017 -
Target markets: PL
Objective: Our client, one of the most advanced manufacturers of water heating, space heating, combination heating and water storage products in the world, wished to assess business opportunities.
Results: Regarding the types of heating used in Polish residential areas, a 40% share is held by district heating; 26% of Polish dwellings are heated by collective central heating (mostly local boiler rooms). When it comes to energy used for heating, gas is only used in case of 9% dwellings. The largest energy source is coal, which provides heating for 40% of dwellings in individual central heating. Coal is also the main source of energy for district heating. According to the Association of Manufacturers and Importers of Heating Devices the annual sales of gas heating equipment exceeded 176,000 units in 2015, up by 15% compared to the previous year. Hanging gas heaters prevail and constitute 98% of sales. Currently 51% of all gas boilers sold are conventional.

Market analysis of the HVAC and building sector in Hungary

Completion: 2016 - 02
Target markets: HU
Objective: For a Japanese client EasyLink team in Hungary conducted a thorough market research in the sector of HVAC and non-residential construction.
Results: Our 150-page report included data such as volume of non-residential construction by types of buildings (commercial, agricultural, health, hotels, education, office, storage, industrial etc.) in the past three years and forecast for the next three years with thorough comments on trends, volume of the HVAC market, number of new installations, key market drivers, key market players (manufacturers, construction companies, dealers and an extensive list of past, current and future non-residential projects constructed in Hungary. Our extensive report helped the client to build up a good understanding of the Hungarian market and focus his further activities.

U.S. manufacturer of water and space heating and water storage products screens distribution partners in Poland

Completion: 2015 - 06
Target markets: PL
Objective: The client already had a product certificate for Poland and a manual in Polish language and wished EasyLink to identify relevant targets.
Results: We identified and prepared short profiles of 25 prospective distribution partners in Poland for the client’s review.

U.S. producer of heaters seeks distribution partners in the Czech Republic and Estonia

Completion: 2015 - 06
Target markets: CZ&EE
Objective: EasyLink was requested to identify prospective partners as well as recommend relevant trade shows the client could attend in both countries.
Results: The final report delivered to the client included names, websites, and short profiles of prospective partners: 18 in Estonia and 25 in the Czech Republic as well as profiles of key sector-specific fairs.

Weekly news monitoring

Completion: 2013 - 11
Target markets: DE,AT,CH,PL
Objective: Weekly monitoring of market and competitor news in local language media in Poland, Germany, Austria and Switzerland.
Results: Based on detailed specification of areas of interest- including energy efficiency, heating, construction projects etc. - Easylink’ researchers and analysts monitor a targeted selection of general, business and sector-specific media in Polish language and in German language. On a weekly basis, around 5 articles from Polish media and 8-10 articles from German-language media are summarized in English and reported back to the client.

Czech branch of an Austrian manufacturer of thermal insulation for tanks targets Bulgaria and Romania

Completion: 2010 - 05
Target markets: BG&RO
Objective: The company commissioned EasyLink to carry business partner search and arrange meetings with prospective clients/customers and suppliers.
Results: EasyLink consultants in Romania and Bulgaria screened distributors and manufacturers of water heaters and hot water tanks as well as potential suppliers of materials (PVC and foam) suitable for production of the insulation. After a thorough selection the best prospects were approached with an offer for potential cooperation and meeting the client's company representative. EasyLink consultants identified 11 suitable partners in Romania (5 potential customers and 6 suppliers of materials) and 8 partners in Bulgaria (5 potential customers and 3 suppliers).

Analysing the Slovak HVAC market

Completion: 2009 - 10
Target markets: SK
Objective: A German producer of heat exchangers, heat pipes, heat pumps and gas coolers requested EasyLink to analyse the Slovak market and supply foreign trade data and information on applicable EU structural funds as well as product usage and market outlook. We were also asked to carry out competitive analysis and contact the key competitors and collect their price lists of similar products.
Results: EasyLink compiled a thorough 20-page market assessment report, which included market size evaluation, identification and screening of potential end-customers, analysis of competitive products already in the market, overview of current distribution of heating products and database of 50 potential customers with contact details and short profiles. One of the key parts of the project involved contacting all major potential customers and collecting their responses to four questions of the client.

Identifying customers and suppliers in 5 CEE countries

Completion: 2009 - 09
Target markets: PL&SI&HU
Objective: A Czech subsidiary of an Austrian producer of water tank insulation looked for both potential customers and suppliers in Poland, Hungary, Slovenia, Bulgaria and Romania.
Results: In the five selected countries, EasyLink consultants identified and approached over 140 potential clients among water tank/heating systems manufacturers and distributors and over 90 suppliers among producers of components used in production of insulation. EasyLink then set up meetings with companies interested in cooperation and made necessary logistics arrangements (lodging and interpretation arrangements etc.) for individual in-market visits.

Gathering financial data

Completion: 2009 - 08
Target markets: CZ,SK,HU,PL,RO
Objective: A German client requested EasyLink to research secondary resources in local languages to gather 2008 financial information (profit, turnover, assets and liabilities etc.) on subsidiaries of a company in five CEE countries.
Results: EasyLink consultants in the Czech Republic, Slovakia, Poland, Hungary and Romania gathered the required financial figures from various sources, translated the statements into English and submitted the data to the client in a unified form.

Poland: Identifying and profiling local distributors

Completion: 2009 - 07
Target markets: PL
Objective: EasyLink was asked to prepare profiles of ventilation system specialists in Poland.
Results: Information resources used to develop an initial list of distributor contacts included business databases, company websites, and the consultant’s own market knowledge and contacts. A total of 21 potential partners were pre-selected and their profiles prepared.

Gas heating equipment specialist continues with CEE expansion

Completion: 2008 - 10
Target markets: PL
Objective: A Welsh manufacturer of gas and oil fired warm air heating equipment for commercial and industrial premises, already exporting to the Russian Federation, Ukraine, Belarus and the Baltic region, realizes that there are market opportunities for the company’s products elsewhere in Europe; in particular, in Poland where the client would like to appoint an exclusive distribution partner able to hold stock and provide installation, either directly or indirectly, and able to communicate to a high standard in English.
Results: The consultant approached 16 entities to evaluate whether they constitute potential business partners. The consultant then continued with preparation of a feasible 3-day itinerary (given the long distance between locations of individual prospective partners) that would enable the client to meet all 5 companies that expressed interest in direct talks regarding cooperation.

U.S. producer of steam regulation equipment seeking a distributor in Poland

Completion: 2008 - 07
Target markets: PL
Objective: A well-established producer in the steam regulation field with plenty of export experience requested EasyLink’s assistance for its quest to expand into new markets of Central & Eastern Europe. Our goal was to identify, evaluate and recommend potential pro-active agents and/or distributors in Poland.
Results: The consultant in Poland conducted market research into companies involved in automatic fluid controls and steam specialties for commercial and industrial applications and presented the client with a list of 25 pre-selected companies for his evaluation. Based on the feedback received, 21 entities were interviewed and evaluated. In the end, the client was provided with detailed profiles of companies with confirmed interest and recommended by the consultant as the most appropriate partners.

Distributor search for a manufacturer of electric panel heating appliances

Completion: 2007 - 08
Target markets: CZ
Objective: EasyLink consultant in the Czech Republic was asked to contact a selection of prospective distribution partners active in production/distribution of electric heating appliances and evaluate their interest in representing our Welsh client. Since the use of panel heaters in the Czech Republic is quite limited, we also contacted manufacturers and distributors of electric heating appliances using a water heating system that might consider expanding their product portfolio with panel heaters.
Results: Out of 24 pre-selected targets only two companies showed some interest, and thus we did not recommend proceeding to stage two, i.e. scheduling face-to-face appointments.

Distributor to retailers to fireplace, electric and gas appliances seeks innovative quality suppliers

Completion: 2007 - 05
Target markets: CZ
Objective: Our client, a leading distributor throughout Northern Ireland, wished to identify, evaluate and meet with new suppliers of innovative products in the Czech Republic for distribution to clients in Northern Ireland, including steel stoves, flue pipes and other related products.
Results: We approached 10 pre-selected producers of fireplace, fireplace inserts, steel stoves, flue pipes and vermiculite boards to verify their product portfolio and potential for working with our client. We scheduled meetings with managers of 3 companies (2 producers of flue-pipes and one manufacturer of vermiculite boards) ready to discuss export opportunities.

Ventilation system specialist seeks new suppliers in Central Europe

Completion: 2007 - 05
Target markets: CZ
Objective: A family-owned business specialized in assembling and distributing components to installers of ventilation systems in Northern Ireland including fans, ventilation ducting, air valves and fire dampers to ducting companies and HVAC contractors involved in industrial, commercial and public sector projects requested assistance in identifying new business opportunities in the Czech Republic, and specifically in approaching and meeting with new suppliers of innovative products for distribution to buyers in Northern Ireland.
Results: EasyLink’s consultant provided an initial long list of potential partners identified amongst companies involved in production of air-handling units, air-conditioning units and HVAC components to the client to shortlist companies of interest. The consultant then contacted all 4 short-listed companies of which two expressed interest in meeting the client. In view of the limited time allowed for individual business meetings, the consultant suggested approaching other potential partners located within reasonable driving distance from Prague. Eventually, meetings were scheduled with managers of 5 companies with confirmed interest in direct talks.

Three-country market entry assistance: market 1 - Russia

Completion: 2006 - 09
Target markets: RU
Objective: After estimating that Italian competitors sell 90% of their output into the CEE markets and feeling the CEE region would welcome an alternative source of supply, a Welsh gas heating equipment manufacturer decided to start an aggressive export opportunities exploration campaign into three carefully selected markets, and EasyLink was commissioned to identify suitable distribution partners, starting in Russia.
Results: The consultant pre-selected and approached 15 prospective distribution partners (criteria: able to hold stock and provide installation either directly or indirectly, based in Moscow or St Petersburg) to identify the top qualified and interested prospects in the market where 80% of demand for economical electrical heating equipment is supplied by domestic producers, while imports prevail (up to 65-70%) in the sophisticated gas and oil heating equipment. Our detailed 2-day itinerary included appointments with top 6 candidates – distributors.

Are there opportunities for business with Czech and Slovak industrial furnace manufacturers?

Completion: 2006 - 08
Target markets: CZ&SK
Objective: A Welsh specialist in the design and manufacture of industrial fans for use in high temperature applications such as in large heat treatment furnaces for sheet aluminium production or aluminium scrap recovery asked EasyLink to identify market opportunities in the Czech Republic and Slovakia. The company already has an established export business in many parts of the world, though Western Europe is its main market. As furnaces are high value capital items and the quantity manufactured therefore relatively small, the client requested that we work closely with him and focus on identifying companies designing or manufacturing high temperature furnaces with a capacity of approximately 30 tons or over.
Results: EasyLink’s Czech and Slovak consulting team conducted research of secondary resources, e.g. major business directories, sector-specific trade fairs and company websites, and identified 11 relevant companies involved in design and/or manufacture of industrial furnaces in the Czech Republic, while no manufacturers of industrial furnaces exist in Slovakia. We contacted their managers to verify that they produce large capacity metal/aluminium heat treatment furnaces and inquired whether they use fans for their furnaces. During interviews with their managers involved in evaluating furnace parts and components we introduced the client and provided detailed information about its products. After providing time to study the client’s proposal, we followed up to obtain their feedback as to their interest in direct talks with the client – our results: 4 interested companies!

Three-country market entry assistance: market 3 - Latvia

Completion: 2006 - 08
Target markets: LV
Objective: As part of our client’s (a Welsh gas equipment manufacturer) CEE markets exploration activities, EasyLink continued with distribution partner search projects in Estonia and Latvia.
Results: In Latvia, each of the 12 carefully pre-selected companies was contacted by telephone to verify their qualification and interest in meeting the client. Meetings were scheduled with 6 companies.

Three-country market entry assistance: market 2 - Estonia

Completion: 2006 - 08
Target markets: EE
Objective: As part of our client’s (a Welsh gas equipment manufacturer) CEE markets exploration activities, EasyLink continued with distribution partner search projects in Estonia and Latvia.
Results: Out of 50 leading companies involved in distribution and installation of heating systems, EasyLink’s consultant in Estonia carefully pre-selected 16 companies with experience in gas and oil heating systems for commercial and industrial premises. Meetings were scheduled with 6 well-qualified candidates with confirmed interest in discussing terms and conditions of proposed co-operation.

Market survey for a U.K. provider of environmentally sound HVAC systems

Completion: 2006 - 03
Target markets: CZ
Objective: Our client, a division of the UK’s largest ventilation product manufacturer that offers house builders and social housing providers integrated solar solution for buildings, was seeking to penetrate Central European markets and targeted the Czech Republic (where weather patterns appear to be suitable) for an initial exploration. Since the company did not yet possess sufficient information about the market to enable it to make an informed decision about whether to proceed, EasyLink was requested to carry out a market research to help managers decide on the next steps for the market and what the route to market might be.
Results: EasyLink’s consultant, using a mix of desk research and telephone interviews with experts in the market such as property developers, planning departments and architects to get specific feedback, addressed all the market indicators of interest to the client. Our detailed report covered issues such as cost of domestic electricity and gas per unit, average monthly weather indicators (maximum and minimum temperatures, sunshine hours and rainfall), attitude to “green” issues (government policy and actual implementation), national, regional or local regulations regarding carbon emissions and new buildings, which require a certain percentage of the energy supply to be from renewable energy as well as domestic building ventilation regulations and their implementation. We also prepared an overview of top 5 builders of upper market and social housing as well as companies installing solar products and government grants or subsidies for use of solar energy systems.

Providing answers to client’s questions: Is Poland a go to market for the UK’s largest ventilation product manufacturer?

Completion: 2006 - 01
Target markets: PL
Objective: The aim was to carry out a short market research project in Poland to help our client (a long-established company offering the widest range of British designed and tested ventilation products) select the most appropriate route to market and decide on the next steps to promote their recently developed range of high temperature axial flow fans for the extraction of smoke and noxious fumes under extreme conditions.
Results: To assist the client in making a balanced judgement about their market entry strategies, the consultant in Poland prepared a short, but thorough, report that addressed all the specific questions the client had asked. The consultant used a mix of desk research and telephone interviews with commercial developers and HVAC companies to address construction trends and forecasts for commercial buildings, statistics on construction of commercial buildings (apartment blocks, car parks, shopping centres, cinemas and commercial offices), urban development or regeneration schemes or projects approved for construction and transport development programmes (tunnels, stations, metro systems). We also assessed the level of awareness of the new EN12101-3 regulation within the local HVAC sector and prepared an overview of competitors and how they operate, key target distributors and contractors (top 5) for client’s product line and major international contractors in Poland.

Identifying a manufacturing partner in Poland

Completion: 2005 - 12
Target markets: PL
Objective: A U.K. producer of flame arrestors was having a difficult time when competing against its main competition from Germany and asked EasyLink for assistance – to find a manufacturing partner with distribution capability to send manufactured products direct to other distributors. The client identified Poland as a country that can offer a high standard of engineering excellence, whilst offering lower overall manufacturing costs.
Results: In the course of this project, the consultant in Poland reviewed and interviewed 17 companies active in the field of sheet metal working or pipe work welding and profiling. An e-mail presenting the business opportunity was also sent to their managers. The client was provided with detailed profiles of 8 companies – meeting the client’s criteria and with confirmed interest in talks concerning potential co-production for the client.

Air cleaners specialist targets the Czech Republic

Completion: 2005 - 11
Target markets: CZ
Objective: A leading Welsh manufacturer of industrial air cleaners specialising in the control of pollution primarily from CNC machining/turning/grinding applications commissioned EasyLink to explore potential in the Czech Republic and find a distribution partner meeting specific criteria (e.g. requisite knowledge of the industrial air filter market so that appropriate, engineering-based solutions can be devised for customers, experience with fume extraction and sale of air pollution control equipment and installation and application of filter products).
Results: The consultant in Prague conducted extensive research of the Czech market to identify potential partners amongst distributors of industrial filtration equipment, engineering companies involved in industrial filtration, manufacturers of filtration or related technologies with certain trading activities, specialist companies in the segment of welding machinery and accessories and last, but not least, importers/distributors of metalworking machinery (CNC). In total, 22 companies were short-listed and contacted by phone for an interview with their managers regarding their qualification for and interest in partnership. The client reviewed the list of companies recommended by the consultant for direct negotiation and selected top 5 candidates he wanted to meet during his 2-day market visit. EasyLink then scheduled the meetings and prepared a detailed itinerary as well as assisted with travel arrangements. After the meetings were concluded the client stated his trip went “very, very well” and he was expecting to do business with the top candidate quite soon – as this company - recommended by EasyLink – was also very keen to work with the client.

Start of fruitful cooperation with a U.K. supplier of heating systems

Completion: 2005 - 10
Target markets: PL
Objective: Our client, a manufacturer of gas and oil fired industrial heating floor or ceiling mounted systems, asked for assistance to explore market potential and identify a suitable distribution partner in Poland, focusing on Warsaw and surrounding areas. We were also asked to identify how the competition sells their products.
Results: The consultant pre-selected and contacted 28 entities matching our client’s requirements amongst specialists in the field of trade and assembly of heating systems, distribution of heaters and boilers as well as trading with air conditioning and/or ventilation equipment - complimentary to the product range offered by the client. Their managers then received detailed information via email. Due to the limited number of active companies based in Warsaw, the criteria could not be strictly adhered to and companies in other regions were also selected. 4 companies expressed interest in further talks concerning potential co-operation with the client.

Assisting with development of business in the Czech heat exchange market

Completion: 2005 - 08
Target markets: CZ
Objective: EasyLink was requested by the world's leading heat transfer specialist to recommend prospective distributors - dynamic and keen to get business and expand.
Results: EasyLink’s consultant identified 30 prospective partners amongst local distributors and service providers and verified their company information together with contact details of managers the client should approach directly with an offer.

Partner search for a U.K. ventilation product manufacturer

Completion: 2005 - 06
Target markets: CZ
Objective: EasyLink was requested to identify prospective distribution partners in the Czech Republic for its client’s range of special fans. As the company does not have an overseas sales team, the preferred route to market, for sales outside the U.K., is through distribution partners. The client was looking for a partner already marketing similar or complementary equipment to contractors, engineering consultants and project management design and engineering practices.
Results: The consultant pre-selected prospects amongst companies involved in distribution of industrial fans. Managers of 24 companies were interviewed over the phone and provided with detailed information on the client and its products. Our interviews in fact indicated good market potential for client’s special high temperature industrial fans as well as rather limited competition in this range in the Czech market – the client could thus fill in the market niche. 6 companies expressed strong interest in direct talks. EasyLink then proceeded with scheduling appointments and preparing a detailed itinerary and travel arrangements. After his in-market visit, the client selected a partner, and hosted its representatives for training in the U.K. facility.

U.S. producer of industrial filters visits the Czech market

Completion: 2005 - 06
Target markets: CZ
Objective: A world leader in dry filtration and dust collection filters for the industry, e.g. steel, aluminium, cement, minerals, chemicals, power plants, incinerators and original equipment builders, requested EasyLink to set up a series of one-to-one meetings with prospective partners in the Czech Republic.
Results: EasyLink conducted close to 30 telephone interviews with pre-selected companies - distributors of filters and air pollution control products, manufacturers of filtration equipment and other potential partners and customers focused on industrial filtration – to evaluate their interest and qualification for collaboration with the client. On 6-7 May 2005 the client discussed business opportunities, terms and conditions with managers of 7 companies.

Another project for a U.K. supplier of air filters for machine shops

Completion: 2005 - 04
Target markets: PL
Objective: Following a previous successful project for this client (manufacturing partner search in Poland), EasyLink was requested to identify a suitable distribution partner for its air filter equipment for use in machine shops and process lines where the coolants used produce an airborne mist, which is a potential hazard to workers if not filtered. The client developed a new product range, easier to maintain than the standard range, easy to clean and with replaceable filters, and believes that the new range would be attractive to potential distribution partners. Also, over the past 3 years the client’s traditional customer base has moved production into Poland and other C&EE markets.
Results: Our market research showed that many Polish and foreign manufacturers are already present in the Polish market of air conditioning, ventilation and filter ventilation equipment, including e.g. VTS, VBW, Frapol, Smay, IMP Klima, Euromate, Absolent, Nederman and Clima Product. In the course of this project, the consultant in Poland pre-selected and contacted 12 candidates and provided them with further information. For the client’s 2-day in-market visit the consultant scheduled 5 meetings with qualified prospects with confirmed interest in direct talks about potential co-operation.

Identifying local subcontractors and setting up one-to-one meetings with the leading candidates

Completion: 2004 - 07
Target markets: CZ
Objective: An Irish manufacturer of domestic oil boilers wished to source close to 500 boiler shells monthly from steel fabrication companies in the Czech Republic. The client provided EasyLink technical drawings of shells whose manufacture he wished to subcontract.
Results: EasyLink identified and approached 37 companies asking them to prepare a Request for Proposal/Quotation based on the detailed production documentation provided together with a number of CAD and JPEG files. EasyLink then analyzed and compiled all the received quotes and provided the client with a summary report, which also included a proposal for a 3-day visit to meet top 5 potential suppliers. The client visited the market in early September 2004.

Second largest provider of fixed fire protection systems in the U.K. wishes to identify Czech partners

Completion: 2004 -
Target markets: CZ
Objective: Our client was interested in carrying out business in Central and Eastern Europe by teaming up with local partners who were to provide installation of its fire protection and detection systems such as sprinkler installations. EasyLink was requested to identify relevant companies involved in building services/construction related to air conditioning, water supplies and plumbing with strong service & maintenance capabilities.
Results: EasyLink identified and prepared detailed profiles of 20 best qualified prospective partners.


HVAC (heating, ventilation, air-con) market research in Central & Eastern Europe

Would you like to understand and estimate the market potential for HVAC products and technologies in the CEE region? EasyLink provides professional expertise in strategic market research, market intelligence, competitive intelligence, market size analysis and market potential evaluation, competitive landscape and distribution structure study, identification of new customers and potential partners etc. Please contact us to discuss how we can assist your business objectives in export, marketing or sourcing.

Customer Search & Partner Search in Central & Eastern Europe

Are you seeking HVAC (heating, ventilation, air-con) distributors, agents or buyers in Poland, Czech Republic, Slovakia, Hungary, Romania, Bulgaria, Ukraine, Russia? We are experienced experts in search, identification, screening and pre-selection of business partners in Central & Eastern Europe, ranging from distributor search to profiling of prospective customers and identifying specific business opportunities; we assist our clients with sourcing in emerging markets and low-cost markets in the CEE region.