Efficient margin management and growth in the HVAC market

About Fittingshop.eu

Fittingshop.eu is a specialized online B2B platform that offers fittings for HVAC installers and resellers active in Belgium, the Netherlands and Germany. Thanks to a streamlined business model — with mainly online sales — Fittingshop.eu can offer highly competitive prices. The platform has been set up so that customers can order the necessary parts quickly and easily. If you have any questions about the products, you can easily contact us by phone or email.

The challenge

For a rapidly growing online B2B platform like Fittingshop.eu, it is essential to:

• Keeping an eye on sales, targets and customer relationships: With various representatives on the road, it is crucial that they know where the biggest opportunities and risks lie at all times.

• Margin Management: Because Fittingshop.eu focuses on competitive prices, monitoring margins is very important. A margin that is too low can put profitability under pressure.

• Customer churn and cross-selling: Customer relationships within the HVAC sector are often long-term, but it's important to see which customers may drop out or order less, and which customers might be interested in additional products.

• Benchmarking: By comparing customers and orders, you can identify the best-performing groups, as well as product categories with lower margins.

The Solution: Implementing the InsightData Sales Intelligence App

To tackle the above challenges, Fittingshop.eu has the InsightData Sales Intelligence App implemented, linked to their Navision ERP system. The Sales Intelligence App makes it possible for both management and representatives to:

Real-time sales data to monitor

• Targets and KPIs are monitored automatically.

• Customer churn (number of orders, order size, turnover) is immediately visible, so that action can be taken more quickly if sales figures fall.

Monitor margins via Margin Bucket analysis

• The margin is calculated per order line. A cumulative view then shows what percent of a customer's turnover is negative or, on the contrary, very profitable.

• Based on these insights, representatives can immediately determine which categories or specific products are causing negative margins and take the necessary actions (e.g. price adjustments or negotiations with suppliers).

Cross-selling opportunities to discover

• The tool compares purchased products and provides insight into additional or related products.

• Representatives can see at a glance which customer has growth potential and can thus provide more targeted advice.

Benchmarking and comparison between customers

• By comparing data from different customers and sectors, Fittingshop.eu identifies both best practices and underperforming segments.

• Results are displayed visually, making it easier to draw up action plans

“Thanks to the InsightData Sales Intelligence App, we have insight into our sales, margins and customer turnover at a glance. This way, we can not only keep our prices competitive, but also respond more specifically and proactively to the needs of our customers.” Bart Gabriëls, director Fittingshop.eu

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Results and benefits

Improved margin management

• Thanks to the Margin Bucket analysis, Fittingshop.eu has significantly better insight into margins per product category and per customer. Negative margins can be detected quickly and corrected in a targeted manner.

More effective use of representatives

• Representatives can target customers who need extra attention or where there are cross-selling opportunities.

• The time that representatives spend on reporting and administration has decreased, because the insights are immediately available in the InsightData Sales App.

Growth in sales and loyalty

• Because customers are served faster and better with the right product range, customer satisfaction grows.

• Loyalty is increasing because customers see Fittingshop.eu as a reliable partner with competitive prices and a personal approach.

Competitive advantage

• The combination of online sales (low overhead costs) with thoughtful margin management ensures that Fittingshop.eu can beat competitors on price and service.

• Through continuous analysis and optimization in the InsightData Sales Intelligence App, Fittingshop.eu can respond to market trends and product innovations.

Conclusion

Fittingshop.eu has stood out in a competitive B2B market through an efficient online sales model and the implementation of the InsightData Sales Intelligence App. By focusing on margins, customer satisfaction and cross-selling, the company not only achieves healthy growth, but also a sustainable relationship with its customers. The focus on simple but effective technologies and a proactive service approach means that Fittingshop.eu is ready to further expand its leading position in the HVAC sector.