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Building materials market in the Baltic states

  • Industry

    Construction and installation

  • Geographical coverage

    Estonia, Latvia, Lithuania

  • Client type

    Producer and distributor of building materials

Consulting Project - PMR Consulting - construction

Client's need

Our client - a European leader in building materials market - commissioned PMR to conduct an analysis of a particular segment of the market in Lithuania, Latvia and Estonia.

The goal of this research and consulting project was to create an in-depth profile of the building materials market, together with product segmentation, competitive environment analysis, sales and distribution models, and market development forecasts for the coming years

Our deliverables

The project encompassed an analysis of the building materials market in three Baltic states in terms of sales value in five product segments used in residential and non-residential construction.

Thanks to a combination of two research methods (qualitative and quantitative) we were able to gather unique information on every one of the researched markets. A well-selected study sample (which included installation companies, general contractors and leading distributors of building materials) and moderators experienced in B2B interviews all contributed to gathering in-depth data on the local markets.

The quantitative part of the study included:

  • Analysis of the competitive environment
  • Share estimates of major suppliers of building materials in each of the countries 
  • Descriptions of distribution models and methods of customer acquisition
  • Determinants of business success of major companies.

PMR consultants analyzed brand awareness and purchasing preferences of consumers in each product category. The analysis was supplemented by market development forecasts for the next few years.

Value for the client

The client received an in-depth analysis of the building materials market in Lithuania, Latvia and Estonia, which helped them make strategic business decisions on the company’s further development in the Baltic region.

Thanks to the findings the client was able to verify their sales strategy, and to tailor their product offer to the needs of their consumers. They also improved ways of reaching the target group, and modified distribution channels in each of the countries analyzed.

The comparative analysis enabled the client to gain insight into how their brand compares to its main competitors, which made it easier to take effective action in order to strengthen the brand’s image and make full use of the company’s potential in the Baltic region.



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