How to integrate technical product data, project quotations, customer pricing, stock levels and site delivery
The business area has high, though not exclusively maximum, digitalisation potential. The greatest benefit is achieved by digitalising the commercial and information process, however the overall scale effect is limited by physical goods warehousing, transport and the individual nature of some consultations.
The analysis covers companies trading in structural, insulation, roofing, façade, dry construction, engineering systems, flooring, tiles, paints, finishing and other materials for construction or renovation. It includes B2B, B2C and mixed models, but the primary focus is on professional client and project order processes.
Product selection is determined by dimensions, classes, certifications, materiality, colours, durability, installation conditions and compatibility with other system elements.
Part of the goods is purchased regularly, whilst larger orders are formed according to a specific site, work phase or technical specification.
Prices depend on the client, project, quantity, supplier promotions, delivery, credit terms and manager-approved exceptions.
The same product can be accounted for in units, packages, metres, square or cubic metres, kilograms and pallets.
Delivery depends on weight, dimensions, transport type, unloading equipment, site accessibility, time window and work schedule.
Declarations of performance, certificates, safety data sheets, installation instructions, EPDs and other documents are part of the sales and compliance process.
Construction product trade is moving towards structured technical data, self-service and digital collaboration with designers and contractors. ETIM provides uniform technical product classification, BIM data helps integrate products into the design process, and the updated EU Construction Products Regulation envisages a digital product passport system.
Product codes, technical specifications, prices, packaging, documents, images, classification and delivery times are received.
The customer provides a list of goods, project, drawing, technical specification, quantities or describes the planned work.
The manager or consultant selects suitable products, sets, additional materials, substitutes and calculates the required quantities.
Customer and project prices, supplier terms, margin, stock levels and delivery are checked, and a quotation version is prepared.
The customer changes quantities, alternatives or delivery stages, and the confirmed quotation is converted into an order.
Goods are reserved in specific warehouses, ordered from suppliers or distributed between locations according to site deadlines.
Orders are assembled by project and stage, with transport, unloading, collection time and documents planned.
Partial deliveries, additional quantities, substitutes, returns, complaints and document submission are managed.
Quotation conversion, project margin, delivery costs, stock turnover, returns and customer activity are evaluated.
Product data, project enquiries, quotations and delivery are managed through files, email and employee memory.
ERP, warehouse and trading systems are in use, but technical documents, sites, quotations and logistics remain separate.
Individual catalogue, e-commerce, quotation or warehouse processes are digitalised, but there is no unified project chain.
The core project sales scenario connects product data, site enquiry, customer pricing, stock availability, quotation and ERP order.
Decisions on substitutes, reservations, delivery, project margins and categories are based on actual and comparative data.
AI helps analyse specifications, suggest candidate matches and predict risk, whilst technical suitability and pricing exceptions are approved by specialists.
In the construction and finishing materials trade, customers often purchase not an individual item, but a solution for a specific job or site. Therefore, the most important digitalisation task is to help quickly select suitable and mutually compatible products, calculate quantities and provide accurate commercial and logistical information.
The typical problem is not the absence of systems, but rather that the ERP knows the price and accounting balance, supplier documents contain technical specifications, the manager has project context, and the client receives all the information through several separate channels.
The first priority should not be a generic online shop, but rather integrated B2B self-service and quotation preparation with reliable product data, individual pricing, site structure and stock levels. More advanced DI and BIM scenarios should only be developed after sorting out product classification and data quality.
