Market Research in the Installation Industry – No More Guesswork

You’re on-site, ready to install a new system. Maybe it’s an HVAC unit, an advanced electrical panel or a heat pump. Everything looked good on paper, the specs matched and the manufacturer promised a smooth integration. But the moment you start, something’s off. The connections aren’t quite right. The instructions are vague. The “plug-and-play” setup is anything but. Now, instead of making progress, you’re troubleshooting on-site.

This happens all the time in installation. And it’s not just HVAC – electricians, plumbers and automation specialists all run into the same problem. Too often, manufacturers and distributors push products onto the market without truly understanding how they function in real-world conditions. They assume instead of researching, and it shows. But when they get a good read on how installers actually do their work, they design products that integrate smoothly, avoid unnecessary headaches and ultimately sell better. That shows too. 

So let’s take a closer look at why market research works in the installation industry, why it’s so often neglected and how companies can get it right.

Why Market Research Lends a Helping Hand

The Industry Is Changing

What worked ten years ago doesn’t work today. Simple as that. Competition is tougher, regulations are getting stricter and technology is advancing faster than most professionals can keep up. Smart systems, automation and energy-efficient solutions are everywhere, but that doesn’t mean everyone is using them. Some installers are all in on new tech, while others want nothing to do with it. Meanwhile, governments are tightening energy codes, forcing companies to rethink their materials and installation methods.

Knowing the current state and understanding the shifts makes things far easier.

Distribution Isn’t as Simple

For years, the supply chain was pretty straightforward: manufacturers sold to wholesalers, who sold to installers. Now, that model is getting revamped. Some manufacturers are trying to go direct and cut out distributors. Others are experimenting with e-commerce. Meanwhile, some wholesalers are trying to stay relevant by offering value-added services, and others are just raising prices without doing much else.

The reality is, one strategy doesn’t work for every market. Some installers prefer to buy from wholesalers because of convenience and support. Others are open to direct purchases but only if they trust the brand. Market research tells you what’s what.

Regulations & Tech

Every year new laws, efficiency mandates and compliance rules change how installers work. Some are quick to adapt, others resist. Heat pumps, solar and smart controls are becoming more common, but that doesn’t mean every installer has jumped on the bandwagon. Some are excited about digital tools and automation; others want reliable equipment that doesn’t break. 

Without market research, you can get caught off guard by the changes, and end up investing in products nobody is ready for or pushing solutions that are already outdated. Understanding which trends are real and which are hype is crucial, so you know your eye is on the ball.

Why Market Research Is Challenging

Installers Are Hard to Reach

An online survey isn’t likely to get through to a busy installer. They’ve got their hands full, always on-site, managing jobs, solving problems and dealing with deadlines. They don’t really have time to answer generic questions that don’t directly benefit them. That’s why traditional survey-based research often fails in this industry.

If you want real insights, you need to meet them where they are. How?

• Phone interviews with researchers who understand the industry 
• Attending trade shows, industry events and supplier meetups allows for direct conversations
• Partnerships with professional associations to gather structured, meaningful feedback

If the research helps installers do their job better, they’ll engage. Otherwise, they won’t waste their time.

Generic Reports Are Useless

A boiler installer in Germany doesn’t work the same way as one in the U.S. Meanwhile, Swedish heat pump installers are dealing with circumstances that don’t really track in France. Different regions have different rules, economic conditions, business styles and buying habits. Yet companies keep using reports that lump everyone together, ultimately missing out on relevant data.

Real market research digs into these differences, from specific regulations to economic factors that affect purchasing decisions. Without that level of detail, analysis has no real merit. 

Product Testing Can’t Be an Afterthought

Installers buy what works, preferably for quite some time now. Despite this, companies keep launching products without real-world testing, assuming everything will work as advertised. And scratching their head when it doesn’t. Field testing, feedback loops and hands-on product trials are – or, rather, should be – core parts of market research. If you’re not testing in real-world conditions, you don’t actually know how the product’s performing. 

The Sector is Fragmented and Traditional

When we say installation, we’re immediately talking about a network of trades and functions – HVAC, electrical, plumbing, security, solar panel installers, smart home automation techs, you name it. So the target group is quite diverse, as are their preferences, which means insights from one segment usually don’t translate to another. Meaning? Be specific. Also, bear in mind that the sector is a bit conservative: installers trust what they know, and they know what’s worked for years.

How to Get It Right

Know Your Audience

Goes without saying, you need to understand installers: their needs, buying habits and pain points. The starting point is to pinpoint their purchase channels and decision drivers, then map your product’s fit, your competition and market trends. 

Get Real Data from Real Installers

The best answers come straight from installers themselves, and there’s several ways to get a read on them.

• Phone interviews with HVAC, electrical and plumbing pros 
• On-site visits and product trials uncover practical concerns
• Industry associations and trade organizations provide structured feedback from professionals who work in the field every day

When you base decisions on installer input, your products and messaging actually make sense to the people who use them.

Track Long-Term Trends, Not Just Quick Fixes

The installation industry isn’t driven by fads, but regulation, technology and real-world needs. Heat pumps are gaining popularity, but adoption rates vary by country and region. Digital monitoring tools are in demand, but not every installer is ready for a tech-heavy transition. Prefabrication and modular installation are growing, but implementation depends on local labor costs and building practices. You’ll want to know those ins and outs, and understand how they relate to a bigger picture… then the shifts won’t seem sporadic or arbitrary, but logical.

Use Research to Strengthen Your Distribution Strategy

Market research isn’t collecting data for the sake of it, but getting clear, fresh and actionable insights into the state of a certain sector. It ends with strengthening distribution strategies by figuring out what installers want and need, where they’re getting it and what their track record is. A well-researched strategy keeps sales strong without alienating the people you rely on.

Conclusion

Installation isn’t a game of fleeting trends, but a network of professionals seeking reliable solutions. Market research, when done right, is the clutch that connects manufacturers and installers, fostering trust and driving innovation. By prioritizing genuine insights, companies build not just products, but enduring partnerships that ensure mutual success. 

Stop guessing, start collaborating and build a future rooted in understanding. Get in touch today!