ADN Performance
Construction and equipment: finding the right B2B channel
In construction, specifiers, distributors and business users often require different messages.
In construction, specifiers, distributors and business users often require different messages.
What to understand about the project
Specify whether you sell materials, machinery, installation or subcontracting capacity. Define technical evidence, product documents and availability needed for the site.
How to take action
Identify relevant specifiers, importers and companies. Demonstrations, a pilot and clear after-sales support help partners promote the offer. Timely delivery matters as much as sales documentation.
Point to watch
Compliance and public or private procurement rules vary by product and site. Do not generalise one regulatory example across the sector.
Checklist
- Describe the use.
- Check evidence.
- Identify the channel.
- Test on a project.
- Organise follow-up.
Sources and update
ADN Performance editorial analysis, updated on 23 September 2026. The publications below provide context; commercial and regulatory decisions remain project-specific.
- European Commission, Romania Country Report 2026
- European Commission, public procurement in Romania, 2024 (Romanian)
To apply this approach to your company, see our page on construction and real estate and tell us about your project.