Business challenge

Xella faced several key challenges in the rapidly digitalizing building materials industry:

• Underdeveloped online sales channel compared to competitors, limiting their market reach and direct customer engagement
• Logistics complexity associated with shipping large building materials requiring specialized handling
• Risk of channel conflict with existing distributors when implementing direct online sales
• Need to balance channel relationships through careful positioning and pricing strategy
• Technical integration challenges with existing systems while providing modern e-commerce capabilities

Xella needed a cohesive and scalable solution designed to optimize and standardize online sales processes while protecting distributor relationships and improving overall performance.

Results achieved

• ROI achieved in just 6 months after implementation, confirming the solution’s economic efficiency
• 15-30% increase in revenue through new direct online sales channels
• 20% reduction in operational costs through automated sales processes
• Zero disruption to existing distributor relationships, confirming the success of the collaboration model
• Strengthened Xella’s market position as a leader in digital transformation in the building materials industry
• Created a scalable platform enabling further development and expansion into new markets

Business impact

The implementation of the Building Companion marketplaces (shop.building-companion.pl and shop.building-companion.ro) significantly impacted Xella’s operations. The new system enhanced the company’s ability to analyze and improve their day-to-day business practices. With streamlined sales processes, the sales team can focus on selling, while operational teams can efficiently support these activities.

System integration and data centralization increased overall efficiency, reduced human errors, and improved customer service and shopping experiences in the building materials industry. The marketplaces successfully created a new sales channel while complementing—rather than competing with—the traditional distribution network. The producer-centric approach positioned Xella as the hub of a digital ecosystem connecting all stakeholders.

Our solutions

We designed and implemented a custom marketplace tailored to Xella’s specific needs. Key features included:

• Comprehensive market research to understand the specific needs of building materials buyers and distributors
• Custom marketplace development at shop.building-companion.pl and shop.building-companion.ro tailored to the unique requirements of the Polish and Romanian markets
• Integration with logistics systems to solve delivery challenges for bulky building materials
• Pricing structure design that maintained distributor margins and protected business relationships
• Advanced integrations with ERP, CRM, and external information systems enabling consistent data flows
• Comprehensive reporting with integrated performance tracking
• Workflow optimization with process automation, including approvals and notifications
• Data management modules with direct integrations supporting business processes to accelerate communication
• Phased implementation approach allowing for testing and refinement at each stage

Let’s work together

Contact us today to discuss your marketplace development needs for your company.