Optimizing HVAC Supply Chain for a Leading Industrial Integrator in the Benelux

storia di successo
Scritto da Francesca Albertin

Client Profile
A well-established system integrator based in the Benelux region, specializing in turnkey industrial heating and cooling solutions for the food & beverage and pharmaceutical industries. The company manages both design and installation of complex HVAC systems and works with multiple OEM partners across Europe.

Challenge
The client was facing growing pressure to reduce delivery times and overall costs while maintaining high quality standards and complying with strict environmental regulations (including mandatory use of natural refrigerants). Their current supply chain was highly dependent on a limited number of European suppliers, with little flexibility in price, availability, or customization.

Our Role
We were engaged to develop an international sourcing strategy, identify alternative suppliers, and support the negotiation and technical alignment process for a new product range of industrial propane heat pumps and air-cooled chillers.

Our Approach

  • Needs Analysis: We mapped out technical and commercial requirements based on the client’s current and projected projects.

  • Supplier Scouting: Through our extended network in Europe and Asia, we identified 4 qualified manufacturers aligned with the target specifications, including ATEX compliance and containerized installation.

  • Benchmarking & Negotiation: We conducted technical and commercial benchmarking, optimized pricing structures, and supported negotiations to ensure contractual and aftersales coverage.

  • Pilot Testing: Supported the procurement of the first 2 pilot units, now successfully integrated into one of the client’s largest installations in Belgium.

Results Achieved
-18% cost reduction on base unit pricing;
Lead time improved by 4–6 weeks compared to previous suppliers;
Full compliance with local regulations and refrigerant policy;
Expansion of supplier base with 2 new strategic partners added;
Increased flexibility in system customization for different vertical markets.

Francesca Albertin