The Slovenian housing market works differently from many of its neighbors. Traditionally, clay bricks dominate construction, and most families manage their own building projects from start to finish. “The family buys the plot, hires an architect, and builds their home step by step, often with a lot of DIY work,” explains Miloš Kmetič, Country Sales Manager and one of the driving forces behind Construction Services in Slovenia.
 
For Xella, this meant tackling two challenges: first, convincing homeowners to switch from the established clay brick to building with Ytong’s autoclaved aerated blocks; second, finding a way to offer integrated Construction Services in a market with little tradition for such models.

Typical houses as door openers

Around 20 years ago, Xella Slovenia began offering “typical houses”, complete designs including permit and execution plans, along with the delivery of all necessary Ytong elements. At first, it was a strict “take it or leave it” model: no changes allowed. But over time, it became clear that customers valued customization and were willing to pay for it. Today, clients can make changes directly with external architects, while Xella adjusts material quantities accordingly.
 
This approach established a solid position for Xella in the single-family home segment, despite the market’s strong clay brick tradition.

From material supplier to building partner

The real move into Construction Services began four years ago. “Customers kept asking: can you also build the house?” says Miloš Kmetič. With an experienced engineering team and trusted partners, Xella could start offering construction work, initially up to the roof, later adding optional services like excavation, foundations, windows, and façades.

The floods of 2023 even brought back the idea of ready-made houses.. “We wanted to offer turnkey homes for a government project, but our team was still too lean. We must keep quality and timelines under control.” Instead, Xella now focuses on two clearly defined packages: a basic one (house with roof) and an extended version (house with roof, windows, front door, and finished façade).

Growth with control

Today, around 80% of business comes from single-family homes. The advantages: fixed package pricing, high advance payments (up to 80% before construction starts), and direct client relationships. “For most of our customers, building a home is a once-in-a-lifetime project: communication is key. We solve issues immediately, before they have a chance to undermine trust.”
 
What began modestly has tripled in scale – all achieved with the same lean team.

Looking ahead: turnkey in five years

The strategic path is clear: more in-house house designs, less dependence on external architects, a larger team, and an expanded partner network. The goal: offer turnkey houses within three to five years. “The DIY market is shrinking. More families want a fully finished home from one provider, and if we want to grow, we need to win those customers,” says Kmetič.