Why are Salespeople Profit Adverse?
Having worked with many distributors over the years, one observation about many distributor salespeople are that they are customer pleasers. Most are profit adverse. Sure, many are on commission. And …
Coburn Supply Acquires Bay Electric, Adds HVAC
Coburn Supply, a multi-industry distributor headquartered in Texas serving the electrical, plumbing, HVAC and waterwork segments in eastern Texas, Louisiana, Mississippi, Alabama and Tennessee through over 60 locations recently announced …
Better HVACR Sales through Better Sales Coaching
Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because …
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Ferguson FYQ2 Performance Insights
Last week Ferguson shared their FY Q2 performance, which was the equivalent of Q4 2022. Not surprisingly, given the Fed’s interest rate hikes and the resulting impact on the residential …
The Master Group Acquired RSC; PE Strikes
Private equity firms, which always seem to have access to funds, are looking to acquire distributors, believing this is a growth segment for them In the electrical industry, within the …
Bringing Next Gen Data to the HVAC Industry
It’s been a number of years since Forrester Research and Gartner foreshadowed the demise of HVACR distributors and forecasted that the business would 1) go online and 2) be taken …
McNeill to Lead Conexiom as CEO
Conexiom is helping HVACR distributors like Woodhill Supply and Johnstone Supply, as well as numerous electrical distributors, scale their businesses by automating the ordering process, enabling repetitive tasks (data entry) …
AD Enters Leadership Training Arena; Association Competition?
AD launched an interesting, and perhaps valuable, initiative that, on the face of it, would appear to target a core element of an association’s value proposition … training. And, it …
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SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
SPAs, or “ship and debit” are special pricing agreements can be an important sales (or marketing, since price, theoretically, is a component of the marketing mix) tool. Over the past …
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The IRA … Using OPM to Drive HVAC Sales
OPM. Other People’s Money. Or, perhaps more accurately, your money. Yes, we’re talking about government funding. Your tax dollars and how to recapture some of your tax dollars to help …