David Gordon

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 year we've seen SPAs generate attention from technology companies (Interlyx, Enable, CMR, Vistex, TrulinX, Celerity and some of the ERP companies) in the past year. All see the mantra of … [Read more...] about SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags

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 grow your business. Last year the government passed the Inflation Reduction Act (IRA). Core to this government program is rebates to support “energy security and climate change.” Much of it … [Read more...] about The IRA … Using OPM to Drive HVAC Sales

Last week John Gunderson and I attended AHR in Atlanta. He shared his observations in a prior post and, we decided to not compare notes so as to share two perspectives. Observations It’s a large show. Lots of walking. Lots of talking. Lots of products. It’s drinking the industry from a firehouse and, for a distributor or contractor walking the show, they’d be overwhelmed … [Read more...] about Sights & Observations from AHR 2023

Recently Lennox shared its 2022 Q4, and annual, performance and shared some early thoughts on 2023. We thought we’d take a look at their earnings transcript (or here is a recording of the call) and share some thoughts: Performance Record results (Congratulations to Lennox but, do you know a manufacturer that didn’t have record results in 2022? A little thing called … [Read more...] about Lennox Reports Strong 2022 Sales, LSD for 2023

Last month HARDI held its Annual Conference and, like most, it attracted many manufacturers, distributors and independent representatives from the industry. All had similar questions ... "how has your business been?" and, more importantly, "what are you seeing for 2023?" Everyone is seeking a benchmark. At the same time, lots of one-on-one meetings between distributors and … [Read more...] about HARDI Ignite … Generating Insights

One of the areas where we hear companies are continuously challenged is recruiting quality people that have some experience with the HVAC industry and targeted product categories. It's usually not too difficult to find people with specific skill sets. The challenge is finding people with a combination of the right skill sets. And while recruitment is a challenge in many job … [Read more...] about 10 Tips for Recruiting Talented Candidates