As we come to the end of the year, aside from reflection it's also a time for planning. For manufacturers, along with sales planning with their reps and distributors they are in the midst of preparing product launches. Some of these launches come from regulations that are coming into affect. Understanding the inventory and sales impact of these regulations can position a … [Read more...] about Efficiency Changes Create Opportunities
2023 Planning Addressing Bias
After spending 40+ years in a multitude of sales and sales management roles your often asked to deliver “the secret” to a successful sales process. As with most everything worth knowing nothing ever comes down to a simple answer. Why do sales teams succeed or fail? The answers range across the board from the salesperson, the sales process to the organization and its … [Read more...] about 2023 Planning Addressing Bias
Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Last week we shared highlights from our recent research on the State of Volume Rebates. But, given the importance of rebates to the net profitability of distributors, I reached out to a friend and former distributor client, Greg Smith, to share his first-hand experience, and best practices, to help distributors optimize their rebate earnings. For those who don’t know … [Read more...] about Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Recession? 10 Tips to Help HVACR Distributors Avoid One
You may remember the phrase “it was the best of times; it was the worst of times.” Well, the past two years have had both. And, for that matter, this year for many may encompass both with strong sales in the first half of the year and the rate of growth slowing significantly the second half … especially if you factor out price increases. It is leading to the question, "Is a … [Read more...] about Recession? 10 Tips to Help HVACR Distributors Avoid One
Understanding Personalities through DISC to Drive Sales and Productivity
Understanding people is integral to success in business. whether it is serving customers, others within your company or managing people. Providing staff with the training to observe behavioral traits that will enable improved interpersonal skills and communications inevitable generates improved teamwork, productivity and can translate into increased sales and … [Read more...] about Understanding Personalities through DISC to Drive Sales and Productivity
10 Ways to Thrive In 2023’s Recession
The markets up, the markets down. You listen to economists and you hear about recession and will the Fed raise rates or hold. Large technology firms are laying people off by the thousands but HVAC distributors and manufacturers cannot find people. Product supply chains have gotten better but then you hear of the sporadic issues. So, while the media and economic tea leaves … [Read more...] about 10 Ways to Thrive In 2023’s Recession
Are Rebates Like Drugs?
Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the HVAC/R industry. It’s rebates. Rebates went “mainstream” for distributors in the 1960’s. In the electrical industry the first marketing group (then called a buying group) was formed. The genesis of that organization is … [Read more...] about Are Rebates Like Drugs?
