Sights & Observations from AHR 2023
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 …
Lennox Reports Strong 2022 Sales, LSD for 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 …
HARDI Ignite … Generating Insights
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 …
10 Tips for Recruiting Talented Candidates
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 …
9 Ideas for Profitable Growth in 2023
Over the holidays I was contemplating writing a “10 Trends” type of article. You know, the type where you theorize what will occur in the coming year and talk about …
eCommerce … What is it for Distributors
Last week John shared insights regarding Watsco’s digital journey and how the company is accelerating account penetration, and hence sales, via its eCommerce initiatives. Unfortunately not everyone has the resources …
Efficiency Changes Create Opportunities
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 …
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 …
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 …
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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 …
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