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 …
SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags Read More »
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
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 …
