There was a phrase years ago that is attributed to EF Hutton, which was a financial advisory firm that goes “when EF Hutton speaks, people listen.” The inference was that EF Hutton had a wide reach, and somewhat influence. The same goes for Epicor given how integral their Prophet 21 and Eclipse ERP platforms are for many HVACR distributors.So, when Frank Heenan, Global VP of … [Read more...] about ERP … The Heart of Your Business
PHCC Connect – a Tradeshow Opportunity to Connect
Trade shows can be a great way to introduce contractors to new products, solicit voice of customer, initiate (or strengthen) relationships, network and maybe learn a thing or two. A phenom that has occurred much more so post-pandemic is distributors exhibiting at contractor tradeshows, especially regional shows. No longer is the business, "only in my backyard." Contractors … [Read more...] about PHCC Connect – a Tradeshow Opportunity to Connect
Driving Share and Sales with Customer Loyalty Reward Programs
HVACR distributors and manufacturers are fighting to retain market share and seek growth in a challenging market. Typically, the most profitable strategy to strengthen, deepen and broaden opportunities within existing customers. An effective tool to achieving this is also a time-tested strategy for many HVACR distributors and some manufacturers ... contractor incentive and … [Read more...] about Driving Share and Sales with Customer Loyalty Reward Programs
AI for Contractors … and the Channel
Manufacturers and distributors have lately been having many conversations about “technology”. But not in the conventional sense of the tools / software, more as it relates to functionality / capability for the future. They are asking "Does their IT department (which could be their ERP / software provider) have a tech roadmap that includes AI?" And sales and marketing management … [Read more...] about AI for Contractors … and the Channel
Driving Distributor Profitability Through Operational Efficiency
The “go-go” days of post-Covid are gone. We’re back to pre-pandemic industry growth rates. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate implementation and utilization of … [Read more...] about Driving Distributor Profitability Through Operational Efficiency
Structuring Acquisitions
Acquisitions continue to transform the HVACR industry. PE (private equity) are expanding their portfolio companies and others are seeking to enter the market. National distributors are expanding into new territories and also acquiring smaller companies as "fill-ins" or, in some cases, are diversifying their businesses and building new divisions. Regionals, and even some "local" … [Read more...] about Structuring Acquisitions
AI According to Mike Marks on Driven by DCKAP
AI is all the rage in trade publications, on LinkedIn, for industry conferences (and standalone conferences targeted at distribution) and will probably be a topic at this year's HARDI conference in one-on-one conversations between distributors and manufacturers. The questions that will be asked are: What are you doing? Oh, you’re not doing anything? What are you … [Read more...] about AI According to Mike Marks on Driven by DCKAP
