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 …
Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan Read More »
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 …
Recession? 10 Tips to Help HVACR Distributors Avoid One Read More »
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 …
Understanding Personalities through DISC to Drive Sales and Productivity Read More »
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 …
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 …
There’s been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some …
As the speed of business accelerates and companies try to do more with less, the key is improving productivity. One of the issues we’re hearing more and more about is …
Improving Rep Productivity – Push Information with APIs Read More »
The electrical and HVAC markets have many similarities, and some private equity companies may be noticing. The commonality, other than manufacturers being able to identify operational synergies, could also extend …
A frequent issue we’re hearing from manufacturer reps and distributor salespeople is the challenge of connecting with specifiers and customers, especially industrial customers. While COVID drove many to work from …
Or I could have titled this “Replicating Your Customer’s Experience – Why Text Should Be Part of Your eCommerce Offering.” Earlier this year we conducted research on contractor decision drivers in …
