As you go into planning season, and you are looking for programs in 2026 that can help you grow business in 2026. A Contractor loyalty program has to be one of the areas, I would look at as a distributor leader. I was fortunate to be involved and help lead 9 contractor loyalty programs as a distributor, and each and every time they delivered above market growth numbers. So, … [Read more...] about 2026 HVACR Planning Season – Contractor Loyalty Programs are worth considering
Creating more time for your inside teams to service customers
This week we’ve been on calls with key distributors and working on our latest benchmark research about how automated order management is creating “barriers to exit” for customers. We are preparing this full report for a webinar and white paper in partnership with our friends at Conexiom. I’m excited to be co-presenting this webinar and crafting the white paper research … [Read more...] about Creating more time for your inside teams to service customers
Pentagon Pricing Series – A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Distribution
As a former pricing leader for three billion-dollar distributors in North America, I can share from experience that a major pricing reset is simultaneously a dangerous activity, yet when done right, the best driver of top-line sales growth in this industry. Earlier this year, I wrote a Case Study for Modern Distribution Management (MDM) on the pricing reset MSC … [Read more...] about Pentagon Pricing Series – A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Distribution
HARDI Emerging Leaders Conference 2025 – Feedback from Channel Leaders
The HARDI Association has built a strong program for emerging leaders, and at the HARDI Emerging Leaders Conference July 22 -24th over 100 HVACR Emerging Leaders had a packed agenda with great speakers and presentations over the full program. I was intrigued by the event, as I saw it had great speakers and presenters including Dr. Bharani Nagarathnam. Dr. Bharani is the … [Read more...] about HARDI Emerging Leaders Conference 2025 – Feedback from Channel Leaders
Pentagon Pricing Series – Part 1 – Sell Side Pricing
For the past number of months, David Gordon and I have been talking non-stop about pricing and have been busy helping many distributors and manufacturers with their "buy side" and "sell side" programs. As a former pricing leader for two of the largest distributors in North America, I have been remiss in writing as much as we should about buy-side and sell-side pricing. So, … [Read more...] about Pentagon Pricing Series – Part 1 – Sell Side Pricing
Mingledorffs Podcast delivers insight into HVACR opportunities
Last year, I started a series on Mingledorff's after following their content and meeting the team in person at one of their Atlanta locations. I follow the Mingledorff's podcast - Caffeine and Coils hosted by Jenny Brown and Deanna Lassiter as it is one of the only HVACR Distributor podcasts in the channel; … [Read more...] about Mingledorffs Podcast delivers insight into HVACR opportunities
WATSCO 2025 Investor Day highlights key growth programs
In the world of distribution (especially in the HVACR Channel) most private companies do not report results, and many public companies do not release the detailed strategic initiatives that have more depth than what is provided in the 10K. WATSCO once a year does release more details that time to strategic initiatives and I eagerly await the annual WATSCO investor conference … [Read more...] about WATSCO 2025 Investor Day highlights key growth programs
