Rebates, Backsides, and Special Pricing Agreements (SPAs) continue to grow in importance every year for the Channel. At the Enable Catalyze Conference earlier this month - I was asked to present a channel focused session. I was excited about presenting, because this is the only industry event that I know of where you spend two days with B2B Distribution leaders just focusing … [Read more...] about Opinion: Update on the future of Rebates and SPAs for HVACR Distributors and Manufacturers?
Opinion- WATSCO Results show a continued focus on digital programs
WATSCO highlighted their continued commitment to digital enablement on May 8th in their 1Q24 investor presentations. In the world of distribution many private or PE companies do not report results, and many public companies do not release detailed strategic initiatives that have more depth than what is provided in the 10K. I eagerly await the annual WATSCO investor … [Read more...] about Opinion- WATSCO Results show a continued focus on digital programs
Opinion: What is the future of “Rebate” programs for HVACR Distributors and Manufacturers?
Rebates, Backsides, End Customer Cash Back Programs, etc. whatever you call them are going to be growing in importance every year for the Channel. As I was preparing to head up to Boston this week to speak at the Enable Catalyze Conference, I was reviewing the current state of rebates in the channel. For reference - Enable is partnered with Affiliated Distributors and Net … [Read more...] about Opinion: What is the future of “Rebate” programs for HVACR Distributors and Manufacturers?
Opinion – Walmart announces a partnership with Bryant
An interesting announcement from Walmart that is unique foray into the HVACR Distribution Channel By John Gunderson At the end of March Walmart.com announced that they will begin directing HVAC inquiries to Bryant Heating & Cooling dealers as it expands its available offering to its customer bases. Walmart states they are the second largest ecommerce … [Read more...] about Opinion – Walmart announces a partnership with Bryant
Pricing pressures are creating more focus on “sell side” pricing in 2024 for HVACR distributors
It’s time to give your outside sales teams more pricing support and guidance in 2024. The supply chain issues of the past few years made it a unique time to be an HVACR distributor and manufacturer. It was a time where if you could get the product to the customer the price of the product was secondary. Please do not get me wrong, having a fair price was still important, but … [Read more...] about Pricing pressures are creating more focus on “sell side” pricing in 2024 for HVACR distributors
Opinion – HVACR Distributors are beginning to pivot to find new ways to communicate with their end customers
This week, I had a chance to get out of the home office and visit a Mingledorff's HVACR distribution branch location in the Atlanta area close to my home. I follow them closely on social media and have been observing for the past year plus that they are trying to reach and communicate in new ways with their end customers. The Mingledorff's marketing team is communicating … [Read more...] about Opinion – HVACR Distributors are beginning to pivot to find new ways to communicate with their end customers
Opinion – Quick thoughts from the 2024 NAW Executive Summit
The National Association of Wholesale-Distributors Executive Summit was held this week in Washington D.C. Jan 30- Feb 1. This event has a wide mix of distribution leaders from leading Industrial, MRO, Construction, Food, Packaging, Specialty, and two step distributors. It is one to the few events where you can see Electrical channel leaders sitting next to MRO leaders … [Read more...] about Opinion – Quick thoughts from the 2024 NAW Executive Summit
Opinion- WATSCO Results show how WATSCO continues to focus on digital programs
WATSCO highlighted their continued commitment to digital enablement in their Q3 Results and recent investor conference presentations. In the world of distribution many private or PE companies do not report results. As a public company Watsco, Inc. in October released their Q3 results and right before the holidays presented some once a year results on digital at an investor … [Read more...] about Opinion- WATSCO Results show how WATSCO continues to focus on digital programs
Opinion – WATSCOs latest move is more than just another HVACR acquisition
WATSCO's latest acquisition appears to be more than just another HVACR bolt on addition. It may open new channels for WATSCO to grow in 2024 and the future both organically and with acquisitions. Last week one of the largest HVACR distributors Watsco announced it completed its acquisition of Gateway Supply Company, Inc. distributor of plumbing and HVAC products … [Read more...] about Opinion – WATSCOs latest move is more than just another HVACR acquisition
Opinion- WATSCO Q2 Results show slowing sales but WATSCO continues to focus on digital programs
WATSCO highlighted their continued commitment to digital enablement in their Q2 Results in August. In the world of distribution with so many private or PE companies that do not report results - Watsco, Inc. in August released their YTD numbers and provided commentary on trends, growth opportunities, technology innovation and financial strength in their Q2 results. In my … [Read more...] about Opinion- WATSCO Q2 Results show slowing sales but WATSCO continues to focus on digital programs
