Market share is the most cited, least understood metric for most HVAC distributors. With economic uncertainty hanging over 2026, sharper distribution planning is essential. Here is how to ground your …
Market Share Math: How Distributors Can Sharpen 2026 Planning Read More »
Seal-Tite is celebrating a milestone that few companies achieve … it’s 125th anniversary. Consider, the company opened its doors in 1900 and has survived the Great Recession, multiple World Wars, …
The famous Peter Drucker said “culture eats strategy for breakfast.” The one thing he didn’t say, but inferred, is that culture stems from great leadership. In a time where seemingly everyone …
Building and Keeping a Winning Culture Through Leadership Read More »
Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value …
Two of the biggest marketing trends over the past year have been the increased usage of video and the launching of podcasts. The reason – a desire to share more …
Getting Heard. Podcasts Deliver Thought Leadership Read More »
A few years ago Walmart was “challenged” in eCommerce. The world’s largest retailer was being challenged by Amazon, although the two were in different segments of the market. Walmart dominated …
What Walmart Can Teach Distributors About eCommerce Read More »
Distributor counter areas have been spotlighted in the first month of the COVID-19 era. Counters represent between 5-30% of a distributor’s business with the importance of counter sales being directly …
Have you felt “overwhelmed” with the amount of COVID-19 information that has been arriving in your mailbox the past couple of weeks? Rather than post this information regularly, hopefully curating …
You’ve heard the story, “there is a difference between wants and needs.” For example, especially this time of year you hear one parent say to the other “the kids ‘want’ …
Buyer behavior is changing. Convenience is now a differentiator. Customers expect it. It\’s the new definition of service. It started in the consumer world and is quickly transitioning to B2B …
