Distributor margin rarely disappears in one dramatic event. It leaks. Slowly. Through timing gaps, unclear handoffs, and processes that span multiple departments but belong to none of them. The reality is that, in many cases, it didn't truly disappear. If that's true, the obvious question is: Where is the margin hiding? Scott Sinning has spent years working on exactly … [Read more...] about Where Margin Is Hiding
Channel Strategy
What Lennox’s Low Bar Tells Us About the HVAC Market Bottom
If you spent 2025 watching orders slow, inventory stack up, and replacement demand stall, you already know it was one of the most challenging HVAC markets in over a decade. The question now is whether we have finally hit the HVAC market bottom, or whether there is more pain ahead. Lennox's Q4 results and 2026 guidance give us something concrete to work with. A recent William … [Read more...] about What Lennox’s Low Bar Tells Us About the HVAC Market Bottom
AI for Distributors: Supporting the Entire Sales Team
The conversation around this approach has moved past the question of whether to adopt it. The real question now is how to deploy AI for distributors in a way that actually supports the people doing the work. Too many solutions focus on one slice of the sales process while ignoring the rest. That approach creates silos, not scale. Jason Sullivan is the Founder and CEO of … [Read more...] about AI for Distributors: Supporting the Entire Sales Team
Helios Bets on AI Diagnostics with Nationwide Bluon Rollout
Commercial service organizations are watching AI tools closely, trying to figure out which ones actually deliver results in the field. Helios HVACR, a nationwide commercial service provider operating in more than 40 states, just made a significant move by deploying Bluon's HVACR AI diagnostics platform across its entire field operation. The goal is straightforward: faster … [Read more...] about Helios Bets on AI Diagnostics with Nationwide Bluon Rollout
