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
Distribution Strategy
EARNINGS Analysis: AAON Q2 2025 Results
An uneven HVACR Market and some supply chain restraints created a flat sales environment for AAON in their Q2 results. AAON – AAON, the Tulsa, Oklahoma headquartered HVAC manufacturer of HVAC equipment for commercial and industrial markets, announced 2Q 2025 earnings on August 11. Net sales during 2Q decreased 0.6% to $311.6 million. The year-over-year decline was … [Read more...] about EARNINGS Analysis: AAON Q2 2025 Results
Copper Tariffs: Minor Home-Buyer Bump, Major OEM Headache
How a 50% duty on semifinished copper drifts past consumers and lands squarely on coil makers, lineset extruders, and the distributors who serve them. The drama that wasn’t, at least for homeowners When the White House dropped its Section 232 tariff proclamation on July 31, slapping a 50% duty on copper pipe, tube, wire, rod, and sheet effective August 1, it sounded dire … [Read more...] about Copper Tariffs: Minor Home-Buyer Bump, Major OEM Headache
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
Wholesale HVAC Equipment Costs Just Jumped
Prices are moving again. Quietly, but steadily. The Producer Price Index for HVAC equipment has ticked up for eleven months in a row. It’s not necessarily making headlines, but it’s worth your attention. Undoubtedly, you’ve already raised prices due to tariffs or manufacturer increases, but are you sure you’re keeping pace? Every month, something is going up. Are you … [Read more...] about Wholesale HVAC Equipment Costs Just Jumped
Masco Q2 Earnings: Plumbing Holds Strong as Paint Softens What It Signals for Residential HVAC
Masco’s Q2 2025 earnings report was a study in contrasts. For those of us watching the residential HVAC space, it offered a few clear signals. Headline numbers: Adjusted gross margin improved to 37.7%, up 10 basis points. Revenue was $2.05 billion, down 2% year-over-year. Adjusted for currency and divestitures, it was flat. Adjusted operating margin rose to … [Read more...] about Masco Q2 Earnings: Plumbing Holds Strong as Paint Softens What It Signals for Residential HVAC
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
