This week I have been preparing for two excellent conferences that I am speaking at in the next 2-3 weeks (Enable Catalyze and MDM SHIFT) and talking with channel leaders on calls… It’s an uncertain time in the business that has many leaders somewhat paralyzed or in a wait and see attitude on what to do for the balance of 2025. How to Make Orange Juice In this uncertain time … [Read more...] about Why is B2B Distribution like making Orange Juice?
Industry News
HVACR April Earning Results – Watsco and Lennox
We take a deep dive on the latest earning results from Lenox and WATSCO in this column. HVAC manufacturer Lennox (light commercial equipment) and Watsco (distributor), and industrial manufacturer ABB, reported quarterly earning this week. Tariff discussions dominated the commentary both from the companies being proactive as well as questions from stakeholder … [Read more...] about HVACR April Earning Results – Watsco and Lennox
Johnstone Supply Orion Group – Making Training and Programs a Differentiator
We have been featuring leading HVACR distributors in a Spotlight series over the past few months, and I sat down to do an update on the Johnstone Supply Orion Group (JSOG) story. I've been a fan of what JSOG is doing as an organization with their strategic vision and the focus they have on helping their end customers grow and thrive. JSOG's goal is to continue "Our Journey … [Read more...] about Johnstone Supply Orion Group – Making Training and Programs a Differentiator
HVACR Contractor Loyalty Research Survey Results are In
Over the years, many HVACR distributors have launched programs designed to increase contractor sales. These programs may be called frequent buyer programs, loyalty programs, or incentive programs. While there are nuances to the three, the commonality is that contractors are recognized for their support. The concept helps distributors market themselves, and drive … [Read more...] about HVACR Contractor Loyalty Research Survey Results are In
Update: Auer Steel & Heating Supply HVACR Advocacy continues in 2025
We started following the Auer Steel and Heating Supply Company in 2024. It was interesting to see on social media a distributor who was committing resources to HVACR advocacy and outreach. The team was going to local high schools, tech colleges and hosting events every month to get the next generation inspired to join the HVACR Channel. Auer Steel's goal (led by Jon Hirsch) … [Read more...] about Update: Auer Steel & Heating Supply HVACR Advocacy continues in 2025
Channel Marketing Group Partners with NAW/MDM SHIFT
Channel Marketing Group is pleased to partner with NAW and MDM on the upcoming MDM Shift conference, scheduled for May 13-15, 2025. I’ve known Tom Gale and MDM since I was at IMARK. MDM has been the preeminent publication sharing best practices and ideas across industries for many years. Since 2017, when they got into the conference business, they have received rave reviews … [Read more...] about Channel Marketing Group Partners with NAW/MDM SHIFT
Ferguson Chugs Along, Accelerates HVAC Growth
Last week Ferguson announced its FY25 Q2 earnings with their analyst call. Ferguson continues to diversify into multiple markets beyond plumbing, including HVACR, lighting, waterworks, facilities supply, fire and fabrication, industrial and mechanical. They see opportunities to increase sales, and their market share, in these large markets, and continue to invest for … [Read more...] about Ferguson Chugs Along, Accelerates HVAC Growth
