Market share math only works if you define the market you are measuring against. TAM, SAM, and SOM are the three lenses that turn gut feel into something you can …
Sizing the Market: TAM, SAM, and SOM for HVACR Distributor Planning 2026 Read More »
Distributors are hearing more about AI every day, but much of the conversation stays broad and abstract. This article looks at something more practical: how AI agents are already being …
AI Agents in Distribution: From Hype to Practical Impact Read More »
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 »
Recently we did a project for a manufacturer to help them prepare for a sales meeting. They wanted to understand what their staff was thinking but they wanted a 3rd …
From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is …
At HVACR trends we have been following innovative channel leaders like Auer Steel and Heating Supply and their excellent outreach programs for the past year. Contractors know that the business …
Learning from the Front Lines: Insights from Auer Steel’s BrewCast Series Read More »
Volcanoes erupt. They grab attention, change landscapes overnight, and leave everyone scrambling to adapt. Glaciers, by contrast, move almost imperceptibly. Yet over time they carve valleys, redirect rivers, and permanently …
Volcanoes make noise. Glaciers shape markets: Bosch in HVAC Read More »
Most HVACR companies spend a lot of time on products, pricing, and promos. But sales execution? That often gets overlooked. If you’re still managing sales by gut feel and muscle …
Engineering Better Sales: HVAC’s Moneyball Moment Read More »
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 …
Creating more time for your inside teams to service customers Read More »
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 …
