New Product Introductions – Why they Fail
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 …
Insights
AI for HVACR Reps
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 …
Learning from the Front Lines: Insights from Auer Steel’s BrewCast Series
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 …
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Volcanoes make noise. Glaciers shape markets: Bosch in HVAC
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 …
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Engineering Better Sales: HVAC’s Moneyball Moment
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 …
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Creating more time for your inside teams to service customers
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 …
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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 …
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 …
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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 …
EARNINGS Analysis: WATSCO Q2 2025 results some headwinds and tailwinds
A slow Q2 for the largest HVAC distributor, Watsco, but record gross profits and climbing GM% helped offset some of the headwinds. Watsco – Watsco, headquartered in Miami, Florida, is …
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