With business returning to a more “normal” pace, defined as “slow growth” looking forward, leading distributors are focused on improving the operational / warehouse aspects of their business. While national chains, over the years, quickly moved to a CDC or RDC model, larger independents have also adopted this approach. This achieves a dual mandate of “improved” inventory … [Read more...] about Increasing Warehouse Output While Managing Costs
Market Insights
Retrofits Can Cut Carbon Emissions
This year has been a challenging year for many with sales not meeting expectations, especially relating to new construction ... and the lack of continually price increases makes comparisons challenging. A key to driving growth is bringing ideas to the marketplace. Yes you can seek to win share by outserving your competitors but there is a limit to what they'll give unless … [Read more...] about Retrofits Can Cut Carbon Emissions
Opinion- WATSCO Q2 Results show slowing sales but WATSCO continues to focus on digital programs
WATSCO highlighted their continued commitment to digital enablement in their Q2 Results in August. In the world of distribution with so many private or PE companies that do not report results - Watsco, Inc. in August released their YTD numbers and provided commentary on trends, growth opportunities, technology innovation and financial strength in their Q2 results. In my … [Read more...] about Opinion- WATSCO Q2 Results show slowing sales but WATSCO continues to focus on digital programs
Distributors – Planning Marketing Strategy for 2024
The HVAC market has experienced a dramatic slowdown compared to the past few years, which, with the benefit of hindsight, some of the slowdown / decline should have been expected (can’t expect price increases and supply chain issues to be a “benefit” to distributor sales long-term.” According to the June HARDI report, sales were down 6% but, perhaps more disconcertingly, is … [Read more...] about Distributors – Planning Marketing Strategy for 2024
MDM Top 25 HVACR Distributors
Each year, Modern Distribution Management (MDM) sources and publishes a Top 25 list for each of 17 distribution verticals, including the electrical industry. Top 25 (x 17) Despite challenged supply chains, a difficult labor environment and whispers of a looming industrial slowdown, wholesale distributors rode the inflation wave to a bumper revenue year in 2022. This led to … [Read more...] about MDM Top 25 HVACR Distributors
Using Digitalization to Optimize Operations & Drive New Business in HVACR
To combat the challenges of today’s marketplace, progressive distributors looking towards the future are investing more and more into digitizing their processes to optimize performance. These companies recognize that: Data can be monetized. This means that information in their ERP systems can be acted upon rather than remain in data silos and databases. Whether this is … [Read more...] about Using Digitalization to Optimize Operations & Drive New Business in HVACR
CRM helps Reps and Manufacturers Succeed
CRM data sharing between independent manufacturer reps and manufacturers is a tricky, and touchy, issue. One of a rep's value propositions is local market knowledge as well as account / opportunity knowledge. No salesperson likes to let their "boss" know everything they know, but times have changed. The value in information sharing is significant and can help close sales … [Read more...] about CRM helps Reps and Manufacturers Succeed
Acuity Acquires. KE2, Another Distributor to PE
Last month there were two intriguing acquisitions announced in the HVACR industry. Acuity Acquires KE2 The first was Acuity Brands’ acquisition of KE2 Therm Solutions. For those who don’t know, Acuity Brands is the largest US lighting manufacturer. They have two divisions. One is devoted to lighting fixtures and primarily goes to market via electrical / lighting … [Read more...] about Acuity Acquires. KE2, Another Distributor to PE
Driving Sales With Utility Rebates
With the HVAC market slowing, now is a good time to step back and think about initiatives that can create demand. Sometimes, the “best” way is bringing discounts to customers that you are not directly funding. This means rebates. Rebates can come from manufacturers, the government and utilities. Earlier this year we shared opportunities presented by the Inflation … [Read more...] about Driving Sales With Utility Rebates
Opinion- Watsco continues to progress as a digitally enabled B2B distributor positioned to take share and grow
WATSCO announced their 2023 year-end results and highlighted their continued commitment to digital enablement at their March Investor Conference. In the world of distribution with so many private or PE companies that do not report results - Watsco, Inc. announced record operating results for 2022 and provided commentary on trends, growth opportunities, technology innovation … [Read more...] about Opinion- Watsco continues to progress as a digitally enabled B2B distributor positioned to take share and grow
