Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because the people who are placed in these roles typically are: Top producing salespeople who have their process and think others should adopt “their way”. They come into the role with no sales … [Read more...] about Better HVACR Sales through Better Sales Coaching
Market Insights
Ferguson FYQ2 Performance Insights
Last week Ferguson shared their FY Q2 performance, which was the equivalent of Q4 2022. Not surprisingly, given the Fed’s interest rate hikes and the resulting impact on the residential market, Ferguson reported deceleration in its sales growth. After all, continuing to exceed performance over the past few years, given the confluence of supply chain issues, price increases … [Read more...] about Ferguson FYQ2 Performance Insights
What can you learn from Watsco’s digital journey in 2023?
This isn’t a doom and gloom “Build an Amazon type shopping experience or go out of business” prediction, but Watsco is smartly positioning themselves to discover how digitally enabled as a B2B distributor they need to be long term to take share and grow. Later this month WATSCO will announce their 2023 year-end results, but in their latest operating results released on Oct. … [Read more...] about What can you learn from Watsco’s digital journey in 2023?
2023 Planning Addressing Bias
After spending 40+ years in a multitude of sales and sales management roles your often asked to deliver “the secret” to a successful sales process. As with most everything worth knowing nothing ever comes down to a simple answer. Why do sales teams succeed or fail? The answers range across the board from the salesperson, the sales process to the organization and its … [Read more...] about 2023 Planning Addressing Bias
Ferguson continues to expand into the HVACR distribution channel with another acquisition
The pace of acquisitions will continue, as distributor or manufacturer how you plan for and react to change is critical to your success. Early in my distribution career if you worked in a channel like HVAC, Electrical, and Plumbing the distributors and manufacturers who you worked with primarily served that channel. This “stay in your lane” channel culture was often driven … [Read more...] about Ferguson continues to expand into the HVACR distribution channel with another acquisition
Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
Leading manufacturers are always preparing for and examining their HVACR distribution channel for adjustments in 2023. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up communication … [Read more...] about Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
10 Ways to Thrive In 2023’s Recession
The markets up, the markets down. You listen to economists and you hear about recession and will the Fed raise rates or hold. Large technology firms are laying people off by the thousands but HVAC distributors and manufacturers cannot find people. Product supply chains have gotten better but then you hear of the sporadic issues. So, while the media and economic tea leaves … [Read more...] about 10 Ways to Thrive In 2023’s Recession
Do you value your reps?
There’s been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some of the conversations are what manufacturers are thinking (so, “water cooler conversation”), some have reduced commissions which has dismayed many and demotivated the affected … [Read more...] about Do you value your reps?
Improving Rep Productivity – Push Information with APIs
As the speed of business accelerates and companies try to do more with less, the key is improving productivity. One of the issues we’re hearing more and more about is the need for manufacturer reps / lighting agents to be more responsive to distributors and end-users / contractors. While they endeavor to get “good” information faster, inevitably the issue is the definition of … [Read more...] about Improving Rep Productivity – Push Information with APIs
HVAC and Electrical … Merging Manufacturers
The electrical and HVAC markets have many similarities, and some private equity companies may be noticing. The commonality, other than manufacturers being able to identify operational synergies, could also extend to some distributors and create opportunities for distributors. This commonality is that more and more contractors are becoming dual trade … electrical and … [Read more...] about HVAC and Electrical … Merging Manufacturers
