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 memory, you’re leaving margin on the table. It’s time to take a Moneyball approach. In Moneyball, the Oakland A’s figure out how to win by asking better questions and using better data. They stopped … [Read more...] about Engineering Better Sales: HVAC’s Moneyball Moment
Market Insights
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 preparing this full report for a webinar and white paper in partnership with our friends at Conexiom. I’m excited to be co-presenting this webinar and crafting the white paper research … [Read more...] about Creating more time for your inside teams to service customers
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 HVAC equipment for commercial and industrial markets, announced 2Q 2025 earnings on August 11. Net sales during 2Q decreased 0.6% to $311.6 million. The year-over-year decline was … [Read more...] about EARNINGS Analysis: AAON Q2 2025 Results
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 for homeowners When the White House dropped its Section 232 tariff proclamation on July 31, slapping a 50% duty on copper pipe, tube, wire, rod, and sheet effective August 1, it sounded dire … [Read more...] about Copper Tariffs: Minor Home-Buyer Bump, Major OEM Headache
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 right, the best driver of top-line sales growth in this industry. Earlier this year, I wrote a Case Study for Modern Distribution Management (MDM) on the pricing reset MSC … [Read more...] about Pentagon Pricing Series – A Pricing Reset is the Most High-Risk and High-Reward Activity in B2B Distribution
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 the largest distributor in the North American market for HVAC products, with over 375,000 contractors, technicians, and installers visiting or calling one of its 701 locations each year, … [Read more...] about EARNINGS Analysis: WATSCO Q2 2025 results some headwinds and tailwinds
Wholesale HVAC Equipment Costs Just Jumped
Prices are moving again. Quietly, but steadily. The Producer Price Index for HVAC equipment has ticked up for eleven months in a row. It’s not necessarily making headlines, but it’s worth your attention. Undoubtedly, you’ve already raised prices due to tariffs or manufacturer increases, but are you sure you’re keeping pace? Every month, something is going up. Are you … [Read more...] about Wholesale HVAC Equipment Costs Just Jumped
Masco Q2 Earnings: Plumbing Holds Strong as Paint Softens What It Signals for Residential HVAC
Masco’s Q2 2025 earnings report was a study in contrasts. For those of us watching the residential HVAC space, it offered a few clear signals. Headline numbers: Adjusted gross margin improved to 37.7%, up 10 basis points. Revenue was $2.05 billion, down 2% year-over-year. Adjusted for currency and divestitures, it was flat. Adjusted operating margin rose to … [Read more...] about Masco Q2 Earnings: Plumbing Holds Strong as Paint Softens What It Signals for Residential HVAC
Honeywell Q2 2025 results beat revenue forecasts
Honeywell – Honeywell, the multinational conglomerate known for its building technologies, aerospace systems, materials, and safety and productivity solutions, reported Q2 CY2025 results on July 24. Honeywell topped revenue expectations, with sales up 8.1% year-over-year, achieving $10.35 billion. The company raised full-year revenue guidance to $40.8 billion. Operating … [Read more...] about Honeywell Q2 2025 results beat revenue forecasts
Lennox Q2 2025 Results Deep Dive – HVACR Trends
We’re taking a deep dive on the latest earnings results from HVAC manufacturer Lennox in this column. There was little discussion on tariffs, with Lennox baking tariffs into their 2H 2025 guidance and stating that the tariff impact is expected to be half of what it looked like in 1Q, which was $50 million. A substantial portion of the surcharges from April tariffs were … [Read more...] about Lennox Q2 2025 Results Deep Dive – HVACR Trends
