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 …
What can you learn from Watsco’s digital journey in 2023? Read More »
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 …
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 …
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 …
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 …
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 …
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 …
Improving Rep Productivity – Push Information with APIs Read More »
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 …
A frequent issue we’re hearing from manufacturer reps and distributor salespeople is the challenge of connecting with specifiers and customers, especially industrial customers. While COVID drove many to work from …
Or I could have titled this “Replicating Your Customer’s Experience – Why Text Should Be Part of Your eCommerce Offering.” Earlier this year we conducted research on contractor decision drivers in …
