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 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 …
What can you learn from Watsco’s digital journey in 2023? Read More »
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 …
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 …
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 …
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 …
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 …
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 …
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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 …
3 Keys to Reaching Unreachable Customers Online
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 …