HARDI Ignite … Generating Insights
Last month HARDI held its Annual Conference and, like most, it attracted many manufacturers, distributors and independent representatives from the industry. All had similar questions … “how has your business …
Insights
The 5 key steps to making a Customer Relationship Management System a sales accelerator for your business
Twenty years ago, CRM systems were considered as an electronic Rolodex or a “Big Brother” management surveillance system. A lot has changed in 20 years and the new CRM solutions …
10 Tips for Recruiting Talented Candidates
One of the areas where we hear companies are continuously challenged is recruiting quality people that have some experience with the HVAC industry and targeted product categories. It’s usually not …
9 Ideas for Profitable Growth in 2023
Over the holidays I was contemplating writing a “10 Trends” type of article. You know, the type where you theorize what will occur in the coming year and talk about …
What to expect from the Gustave A. Larson and Williams Distributing Co. HVACR acquisition news
Over 1,000 HVACR distributor associates will have new names on the bottom of their paychecks soon. What do the acquisitions mean for the HVACR channel and your distributor and manufacturer …
eCommerce … What is it for Distributors
Last week John shared insights regarding Watsco’s digital journey and how the company is accelerating account penetration, and hence sales, via its eCommerce initiatives. Unfortunately not everyone has the resources …
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 »
Efficiency Changes Create Opportunities
As we come to the end of the year, aside from reflection it’s also a time for planning. For manufacturers, along with sales planning with their reps and distributors they …
2023 SEER2 Changes are here, and managing your data is key to making the changes as easy as possible for the channel
When key manufacturer products go obsolete and change due government regulations, you have to manage your processes and risks to the business. Managing big industry efficiency changes are critical to …
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 …