Bringing Next Gen Data to the HVAC Industry
It’s been a number of years since Forrester Research and Gartner foreshadowed the demise of HVACR distributors and forecasted that the business would 1) go online and 2) be taken …
Insights
AD Enters Leadership Training Arena; Association Competition?
AD launched an interesting, and perhaps valuable, initiative that, on the face of it, would appear to target a core element of an association’s value proposition … training. And, it …
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SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
SPAs, or “ship and debit” are special pricing agreements can be an important sales (or marketing, since price, theoretically, is a component of the marketing mix) tool. Over the past …
SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags Read More »
The IRA … Using OPM to Drive HVAC Sales
OPM. Other People’s Money. Or, perhaps more accurately, your money. Yes, we’re talking about government funding. Your tax dollars and how to recapture some of your tax dollars to help …
Sights & Observations from AHR 2023
Last week John Gunderson and I attended AHR in Atlanta. He shared his observations in a prior post and, we decided to not compare notes so as to share two …
Lennox Reports Strong 2022 Sales, LSD for 2023
Recently Lennox shared its 2022 Q4, and annual, performance and shared some early thoughts on 2023. We thought we’d take a look at their earnings transcript (or here is a …
Opinion – Observations from the 2023 AHR Expo
The Annual 2023 AHR Expo was held this week in Atlanta Feb. 6-8th. As the largest HVACR show in the world, it was packed with hundreds of manufacturers representing over …
Opinion – Quick thoughts from the 2023 NAW Executive Summit
The National Association of Wholesale-Distributors Executive Summit was held this week in Washington D.C. Jan 31- Feb 2nd and this event has a wide mix of distribution leaders from industrial, …
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Why do strong B2B HVACR distribution websites fail? It’s often a much simpler answer than you might expect
Has your distributor digital transformation journey seemed like an endless race with hurdle after hurdle? I’ve been in the B2B digital race many times as a distributor in my career, …
Today, it takes more than your Account Managers to drive HVACR sales and profitability
The past few weeks I have had the opportunity to spend a lot of face-to-face time with distribution leadership teams working with them on their go-to-market sales plans. I have …
Today, it takes more than your Account Managers to drive HVACR sales and profitability Read More »