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 manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up communication … [Read more...] about Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
Insights
Understanding Personalities through DISC to Drive Sales and Productivity
Understanding people is integral to success in business. whether it is serving customers, others within your company or managing people. Providing staff with the training to observe behavioral traits that will enable improved interpersonal skills and communications inevitable generates improved teamwork, productivity and can translate into increased sales and … [Read more...] about Understanding Personalities through DISC to Drive Sales and Productivity
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 by the thousands but HVAC distributors and manufacturers cannot find people. Product supply chains have gotten better but then you hear of the sporadic issues. So, while the media and economic tea leaves … [Read more...] about 10 Ways to Thrive In 2023’s Recession
Are Rebates Like Drugs?
Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the HVAC/R industry. It’s rebates. Rebates went “mainstream” for distributors in the 1960’s. In the electrical industry the first marketing group (then called a buying group) was formed. The genesis of that organization is … [Read more...] about Are Rebates Like Drugs?
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 of the conversations are what manufacturers are thinking (so, “water cooler conversation”), some have reduced commissions which has dismayed many and demotivated the affected … [Read more...] about Do you value your reps?
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 the need for manufacturer reps / lighting agents to be more responsive to distributors and end-users / contractors. While they endeavor to get “good” information faster, inevitably the issue is the definition of … [Read more...] about Improving Rep Productivity – Push Information with APIs
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 to some distributors and create opportunities for distributors. This commonality is that more and more contractors are becoming dual trade … electrical and … [Read more...] about HVAC and Electrical … Merging Manufacturers
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 home, it appears, at least for now, that a number are remaining at home and/or their companies are still prohibiting visitors to their facility, unless required. … [Read more...] about 3 Keys to Reaching Unreachable Customers Online
Integrating Text for an Omni-Service Experience
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 working with distributors for a client. While admittedly it was light on electrical contractor responses, that was a function of their list, there is value in … [Read more...] about Integrating Text for an Omni-Service Experience
Ken’s Corner – Know Your Manufacturer Funds
I have been absent for the last few weeks and missed some of the things I enjoy doing, including writing the articles which we are now calling “Ken’s Corner” (here’s a link to my first Ken’s Corner). I am happy to be back and active with Channel Marketing Group. In the last couple of months, I have stayed in touch with several of my friends in the distribution industry, … [Read more...] about Ken’s Corner – Know Your Manufacturer Funds
