Recently we did a project for a manufacturer to help them prepare for a sales meeting. They wanted to understand what their staff was thinking but they wanted a 3rd […]
New Product Introductions – Why they Fail Read More »
From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is
At HVACR trends we have been following innovative channel leaders like Auer Steel and Heating Supply and their excellent outreach programs for the past year. Contractors know that the business
Learning from the Front Lines: Insights from Auer Steel’s BrewCast Series Read More »
Volcanoes erupt. They grab attention, change landscapes overnight, and leave everyone scrambling to adapt. Glaciers, by contrast, move almost imperceptibly. Yet over time they carve valleys, redirect rivers, and permanently
Volcanoes make noise. Glaciers shape markets: Bosch in HVAC Read More »
Most HVACR companies spend a lot of time on products, pricing, and promos. But sales execution? That often gets overlooked. If you’re still managing sales by gut feel and muscle
Engineering Better Sales: HVAC’s Moneyball Moment Read More »
This week we’ve been on calls with key distributors and working on our latest benchmark research about how automated order management is creating “barriers to exit” for customers. We are
Creating more time for your inside teams to service customers Read More »
An uneven HVACR Market and some supply chain restraints created a flat sales environment for AAON in their Q2 results. AAON – AAON, the Tulsa, Oklahoma headquartered HVAC manufacturer of
EARNINGS Analysis: AAON Q2 2025 Results Read More »
How a 50% duty on semifinished copper drifts past consumers and lands squarely on coil makers, lineset extruders, and the distributors who serve them. The drama that wasn’t, at least
Copper Tariffs: Minor Home-Buyer Bump, Major OEM Headache Read More »
As a former pricing leader for three billion-dollar distributors in North America, I can share from experience that a major pricing reset is simultaneously a dangerous activity, yet when done
A slow Q2 for the largest HVAC distributor, Watsco, but record gross profits and climbing GM% helped offset some of the headwinds. Watsco – Watsco, headquartered in Miami, Florida, is
EARNINGS Analysis: WATSCO Q2 2025 results some headwinds and tailwinds Read More »
