Field level sales management is one of the most challenging roles in the industry, and, in many cases, one of the least effective roles in distributors. Why you ask? Because …
Better HVACR Sales through Better Sales Coaching Read More »
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 …
The current economic issues continue to cause a high level of supply chain disruptions that although showing some signs of improvement don’t appear to be going away soon. Plus Bonus …
Private equity firms, which always seem to have access to funds, are looking to acquire distributors, believing this is a growth segment for them In the electrical industry, within the …
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 …
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 …
AD Enters Leadership Training Arena; Association Competition? Read More »
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 »
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 …
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 …
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 …
