As I was going through my story idea notebook on what to write for this week's column, I saw a LinkedIn notification on a posting from Jon Hirsch. I started following Jon's work as Director of Business Development for Auer Steel & Heating Supply Company (HVACR distributor with locations in Wisconsin, Minnesota, Michigan and North Dakota) about a year ago. What jumped … [Read more...] about Auer Steel, investing for customer and the next generation’s success
Manufacturers
Are / Can Distributors Be Demand Generators?
Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value of each?” “Are distributors proactive in creating opportunities and selling our types of products?” In all transparency, this is a manufacturer who is owned by a PE firm and … [Read more...] about Are / Can Distributors Be Demand Generators?
The 1st Daikin World Air Survey Results highlight HVAC trends
As we head into the last days of August a recent survey by industry channel leader Daikin (Goodman, Amana, and Daikin Brands in North America) was just released that I thought had some interesting data to share. The survey results were released by Daikin in early August, This first Daikin World Air Survey was comprised of results from 1,200 people in 12 cities from around … [Read more...] about The 1st Daikin World Air Survey Results highlight HVAC trends
nVent Sells Raychem, Tracer, NuHeat and Pyrotenax
Back in May it was reported that nVent was soliciting bids for its Thermal management division. News releases shared that the division’s 2023 revenues were $595 million and that it’s EBITDA was approximately $150 million, for a 25% EBITDA margin. A short three months later, it was announced last week that nVent sold the division to Brookfield Asset Management. nVent Announces … [Read more...] about nVent Sells Raychem, Tracer, NuHeat and Pyrotenax
HVAC Fault Detection Insights from Schneider Electric
Consulting & Specifying Engineer (CSE) magazine is conducting a training webinar on Thursday, April 25th with a topic of "What the benefits of HVAC fault detection, plus how to specify it." The description for the webinar is: Within commercial buildings, it is estimated that poorly maintained, degraded or improperly controlled equipment wastes an … [Read more...] about HVAC Fault Detection Insights from Schneider Electric
How Regional Managers (Can) Add Value
The role of the manufacturer regional manager has been challenged, and redefined, during and since Covid. Whereas it was to be a facilitator and "face of factory" prior to Covid, the question now asked is "what is their value proposition" given that companies are striving to do more with less, virtual meetings have become part of everyday life, and distributor consolidation is … [Read more...] about How Regional Managers (Can) Add Value
Manufacturers – Is Your Customer King?
Recently my colleague, Gene Biben, penned an article for ElectricalTrends, discussing a disturbing trends, perhaps it's an outgrowth from COVID, that affects many manufacturers. As background, Gene spent over 40 years as a manufacturer rep. The agency was passed from father to son. He has since retired, with his son-in-law taking over, but he stays involved in the business … [Read more...] about Manufacturers – Is Your Customer King?
NIBCO Service Enables Access to Specs
The odds of selling a more "technical", or "engineered", product increase the tighter the specs are to the product you're selling. Over the years the specification process in many industries has essentially devolved to "or equal". In other words, "hard specs" became "soft specs" and the term "value engineering" was coined. Value engineering became associated with "how do I … [Read more...] about NIBCO Service Enables Access to Specs
Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
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
The Rep Conundrum: End-user Calls. Compensation?
Last week we were on a call with a manufacturer and the question arose of “are supply reps calling more on distributors or are they starting to call on end-users, contractors and engineers?” The question surprised us given our perception of the quality of the manufacturer but, it could also be that person’s perspective of reps or the reps in their territory. Part of our … [Read more...] about The Rep Conundrum: End-user Calls. Compensation?
