Manufacturers and distributors have lately been having many conversations about “technology”. But not in the conventional sense of the tools / software, more as it relates to functionality / capability for the future. They are asking "Does their IT department (which could be their ERP / software provider) have a tech roadmap that includes AI?" And sales and marketing management … [Read more...] about AI for Contractors … and the Channel
Market Analysis
Improving Pricing and Inventory Knowledge with HARDI Certification
I believe one of the biggest challenges as distributor is managing pricing and inventory effectively because you can be handicapped by your own internal viewpoints. Your culture as a distributor is crucial to your success, but it can be limiting you in terms of new ideas and approaches in two crucial areas - Inventory and Pricing. I’ve been fortunate to work for six great … [Read more...] about Improving Pricing and Inventory Knowledge with HARDI Certification
Driving Distributor Profitability Through Operational Efficiency
The “go-go” days of post-Covid are gone. We’re back to pre-pandemic industry growth rates. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate implementation and utilization of … [Read more...] about Driving Distributor Profitability Through Operational Efficiency
HVACR Combinations – AD & IMARK, Continuum & Moblico
In the last week two combinations in the distribution space caught my eye. The first was a partnership of two service providers that has immediate impact for HVACR distributors. The 2nd was the announcement of a proposed Affiliated Distributors (AD) and IMARK merger for electrical distributors is worth watching to see if that is the start of bigger combinations between AD and … [Read more...] about HVACR Combinations – AD & IMARK, Continuum & Moblico
Mingledorff Communicates Via Caffeine and Coils
Earlier this year, I had a chance to visit a Mingledorff's HVACR distribution branch location in the Atlanta area close to my home. I reached out to do an interview because I started following a podcast called Caffeine and Coils from Mingledorff's hosted by Jenny Brown and Deanna Lassiter. https://podcasts.apple.com/us/podcast/caffeine-and-coils/id1701491521 This podcast … [Read more...] about Mingledorff Communicates Via Caffeine and Coils
Structuring Acquisitions
Acquisitions continue to transform the HVACR industry. PE (private equity) are expanding their portfolio companies and others are seeking to enter the market. National distributors are expanding into new territories and also acquiring smaller companies as "fill-ins" or, in some cases, are diversifying their businesses and building new divisions. Regionals, and even some "local" … [Read more...] about Structuring Acquisitions
Opinion: Update on the future of Rebates and SPAs for HVACR Distributors and Manufacturers?
Rebates, Backsides, and Special Pricing Agreements (SPAs) continue to grow in importance every year for the Channel. At the Enable Catalyze Conference earlier this month - I was asked to present a channel focused session. I was excited about presenting, because this is the only industry event that I know of where you spend two days with B2B Distribution leaders just focusing … [Read more...] about Opinion: Update on the future of Rebates and SPAs for HVACR Distributors and Manufacturers?
