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 year we've seen SPAs generate attention from technology companies (Interlyx, Enable, CMR, Vistex, TrulinX, Celerity and some of the ERP companies) in the past year. All see the mantra of … [Read more...] about SPAs, or Ship & Debit, can be Sales and Profit Drivers or Drags
Market Analysis
The IRA … Using OPM to Drive HVAC Sales
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 grow your business. Last year the government passed the Inflation Reduction Act (IRA). Core to this government program is rebates to support “energy security and climate change.” Much of it … [Read more...] about The IRA … Using OPM to Drive HVAC Sales
Sights & Observations from AHR 2023
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 perspectives. Observations It’s a large show. Lots of walking. Lots of talking. Lots of products. It’s drinking the industry from a firehouse and, for a distributor or contractor walking the show, they’d be overwhelmed … [Read more...] about Sights & Observations from AHR 2023
Lennox Reports Strong 2022 Sales, LSD for 2023
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 recording of the call) and share some thoughts: Performance Record results (Congratulations to Lennox but, do you know a manufacturer that didn’t have record results in 2022? A little thing called … [Read more...] about Lennox Reports Strong 2022 Sales, LSD for 2023
Opinion – Observations from the 2023 AHR Expo
The Annual 2023 AHR Expo was held this week in Atlanta Feb. 6-8th. As the largest HVACR show in the world, it was packed with hundreds of manufacturers representing over 300 HVACR product categories from Actuators to Zone Controls. The AHR Expo is the premier show where Contractors, Manufacturers, OEM's and Distributors in the HVACR Channel go to conduct business. The tens … [Read more...] about Opinion – Observations from the 2023 AHR Expo
Opinion – Quick thoughts from the 2023 NAW Executive Summit
The National Association of Wholesale-Distributors Executive Summit was held this week in Washington D.C. Jan 31- Feb 2nd and this event has a wide mix of distribution leaders from industrial, MRO, construction, food, re-distributors, and more. It's one to the few events where you will see an Electrical leader sitting next to an MRO leader at a roundtable talking about the … [Read more...] about Opinion – Quick thoughts from the 2023 NAW Executive Summit
Why do strong B2B HVACR distribution websites fail? It’s often a much simpler answer than you might expect
Has your distributor digital transformation journey seemed like an endless race with hurdle after hurdle? I’ve been in the B2B digital race many times as a distributor in my career, and have crashed into more than a few hurdles. It can be a hard journey to make your ERP and tech stack work, build the right functionality, get the product attributes and pricing to work, but … [Read more...] about Why do strong B2B HVACR distribution websites fail? It’s often a much simpler answer than you might expect
