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
Market Analysis
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
Today, it takes more than your Account Managers to drive HVACR sales and profitability
The past few weeks I have had the opportunity to spend a lot of face-to-face time with distribution leadership teams working with them on their go-to-market sales plans. I have some advice and counsel to share. If you are just refreshing your 2010 belly-to-belly selling playbook, I would recommend you consider some slight adjustments for 2023. Your end customer is short … [Read more...] about Today, it takes more than your Account Managers to drive HVACR sales and profitability
Ecommerce Pricing is one of the biggest challenges B2B Distributors and Manufacturers Face
The struggle with pricing your products online as an HVACR Distributor is never ending, but there is hope. Many manufacturer and distributor online teams attempt to use SEO, SEM, and paid search to drive traffic to their site, but then fail to covert that opportunity into a sales event. As a B2B distributor pricing leader I found one of our toughest struggles was pricing … [Read more...] about Ecommerce Pricing is one of the biggest challenges B2B Distributors and Manufacturers Face
