Last week John shared insights regarding Watsco’s digital journey and how the company is accelerating account penetration, and hence sales, via its eCommerce initiatives. Unfortunately not everyone has the resources that Watsco has. Now, we know many are saying “digital isn’t for my customers” or “we have a site but we’re not getting the same traction as Watsco” or perhaps … [Read more...] about eCommerce … What is it for Distributors
Market Analysis
What can you learn from Watsco’s digital journey in 2023?
This isn’t a doom and gloom “Build an Amazon type shopping experience or go out of business” prediction, but Watsco is smartly positioning themselves to discover how digitally enabled as a B2B distributor they need to be long term to take share and grow. Later this month WATSCO will announce their 2023 year-end results, but in their latest operating results released on Oct. … [Read more...] about What can you learn from Watsco’s digital journey in 2023?
Efficiency Changes Create Opportunities
As we come to the end of the year, aside from reflection it's also a time for planning. For manufacturers, along with sales planning with their reps and distributors they are in the midst of preparing product launches. Some of these launches come from regulations that are coming into affect. Understanding the inventory and sales impact of these regulations can position a … [Read more...] about Efficiency Changes Create Opportunities
2023 SEER2 Changes are here, and managing your data is key to making the changes as easy as possible for the channel
When key manufacturer products go obsolete and change due government regulations, you have to manage your processes and risks to the business. Managing big industry efficiency changes are critical to help you avoid credits and rebills, remain in compliance with the new Department of Energy regulations, and to help your end user contractors through some big changes. The full … [Read more...] about 2023 SEER2 Changes are here, and managing your data is key to making the changes as easy as possible for the channel
2023 Planning Addressing Bias
After spending 40+ years in a multitude of sales and sales management roles your often asked to deliver “the secret” to a successful sales process. As with most everything worth knowing nothing ever comes down to a simple answer. Why do sales teams succeed or fail? The answers range across the board from the salesperson, the sales process to the organization and its … [Read more...] about 2023 Planning Addressing Bias
Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Last week we shared highlights from our recent research on the State of Volume Rebates. But, given the importance of rebates to the net profitability of distributors, I reached out to a friend and former distributor client, Greg Smith, to share his first-hand experience, and best practices, to help distributors optimize their rebate earnings. For those who don’t know … [Read more...] about Distributors – Maximize Your Volume Rebates with a Strategic Revenue Plan
Ferguson continues to expand into the HVACR distribution channel with another acquisition
The pace of acquisitions will continue, as distributor or manufacturer how you plan for and react to change is critical to your success. Early in my distribution career if you worked in a channel like HVAC, Electrical, and Plumbing the distributors and manufacturers who you worked with primarily served that channel. This “stay in your lane” channel culture was often driven … [Read more...] about Ferguson continues to expand into the HVACR distribution channel with another acquisition
