Twenty years ago, CRM systems were considered as an electronic Rolodex or a “Big Brother” management surveillance system. A lot has changed in 20 years and the new CRM solutions are really sales enablement tools. Modern CRM’s put information your team needs at your fingertips and puts more dollars in your sales reps’ pockets. As a distributor who started using CRM’s twenty … [Read more...] about The 5 key steps to making a Customer Relationship Management System a sales accelerator for your business
Market Analysis
10 Tips for Recruiting Talented Candidates
One of the areas where we hear companies are continuously challenged is recruiting quality people that have some experience with the HVAC industry and targeted product categories. It's usually not too difficult to find people with specific skill sets. The challenge is finding people with a combination of the right skill sets. And while recruitment is a challenge in many job … [Read more...] about 10 Tips for Recruiting Talented Candidates
9 Ideas for Profitable Growth in 2023
Over the holidays I was contemplating writing a “10 Trends” type of article. You know, the type where you theorize what will occur in the coming year and talk about how companies can generate growth and profitability in the new year. And then I starting thinking “why”? I mean, enough has probably been talked about industry challenges. No one has the crystal ball regarding … [Read more...] about 9 Ideas for Profitable Growth in 2023
What to expect from the Gustave A. Larson and Williams Distributing Co. HVACR acquisition news
Over 1,000 HVACR distributor associates will have new names on the bottom of their paychecks soon. What do the acquisitions mean for the HVACR channel and your distributor and manufacturer business? In the last week two big HVACR channel acquisitions were announced. Gustave A. Larson with 500+ employees across their 54 locations joined Hajoca. Williams Distribution Co. with … [Read more...] about What to expect from the Gustave A. Larson and Williams Distributing Co. HVACR acquisition news
eCommerce … What is it for Distributors
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
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
