We’re taking a deep dive on the latest earnings results from HVAC manufacturer Lennox in this column. There was little discussion on tariffs, with Lennox baking tariffs into their 2H 2025 guidance and stating that the tariff impact is expected to be half of what it looked like in 1Q, which was $50 million. A substantial portion of the surcharges from April tariffs were … [Read more...] about Lennox Q2 2025 Results Deep Dive – HVACR Trends
Market Analysis
Talent Isn’t a Trait. It’s a Trajectory.
If you were to ask ten people what “entrepreneurial talent” looks like, there is a very good chance that you’d get ten different answers. Some focus on mindset, others on past results. Some consider traits like curiosity and drive. Dr. Jeff Magee’s “Player Capability Index” takes a structured run at defining entrepreneurial talent by mixing elements of motivation, personal … [Read more...] about Talent Isn’t a Trait. It’s a Trajectory.
Digital Order Profitability Metrics in HVACR
Digital commerce, whether through your website, via eProcurement, direct connections (EDI or tools such as Remarcable, Kojo, and others), via apps, email to ERP, or other vehicles is increasing. Our recent State of eCommerce research, which gathered input from 350 Contractor buyers, highlighted that 62% are buying some material electronically and, based upon their feedback, … [Read more...] about Digital Order Profitability Metrics in HVACR
Embraco enters the HVAC compressor market
Embraco built its name in refrigeration—especially with fractional horsepower compressors used in light commercial and residential cold chain applications. Now, with the acquisition of Xecom, the brand is moving into HVAC. The new scroll line covers rooftop units, heat pumps, and central systems for both commercial and residential use. More importantly, Nidec appears to be … [Read more...] about Embraco enters the HVAC compressor market
Danfoss Announces new Universal TR6 Thermostatic Expansion Valve Kit
In last month’s article, we looked at the timelines around the shift to R-454B and other A2L refrigerants. As that transition picks up, manufacturers are starting to release components that work across both legacy and next-generation systems. Danfoss’s new Universal TR6 thermostatic expansion valve is one of them—compatible with R-410A, R-454B, and R-32. It’s designed to … [Read more...] about Danfoss Announces new Universal TR6 Thermostatic Expansion Valve Kit
Pentagon Pricing Series – Part 1 – Sell Side Pricing
For the past number of months, David Gordon and I have been talking non-stop about pricing and have been busy helping many distributors and manufacturers with their "buy side" and "sell side" programs. As a former pricing leader for two of the largest distributors in North America, I have been remiss in writing as much as we should about buy-side and sell-side pricing. So, … [Read more...] about Pentagon Pricing Series – Part 1 – Sell Side Pricing
Mingledorffs Podcast delivers insight into HVACR opportunities
Last year, I started a series on Mingledorff's after following their content and meeting the team in person at one of their Atlanta locations. I follow the Mingledorff's podcast - Caffeine and Coils hosted by Jenny Brown and Deanna Lassiter as it is one of the only HVACR Distributor podcasts in the channel; … [Read more...] about Mingledorffs Podcast delivers insight into HVACR opportunities
AI at the Crossroads: What Happens Next Depends on Who’s Driving
The conversation around AI is picking up steam, and not just in tech circles. Whether you're in HVACR, construction, distribution, or finance, the ripple effects of AI are starting to hit every corner of the economy. But I think we're asking the wrong first question. It's not just, "What will AI do?" It's, "What kind of society do we want to build with it?" In the HVACR … [Read more...] about AI at the Crossroads: What Happens Next Depends on Who’s Driving
WATSCO 2025 Investor Day highlights key growth programs
In the world of distribution (especially in the HVACR Channel) most private companies do not report results, and many public companies do not release the detailed strategic initiatives that have more depth than what is provided in the 10K. WATSCO once a year does release more details that time to strategic initiatives and I eagerly await the annual WATSCO investor conference … [Read more...] about WATSCO 2025 Investor Day highlights key growth programs
How to Drive HVACR Orders: Strategies to Activate Untapped Revenue from Silent Contacts
One of the fun parts of writing about the HVACR channel and working with distribution leaders at Channel Marketing Group (CMG) is the opportunity to present the research we do in the channel to our readers. David Gordon and I are presenting research we did in partnership with Prokeep that dives deep into revenue growth strategies and proactive selling to customer … [Read more...] about How to Drive HVACR Orders: Strategies to Activate Untapped Revenue from Silent Contacts
New Research: What HVAC Buyers Expect from Distributors in 2025
New research reveals how buying behavior is changing—and what it means for your ecommerce strategy We recently partnered with BigCommerce to better understand how contractors and institutional buyers are sourcing HVAC, electrical, and industrial supplies—and what they now expect from distributors in 2025 and beyond. The full report is now live: … [Read more...] about New Research: What HVAC Buyers Expect from Distributors in 2025
Gas Furnace Shipments & The One Big Beautiful Bill: What Happens if it Passes?
Unless you’ve been trapped under something heavy for the past three months, you’ve probably heard of President Trump’s “One Big Beautiful Bill” (OBBB) budget proposal. Regardless of your political leanings, passage (or not) of the OBBB will affect the trajectory of gas furnace shipments in 2025 and beyond. April and year-to-date (YTD) 2025 data from AHRI confirm robust … [Read more...] about Gas Furnace Shipments & The One Big Beautiful Bill: What Happens if it Passes?
Loyalty Is Earned. But Sometimes It’s Bought, and That’s a Good Thing
In my experience, contractors can be a fickle bunch. In today’s hyper-competitive HVACR market, contractor loyalty is more important – and more elusive – than ever. A new report from ITA Group and Channel Marketing Group, Building Contractor Loyalty, reveals just how much loyalty programs influence contractor behavior. Contractor Loyalty by the Numbers 57% of … [Read more...] about Loyalty Is Earned. But Sometimes It’s Bought, and That’s a Good Thing
What to Know About the R-454B Shortage
Guess what? Brian was right. It's June and the R-454B shortage is here. Recently, I tuned in to HARDI’s webinar titled “Mixing Refrigerants: Addressing Misinformation and Best Practices,” hosted by Talbot Gee, CEO of HARDI, and featuring Mike Breen of Rheem/Ruud, who also serves on NATE’s Technical Committee. It was a timely, no-nonsense discussion about the challenges … [Read more...] about What to Know About the R-454B Shortage
Embraco Builds Compressor Plant in India: Why it Matters
As global demand continues to grow for high-efficiency, variable-speed, and natural refrigerant-ready compressors, manufacturers are rethinking their supply chains. One of the most recognized names in refrigeration technology: Embraco (part of Nidec Global Appliance) is taking a major step with the construction of a new $120 million compressor factory in India. While this … [Read more...] about Embraco Builds Compressor Plant in India: Why it Matters
