As you go into planning season, and you are looking for programs in 2026 that can help you grow business in 2026. A Contractor loyalty program has to be one of the areas, I would look at as a distributor leader. I was fortunate to be involved and help lead 9 contractor loyalty programs as a distributor, and each and every time they delivered above market growth numbers. So, … [Read more...] about 2026 HVACR Planning Season – Contractor Loyalty Programs are worth considering
Marketing
New Product Introductions – Why they Fail
Recently we did a project for a manufacturer to help them prepare for a sales meeting. They wanted to understand what their staff was thinking but they wanted a 3rd party to gather the insights to ensure their team that there would be anonymity. They questions related to how the “go to market team” (Sales, Marketing, Product Development / Engineering, Customer Service) … [Read more...] about New Product Introductions – Why they Fail
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
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
Ferguson Q3 Results highlight Dual Trade Contractor Strategy Performance
Ferguson recently released their Q3 Results through April 30, 2025 and although the pace of Ferguson acquisitions has slowed, their growth remains strong. Their focus on the dual trade contractor (Plumbing and HVACR) continues to be a winning company strategy. Source: Ferguson Q3 results released June 3, 2025 Ferguson shared that Sales were up 4.3% in the Quarter with … [Read more...] about Ferguson Q3 Results highlight Dual Trade Contractor Strategy Performance
Opinion: MDM-NAW Shift highlighted Data Analytics as a key discipline for 2025
Modern Distribution Management (MDM) Shift event was held last week (May 13-15th in Englewood, Colorado). The event has continued to evolve over the past 9 years, and it was once again attended by who's who of distribution leaders. Many leading distributors also presented at MDM Shift ranging from large public companies - Ferguson & Motion Industries to family-held … [Read more...] about Opinion: MDM-NAW Shift highlighted Data Analytics as a key discipline for 2025
HVACR Contractor Loyalty Research Survey Results are In
Over the years, many HVACR distributors have launched programs designed to increase contractor sales. These programs may be called frequent buyer programs, loyalty programs, or incentive programs. While there are nuances to the three, the commonality is that contractors are recognized for their support. The concept helps distributors market themselves, and drive … [Read more...] about HVACR Contractor Loyalty Research Survey Results are In
Ferguson Chugs Along, Accelerates HVAC Growth
Last week Ferguson announced its FY25 Q2 earnings with their analyst call. Ferguson continues to diversify into multiple markets beyond plumbing, including HVACR, lighting, waterworks, facilities supply, fire and fabrication, industrial and mechanical. They see opportunities to increase sales, and their market share, in these large markets, and continue to invest for … [Read more...] about Ferguson Chugs Along, Accelerates HVAC Growth
How HVACR Distributors can create a Successful Contractor Loyalty Program
It is always fun to write about Distributor Loyalty programs and Channel Marketing Group. David Gordon has been involved with over 100 programs (as he started his career in the incentive space and has worked with countless distributors on their programs. I was fortunate to be involved and help lead 9 loyalty programs as a program, so we spend a lot of time talking about … [Read more...] about How HVACR Distributors can create a Successful Contractor Loyalty Program
Watsco and Ferguson growth highlighted in MDM Podcast and Series
We wrapped up the distributor series I have been writing for Modern Distribution Management on Ferguson and WATSCO with a podcast this week. Podcasts Archive - Modern Distribution Management S12E1: Debriefing Our Ferguson & Watsco Case Studies (Link Above). During this podcast it Mike Hockett and I dove into the three part series I wrote for MDM on each distributor in … [Read more...] about Watsco and Ferguson growth highlighted in MDM Podcast and Series
