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 …
Marketing
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 …
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 …
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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 …
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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 …
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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 …
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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 …
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 …
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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: …
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Watsco growth highlighted in MDM Series
Watsco’s Growth over the past 20+ years has been driven by a core buy and build philosophy and an investment in digital customer self service tools and services. I eagerly …