Join Today’s Around the Horn from LEADsmart
I’m looking forward to being a guest today on LEADsmart’s Around the Horn. If you haven’t heard of Around the Horn, it is a live podcast (yes, you can watch …
Research Reports
Ferguson Annual Report Analysis … HVACR and Plumbing Dual Trade focus continues
A few weeks back my colleague David Gordon wrote a column on Ferguson’s Q4 numbers. Ferguson added to that release with additional information that was contained in their full annual …
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Rebates + Actionable Intelligence (AI) = Increased HVAC Profits
I was with a manufacturer last week and we discussed distributor acquisitions and “the why?” One of the data points we discussed was the declining net profitability of the business …
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Ferguson Q4 Earnings Report … Preparing for Increased HVAC Focus
Last week Ferguson shared their FY Q4 earnings and held their analyst call. While not “focused” on the HVACR market, Ferguson is growing in this space and sees opportunity to …
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Lessons HVACR Distributors Can Learn from Wesco
For the past month, I have been writing a series of articles on Wesco for Modern Distribution Management. In the series I took a deep dive into Wesco’s 3 key …
The world of customer segmentation in 2024
This past month, I have been going through old boxes of work material and coming across some foundational material on customer segmentation and pricing that I used as a distributor. …
Structuring Acquisitions
Acquisitions continue to transform the HVACR industry. PE (private equity) are expanding their portfolio companies and others are seeking to enter the market. National distributors are expanding into new territories …
Opinion: Update on the future of Rebates and SPAs for HVACR Distributors and Manufacturers?
Rebates, Backsides, and Special Pricing Agreements (SPAs) continue to grow in importance every year for the Channel. At the Enable Catalyze Conference earlier this month – I was asked to …
Opinion: What is the future of “Rebate” programs for HVACR Distributors and Manufacturers?
Rebates, Backsides, End Customer Cash Back Programs, etc. whatever you call them are going to be growing in importance every year for the Channel. As I was preparing to head …
Opinion – Walmart announces a partnership with Bryant
An interesting announcement from Walmart that is unique foray into the HVACR Distribution Channel By John Gunderson At the end of March Walmart.com announced that they will begin directing …
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