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 …
HVACR Contractor Loyalty Research Survey Results are In Read More »
That’s the question many senior executives ask themselves regularly about eCommerce. They’ve invested much into their website. They’ve invested into product data. They’ve invested into people. They ask, does anyone …
Is eCommerce Important to Your Customers? Let’s Ask Them Read More »
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 …
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 …
Ferguson Annual Report Analysis … HVACR and Plumbing Dual Trade focus continues Read More »
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 …
Rebates + Actionable Intelligence (AI) = Increased HVAC Profits Read More »
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 …
Ferguson Q4 Earnings Report … Preparing for Increased HVAC Focus Read More »
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 …
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. …
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 …
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 …
