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 …
Research Reports
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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Pricing pressures are creating more focus on “sell side” pricing in 2024 for HVACR distributors
It’s time to give your outside sales teams more pricing support and guidance in 2024. The supply chain issues of the past few years made it a unique time to …
State of eCommerce According to Electrical Contractors & Buyers
According to a recent study conducted by Channel Marketing Group titled \”State of eCommerce, Electrical Contractor & End-User Insights\”, electrical buyers are accelerating their usage of online tools for product …
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Distributor’s Warehouse Guide: New Technologies and Avoiding Customer-hurting Problems
GBC announces \”The Distributor’s Warehouse Guide To New Technologies and Avoiding Customer-Hurting Problems.” The Guide helps distributors determine which new technologies to investigate, and how to increase warehouse accuracy/productivity — by …
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Info to Help Your 2018 Planning
Occasionally we come across information that can assist your planning. Below is info regarding the MidAtlantic industrial market, the residential market and how to improve warehouse operations. Industrial Planning Information …