CRM for rep agencies is a topic that has frustrated leadership teams for years, and the conversation rarely lands cleanly. Chris Atwell brings sharp, practical thinking to it, and the timing is good. I have been working on a research project focused specifically on how reps are using these tools today and what they actually want and need from them. Chris’s piece lines up with … [Read more...] about Is CRM for Rep Agencies Still Optional?
Sales & Marketing
Manufacturers – Why You?
For manufacturers, getting your message through the channel, let alone to end-users, can be a challenge. Most are conditioned (could be trained, sometimes it’s historical repetition) to promote features and benefits. And it is always the latest products (which is interesting given that, while they track NPI … the percentage of business driven by new product introductions … … [Read more...] about Manufacturers – Why You?
Midyear Course Correction: “Everyone has a plan, until they get punched in the mouth”
TL; DR: To paraphrase the inestimable words of “Iron” Mike Tyson, plans rarely survive contact with the market. Like a sailboat tacking into the wind, the best distributors keep course-correcting until they reach their goal. The best distributors do not throw them out when things change. They adapt. Midyear reviews turn assumptions into action by checking what the market … [Read more...] about Midyear Course Correction: “Everyone has a plan, until they get punched in the mouth”
Mingledorff’s Caffeine and Coils Podcast: How an 86-Year-Old Brand Stays Fresh
Jenny Brown and Deanna Lassiter explain how Mingledorff's Caffeine and Coils became both a creative outlet and a living symbol of their transparency, innovation, and people-first culture. By Chuck Labow | HVACRtrends.com When Mingledorff's Caffeine and Coils first launched, it wasn’t just another company podcast—it was a natural continuation of something Mingledorff’s had … [Read more...] about Mingledorff’s Caffeine and Coils Podcast: How an 86-Year-Old Brand Stays Fresh
William Blair HVAC Survey 2025: Demand Cools, Repair Rises
The third quarter of 2025 has been a rough ride for the HVAC industry. According to the William Blair's 2025 HVAC Survey, distributors and manufacturers reported softening demand, persistent sticker shock, and an unusually cool summer—all combining to create what the firm called a “rough out there” environment. The William Blair HVAC Index fell 3% year over year, one of the … [Read more...] about William Blair HVAC Survey 2025: Demand Cools, Repair Rises
What Happens When the Market Moves: Scenario Planning for HVACR Distributors
TL;DR: Most leading forecasts point to slower growth or a mild recession in 2026. Scenario planning gives HVACR distributors a way to prepare for that reality. The goal is not to predict the downturn’s depth, but to be ready for it. Good plans bend before they break. Economic Outlook for 2026 Forecasts from the IMF, Deloitte, OECD, and the University of Michigan … [Read more...] about What Happens When the Market Moves: Scenario Planning for HVACR Distributors
2026 HVACR Planning Season – Contractor Loyalty Programs are worth considering
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
