• Skip to main content
  • Skip to secondary menu
  • Skip to primary sidebar
  • Skip to footer
  • About
  • Contact
  • Advertise
HVACR Trends

HVACR Trends

Information to Inspire, Grow and Profit

  • A.I.
  • Market Analysis
  • Distribution Strategy
  • Sales & Marketing
  • Industry News
  • Technology & Digital

Sales & Marketing

State of eCommerce According to Electrical Contractors & Buyers

February 21, 2018 by David Gordon Leave a Comment

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 research, downloading of spec sheets, seeking pricing and checking inventory.  While online ordering ranks typically 5th out of six usages, based upon segment, … [Read more...] about State of eCommerce According to Electrical Contractors & Buyers

Promote to Communicate

February 12, 2018 by David Gordon Leave a Comment

Breaking through the communications clutter that we all receive daily is a huge challenge.  Whether it be trying to reach out to prospects, sharing information with existing customers (and think if the number of customers you have on your books that are not actively called upon by your sales organization that represent incremental revenue) or wanting to do something creative to … [Read more...] about Promote to Communicate

Distributors, Where Will Your Growth Come From?

January 12, 2018 by David Gordon Leave a Comment

By now many have zeroed in on their 2018 sales goals.  With DISC, Electrical Wholesaling and many manufacturers coalescing around 4-6% numbers (some a little higher, some a little lower) and recognizing that it can change a little due to commercial or industrial focus as well as, for manufacturers, by product category, we have a “ballpark” for 2018.  The number is a little … [Read more...] about Distributors, Where Will Your Growth Come From?

Interviewing Strategy to Deliver The Right Candidate

December 12, 2017 by David Gordon Leave a Comment

In our meetings with distributors and manufacturers, all comment on their need for qualified talent to support growth, to replace open positions or, in some cases, a need to upgrade their current talent.  The challenge is \"how to find the \'right\' person?\"  And many are concerned, although this isn\'t vocalized, about the cost of making a \"less than optimal\" decision.  … [Read more...] about Interviewing Strategy to Deliver The Right Candidate

What\’s the Value of a Manufacturer’s Brand?

December 6, 2017 by David Gordon Leave a Comment

Over the past few months as we\'ve sat in strategy development meetings with distributors, reviewed distributor purchasing information and talked to manufacturer reps and contractors we\'ve seen a purchasing trend that is roiling the industry. The trend, which mirrors what is happening in lighting with \"unfamiliar brands\" is accelerated growth, and acceptance, of less … [Read more...] about What\’s the Value of a Manufacturer’s Brand?

Grainger Turning a Corner?

October 19, 2017 by David Gordon Leave a Comment

Continuing our Q3 earnings observations, next up is Grainger which is a traditionally a good barometer for the industrial MRO space and lately has been a case study in value proposition, price and fear of Amazon Business. From the earnings call and their slides: Overall \"a solid quarter and there were some positive signs\". Seeing growth coming from their price reduction … [Read more...] about Grainger Turning a Corner?

Reps … Mega vs Medium / Smaller?

October 11, 2017 by David Gordon Leave a Comment

For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps.  In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of industry sales go to market through independent manufacturer sales agents, needless to say, the agency world is important. And the trend … [Read more...] about Reps … Mega vs Medium / Smaller?

« Previous Page
Next Page »

Primary Sidebar

HVAC technician working on commercial rooftop unit representing the growing technician shortage

The HVAC Technician Shortage: What 2031 Could Look

Supreme Court IEEPA tariff ruling impact on HVAC equipment pricing and the distribution channel

HVAC Tariff Costs: What the Supreme Court Ruling Really Changes

Watsco Q4 2025 earnings showing record gross margins and technology platform investments alongside volume declines in HVAC distribution

Watsco Q4 Earnings Miss Masks a Bigger Story

Manufacturers - Why You?

Manufacturers – Why You?

nVent Q4 2025 earnings results showing portfolio transformation toward data center and infrastructure growth

nVent Earnings Reveal a Company the Channel Barely Recognizes | HVACR Trends

Footer

Policies

  • Privacy
  • Moderation
  • Terms of Use
  • Legal Disclaimer

Copyright © 2026 · Log in

Go to mobile version