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 […]
Midyear Course Correction: “Everyone has a plan, until they get punched in the mouth” Read More »
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
Mingledorff’s Caffeine and Coils Podcast: How an 86-Year-Old Brand Stays Fresh Read More »
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
William Blair HVAC Survey 2025: Demand Cools, Repair Rises Read More »
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
What Happens When the Market Moves: Scenario Planning for HVACR Distributors Read More »
Distributors are hearing more about AI every day, but much of the conversation stays broad and abstract. This article looks at something more practical: how AI agents are already being
AI Agents in Distribution: From Hype to Practical Impact Read More »
Market share is the most cited, least understood metric for most HVAC distributors. With economic uncertainty hanging over 2026, sharper distribution planning is essential. Here is how to ground your
Market Share Math: How Distributors Can Sharpen 2026 Planning Read More »
Recently we did a project for a manufacturer to help them prepare for a sales meeting. They wanted to understand what their staff was thinking but they wanted a 3rd
New Product Introductions – Why they Fail Read More »
Most HVACR companies spend a lot of time on products, pricing, and promos. But sales execution? That often gets overlooked. If you’re still managing sales by gut feel and muscle
Engineering Better Sales: HVAC’s Moneyball Moment Read More »
This week we’ve been on calls with key distributors and working on our latest benchmark research about how automated order management is creating “barriers to exit” for customers. We are
Creating more time for your inside teams to service customers Read More »
As a former pricing leader for three billion-dollar distributors in North America, I can share from experience that a major pricing reset is simultaneously a dangerous activity, yet when done
