Ferguson recently released their Q3 Results through April 30, 2025 and although the pace of Ferguson acquisitions has slowed, their growth remains strong. Their focus on the dual trade contractor (Plumbing and HVACR) continues to be a winning company strategy. Source: Ferguson Q3 results released June 3, 2025 Ferguson shared that Sales were up 4.3% in the Quarter with … [Read more...] about Ferguson Q3 Results highlight Dual Trade Contractor Strategy Performance
Technology & Digital
Preview of HVAC Contractor eCommerce Research Findings
As HVAC distributors continue on their journey of digitization, BigCommerce sponsored research to uncover insights from contractors on their usage of eCommerce to support their material purchasing needs. The forthcoming white paper (you can reserve your copy of the full report) provides a snapshot of the valued features and functionality of online sites, how much is … [Read more...] about Preview of HVAC Contractor eCommerce Research Findings
Powering Sales Focus and Productivity with Proactive Communication Tools
The results of our survey and research our team at Channel Marketing Group did in concert with Prokeep on the channel are in and show some clear gaps and opportunities for the channel In the HVACR channel world, where speed often wins the deal, distributors are under increasing pressure to serve more customers, faster—without adding headcount. Traditional sales models, … [Read more...] about Powering Sales Focus and Productivity with Proactive Communication Tools
Johnstone Supply Orion Group – Making Training and Programs a Differentiator
We have been featuring leading HVACR distributors in a Spotlight series over the past few months, and I sat down to do an update on the Johnstone Supply Orion Group (JSOG) story. I've been a fan of what JSOG is doing as an organization with their strategic vision and the focus they have on helping their end customers grow and thrive. JSOG's goal is to continue "Our Journey … [Read more...] about Johnstone Supply Orion Group – Making Training and Programs a Differentiator
7 Reasons to Use This eCommerce Resource
Over the past few weeks, I’ve been observing the quarterly reports and other communiques by distributors in a number of industries – Watsco, Ferguson and similar – and there has been a recurring trend … growth in their eCommerce business. Admittedly, for most of them, a deeper dive would probably reveal that this is not seismic growth in new customer business but a … [Read more...] about 7 Reasons to Use This eCommerce Resource
Why HVAC Distributors Must Prioritize Digital Maturity
The HVAC distribution industry is evolving. Preliminary findings from our recent contractor survey where we asked contractors about their eCommerce usage (reserve your company by clicking here) revealed that they are online, to varying degrees, and are researching products, gathering spec sheets, and buying online (but maybe not from you!) This is driven by shifting … [Read more...] about Why HVAC Distributors Must Prioritize Digital Maturity
Pricing on Your Website
When it comes to launching a commerce-enabled websites, frequently distributors get concerned about product content, pricing, and integrating with their ERP for “real-time” information. These are perceived as “daunting” and can frequently create paralysis in the decision-making process, especially if the distributor does not have an experienced person to lead the technical … [Read more...] about Pricing on Your Website
Is eCommerce Important to Your Customers? Let’s Ask Them
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 care? Are we getting an ROI? I know I’m being, perhaps, a little facetious as intuitively many believe / understand that these investments are now expectations, … [Read more...] about Is eCommerce Important to Your Customers? Let’s Ask Them
Prokeep and Allied Join Forces to Support HVAC Distributors
Big news in the HVAC channel for Allied Air distributors that are seeking to differentiate themselves, be more accessible to their contractors (and their contractors' field technicians), and are seeking to grow ... especially with their house / uncoded accounts! Prokeep and Allied Air Enterprises According to its press release ..."Prokeep, distribution’s leading customer … [Read more...] about Prokeep and Allied Join Forces to Support HVAC Distributors
Up Your AI Knowledge at the MDM AI Summit … for Free
If you are talking tech or processes with anyone inevitably the topic quickly turns to AI. There is much going on in this space and it seemingly changes daily. I've recently had conversations with some people inquiring what distributors are doing and why it wasn't going faster. They asked if distributors had thought how they could use AI. I laughed (to myself) and said, … [Read more...] about Up Your AI Knowledge at the MDM AI Summit … for Free
HVAC Distributors, Is eCommerce Important to Your Customers?
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 care? Are we getting an ROI? I know I’m being, perhaps, a little facetious as intuitively many believe / understand that these investments are now expectations, … [Read more...] about HVAC Distributors, Is eCommerce Important to Your Customers?
Digital Commerce Tools Make You, and Demand Generation, Easy
For years I’ve talked to clients and communicated on HVACRTrends that eCommerce is not about buying online via a website. That it is about is doing commerce (business) electronically. It’s not a branch (some used the term eBranch and tried to sell the ROI that way), it’s eBusiness. Because “business” is about interacting with your customers how THEY want to interact with … [Read more...] about Digital Commerce Tools Make You, and Demand Generation, Easy
Distributor Spotlight: Johnstone Supply Orion Group – Part 2
In Part One of our Distributor Spotlight series, we started to share the Johnstone Supply Orion Group (JSOG) Story. The original intent was to edit the article, but the information was so interesting that we decided to share is unedited which meant it needed to be told in two parts. Distributor Spotlight: Johnstone Supply Orion Group - Part 1 - HVACR Trends In Part One - … [Read more...] about Distributor Spotlight: Johnstone Supply Orion Group – Part 2
Distributor Spotlight: Johnstone Supply Orion Group – Part 1
I have been writing a Distributor series for/with Modern Distribution Management this past year where we profile large public distributors (WATSO, Ferguson, WESCO, Fastenal, and MSC Industrial). We write about the available information they release publicly to the market. That has been a fun experience taking a deep dive into the public side, but the independent distribution … [Read more...] about Distributor Spotlight: Johnstone Supply Orion Group – Part 1
Unlocking Online Sales
Watsco and Ferguson's performance has shown HVAC distributors that HVAC contractors are using eCommerce. While they may not be "shopping" like B2C buyers, they are using distributor websites for product research, pricing, inventory research, and consummating transactions. The transactions can be technicians placing orders from the field, and typically on service calls, to … [Read more...] about Unlocking Online Sales
