We wrapped up the distributor series I have been writing for Modern Distribution Management on Ferguson and WATSCO with a podcast this week. Podcasts Archive - Modern Distribution Management S12E1: Debriefing Our Ferguson & Watsco Case Studies (Link Above). During this podcast it Mike Hockett and I dove into the three part series I wrote for MDM on each distributor in … [Read more...] about Watsco and Ferguson growth highlighted in MDM Podcast and Series
Technology & Digital
Trane and BrainBox AI Join Forces
Manufacturers and distributors talk much about AI and how they are using, or planning to use, it within their business workflows to improve sales processes, customer service, deliver analytics, improve warehouse automation, pricing, and more. Trane Technologies is taking AI the next step and seeking to integrate it into its products. According to the Financial Post, in an … [Read more...] about Trane and BrainBox AI Join Forces
Tomorrow’s Warehouses … Powered by AI
There's lots of talk regarding AI. Many wondering "what are others doing" and asking "what should / can I do? As well as "where can it help me 'the most'?" Lots of heady questions but talking amongst yourself doesn't get anywhere. This is when talking to experts help. One that can help HVACR distributors improve their warehouse operations is Will Quinn. Many know Will as … [Read more...] about Tomorrow’s Warehouses … Powered by AI
AI … A Driver of 2025 Profitability?
There has been lots of conversation regarding AI in the HVACR channel over the past few years. It started with the launch of ChatGPT and has gained topical steam since then. Many conversations, articles, seminars. Some have taken the next step to subscribing to ChatGPT, Perplexity and Claude as well as using these, and CoPilot, for research (and some for writing, even if for … [Read more...] about AI … A Driver of 2025 Profitability?
Watsco growth highlighted in MDM Series
Watsco's Growth over the past 20+ years has been driven by a core buy and build philosophy and an investment in digital customer self service tools and services. I eagerly anticipated writing the Case Study series on Watsco for Modern Distribution Management, as I consider its strategic approach unique in the North American B2B distribution. Watsco operates as a … [Read more...] about Watsco growth highlighted in MDM Series
Prokeep Helps Capture the Text and Turn it Into Dollars
As distributors seek cost-effective ways to improve customer experience, improve productivity and have a cost-effective sales tool, while doing all of these digitally, HVACRTrends is pleased to welcome our newest partner, Prokeep. Prokeep offers a unique solution to distributors, which can also cost-effectively and easily be used by manufacturer representatives, which … [Read more...] about Prokeep Helps Capture the Text and Turn it Into Dollars
CRM … Today’s Marketing Backbone
Marketing for distribution today requires more nuance than ever before. It is no longer solely counter days, events (especially golf!), flyers, short-term promotions and logoed items. It's more about strategy, analysis, targeting customers, determining messaging, tailoring offers to selected audiences, promoting your value proposition and more. Further, giving a flyer to … [Read more...] about CRM … Today’s Marketing Backbone
Embrace Change to Adopt AI and Improve Profits
The concept of digital transformation, let alone AI, as a future driver for your organization is probably a folly unless … You have a leader, and leadership team, which believes in change. There are two key words in the above sentence … “leadership” and “change.” Leadership infers vision, an ability to perceive “need,” an entrepreneurial mentality that desires growth, … [Read more...] about Embrace Change to Adopt AI and Improve Profits
Is your proven experienced associate led pricing model approaching a cliff?
If your winning pricing model is still being led by just your experienced sales team, it is probably time to make changes for the future. I had the opportunity to sit in on the excellent HARDI Pricing certification session that kicked off recently with my friends and colleagues leading the session from ACTvantage: Senthil Gunasekaran and Pradip Krishnadevarajan. Senthil and … [Read more...] about Is your proven experienced associate led pricing model approaching a cliff?
ChatGPT Prompts to Drive HVACR Sales
ChatGPT was launched November 30, 2022, but went “mainstream” in Q1 2023 when Microsoft made a significant investment into OpenAI. Since then either “AI is going to take over”, “many will lose their jobs”, “it’s a great tool to use” or somewhere in-between. Further, it amplified the conversation of “what is the opportunity / future” do to AI. Over the past year there have … [Read more...] about ChatGPT Prompts to Drive HVACR Sales
Capitalize on the Data Center Boom: AI for HVAC Distributors
The data center market, as many know, continues to boom. According to recent data from the Bureau of Labor Statistics, almost 33% of the new construction office spend in May was by data centers! There are data center industry reports of 100 data centers scheduled to be built for the next 10 years ... and this may be conservative. The driver of the need for all of this … [Read more...] about Capitalize on the Data Center Boom: AI for HVAC Distributors
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 enterprise strategies “Extend our industry-leading scale and value proposition.” “Further develop our team and our culture of excellence.” “Digitalize and transform our B2B business.” Wesco Analysis, Pt. … [Read more...] about Lessons HVACR Distributors Can Learn from Wesco
ERP … The Heart of Your Business
There was a phrase years ago that is attributed to EF Hutton, which was a financial advisory firm that goes “when EF Hutton speaks, people listen.” The inference was that EF Hutton had a wide reach, and somewhat influence. The same goes for Epicor given how integral their Prophet 21 and Eclipse ERP platforms are for many HVACR distributors.So, when Frank Heenan, Global VP of … [Read more...] about ERP … The Heart of Your Business
AI for Contractors … and the Channel
Manufacturers and distributors have lately been having many conversations about “technology”. But not in the conventional sense of the tools / software, more as it relates to functionality / capability for the future. They are asking "Does their IT department (which could be their ERP / software provider) have a tech roadmap that includes AI?" And sales and marketing management … [Read more...] about AI for Contractors … and the Channel
Improving Pricing and Inventory Knowledge with HARDI Certification
I believe one of the biggest challenges as distributor is managing pricing and inventory effectively because you can be handicapped by your own internal viewpoints. Your culture as a distributor is crucial to your success, but it can be limiting you in terms of new ideas and approaches in two crucial areas - Inventory and Pricing. I’ve been fortunate to work for six great … [Read more...] about Improving Pricing and Inventory Knowledge with HARDI Certification
