Last week I had the opportunity the Infor Velocity Days event held in Orlando. Overall, I was very impressed with the quality of the information presented and the knowledge that the guest speakers brought to the table. Two sessions that really resonated with me dealt with the question How far off of typical are your processes, and The Hidden Cost of Customizing Your ERP … [Read more...] about How Far Off “Typical” Are Your Processes? And What Is It Costing You?
Technology & Digital
Show Me the Value: Why HR Needs Receipts
HR often sits in a strange space inside organizations. Employees are wary because they see HR as working for management, not for them. Leadership, meanwhile, gets frustrated when HR leaders say they want to be “strategic” but then spend their time bogged down in the tactical weeds. Over the years, I have worked closely with HR leaders in different contexts. Too often, I … [Read more...] about Show Me the Value: Why HR Needs Receipts
AI for HVACR Reps
From a tech viewpoint, AI is what companies talk about. Distributors are implementing it or at least discussing it. Not much gets shared within the manufacturer environment but it is well in use. Reps have asked the question. Some have dappled. Few are advanced. Most are intrigued but lack expertise and/or are concerned about expense. The challenge for many reps is the … [Read more...] about AI for HVACR Reps
Creating more time for your inside teams to service customers
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 preparing this full report for a webinar and white paper in partnership with our friends at Conexiom. I’m excited to be co-presenting this webinar and crafting the white paper research … [Read more...] about Creating more time for your inside teams to service customers
Digital Order Profitability Metrics in HVACR
Digital commerce, whether through your website, via eProcurement, direct connections (EDI or tools such as Remarcable, Kojo, and others), via apps, email to ERP, or other vehicles is increasing. Our recent State of eCommerce research, which gathered input from 350 Contractor buyers, highlighted that 62% are buying some material electronically and, based upon their feedback, … [Read more...] about Digital Order Profitability Metrics in HVACR
AI at the Crossroads: What Happens Next Depends on Who’s Driving
The conversation around AI is picking up steam, and not just in tech circles. Whether you're in HVACR, construction, distribution, or finance, the ripple effects of AI are starting to hit every corner of the economy. But I think we're asking the wrong first question. It's not just, "What will AI do?" It's, "What kind of society do we want to build with it?" In the HVACR … [Read more...] about AI at the Crossroads: What Happens Next Depends on Who’s Driving
New Research: What HVAC Buyers Expect from Distributors in 2025
New research reveals how buying behavior is changing—and what it means for your ecommerce strategy We recently partnered with BigCommerce to better understand how contractors and institutional buyers are sourcing HVAC, electrical, and industrial supplies—and what they now expect from distributors in 2025 and beyond. The full report is now live: … [Read more...] about New Research: What HVAC Buyers Expect from Distributors in 2025
