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, reliant on outside reps and reactive service, are no longer enough to drive sustainable growth.
The 2025 Distributor Report by Channel Marketing Group and Prokeep took a deep dive into how effective modernizing communication through proactive, digital tools, and text management platforms – can enhance sales focus, increase inside sales productivity, and create above market sales growth.
From our survey and research with 344 HVACR and electrical distributors, our report highlights a common problem:
Distributors know they need to modernize, but most haven’t taken action
Key HVAC Industry Challenges Identified
- Sales teams prioritize high-value accounts, ignoring smaller ones that offer scalable revenue.
- Most distributors lack a formal demand generation strategy.
- Time constraints and poor communication tools reduce inside sales efficiency.
- Customers increasingly expect faster, multi-channel service—including texting.
- Distributors are missing simple digital solutions that improve customer retention and engagement.
While 80% of total purchasing customers are “house” accounts – typically under-serviced – they represent one of the many opportunities to increase gross margin with minimal cost.
Why HVAC Distributors Should Act Now
Nearly 9 in 10 HVAC distributors believe digitalization will lead to major transformation in the next 3–5 years. Yet, demand generation confidence remains low (rated 39 out of 100), and proactive outreach is inconsistent – only 22% of distributors say their sales or marketing teams regularly engage in outbound activities.
The result? A widening gap between revenue goals and execution capacity.
Distributors that implement simple, high-impact tools—like a text management platform—can bridge this gap and unlock new productivity gains without overhauling their entire sales structure.
8 Ways a Text Management Solution Can Boost HVAC Sales and Productivity
- Increase Inside Sales Efficiency
Texting streamlines customer communication—allowing inside sales reps to handle more accounts, respond faster, and reduce time spent on follow-ups or phone tag.
- Improve Customer Responsiveness
HVAC customers often work in the field and prefer quick updates via text. Text platforms ensure customers are notified instantly of will-call pickups, order status, or urgent promotions.
- Expand Reach to House Accounts
Prokeep users report significant growth by targeting under-engaged, unassigned customers. A simple outreach text can turn a dormant account into an active buyer.
- Enhance Promotion Visibility
HVAC distributors use Prokeep to push flyers, promotions, or rebate offers via SMS. Customers are more likely to read a short text than open an email or take a sales call.
- Automate Repetitive Tasks
Prokeep allows teams to automate reminders, follow-ups, or personalized campaigns—saving hours of manual outreach per week while increasing consistency.
- Centralize Communication Records
All messages (text, email, digital) are stored centrally—making it easy for reps to track conversations, manage customer preferences, and ensure seamless handoffs across team members.
- Boost Sales Per Interaction
Prokeep users report that customers who receive consistent promotional updates spend more per interaction—because they’re informed and ready to act on deals.
- Train and Coach More Effectively
Supervisors can review communication history to coach reps, identify engagement gaps, and help staff improve messaging or targeting—driving continuous performance improvement.
The Prokeep Effect: Real Results from HVAC Distributors
- A multi-branch HVAC distributor increased online sales 300% year-over-year with targeted texting campaigns.
- Another saved $31,000 in productivity annually by eliminating back-and-forth customer calls with proactive status updates.
- Inside sales teams report a measurable increase in customer retention and reactivation when using segmented outreach via text.
Sharpening Sales Focus
The report shows that HVAC distributors struggle to balance field service with outbound growth initiatives. Text management platforms solve this by freeing up your sales reps to focus on high-value selling tasks—not chasing down orders, messages, or updates.
By digitizing communications and reducing response lag, HVAC businesses can increase wallet share from existing customers, revive underperforming accounts, and execute demand generation strategies that were previously out of reach.
Final Thought: It’s Not Just a Tool – It’s a Sales Accelerator
Prokeep isn’t just a communication app – it’s a productivity multiplier and a sales enabler built for the unique pace and complexity of HVAC distribution. It lets your team do more with less, while delivering the kind of fast, convenient service that modern HVAC customers expect.
If your 2025 goals include increased customer engagement, better sales focus, and higher productivity, then implementing a text management solution should be your next move.
👉 Download the Full 2025 Distributor Report Now
Discover how top-performing HVAC distributors are using Prokeep to grow faster and work smarter.
As always, we appreciate your comments and support.
