TL;DR: Independent HVAC distributors should judge consolidation by one test: will a buyer strengthen or weaken customer intimacy? Mapping the value chain, identifying services customers need, and testing a buyer’s record, local decision rights, and investment commitments can reveal whether a deal preserves trust and creates mutual value—or destroys it. Watsco’s agreement to … [Read more...] about HVAC Distributors – Before You Sell, Ask Two Questions?
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