Managing your inventory is the key to driving both top-line sales and gross margin performance in 2025 – I had a discussion last week with my colleague Brent Johnstone from ACTvantage about ways distributors can increase gross margin without hurting top-line sales. When we first both got into distribution, the prevailing thought of most distributors and manufacturers in the … [Read more...] about Managing inventory is the key to driving sales and gross margin
featured
Return to Basics Can Drive Sales
Recently Prokeep developed a sales playbook white paper for HVACR distributors that is a great reminder of the sales basics that inevitably every salesperson, sales manager, branch manager and marketing department … forget. Companies, managers, and individuals forget because everyone is too busy supporting “the” customer, “the” opportunity, developing “the” next new … [Read more...] about Return to Basics Can Drive Sales
Mingledorffs Update – Caffeine and Coils and Industry outreach
Earlier this year, I started a series on Mingledorff's and their teams efforts to deploy information to their customers in unique ways. I started this series because I follow a Mingledorff's podcast called Caffeine and Coils hosted by Jenny Brown and Deanna Lassiter. https://podcasts.apple.com/us/podcast/caffeine-and-coils/id1701491521 This podcast was started at the end … [Read more...] about Mingledorffs Update – Caffeine and Coils and Industry outreach
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
Is Your Team Curious? Are You Investing in “Ventures?”
Recently I was talking with a client about strategic planning as they are beginning their journey to define their path forward to 2030. They’ve set a goal, identified values, have a vision of their purpose, and currently have a strong business. The executive management team is being brought together to share insights and build the “framework” of the plan. After that, others … [Read more...] about Is Your Team Curious? Are You Investing in “Ventures?”
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
Auer Steel, investing for customer and the next generation’s success
As I was going through my story idea notebook on what to write for this week's column, I saw a LinkedIn notification on a posting from Jon Hirsch. I started following Jon's work as Director of Business Development for Auer Steel & Heating Supply Company (HVACR distributor with locations in Wisconsin, Minnesota, Michigan and North Dakota) about a year ago. What jumped … [Read more...] about Auer Steel, investing for customer and the next generation’s success
