Trade shows can be a great way to introduce contractors to new products, solicit voice of customer, initiate (or strengthen) relationships, network and maybe learn a thing or two. A phenom that has occurred much more so post-pandemic is distributors exhibiting at contractor tradeshows, especially regional shows. No longer is the business, "only in my backyard." Contractors … [Read more...] about PHCC Connect – a Tradeshow Opportunity to Connect
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Driving Share and Sales with Customer Loyalty Reward Programs
HVACR distributors and manufacturers are fighting to retain market share and seek growth in a challenging market. Typically, the most profitable strategy to strengthen, deepen and broaden opportunities within existing customers. An effective tool to achieving this is also a time-tested strategy for many HVACR distributors and some manufacturers ... contractor incentive and … [Read more...] about Driving Share and Sales with Customer Loyalty Reward Programs
The world of customer segmentation in 2024
This past month, I have been going through old boxes of work material and coming across some foundational material on customer segmentation and pricing that I used as a distributor. I found in the archives my personal pricing Encyclopedia Britannia (the Complex) and the Texas A&M Industrial Distribution Customer Stratification Model (the Simple) and it made me think … [Read more...] about The world of customer segmentation in 2024
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
Driving Distributor Profitability Through Operational Efficiency
The “go-go” days of post-Covid are gone. We’re back to pre-pandemic industry growth rates. Maintaining, and improving, net profitability in the face of slowing growth, increased cost structure, and stagnant (if not decreasing) margins, requires improved operational efficiency, inventory management, strategic price management, appropriate implementation and utilization of … [Read more...] about Driving Distributor Profitability Through Operational Efficiency
HVACR Combinations – AD & IMARK, Continuum & Moblico
In the last week two combinations in the distribution space caught my eye. The first was a partnership of two service providers that has immediate impact for HVACR distributors. The 2nd was the announcement of a proposed Affiliated Distributors (AD) and IMARK merger for electrical distributors is worth watching to see if that is the start of bigger combinations between AD and … [Read more...] about HVACR Combinations – AD & IMARK, Continuum & Moblico
