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 …
Is Your Team Curious? Are You Investing in “Ventures?” Read More »
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, …
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 …
Auer Steel, investing for customer and the next generation’s success Read More »
The concept of digital transformation, let alone AI, as a future driver for your organization is probably a folly unless … You have a leader, and leadership team, which believes …
If your winning pricing model is still being led by just your experienced sales team, it is probably time to make changes for the future. I had the opportunity to …
Is your proven experienced associate led pricing model approaching a cliff? Read More »
I was with a manufacturer last week and we discussed distributor acquisitions and “the why?” One of the data points we discussed was the declining net profitability of the business …
Rebates + Actionable Intelligence (AI) = Increased HVAC Profits Read More »
AD & IMARK Electrical Make the Merger Official: how does the new AD IESD impact the channel and is there any impact to HVACR Distributors? The news release that made …
What does the IMARK/AD Merger for electrical mean for the HVAC Channel? Read More »
Recently I visited a manufacturer client who asked me about “the channel”. Specifically, they wanted to know: “What drives distributor product selection, what is the food chain, what’s the value …
I was fortunate to once again be able to attend and present at the NAW/MDM SHIFT conference, and it is interesting to see how the construction and industrial channel continues …
Where is the channel headed in 2025 and beyond? Thoughts from MDM SHIFT Read More »
As we enter the final 4 months of 2024, I am having many conversations with HVACR distributors and manufacturers about their into stock inventory positions. HVACR growth rates have slowed …
