The pace of acquisitions will continue, as distributor or manufacturer how you plan for and react to change is critical to your success. Early in my distribution career if you worked in a channel like HVAC, Electrical, and Plumbing the distributors and manufacturers who you worked with primarily served that channel. This “stay in your lane” channel culture was often driven … [Read more...] about Ferguson continues to expand into the HVACR distribution channel with another acquisition
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Recession? 10 Tips to Help HVACR Distributors Avoid One
You may remember the phrase “it was the best of times; it was the worst of times.” Well, the past two years have had both. And, for that matter, this year for many may encompass both with strong sales in the first half of the year and the rate of growth slowing significantly the second half … especially if you factor out price increases. It is leading to the question, "Is a … [Read more...] about Recession? 10 Tips to Help HVACR Distributors Avoid One
Part 2- How manufacturers can re-examine their HVACR distribution channel strategy for 2023
Part 2 of our series on how leading manufacturers are preparing for and examining their HVACR distribution channel for adjustments in 2023. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step … [Read more...] about Part 2- How manufacturers can re-examine their HVACR distribution channel strategy for 2023
Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
Leading manufacturers are always preparing for and examining their HVACR distribution channel for adjustments in 2023. Get yourself prepared for the coming manufacturer-manufacturer rep- distributor realignment games to come. Future-focused manufacturers have been re-examining their channel strategy for the past few years. As business slows, they will step up communication … [Read more...] about Part 1 – How manufacturers are re-examining their HVACR distribution channel strategy for 2023
Understanding Personalities through DISC to Drive Sales and Productivity
Understanding people is integral to success in business. whether it is serving customers, others within your company or managing people. Providing staff with the training to observe behavioral traits that will enable improved interpersonal skills and communications inevitable generates improved teamwork, productivity and can translate into increased sales and … [Read more...] about Understanding Personalities through DISC to Drive Sales and Productivity
10 Ways to Thrive In 2023’s Recession
The markets up, the markets down. You listen to economists and you hear about recession and will the Fed raise rates or hold. Large technology firms are laying people off by the thousands but HVAC distributors and manufacturers cannot find people. Product supply chains have gotten better but then you hear of the sporadic issues. So, while the media and economic tea leaves … [Read more...] about 10 Ways to Thrive In 2023’s Recession
Are Rebates Like Drugs?
Yes, I know the headline is provocative, however, the goal was to get your attention. The “drug” I’m talking about has been around for almost 60 years in the HVAC/R industry. It’s rebates. Rebates went “mainstream” for distributors in the 1960’s. In the electrical industry the first marketing group (then called a buying group) was formed. The genesis of that organization is … [Read more...] about Are Rebates Like Drugs?
Do you value your reps?
There’s been “scuttle butt” conversation in the industry regarding some manufacturers cutting rep commissions. Their premise is that they need to do this due to their price increases. While some of the conversations are what manufacturers are thinking (so, “water cooler conversation”), some have reduced commissions which has dismayed many and demotivated the affected … [Read more...] about Do you value your reps?
Improving Rep Productivity – Push Information with APIs
As the speed of business accelerates and companies try to do more with less, the key is improving productivity. One of the issues we’re hearing more and more about is the need for manufacturer reps / lighting agents to be more responsive to distributors and end-users / contractors. While they endeavor to get “good” information faster, inevitably the issue is the definition of … [Read more...] about Improving Rep Productivity – Push Information with APIs
HVAC and Electrical … Merging Manufacturers
The electrical and HVAC markets have many similarities, and some private equity companies may be noticing. The commonality, other than manufacturers being able to identify operational synergies, could also extend to some distributors and create opportunities for distributors. This commonality is that more and more contractors are becoming dual trade … electrical and … [Read more...] about HVAC and Electrical … Merging Manufacturers
