Data centers are perceived as a “huge” market opportunity by almost every manufacturer. Many distributors believe that they should be able to win some business there. Reps are expected to win business there. And yes, there are lots of data centers in the country, and in most markets, but the data centers gaining visibility today, the mega projects, are for AI and are being … [Read more...] about Data Centers – an HVACR Distributor Opportunity
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Danfoss acquires Palladio Compressors
Danfoss’ announced their acquisition of Palladio Compressors today. This would seem to signal more than portfolio expansion—it plugs a real gap in the HVAC/R market. By bringing non-captive screw technology under its roof, Danfoss adds supply to a segment where options have been limited, while positioning itself to accelerate adoption of natural and low-GWP refrigerants. The … [Read more...] about Danfoss acquires Palladio Compressors
EPA Floats Refrigerant Rule Rollback: Five Years of Breathing Room or Just More Confusion?
The EPA has proposed a major revision to the Biden-era refrigerant transition rules, offering relief to contractors, distributors, and manufacturers who’ve been bracing for 2025 compliance deadlines. The move could push back enforcement in key sectors, giving the industry as much as five years to adapt — but it also raises new questions. When the 2023 Technology Transitions … [Read more...] about EPA Floats Refrigerant Rule Rollback: Five Years of Breathing Room or Just More Confusion?
Sizing the Market: TAM, SAM, and SOM for HVACR Distributor Planning 2026
Market share math only works if you define the market you are measuring against. TAM, SAM, and SOM are the three lenses that turn gut feel into something you can plan with. For HVACR distributors, iffy-definitions create false signals that can derail planning. This article breaks down how HVACR distributors calculate market share using TAM, SAM, and SOM. Market share … [Read more...] about Sizing the Market: TAM, SAM, and SOM for HVACR Distributor Planning 2026
Market Share Math: How Distributors Can Sharpen 2026 Planning
Market share is the most cited, least understood metric for most HVAC distributors. With economic uncertainty hanging over 2026, sharper distribution planning is essential. Here is how to ground your growth targets in reality and avoid the blind spots competitors may be leaving wide open. Why Market Share Matters in 2026 This article kicks off a series we will be … [Read more...] about Market Share Math: How Distributors Can Sharpen 2026 Planning
New Product Introductions – Why they Fail
Recently we did a project for a manufacturer to help them prepare for a sales meeting. They wanted to understand what their staff was thinking but they wanted a 3rd party to gather the insights to ensure their team that there would be anonymity. They questions related to how the “go to market team” (Sales, Marketing, Product Development / Engineering, Customer Service) … [Read more...] about New Product Introductions – Why they Fail
