HVAC distributor sales moved in the right direction in February, with HARDI reporting weighted average same-day sales up approximately 5% year-over-year. That is a meaningful swing from January, when the same measure was down 1%. Before anyone calls it a recovery, though, it is worth looking at what is actually driving the number. Price Is Doing Most of the … [Read more...] about HVAC Distributor Sales Pick Up in February
Reps
The Complicated Rep / Regional Sales Manager Relationship
The relationship between manufacturers and their reps is perhaps the single most important relationship that both can have as it is a synergistic, mutually dependent relationship that impacts the success of both companies. The best are a symbiotic relationship. For many it is a complicated one. It\'s a relationship that depends upon each doing their job to support … [Read more...] about The Complicated Rep / Regional Sales Manager Relationship
The Rep Alignment Dilemma
The rep alignment dilemma ... whom to align with to generate sales? End-users? National chains? Independent supportive distributors? Any distributor who will support the manufacturer? The manufacturer? But, the bottom line becomes, what will generate sales to meet manufacturer expectations? It\'s complicated, and channel consolidation and channel diversification will make … [Read more...] about The Rep Alignment Dilemma
Reps … Mega vs Medium / Smaller?
For the September issue of Electrical Wholesaling magazine I wrote an article for their Speaking Out section titled Mega Agencies vs Smaller Reps. In an industry where it has commonly been stated that 80% of manufacturers who represent 60% of industry sales go to market through independent manufacturer sales agents, needless to say, the agency world is important. And the trend … [Read more...] about Reps … Mega vs Medium / Smaller?
Innovation through Intellectual Curiosity
Much is talked about \"innovation\". It\'s a term that is loosely tossed around and requires a commitment, or perhaps a better term is \"mentality\", that is infused into individuals and a culture. It\'s a desire to \"excel\" and, perhaps more importantly, to bring idea generation to challenges and a willingness to \"do differently.\" To be \"innovative\" infers that a … [Read more...] about Innovation through Intellectual Curiosity
