Newsline / News

Distributors Report Good Start in 2012

COLUMBUS, Ohio — Heating, Airconditioning, and Refrigeration Distributors International (HARDI) announced North American HVACR average distributor sales were up 6.2 percent in January 2012.

HARDI’s Monthly Targeted and Regional Economic News for Distribution Strategies (TRENDS) report showed growth in six of seven U.S. regions; three of which increased by more than 10 percent.

All eight HARDI regions reported higher inventory levels than were reported in January 2010.

“Distributor sales recovered moderately in January,” said Andrew Duguay, HARDI economist. “On average, sales improved 6.2 percent from last January, but the active results were quite varied, with just over one-third of distributors showing a negative January compared to last year.”

Diverse strategies and inventory positions on R-22 likely played a role in January’s sale disparities in the wake of confusing and delayed regulatory guidance that recently reduced R-22 production and importation by nearly half of last year’s levels. Many distributors also cited the mild weather as a drag on heating sales.

Days sales outstanding (a measure of how quickly customers pay their bills) crept up for the fifth time in six months, crossing the 50-day barrier. Distributor productivity reflected by sales-per-employee backtracked for the seventh consecutive month, down 6 percent from last month and 35 percent from its July 2011 peak.

“We just completed a very optimistic 2012 HVACR market forecast, but I fear uncertainties caused by refrigerant and equipment regulation are stymieing our growth potential,” said Talbot Gee, HARDI executive vice president and COO. “Any questions on what you can buy, stock, and sell will obviously slow sales and marketing efforts, and make business owners lock down when they usually would be expanding and being aggressive.

“Interestingly, we continue to see extremely strong ductless unit sales despite some of these winter headwinds, and continued movement away from mid-level efficiencies to either 13 or 16 SEER.”

HARDI’s 2012 HVACR market and unitary forecast is now available at

Publication date: 03/26/2012

Did you enjoy this article? Click here to subscribe to The NEWS Magazine

You must login or register in order to post a comment.



Image Galleries

2015 ACCA Conference

Images from the 2015 ACCA Conference in Grapevine, Texas. Posted on April 8, 2015.


NEWSMakers: Clint Schreck

Clint Schreck, general manager, Columbus Worthington Air, Columbus, Ohio, discusses winning Angie’s List Super Service Award, how to handle online reviews, and much more.

More Podcasts


NEWS 05-18-15 cover

2015 May 18

Check out the weekly edition of The NEWS today!

Table Of Contents Subscribe

Legislation and Regulation

What legislative/regulatory issue is most important to you as a HVAC business owner?
View Results Poll Archive


2015 National Plumbing & HVAC Estimator

Every plumbing and HVAC estimator can use the cost estimates in this practical manual!

More Products

Clear Seas Research


Clear Seas ResearchWith access to over one million professionals and more than 60 industry-specific publications, Clear Seas Research offers relevant insights from those who know your industry best. Let us customize a market research solution that exceeds your marketing goals.


Magazine image
Register today for complete access to Get full access to the latest features, Extra Edition, and more.


facebook icontwitter iconyoutube iconLinkedIn i con