With the onset of the global pandemic, HVAC companies have been tasked with understanding just how the sales channel stands to be affected. While wholesalers, manufacturers, and distributors turn their attention to the individual effects on their businesses, unfortunately strategy regarding channel partnerships and the influence of partner behavior can take a back seat.
Although many factors of business have suddenly changed, the need for increased visibility within the channel is not new and only adds more to the current burden faced by manufacturers and distributors alike. As the HVAC industry fights to keep business strong, channel incentive programs have become more important in encouraging the growth of business and overall channel enablement.