Lohmiller, based in Denver, Colorado, offers “value at every turn,” Brooks said. He added that the company acts as a partner, helping customers through training, technical support, marketing, and incentives. 

“We really have a holistic view of the customer’s entire business — and I don’t care if it’s a residential new construction contractor, residential replacement dealer, or big mechanical commercial contractor,” said Brooks. “We look at their business and say, ‘OK, what needs do they have? What problems are they trying to solve?’ And then we try to be that solution and partner.” 

Lohmiller, which also does business as Carrier West, is this year’s Best Distributor to Work With, one of three Champions of Distribution honors, introduced this year by Distribution Trends and The ACHR NEWS to recognize top companies and individuals in HVACR distribution. 

The company was nominated by Samantha Houchin, owner of The Weather Changers, a residential HVAC contractor in Denver. Weather Changers does business with Lohmiller’s Denver branch, and Houchin said the distributor has made her company better. 

“We are a national award-winner today, and we would not be without the partnership we have with Lohmiller,” Houchin wrote in her nomination. “They do not just fill orders. They make sure we have everything we need to succeed, and then they show up again the next day to do it all over.” 

Lohmiller keeps a robust inventory of equipment, parts, and material, and has “a support structure that actually shows up,” Houchin said. 

“From the parts counter to the delivery drivers to their technical support team, every person at Lohmiller plays a role in helping their dealers grow,” she said. 

Houchin added a shout-out to Lohmiller’s Jimayne Dutton, whom she called the GOAT of territory managers. 

“She has been an advocate for our company and has helped us grow our business into where we are today. Without her support and advocacy, I’m not sure what our company” would look like, Houchin wrote in an email. “She makes sure we are capitalizing on every program, rebate, and feature our manufacturer provides.” 

Lohmiller was founded in 1991 by Chuck Lohmiller; Brooks was hired that same year as a residential territory manager tasked with expanding what was then a tiny share of the residential market. He started his HVAC career in 1986 as a truck driver. 

“I can honestly say I’ve held every job from truck driver to CEO and everything in between,” he said. 

The company is now owned by Brooks, Mark Brown, vice president of commercial sales, and Roger Lee, chief financial officer. Lohmiller has four locations, all in Colorado, and its territory is made up of the entire state and the southern two-thirds of Wyoming. Revenue is expected to exceed $300 million this year.  

There are 219 employees, Brooks said, including more than 20 engineers. “I’m the largest small distributor in the country,” Brooks said. “Nobody sells more gear out of four locations than we do.” 

Lohmiller’s customers include not only contractors, but consultants and project designers.  

Brooks said Lohmiller is one of the few distributors working in all five HVAC verticals: Residential new construction, residential add-on and replacement, commercial spec, commercial replacement, and heavy applied.  

SITE VISIT: Carrier and Lohmiller & Co. personnel visit a jobsite at which Lohmiller, a Colorado-based HVAC distributor, is involved. Site visits are an important part of partnering with customers, says Lohmiller President Tim Brooks. From left are Nick Arch, vice president and general manager, North America Residential Solutions at Carrier; Carrier Chairman and CEO David Gitlin; Mark Brown, vice president of commercial sales at Lohmiller; Clint Nebeker, Lohmiller customer assurance manager; and Brooks. (Courtesy of Lohmiller & Co.)

That kind of diversity is a major plus in a seesawing economy. When one market sector is down — such as residential, which “really took it on the chin last year” — there are others on which to focus, Brooks said. 

“I think that makes us a good partner for our customers,” he said. “We’re not making frantic knee-jerk reactions. ... We don’t have to go through reductions in the workforce. We don’t have to do any of that nonsense. We just simply identify what vertical we need to concentrate on.” 

Brooks said the partnerships Lohmiller builds with customers require the company to be intentional in its approach toward them. 

“We’re very candid,” he said. “We ... have conversations right up front and try to figure out, you know, ‘Where are you and where do you want to be?’” 

One former customer, he said, was a residential replacement contractor totaling about $600,000 in annual revenue when Lohmiller started working with it. 

“Two years ago, they were doing $13 million, and the guy exited the business and sold to private equity for $23 million,” Brooks said. “So, he simply followed our recipe ... [and] allowed our territory manager to act as a consultant and really help him.” 

The company is also intentional about building its culture, Brooks said. Fairness, reliability, leading by example, collaboration, and a focus on the well-being of the company and the community are values shared on the Lohmiller website.  

“We wake up every day, and we care. And I think that’s a big deal,” he said. “We think about customer success as, you know — that’s the fiber of who we are. It works. It definitely works.”