About 5 percent of SKUs are extremely net-profitable. Why not target those for especially high fill rates?

“One of the greatest things I get to witness is when customers walk into a branch and our branch teams know them by name,” VanHuss said. “We build relationships in this industry.”

In the summer of 1985, from a garage in Anaheim, California, Dion Quinn drafted the budgets for his first company using an Apple II computer. Thirty-four years later, his company, AC Pro, a family-owned HVAC distributor and manufacturer based in Fontana, California, employs 400 employees across 17 locations in Southern California and southern Nevada.

The very best salespeople know the most powerful sales presenters are not themselves but their customers.

Regardless which path an owner picks, his or her exit will likely be the largest transaction he or she will ever conduct — one that should be handled with extreme care. Here are some tips from a group of advisors who are well-versed in helping HVACR distributors make crucial business decisions, including exit planning.

Dynamic Systems Inc.’s l Stand-alone Mobile Inventory Application (SMIBA) uses barcodes to manage inventory and upload the information to any accounting system.

It’s not out of the ordinary for an HVAC contracting company to share a building with another business; however, in this case, both businesses share equal ownership by the Squires brothers.

Distributors can create a market advantage for themselves and their customers by responding to shifts in consumer behaviors as well as providing marketing and advertising options that are aligned with current trends.

From its humble beginnings in Madison, Wisconsin, to its modern-day distribution enterprise that includes 52 locations stretching from Ohio to Idaho, the company continues to deliver the right mix of personalized services, expertise, training, and products necessary to fulfill the needs of HVACR contractors when and where they need it.

Jeff New, President of Mid-City Supply, in an interview with Herb Woerpel, shares about the history of Mid-City Supply and talks about how the company grew from 1 to 8 branches and what it's like to work with family.