Distribution Trends

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Controls Group North America (CGNA) met in Chicago on Sept. 7-8, for its 2017 Fall Synergy Conference.  “Engagement ” was the theme of a very focused and elite event to connect and “engage” the Member distributors and preferred vendors of the top controls group in the industry. 

Heating, Air-conditioning & Refrigeration Distributors International (HARDI) released its monthly TRENDS report, showing average sales for HARDI distributor members declined by 1.5 percent in August 2017.

Without people, distributors basically become an empty warehouse, a collection of well-used computers and an assortment of worn out office furniture. Speaking with an assortment of folks looking to purchase distribution businesses — from inside and outside the industry — the conversation typically revolves around three major points — profitability, solid customer relationships, and stability of people.

With the continued and growing industry discussions on the pros and cons of HVAC equipment available online and through retail sales, Navien has taken a strong position in support of wholesale distribution only to professionals and against consumer-purchased equipment.

ECR Intl. recently held its ECR Expo at the Twin River Casino in Lincoln, Rhode Island. The 2017 ECR Expo welcomed wholesalers, contractors, and industry partners to its indoor trade show and outdoor live-fire demonstrations. This was the first event of its kind for ECR Intl.

Listening skills may not be the first thing that comes to mind at a plumbing and heating supply house. During one of my treks, I made the time to acquaint myself with the front counter people. I usually find an abundance of insight, smiles, and good service lessons to learn from those who work the counter. Similar to any organization, when you really want to know what is happening, ask the folks on the front line. Doing this will almost always reveal the unvarnished truth.

Daikin Industries Ltd. (DIL) continues to expand its business here in North America. Daikin North America LLC (DNA), a subsidiary of DIL, recently announced an important alignment with Thermaltech LLC. Thermaltech will become DNA’s representative for variable refrigerant volume (VRV) and light commercial product sales and support in western Pennsylvania, southeastern Ohio, northern West Virginia, and western Maryland.