Darrell Sterling

New Year, New Goals

It’s the season to review what works, set new goals, and plan for the year ahead

January 14, 2026

If you fail to plan, you are planning to fail, as the saying goes. Take time to reflect on the past year, gather relevant input, and set goals for distribution sales success in the year ahead.

Distribution Trends

Efficient Warehouse Organization Helps Keep the Customers Happy

Darrell Sterling

July 24, 2025

Safety, efficiency, and having a project champion are keys to a well-organized HVACR warehouse.

From Notes to Numbers: Using CRM Data to Strengthen HVACR Customer Connections

‘Knowledge is Power’ — sales tools are great, but using them for better results takes time and discipline

Darrell Sterling

May 15, 2025

Investing in the right sales tools, and using them to track conversations, keep track of data, and prep for each follow-up call, can lead to increased sales.

How Distribution Businesses Should Be Planning Ahead for 2025

Give employees the chance for input — and buy-in — on business goals for the new year

Darrell Sterling

January 22, 2025

The old adage still holds: Fail to plan, plan to fail. Employees should be given a voice in the planning process.

Tracking HVAC Sales Programs

Improve sales programs by asking questions, analyzing past successes (and failures)

Darrell Sterling

September 18, 2024

Don’t go with the same old, same old when it comes to seasonal sales programs. Find out what’s worked and what hasn’t, and ask trusted customers what they want.

Growing E-Commerce for HVAC Companies

To turbocharge your online sales, first sell contractors on your B2B site

Darrell Sterling

July 14, 2024

Your e-commerce site might not have all the bells and whistles that your competitors’ sites have, but if you can sell your contractors on it, and on the benefits of purchasing online, you can boost internet sales.

Maximizing Relationships with HVAC Vendors

Meeting in person, being a reliable partner will go a long way with vendors

Darrell Sterling

April 4, 2024

You need to convince your vendor partners that you are honestly looking to grow their business and are serious about making that happen.

Planning For Growth

Knowing your customers’ plans for the new year can help you make your own

Darrell Sterling

January 13, 2024

You will discover a lot about your relationships as you inquire about your customers’ growth plans for the upcoming year.

The Distributor as a Contractor’s Partner

Helping boost service department profitability can win business with contractors

Darrell Sterling

November 25, 2023

Service technicians typically feel that their employers are making a ton of money in the service department, and that they charge too much for their services, when in reality the opposite may be true.

Harnessing Technology for HVAC

Help customers find software solutions for their inventory issues

Darrell Sterling

September 23, 2023

The average tech thinks the service department is a giant money maker when in reality it is typically the least profitable part of a contractor’s business.

On Demand As AI workloads and high-density computing push traditional cooling methods to their limits, the data center industry is accelerating the adoption of next-generation HVAC technologies.

In this webinar, we'll walk you through exactly what to get in place before you add AI to your business. You'll leave with a clear picture of where you stand today and a practical action plan to set yourself up for real results.

Darrell Sterling

ARTICLES

New Year, New Goals

Efficient Warehouse Organization Helps Keep the Customers Happy

From Notes to Numbers: Using CRM Data to Strengthen HVACR Customer Connections

How Distribution Businesses Should Be Planning Ahead for 2025

Tracking HVAC Sales Programs

Growing E-Commerce for HVAC Companies

Maximizing Relationships with HVAC Vendors

Planning For Growth

The Distributor as a Contractor’s Partner

Harnessing Technology for HVAC

Sign Up. Stay Informed.

The #1 trusted source for the HVACR industry since 1926