Today, HVACR distributors rely on enterprise resource planning (ERP) software to handle nearly every level of their operations. Vendor data, turns, dead stock, cycle counts, sales margins, and much more can be accessed directly from a computer or, in some cases, a mobile device.

George Pattee succeeds Joseph C. Nettemeyer, president and CEO of Valin Corp.

Amazon achieved $178 billion in sales in 2017, which was a 31 percent increase over its 2016 sales numbers. The company is expected to reach $230 billion in sales in 2018. So, how is the company making money so quickly, and what does it mean to your HVAC wholesale business?

“Toshiba has a legacy of innovative industrial solutions that are a natural fit for IAC customers,” said Darrell Smith, president, IAC. “We welcome the opportunity for new business and look forward to working together to exceed the expectations of our customers.”

DT spoke with a handful of contractors and distributors who experienced exceptional success in 2018 and asked them what worked in 2018, what didn't, and how things are shaping up in 2019 and beyond.

No matter how you choose to work with your channel partners, developing a cooperative and meaningful relationship that encourages them to share important data with you can be the key to boosting profits.

What happens when digital-buying millennials increasingly take over B2B buying, and they find lower prices for equal or better goods from online sellers?

“No matter what position you hold, you must always treat people right,” Reeves said. “People are a resource. Serve your fellow man/woman to the best of your ability, and the service will always be returned.”

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

“Like many other leaders, I’m an ambitious person and always looking to advance my career; however, I truly aspire to be known throughout the company and the industry as being a great leader, mentor, and coach,” Raimondi said. “If there is any advancement in position, it should be a result of that achievement.”