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.”

Price increases are caused by numerous factors, including tariffs, tightness in supply chains, the cost of freight, shortage of drivers, constraint of product, the never-ending threat of interest rates, and more

Examining the challenges dealers and distributors are bound to face when attempting to implement a market-share-centered incentive program.

For many wholesalers, HVACR distribution runs in their blood. This is evident by the ample number of second-, third-, and fourth-generation owners leading wholesale distributors nationwide.

RectorSeal’s has exhibited a 600 percent sales growth over a 10-year span as a Key Wholesaler Group vendor.

“I feel like I learned this industry through trial and error with no one paying attention to everything around me," Miller said. "The industry has changed so much, and I don’t think anything is the same as it was 17 years ago.”