The average annualized sales growth for the 12 months through July 2019 is 8.7 percent.

The company, which began in 1963 and started by carrying one product line, now stocks more than 275 HVACR product lines such as Honeywell, Johnson Controls and Danfoss.

To assist leading distributors in transforming their social selling practices, the NAW Institute for Distribution Excellence is partnering with Texas A&M University on the new research consortium.

Having a great team can make or break your showroom. There has been a lot of discussion and practices-sharing lately on how to hire a great team — and equally as important, how to keep that team.

If a person can articulate reasons for doing the desired behavior, you are steering him toward the desired outcome because people believe their own reasons more strongly than the motives of others.

Distribution is a competitive business with thin operating margins. The difference of a few percentage points on a product can make the difference between a sale and losing a sale.

A manufacturer’s salesforce can take many forms — internal sales, external sales or partner with a manufacturer’s rep firm to represent the company and its brand.  A manufacturer’s representative is an integral part of the industry channel and  an extension of the brands it represents. 

Creating an environment for employees to prosper personally and financially enables businesses to flourish. And reducing barriers to opportunity enhances a company’s growth, as investing in your employees inevitably increases productivity and, ultimately, your bottom line. 

After taking a dip in 2018, spending in the U.S. power industry for pipe, valves and fittings is forecast to continue to rise through 2020, as project activity in various sectors increases.