HARDI BLOG

HARDI Advocacy 2018 Midterm Election Recap & 2019 Outlook   The following article is a blog post from Palmer Schoening, HARDI Vice President of Government Affairs & Alex Ayers, HARDI Director of Government Affairs, on the 2018 midterm election results and the road ahead for HARDI Advocacy.   Go to Article —>

The Passion, The Spark, The Legacy The following article is a blog post from Emily Saving, HARDI Executive Vice President, on the origin of the 2018 Annual Conference Theme: Legacy.   Go to Article —>

The following article is a guest blog post from Brian Loftus, HARDI Market Research & Benchmarking Analyst on the importance of analytics & business intelligence (ABI).   Go to Article —>

The following article is a guest blog post from Chris DeBoer, HARDI Director of Marketing & Sales on the ongoing recruitment documentary project.   Go to Article —>

The following article is a guest blog post from Brandon Bateman, Director of Product & Supply Chain at Airefco, a HARDI distributor member based in Oregon.   Go to Article —>  

The following article is a guest blog post from Devin Ferriera of HMI Performance Incentives, a HARDI Proven Vendor.   Go to Article —>

Go to article >> HARDI’s Market Research and Benchmarking Analyst compares recent sales performance of HARDI distributors to temperatures recorded across the country. This article was published in the July 2018 edition of the Data Driven Newsletter.

  Go to article >> Heller is one of the speakers at HARDI’s upcoming Marketing & Sales Optimization Conference in Miami from June 3–5, where he will be discussing “The 10 Commandments of Distributor Marketing in the Age of Amazon Business” with attendees.

87% of millennials say professional development or career growth opportunities are very important.   Being able to connect with millennials, which I know is just the hottest topic around these days, is absolutely a challenge. I’m a millennial myself, and I can confirm there is no one-size-fits-all solution for connecting with my generation. We’re the ones who grew up with computers and the internet at our fingertips from a young age. We’ve been exposed to…

“How’s business?” is a complicated question. We can imagine a variety of ways Distributor A or B would respond to the question “How’s business?”   While sales growth may be the oxygen of the enterprise, how expensive it is to get those sales out the door is what matters. Distributor A and B can evaluate the quality of their top line with turn-and-earn or lines per order. Profit can be evaluated by the gross profit…

  One of the remarkable things about HARDI is the coalescence of industry expertise from so many points of view. Every time HARDI welcomes a new member we contribute to this body of knowledge, and our industry adds another tool to unlock even greater potential.   One such company was on my mind recently, as the HARDI staff recently closed out our 2017 fiscal year and looks to complete the annual employee goal-setting cycle with…

The following article is an excerpt from the 2.20.18 Data Driven Newsletter.   Do you think “Amazon Update” should be a regular section of the DDN?  The news releases from Seattle frequently spark as many reactions as tweets from 1600 Pennsylvania Avenue.  Many of our conversations each week begin with “did you see ..” or “OMG can you believe what they are doing now!?”  There were two items recently with implications for our channel. The first…

We did it. Another year in the books. And for HARDI, what a great year it was. We started this quarterly newsletter as a way to take a step back, check in, and give you a big-picture look at what your organization is up to. With this being the inaugural Winter Edition Thermostatus, we thought this is the perfect opportunity to report some of the growth milestones we achieved in the last year, while also…

The daily business of HARDI members, as well as the business of HARDI itself, is far more complicated today than when I first came to HARDI in 2006. The stakes for our members and their association also seem to be significantly higher as opportunities generate greater rewards while mistakes come at steeper costs. Clearly the one ubiquitous lesson learned by HARDI members – and the association – after the great recession of 2009 was how…

No, this is not an economic forecasting article or the debut of a new passion about consumer product safety. It is, however, intended to be a warning shot of an epidemic I see spreading quickly across our world, society, and industry. I’m not sure whether it’s due to unprecedented access to and influence of technology, or a world that keeps getting bigger, faster, and more complex, or a failure of too many to master critical…

As featured in the previous, inaugural Thermostatus newsletter, the HARDI community is no stranger to coming together for a good cause. We see this materialize in how many HARDI members are jumping on board with and continue to get involved in our efforts with Homes For Our Troops. But more recently, we’ve seen many of you heed the call again in support of those in our community who have been affected by these natural disasters…

Never been to a HARDI Annual Conference before?   Here’s your shot at a FREE registration (worth $1,000!!) in 3 easy steps:   1. Go to nova2017.com/speakers and check out all the speakers and sessions we have lined up this year.   2. Fill out and submit the short survey here.   3. Cross your fingers and wait to hear the winner announced on Tuesday, October 17th!     Contest requirements:   *Only employees of…

Honestly, how often do you get the luxury of really thinking about what you’re working on? Pausing and allowing time to be creative, strategic and thorough versus just simply checking it off the list and moving on?   While the work that we do at HARDI covers a lot of ground and moves at a quick pace, year after year we find ourselves moving quite slowly in the preparation of our Annual Conference content. The…

To assist companies and individuals who store, install, and operate mechanical systems in areas that have been involved with flooding, the following recommendations have been prepared by the Air Conditioning Contractors of America (ACCA), the Heating, Air-Conditioning, and Refrigeration Distributors International (HARDI), and the Air Conditioning, Heating, and Refrigeration Institute (AHRI).     What to do with Warehoused Equipment at Contractor or Distributor Office Location     • Contractors and Distributors may have un-opened HVAC…

Businesses are like any living organism that must continually evolve to survive.  Customer expectations drive change in every industry.  Distributors are focused on applying the latest advancements in communication and technology to deliver customized services faster to meet increasing customer expectations.  The path is not clear and the stakes are very high.   In 2013, the HARDI Foundation asked Indian River Consulting to investigate how distributors create demand.  One of their findings, as summarized in…

The inability of Congressional Republicans to pass legislation which would repeal, replace, modify, alter or any other verb you may like, the Affordable Care Act has raised the stakes on the GOP to pass something substantive on the tax front.   You may hear the term “tax reform” regularly, but doing comprehensive tax reform is one of the heavier lifts that can be undertaken by the Legislative Branch (it was last done in 1986). Unlike…

Yes, Philadelphia is the home of authentic cheesesteaks and yes, those of us from Philadelphia are very critical of any foreign attempts to replicate a true cheesesteak, but we also grow tired of every national telecast of a major event giving the impression that all we do in Philly is eat cheesesteaks all day.  It’s taken eleven years since I joined the HARDI staff until a HARDI event is taking place in my hometown and…

I don’t have cable TV. I’m a good representative of a growing trend emanating from my generation where I mooch off my parent’s Netflix subscription, my sister’s Amazon Video subscription, and my soon-to-be mother-in-law’s HBO Go subscription (I have to get my Game of Thrones fix somehow, right?). I don’t watch much TV to begin with, as most of my entertainment fix comes from my phone or computer through the internet. But one thing that…

A boomerang is an object that you send out which returns, generally unbidden, to harm you.  Some unwise draftsmanship in policies and handbooks can have that same effect.  One thing to avoid in policies:  do not promise ‘fairness’ or ‘equal treatment’ to employees.  Sounds Draconian, I know, but hear me out. These terms imply that the Company will always provide fair or equal treatment (whatever that may be) regardless of legitimate differences among employees, such…

We frequently hear about the challenges associated with warranty processing so were thrilled to hear from a member who suggested we start a Warranty Process Manager’s Users Group.  Member’s have developed their own routines for processing warranties and service bulletins.  This member told us, “I am interested in learning best practices, finding out about what processing metrics are being tracked, and having a forum to explore strategies to tackle challenges.”   The HARDI Board of…

  On May 24, over 100 HARDI members participated in the HARDI Congressional Fly-In. These members took time from their busy schedules to come to Washington and meet with more than 200 offices, in addition to a Q&A session with White House personnel, and meet with key Congressional Committee staff.   Anyone who has walked past a television in the past few months would believe that political tensions would be at an all-time high. And…

The following letter was written by Richard Cook, of HARDI member Johnson Supply, to the editor of the Star Telegram (Fort Worth, Texas) in response to an article attacking LIFO published last month.   I write to you in response to the April 24th article in the Star-Telegram, which details Congressman Roger Williams’ support of the Last In, First Out (LIFO) inventory accounting method. As someone who is deeply aware of LIFO, its utilization, benefits…

The distribution business is one of the rare instances where the phrase “if you are not getting better, then you are getting worse” applies.  The sales per employee is growing faster than the gross margin dollars per employee.  The variety of available products is growing each year, resulting in more parts to be stocked.  Non-traditional competitors are entering markets via Google and squeezing prices, but customers still expect their orders to be fulfilled accurately and…

     Last fall, HARDI member Fujitsu opened up a New York City collaborative space aptly named the “Air Stage” after their Airstage line of products. Located on Broadway overlooking Times Square, this space is more than just a showroom, designed as a “learning and sharing center” where people from all aspects of the HVACR industry can come together to discuss or create projects and ideas. Architects, engineers, building owners, contractors, energy consultants, and any…

NATE is celebrating its 20th Anniversary this year, which is both exciting and bittersweet (I have been supporting NATE since the beginning, which means I am getting old!).   I am honored to have been selected as NATE’s 2016-2017 Board Chairman and I appreciate the opportunity to work with NATE COO John Lanier and the rest of the NATE team to continue to build upon the success NATE has experienced over the last several years….

I celebrated my 10th anniversary with HARDI last May, just over five years as CEO and it’s amazing how fast time has passed. What surprises me even more is how often I now find myself unable to recall why we do some things certain ways, despite having seen just about every process and procedure change in some way over these 10 years. Institutional knowledge is one of the most powerful assets any successful company has, while…

“Revolutionizing the HVAC/R Marketplace” is the title of the presentation Watsco delivered to the investment community last month. Innovative application of technology is transforming competition in every market including HVACR distribution. Deploying mobile device is the first step. It enables the customer to be more efficient and allows the distributor to operate more effectively.   Technology is allowing Watsco and every distributor to take the second step of operating more efficiently to support their customers…

Currently I am sitting in a waiting room waiting for my car’s rear window to maybe be replaced after some lovely soul decided that a great New Year’s Eve joke would be to come and smash it in.   Lucky me. 2017 off to a great start.   Anyways, I gave my insurance a ring on Sunday letting them know about the predicament I was in. Soon I realized that an insurance claim would cost…

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