Category: Loftus

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 —>

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.

“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…

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…

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…

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…

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…

“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…

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