Voice of Distributor
The HARDI Voice of Distributor project was launched in 2024 with the objective of providing the suppliers of HVACR products and materials with a comprehensive summary of the current state of HVACR wholesale distribution, and an assessment of how the needs of the channel are expected to evolve in the years to come.
Voice of Distributor was born from a recognition that HVACR suppliers are in need of a clear, concise summary of the performance, challenges, and opportunities present within the wholesale distribution channel. Now in its second year, this report combines data collected in 2024 and 2025 to set benchmarks for future analyses and serves as a crucial tool for suppliers aiming to enhance their partnerships with distributors.
This report would not be possible without the generous support of HARDI members from around the country who graciously provided their time and expertise to this project. Their insights, and the insights contained herein, are intended to drive better outcomes and enable the mutual success of HVACR distributors and their suppliers.
What's in the Report
Profitability Constraints
- Discover what distributors say is limiting their profitability
Inventory and Lead times
- Learn how distributors are weathering heightened inventory and how it's impacting cash conversion
Marketing and Product Innovation
- Discover how supplier marketing and advertising support compares to what distributors say they really need
Communication and Transparency
- Discover how misaligned messaging around pricing, service, or expectations is impacting distributor margins
Here's just a sample of the types of data you'll find within the contents of this nearly 70 page report:
METHODOLOGY
The 2025 Voice of Distributor Report was shaped by feedback from more than 150 distributor representatives gathered across 2024 and 2025. Because of our trusted relationship with Distributor members, the HARDI team is uniquely positioned to collect and analyze the most relevant, accurate and important data in the industry. We used primary and secondary research methods to create the Voice of Distributor report. Our analysis includes:
Recordings, transcripts, and notes from 60-minute interviews with senior leaders from 15 distributor companies, discussing their business state, supplier relationships, and future expectations.
Supplementary data from our 2024-25 State of the Channel report and anonymous distributor business data from various HARDI performance benchmarking programs.
