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
Current State of Distribution
- Get a clear picture of how sales, margins, and inventory are trending for your distributor partners
Distributor Relationship with Strategic Suppliers
- Ranked importance and ratings across various performance metrics
- Key pain points and positives
Distributor Relationships with Non-Strategic Suppliers
- Ranked importance and ratings across various performance metrics
- Understanding how strategic and non-strategic suppliers differ on these metrics
What do distributors want?
- Accurate and timely info
- Better partnership, especially in the planning and demand forecasting process
- Supplier collaboration to better understand markets
- Access to high quality product data to serve e-commerce expansion
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.
