Voice of Distributor

As a concept, 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. As the inaugural edition of that effort, this report sets the benchmark 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?

• The Current State of Distribution

• The Post-Covid Distributor Business

• Distributor Relationships with Strategic Suppliers

• Distributor Relationships with Non-Strategic Suppliers

• Universal Themes

• What Do Distributors Want?

METHODOLOGY

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:

• Results from a survey of 78 executive-level distributor representatives on business performance and sentiments.

• 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 2023-24 State of the Channel report and anonymous distributor business data from various HARDI performance benchmarking programs.