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I had the opportunity to visit a local HVACR supply house branch lately.

Here's how to simplify and focus your business.

Use advertising, promotions and public relations to drive clients into your showroom.

The best opportunities for increased sales are right under your nose.

Imports are creating problems for many industry citizens, but the cure is worse than the disease.

With good people, business ethics becomes a matter of establishing boundaries and clearly communicating them.

History has proven that wholesalers serve a valuable and irreplaceable niche in the industry.

I know for a fact that wholesaler showroom margins can achieve the 35% to 40% level. Wholesalers would be smart to set monthly/yearly sales and gross profit goals and then tie incentives/commissions/rewards to achieving these goals.

Wholesalers have more influence on their purchases than commonly thought.

Tie the company's mission and strategic plans into the individual employee's daily tasks.