HVAC distributors should strive to practice good-pricing hygiene.

When multiple cognitive biases reinforce one another within a group, irrational beliefs will take over. This, according to Charlie Munger, is the Lollapalooza Effect.

About 5 percent of SKUs are extremely net-profitable. Why not target those for especially high fill rates?

Distributors selling commodity brands must create and sell better service value solutions for the most (potentially) net-profitable customers within their account base.

What happens when digital-buying millennials increasingly take over B2B buying, and they find lower prices for equal or better goods from online sellers?

Why do most distributors choose to not believe in and then fix the losses hiding within their aggregated and averaged-out financial numbers?

What is the minimum annual gross margin dollar amount an account must yield to support a rep relationship? The short answer is at least $4,000 in gross margin/year, assuming a net-profitable average order size.

Using analytics and some field research, you can discover that the best accounts have some traits in common that make an account profitable.

Having two piles of inventory at two facilities with doubled handling costs loses money at wholesale list mark-up prices.

Decide what your No. 1 dumb activity is. Measure it, rank it, experiment small, learn, nudge to scale, and increase profits.