In the Air - HRAI Industry News

Opportunities abound in HVACR wholesaling and distribution, but what does it take to build a career in this fast-evolving corner of the industry? This is a question many young professionals are considering as they move up within their family businesses or find themselves in the wholesaling and distributing end of the HVAC business as part of their career journeys. It's also a question posed in an insightful article at the Distribution Strategy Group, From Entry Level to Executive Level: 3 Skills That Matter Most. 

“Right now might be one of the best times in history for young professionals who are establishing their career in the wholesale distribution industry,” says author Mark Bray, a US wholesaling and distribution specialist. “As the baby boomer generation is rapidly retiring, distribution leaders across the country are handing over their responsibilities to younger generations in the workforce.” 

Now is the time for the next generation of leaders to prepare themselves, Bray continues. This requires more than beefing up LinkedIn profiles and adding fancy titles to a resume. It's about taking proactive steps to hone foundational skillsets that will serve them well at any career stage. Those skills include: 

Problem-solving: The HVACR industry is always evolving. Wholesale and distribution professionals need to be agile and innovative when it comes to overcoming industry challenges, speedbumps, and client issues as they arise. Developing a positive problem-solving mindset is key, especially as young professionals work their way up into leadership positions.  

Selling: “Successful professionals know that there are two things they must always be selling: themselves and their ideas,” writes Bray. “A person might have the best ideas around, but those ideas will fall short if they can’t influence other people to buy into them. Being able to sell your ideas can help you gain support, secure resources and ultimately bring your vision to life.” 

Relationship building: The wholesale distribution business is rife with innovative technologies and tools, but it is still a people business at its core. Those intent on enjoying a lasting and rewarding career benefit from understanding how to build and foster healthy, lasting, and trusted relationships with their customers. 

“Unlike in retail and other industries, the people we interact with each day in wholesale distribution are often around for many years,” says Bray. “Most distributors rely on repeat business-to-business transactions. Professionals who nurture these business relationships – some of which last for decades or entire careers — will tend to win more repeat business and experience far greater success than those who do not.” 

There are many other skills that future HVAC distributors and wholesale leaders would do well to hone in their career journey. However, learning how to be a more effective problem-solver, seller, and relationship-building is key to building a base on which a young professional's career will thrive. 

Read more in the article, From Entry Level to Executive Level: 3 Skills That Matter Most.