The TECHtrepreneur · Distributor initiative
What are you doing
to grow the other 80%?
A small-contractor growth strategy for HVAC distributors.
Your major accounts deserve your attention. But there may be an overlooked growth opportunity sitting inside your existing customer base: smaller contractors with technical ability, entrepreneurial ambition, and tremendous untapped potential.
Help great technicians become great owners.
A simple starting point for stronger contractor relationships.
Your next big account may already be buying from you.
A growth opportunity hiding in plain sight
Look beyond today’s biggest accounts.
Consider the familiar 80/20 pattern: a relatively small group of larger, more business-savvy accounts may generate most of your revenue. What could happen if you helped more of your smaller accounts grow?
They may simply need a little encouragement, education, inspiration, and attention.
What would happen if your team helped just a few smaller, technically capable contractors become stronger business owners?
Why your team is well positioned
Small contractors can become significant customers.
Many of today’s strongest contractor accounts began with one truck, one technician, and one owner trying to figure out the business side of the trade.
1
They already know and trust you.
Your team may be among the first and only business relationships these entry-level contractors have developed. Your trust, confidence, and guidance carry more influence than you may realize.
2
They need more than equipment alone.
Most small owners understand HVAC systems, repairs, and installation. What they often lack is a practical roadmap for leadership, financial management, marketing, sales, and business growth.
3
Their growth contributes to your growth.
As a contractor adds technicians, vehicles, customers, and revenue, that business naturally purchases more equipment, parts, supplies, accessories, and services from its favorite distributor.
Start small
A simple five-step strategy.
You don’t need to create a contractor academy or launch an expensive consulting program. Start with a book and a few promising relationships.
1
Buy one book and read it.
Begin with a single copy of The TECHtrepreneur: From Great Techs to Great Owners. Read the story, consider the lessons, and decide whether its message reflects the journey your smaller contractors are experiencing. If it makes sense, go to step 2.
2
Equip your sales team.
Purchase a copy for every employee who interacts with contractors, including counter salespeople, inside sales representatives, territory managers, outside salespeople, branch managers, and sales leaders.
3
Place books in your branches.
Put several copies on your counter or store shelves. Make the book visible to the contractors who visit your locations every day and create opportunities for conversations about business growth.
4
Identify ten up-and-coming contractors.
Ask each sales representative to identify ten small contractors who demonstrate technical ability, integrity, ambition, and the potential to build something larger.
5
Give them the book personally.
Write a brief personalized note inside each copy, hand it to the contractor, explain why you believe in their potential, and encourage them to begin the journey.
Equip your people to encourage theirs
Turn your team into contractor-growth champions.
Your sales representatives already know which small contractors are working hard, treating customers well, paying their bills, and showing signs of growth.
Give your team a reason to look beyond today’s purchase order and consider what each promising contractor could become over the next three, five, or ten years.
This is a practical, affordable way to help owners see the possibilities and begin deeper conversations about goals, business challenges, leadership, profitability, and growth.
Plant seeds for the future
A small investment with significant upside.
You’re not trying to transform every small account overnight. You’re planting seeds with contractors who may already have the ability and ambition to grow.
Help ten current contractors begin thinking like business owners. If even one embraces the ideas and grows, the additional purchases could repay that investment many times over.
Start the process
Buy one. Read it. Share it.
One simple gift can help a promising contractor become a better business owner while helping you build a stronger, more loyal customer base for the future.