Beyond the Wholesaler-Only Model

The way HVAC and electrical installers purchase products is changing. While wholesalers continue to play an important role, buying decisions today are influenced by a wider range of factors and channels.

In this webinar, Beyond the Wholesaler-Only Model, we explore how installers across Europe actually decide where to buy. The session examines the evolving role of wholesalers, the growing use of alternative and online suppliers, and the practical considerations that shape day-to-day purchasing—such as availability, pricing, delivery speed, technical support, convenience, and trusted relationships.

Drawing on recent European market insights, the webinar provides a clear view of how the distribution landscape is evolving and what this shift means for manufacturers, distributors, and wholesalers. It offers practical perspectives on how companies can adapt their channel strategies and remain relevant in a market that is no longer defined by a single route to market.