MARCH 2025
IN THIS ISSUE
A MESSAGE FROM THE CEO
CEO’S MESSAGE
Dear BLUE HAWK Community,
We look forward to celebrating BLUE HAWK’s 20th Anniversary with our Members and Partners at the 2025 Annual Conference in NYC! Over the past two decades, our cooperative of independent HVACR distributors has become stronger, fueled by shared values, transparency, and collaboration. This milestone is a testament to our collective dedication, and we thank every Member and Partner who has contributed to our success.
Furthermore, we share the global enthusiasm for the United Nations’ 2025 International Year of Cooperatives. This UN declaration highlights the importance of cooperative initiatives in fostering sustainable and resilient economies. As a cooperative, BLUE HAWK embodies these principles, and we can continue to strengthen our collective future together.
However, we recognize the uncertainties within the HVACR market. The ongoing A2L regulatory transitions, evolving tariffs, and shifting economic factors present challenges that require our collective attention and adaptability. Navigating these changes together ensures that we continue to thrive despite market fluctuations.
Supporting our approved Vendor Partners is more important than ever. Our partnerships drive stability and mutual growth. By prioritizing and promoting these relationships, we strengthen BLUE HAWK and enhance our value to the HVACR supply chain.
Thank you for being an essential part of BLUE HAWK’s journey. Here’s to celebrating 20 years of collaboration, and we are looking forward to helping our Members and Partners succeed and prosper.
GROW WITH BLUE!
Lance Rantala
CEO
BLUE HAWK
IT’S ALMOST TIME TO
CELEBRATE 20 YEARS
of BLUE HAWK!
We’re counting down the days until we see you in
New York City from April 30 – May 2, 2025, for an unforgettable celebration of 20 years of co-op greatness!
Get ready for inspiring meetings, great food and friendship, exciting activities, and a nostalgic journey through our shared history.
This is one conference you won’t want to miss!
The BLUE Tie Affair is a celebration of BLUE HAWK’s 20th Anniversary. Guests are encouraged to dress to impress!
Men – that could mean a classic tuxedo, suit, or a sharp sports coat with jeans (bonus points for BLUE ties!). Women can opt
for a chic cocktail dress, a fun, dressy pant suit, or stunning evening gown. Whatever style you’re comfortable in,
we’re comfortable with, just come ready for an
unforgettable night on a NYC rooftop!
Don’t Miss Our 20th
Anniversary Celebration!
Get ready for an spectacular night at our BLUE Tie Affair — celebrating the first 20 years of BLUE HAWK!
Join us on a stunning NYC rooftop for an epic celebration high above the city! Let’s toast to the achievements of the best cooperative in the HVACR industry. Together, we’ll honor our amazing Members, Partners, and the shared journey that has made BLUE HAWK the best purchasing entity in the HVACR industry. Come enjoy an evening of celebration, camaraderie, and looking ahead to the next 20 years of growth, innovation, and success.
We can’t wait to celebrate with you!
SPONSORED BY:
BLUE HAWK Gives Back 2025
Vision Beyond Sight
This year, those who signed up for the Gives Back event will give their time and energy to VISIONS/Services for the Blind and Visually Impaired — a nonprofit vision rehabilitation and social service organization who provides services free of charge for people of all ages who are legally blind or severely visually impaired.
The Gives Back Project: BLUE HAWK Volunteers will work together to clean, prepare, and paint the walls of VISONS’ common space rooms, creating a refreshed and smooth canvas for an upcoming community mural. By the end of the day, you’ll witness the transformation of the area, knowing your efforts have helped foster connection and celebrate community.
Registration is full but if you’re still interested, contact Teri Ditsch to get on the wait list.
SPONSORED BY:
Get started today — FILL IT NOW is FREE to BLUE HAWK Members! Reach out to Jessica Jones to gain access, watch a site demo, and start buying and/or selling today!
Fill It Now is Growing fast!
FILL IT NOW, BLUE HAWK’s closed inventory sharing platform, gives your company the opportunity to support their fellow cooperative Members through buying and selling on the site. Elevate your customer’s experience on the counter by logging in today to find the products they are looking for that you don’t stock. By training your counter, purchasing, and customer service team before the heat of summer, the process of sourcing products through our ever expanding site will be seamless. Support the cooperative and increase customer purchases with FILL IT NOW.
ROAD TO NYC INCENTIVE PROMOTION
Members who upload a minimum of 1,000 SKUs to FILL IT NOW by April 1, 2025 WILL WIN a hotel stay of up to 3 nights at the Marriott Marquis in New York City during the BLUE HAWK Annual Conference!
How it works:
- Upload a minimum of 1,000 ‘Offers’ to FILL IT NOW by Tuesday, April 1, 2025.
- SKUs uploaded prior to the start of this promotion DO count towards your total.
- SKUs can be uploaded gradually throughout the contest timeframe.
- SKUs do not need to be unique or new to the platform – they just need to be part of your existing inventory.
We are harnessing our collective buying power, gaining access to high-entry categories, hard to find parts, and more through FILL IT NOW. Reach out to Jessica Jones or JoAnne Chessmore to tour the site and learn how to upload your inventory today!
“The FILL IT NOW site has become an extension of our sales and purchasing strategy. The onboarding process was nearly seamless with the MarketPush team as great partners throughout the process. My team and I feel confident this innovative marketplace will elevate our cooperative and Members.”
Kevin Barnum
Victor Distributing
Start the year out strong!
-
- Rebate program targets/goals – plan your purchasing for the year
- All active rebate programs
- Rebate estimates through conversion analysis
Before the cooling season bogs your team down, use The Dashboard to help plan smart purchases for the entire year. Your company can increase productivity and increase rebate earnings by utilizing The Dashboard now. If you’re ready to upload your data or looking to delve into more analytics, reach out to Jessica Jones today or access the recorded webinar on the Resources module on The Dashboard.
Reminder – By uploading all of your company’s 2025 purchase order data to The Dashboard, your company is exempt from having to complete the manual excel Purchasing Survey!
HOW TO NAVIGATE
THE DASHBOARD
~ Learn more on your own time ~
New Program Enhancements
The NextLevel program is designed for Members aiming to “level up” their careers within their company or the broader HVAC industry. Through participating in this program, Members can enhance their industry knowledge, strengthen leadership skills, share best practices, and build lasting professional connections with fellow future industry leaders.
The insights and skills gained through this development program can help pave the way for greater responsibilities and enhance career advancement opportunities.
Eligibility
All current employees of BLUE HAWK Member companies with a drive to further their careers are encouraged to join and take advantage of this unique opportunity.
What to Expect:
NEW! Quarterly NextLevel Webinars – (Starting after the Annual Conference)
These quarterly sessions will feature industry leaders and experts covering a range of topics, from leadership strategies and personal development to emerging trends and innovation. These webinars are designed to offer flexibility for busy professionals while providing valuable insights and actionable takeaways.
NextLevel Workshops at the Annual Conference
The annual conference, set in the vibrant heart of New York City this year, will feature exclusive workshops for NextLevel program members. These interactive sessions will focus on practical leadership tools, communication strategies, and team dynamics, helping you apply what you’ve learned in real-world scenarios. The workshops will also provide opportunities for networking, collaboration, and brainstorming with peers.
NEW! Community Group on the HAWK Spot App – Coming Soon!
To further enhance connectivity and collaboration, we will be launching a new community group on the HAWK Spot. The HAWK Spot will serve as a hub for members to share resources, ask questions, and build relationships. Whether you’re seeking advice, sharing success stories, or simply looking to connect with like-minded leaders, HAWK Spot will provide a dynamic platform for ongoing engagement.
NEW! Program Measurements
A point structure will be introduced to track progress and recognize those who go above and beyond with participation. (See breakdown at right) Members will receive points for each workshop and webinar they participate in, and for activity within the NextLevel Group on the HAWK Spot App. Those who accumulate 10 or more points will be recognized for their achievements.
Program participation and meeting the minimum points required demonstrates your commitment to Leveling Up your skills and leadership capabilities. Top participants will be recognized in the Aerial View Newsletter and included in the Awards Video during the Annual Conference Awards Lunch.
“Participating in the Next Level Leadership Development Program reflects my dedication to personal and professional growth.
I’m excited to embrace the new development opportunities like webinars and networking via the HAWK Spot App. The added motivation and accountability of the points system is sure to elevate my experience and will help drive the program to the next level.”
Program topics for 2025 include:
-
- Process Improvements
- Employee Motivation
- Leading Through Change
- Marketing Channels
- Key Financial Metrics & How to Use Them
- Project Management
- Marketing Channels
Point Structure Breakdown:
-
- Attend the Annual Conference and NextLevel Workshops = 5 points
- Download the HAWK Spot App, set up your profile and join the NextLevel Group = 4 points
- Attend the Fall Advisory Forum or Winter Summit = 2 points each
- Attend a webinar = 1 point each
- Post or comment in the NextLevel HAWK Spot Group = 1 point each
JOIN TODAY!
This leadership development program can lead to increased responsibility and enhance your promotion prospects.
If you or someone on your team is a great fit for the program and is not yet signed up, don’t hesitate. Click the link below to get started!
LAUNCHING SOON: THE HAWK SPOT!
Designed to enhance collaboration and engagement amongst BLUE HAWK Members, this dynamic new platform is set to be the hub for all things BLUE HAWK—offering a space where you can network, share resources, ask questions, and connect with like-minded leaders from across your cooperative.
HAWK Spot provides an easy-to-use interface, making it simple to engage with fellow members, whether you’re looking to share insights from a recent webinar, seek advice on a leadership challenge, or simply expand your professional network. The app will feature discussion forums, group chats, resource libraries, Vendor Partner promotions, and event updates, ensuring you’re always in the loop and able to participate in all BLUE HAWK has to offer.
HAWK Spot will give you the tools to stay connected and informed. The new platform is set to foster deeper relationships and create a vibrant, supportive community where ideas are shared, challenges are addressed, and successes are celebrated.
Stay tuned for more updates, and get ready to connect, learn, and grow with the HAWK Spot!
THERE GOES GRAVITY
As the infamous Eminem once said, “Snap back to reality, ope, there goes gravity.” After three years of outstanding performance, BLUE HAWK distributors returned to reality in 2024.
Sales growth returned to low single digits for most members, with the median member growing by 1% in 2024. Gross margin is back down to a median of 25%, which is more in line with historical averages.
However, the Top-Performing BLUE HAWK members (25% of the group) grew by an average of 9.2%, and all Benchmark BLUE participants remain more profitable than pre-COVID, with a median EBITDA margin of 5.4%.
Compared to our publicly traded friends Watsco and Ferguson, BLUE HAWK continues to outperform. While Watsco reported same-store sales growth of 3% last year, they also experienced a 2% decline in “other” non-equipment sales. Ferguson’s recent quarter highlighted a 0.9% decline in organic U.S. revenue.
Feel free to contact me for more information on Benchmark BLUE.
Paul Giudice
Chief Executive Officer, Cometrics
Email: paul@cometrics.com
Mobile: 857-472-4711
Schedule a Zoom meeting
Exciting New Benefit Offerings
Coming To BLUE HAWK Members!
The partnership between BLUE HAWK and Risk Strategies continues to evolve, bringing expanded and enhanced benefit offerings to BLUE HAWK members.
Starting May 1, 2025, you will have access to new, highly competitive health benefits, along with ancillary benefits designed for your business in mind.
Highlights include:
- Proprietary Level-Funded Medical Plan – A cutting-edge option that can deliver savings of up to 30%
- Comprehensive Ancillary Benefits – Includes dental, vision, life insurance, and disability insurance with group pricing and multi-year rate guarantees
- Compliance and HR Support – Expert guidance for your business
- Benefit Administration Technology – Simplify enrollment and management
- Open Enrollment Assistance – Navigate benefit selection with ease
- Digital Benefit Guides – Access key information online, anytime
Stay Tuned: Keep an eye out for a webinar invitation in April introducing these new benefits.
Let’s connect! Risk Strategies is attending the BLUE HAWK Annual Conference in New York & we’d welcome the opportunity to meet you in person & answer any questions you may have.
Reach out today, take advantage of these benefits, and ensure your company’s future healthcare costs are managed effectively.
Email:
joboyle@risk-strategies.com
414-287-6424
KICKING 2025 OFF WITH BUSINESS, NETWORKING & CANADIAN WINTER FUN
The 2025 BLUE HAWK Winter Summit in Banff, Alberta, Canada, set a new record of 126 BLUE HAWK Members and Partners in attendance.
Held in the breathtaking landscape of Banff, Alberta, the three-day event offered a unique blend of productive business meetings, valuable face-to-face networking, and opportunities to enjoy iconic Canadian winter activities such as skiing, snowmobiling, dog sledding, snowshoeing, and ice walking.
BLUE HAWK VP of Marketing & Communications Teri Ditsch describes the Winter Summit as a unique occasion for both Members and Partners, highlighting its relaxed atmosphere (no matter which breathtaking city we are in) and the opportunity it provides for significant connections to be made and strengthened.
Make plans to join us for next year’s Winter Summit, January 20 – 22, 2026. Where? Details will be announced later this summer. Stay tuned!
THANK YOU to all of our 2025 Winter Summit Sponsors
OVERALL Event Sponsor
Food Function Sponsors
Hand Warmer & Lip Balm Sponsor
2025: The International Year of Cooperatives
2025: A Year of Celebration for BLUE HAWK —
and Cooperatives all around the world!
For two decades, BLUE HAWK has championed the values of collaboration, innovation, and community, empowering independent businesses to thrive and driving success together. As we join the global cooperative movement in celebrating this special year, we’re reminded that together, we achieve more!
Throughout the year, we’ll be highlighting (here and on social media) some of the incredible members who make our cooperative thrive, recognizing all they do for the industry, their communities, and our cooperative.
Here’s to 20 years of teamwork & a future built on shared success!
MEMBER SPOTLIGHTS
cfm Distributors
Headquarters: Kansas City, MO, with 6 SuperStores & 1 Distribution Center
Joined BLUE HAWK: 2007
President & CEO: Lauren Roberts – Lauren also serves as the BLUE HAWK Board of Directors Chairwoman
Brag Bit: cfm Distributing, Inc. is 100% employee-owned and is celebrating 56 years of business!
(Lauren’s) Favorite BLUE HAWK Event or Memory: I love all BLUE HAWK events and have attended numerous Annual Meetings, Fall Advisory Forums and Winter Summits. Each provides amazing education, networking, and opportunities to try new activities. A favorite was definitely the Winter Summit in Whistler, BC, Canada, when I was able to do the skeleton on part of the Olympic track. It was thrilling and I’m still surprised I did it (and didn’t die!). I’ve also enjoyed being part of Team HAWK in the Fall Advisory Forum golf tournament where we regularly crush Team BLUE. 😉
How has BLUE HAWK made a positive difference for cfm Distributors?
BLUE HAWK has made an extremely positive impact on cfm. As the largest purchasing entity in the HVAC/R industry in North America, BLUE HAWK has provided us with substantial volume rebates and highly competitive pricing, strengthening our market position. Beyond financial advantages, the organization has fostered valuable industry connections through Peer 2 Peer networking groups and various networking events. These opportunities have allowed us to exchange innovative ideas, gain industry insights, and continuously improve our business operations.
I am so grateful for the cooperative and all it has provided us as Members throughout the past 20 years. We are looking forward to many more worth celebrating in the future!
The Star Supply Company
Headquarters: New Haven, CT
Joined BLUE HAWK: 2006
President: Greg Cohen – Served on the BLUE HAWK Board of Directors from 2022-2024. His father, Larry Cohen, also served on the Board from 2011-2013.
Brag Bit: The Star Supply Company is a family-owned, third-generation company that’s been in operation since 1959. We were recently named a “Top Workplace in Connecticut” for the 7th consecutive year!
Why did you choose to become a Member of BLUE HAWK?
We were a member of the IWA group before merging with BLUE HAWK. We saw the vision the leadership had, and never doubted joining. The valuable resources the co-op has provided — from the solution partner programs, access to quality vendor partners, and networking with other members — have put us on a level playing field with, if not ahead of, some of the national distributors in our marketplace.
One of your core principles is Continuous Education, which aligns with the 5th Co-op Principle: Education, Training and Information. What does The Star Supply do with/for employees to develop their skills on a regular basis?
Continuous education is vital for the success of our company. In an ever-changing industry and world, it is important that our staff keeps up with the current trends and market conditions. We have an in-house trainer to keep our staff up to date as well as our customers. We think a good blend of online and in-person training that focuses on product and sales seems to be the most successful.
Being an active member of the co-op has also been a great way to grow as a business. It is important to give back to the co-op that we have benefitted so much from being a member of to help ensure its continued success for decades to come.
VENDOR PARTNER SPOTLIGHT
WELCOME TO BLUE HAWK!
new Member-Owners
ECCO Supply
Joined March 2025
Primary Contact: Jason Simmons
Vice President & General Manager
P: 780-452-7350
E: jason.simmons@theeccogroup.com
NEW VENDOR PARTNERS
Arrco
Joined January 2025
Primary Contact:
Damen Hall, Owner
P: 931-260-1639
E: damenhall@arrcoair.com
Air Conditioning Compressors
Dade Coolers
Joined April 2025
Primary Contact:
Clint Royster, VP of Sales
P: 540-706-9149
E: clint@dadecoolers.com
Cold Storage
Drain IV
Joined January 2025
Primary Contact: Greg Hutchinson
National Sales Manager, Co-Owner
P: 678-630-1593
E: gregh@drainiv.com
HVAC Condensate Drain Cleaning System
Friedrich
Joined January 2025
Primary Contact: Luis Ochoa
Sr. Manager, HVAC Distribution
P: 210-546-0638
E: luis.ochoa@friedrich.com
Ductless Split Systems, PTAC Units,
Window, Through the Wall & Portable AC Units, Dehumidifiers, Indoor Air Quality, Merv 13, VTAC, UHP
Glasfloss
Joined January 2025
Primary Contact:
Robert Burnette,
National Sales Manager
P: 972-488-4200
HVAC Filters
Napoleon
Joined January 2025
Primary Contact:
Tim Vellky
National Sales Manager HVAC
P: 614-230-8666
HVAC, Fireplaces & Grills
NTI Boilers (Artison USA)
Joined January 2025
Primary Contact: Steve Wieland, Director of National Accounts & Business Development
P: 215-275-2162
E: skwieland@ntiboilers.com
NTI: Boilers, Indirect Tanks & Heat Pumps
HTP: Boilers, Indirect Tanks & Water Heaters
PREMIERone Products
Joined January 2025
Primary Contact:
Brian Ditsch
Regional Sales & Training
P: 920-883-0879
E: bditsch@premieroneproducts.com
Indoor Air Purification
NEW SOLUTION PARTNERS
Distro
Joined January 2025
Primary Contact:
Will Frey, Head of Sales
P: 303-995-5761
E: will.frey@distro.app
AI Platform
Live Oak Bank
Joined January 2025
Primary Contact:
Dillon Caraway, Loan Officer
P: 252-671-2427
E: dillon.caraway@liveoak.bank
Business Banking
Oracle NetSuite
Joined January 2025
Primary Contact:
Nicholas Graham, Principal
P: 416-919-1197
E: jordan.rachman@oracle.com
Supply Chain Consultant
Many businesses in the trades industries – distributors, manufacturers, retailers, and contractors – struggle to provide robust employee training programs. They don’t see an immediate pay-off. Training is a tempting area to make cuts, especially in choppy economic waters. Besides, after the Great Resignation and Quiet Quitting, why invest more than is absolutely required?
But who has the time and resources to develop quality training – especially if it must be delivered repeatedly, for each new group of hires?
By utilizing BLUE HAWK University (BHU), a free benefit with membership, you can easily provide snack-size, gamified courses on product training. You can also combine courses into training tracks — delivering courses your way, at the right time, for new and experienced team members.
Member-Owners:
If you haven’t yet and would like to get started with BHU Vendor Partner Product Training, email Michelle Phillips at bhu@bluehawkcooperative.com.
Vendor Partners:
Get started or add additional content by contacting our Partner Success Team at BlueVolt at Partnersuccess@bluevolt.com.
BHU is hosted by BlueVolt, the 20-year leader in eLearning for pros in the trades and the resellers who supply them.
8,169 University Student Enrollments
December 16, 2024 – March 15, 2025
BHU Member Recognition is based upon the total number of Vendor Partner product training modules completed during the previous three months.
Top BHU Participants
- Chris Burton, Sid Harvey Industries, NY
- Rachel Jamil-Bryan, Alpine Supply, LLC, VI
- Monica Quintana, Coastal HVAC Supply, TX
- Douglas Hillpot, Temperature Systems Inc, WI
- Matthew Smith, Insco Distributing, TX
- Craig Swanner, R & E Supply (Refrig & Electric), AR
- Jared Finefrock, Winstel Controls, OH
- Paul Stanglin, Insco Distributing, TX
- Dom Babauta, Admor HVAC Products, HI
- Brad Snyder, HVAC Distributors, PA
- Jesse Sipler, Ihrie Supply, NC
- Tyler Morris, Sid Harvey Industries, NY
- Mark Safko, Sid Harvey Industries, NY
- Mikel Eastep, Century HVAC Distributing, TX
- Jimmy Gonzales, Century HVAC Distributing, TX
- Stephanie Guerra, Century A/C Supply, TX
- Jonathan Moore, Cate and Company, Inc., TX
- Stephen West, Trible’s, Inc., MD
- Sherry Birkenbeil, Holt Supply Company, IL
- Sarah Alldredge, R.J. Murray, NY
New BHU Courses
Armacell
- 4 Core Insulation Technologies
- ArmaFlex Ultima
- Third Party Listed and Labeled
Duro Dyne
- Duro Hanger
- HVAC Air-Trap
Nidec Motor Corp
- EC5408E High Efficiency ECM Refrigeration Motor
- Patriot™ – Made in the USA Direct Drive Blower and Condenser Fan Motors
Packard
- Filter Driers with Ferris
- Pressure Controls with Ferris
Shurtape
- Packaging Tapes 201 – Syndication
- Electrical Tapes – Syndication
UEi Test Instruments
- What do the Symbols on your meter mean?
REBATE STATEMENTS & DIVIDEND PAYMENTS
The December (M12) 2024 Member Statement includes Guaranteed Rebates, Prior Year (PY) Adjustments, and PrimeTime Promotion rebates reported in December. Your Member Statement is posted to the Online Community for your review.
Only Members set up for Automated Clearing House (ACH) will receive monthly patronage dividends. If your company is set up for ACH payments, a payment corresponding to the M12 Member Statement was deposited into your bank account.
Monthly patronage dividends are paid around 45 days after the close of the month, except in December. BLUE HAWK closes out the calendar year and conducts a third-party financial audit in early March. The December (M12) 2024 patronage dividends were processed yesterday, March 17.
To receive patronage dividends monthly, members must sign up for Automated Clearing House (ACH) payments. If you’d like to make the transition, contact Laura Spielman and she will assist with the sign-up process.
CO-OP CONNECTIONS
& CELEBRATIONS
Visits, meetings, and celebrations of and with our incredible Members are a highlight for the BLUE HAWK staff. Sharing ideas, learning about your goals, and strengthening our co-op connections in this way are all signs that, together, we are on the path to achieve greatness.
DO YOU HAVE NEWS TO SHARE?
We love celebrating the successes of our co-op members. If you have exciting news—whether it’s a business achievement, community project, special event, or employee milestone—let us know so we can celebrate together!
Keep up with our
Co-op Connections online
