FALL 2026
IN THIS ISSUE
Your Co-op. Your Tools.
Your Advantage.
From rebate analytics and financial insights to inventory, education and Member connections, your BLUE HAWK tools are built to help your business succeed.
CEO’S MESSAGE
Make the Fourth Quarter Count
Dear BLUE HAWK Members,
As we enter the fourth quarter, I ask each Member to review how your business is using BLUE HAWK’s programs and Vendor Partner relationships. You still have time to improve your 2026 results by tracking incentive opportunities, buying and selling through Co-op Swap, and directing more purchases to approved Vendor Partners. These actions benefit your business and strengthen our member-owned cooperative.
Please use The Dashboard regularly to track your progress toward Annual Individual Incentives. Review Vendor Partner targets with your purchasing teams and identify where additional purchases could help you qualify for higher rebate incentives. Incorporating these reviews into your fourth quarter purchasing plans can help ensure you receive the full benefit of the programs available to you.
I also encourage you to make Co-op Swap part of your team’s process for buying and selling inventory. Other competitors in the industry have implemented inventory-sharing platforms to coordinate product availability across their businesses and better serve their customers. BLUE HAWK Members have the same opportunity. Post products for sale, check for items you need, and encourage your teams to work with fellow Members to fill orders. Co-op Swap becomes more useful to everyone when more Members participate.
We also need your commitment to redirect purchases from unapproved suppliers to our approved BLUE HAWK Vendor Partners. Unlike larger chains, our co-op cannot enforce strict purchasing ultimatums. Instead, we depend on our Members to make intentional purchasing decisions that enhance our collective buying power. Please review your current supplier relationships and consider transitioning purchases to our approved Vendor Partners. To effectively compete with national distributors, we must leverage the purchasing strength of our co-op. Shift the Share today!
I wish you and your teams a prosperous fourth quarter. Thank you for continued support of BLUE HAWK, the only financially transparent cooperative or buying group in the HVACR industry. We appreciate your trust and the time and effort you put into making this cooperative work for all Members.
GROW WITH BLUE!
Lance Rantala
CEO, BLUE HAWK
Learn at your own pace on the HAWK Spot
Co-op Swap is easy to use. Learn more about it with how-to documents and step-by-step videos available 24/7.
You can also reach out to Jessica Jones today for a one-on-one demo.
See a need, fill a need!
A few years ago, the BLUE HAWK Board of Directors identified a major issue plaguing our industry: their customers sourcing products outside their company. They asked, “How can we work cooperatively to increase our customer’s loyalty and increase sales?” Enter Co-op Swap, our closed, inventory sharing platform that allows Members to buy and sell with each other.
Co-op Swap was designed as a way to leverage our combined purchasing power, national coverage, and expansive product categories. Increase fill rates and ticket values by shopping directly with fellow BLUE HAWK Member owners.
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- Customer need ten discontinued thermostats but you only have seven?
- Have the outdoor mini-split unit but need the indoor?
- Want to try out a product but don’t want to commit to a full freight order?
- Did the manufacturer give you a long lead-time?
- Want to start stocking form a manufacturer but don’t meet the minimums?
- Did a customer wipe out your capacitor stock?
Ready to start buying? There are over 100,000 SKUs available for sale on Co-op Swap from your fellow Members and Neuco! If you’re looking for a product, your purchasing, customer service, and counter team can log into the site today. Ready to start selling? There are no fees or cost to start selling any product your company has access to. The process is even easier than ever, can be done in under an hour, and can by automated. Reach out to Jessica Jones today to get started.
Ready to Start Buying?
There are more than 70,000 SKUs available for sale on Co-op Swap from your fellow Members and Neuco! If you’re looking for a product, your purchasing, customer service, and counter team can log in to the site today.
Ready to Start Selling?
There are no fees or cost to start selling any product your company has access to. The process is even easier than ever, can be done in under an hour, and can by automated. Reach out to Jessica Jones today to get started.
Ready to maximize
your rebates in 2026?
As the year starts to wind down, now is the time to ensure that your company is earning all of the rebates it deserves.
Do you know who in your company should have access?
Purchasing, accounting, and executive teams… anyone you want
Do you know how to track programs with the best ROI?
The Rebate Optimization module will show you programs by ROI or attainment level
Do you know the purchase targets for every program?
Program details in the Rebate Optimization module will give you the exact dollar amount needed in 2026
Do you know where you can convert volume to Buy BLUE?
The Conversion Opportunity module will show estimated rebate values when you buy within the group
Do you know how to confirm your purchases have been reported correctly?
The Data Quality Report will compare the values reported by Vendor Partners to your purchases
The Dashboard was designed to give your company ownership over the rebate process so no money is left on the table. By tracking all of your rebate targets down to the dollar, there is no question about what is expected and what your company stands to earn.
Since rebates are based upon invoice date, don’t wait until December to log in or start placing POs. Need help? Reach out to Tara Speilman or Jessica Jones today for a review of your instance of The Dashboard
Maximizing Rebates
with The Dashboard
Thursday, October 22, 2026
2:30 – 3:30 Central
Train on your own
through the HAWK Spot
Module Overview
Rebate Tracking & Optimization
Uploading Your Data
Reading the Data Quality Report
MEMBERS
Already joined:
Don’t Just Have a HAWK Spot Account. Use It!
The HAWK Spot becomes more valuable every time a Member participates.
The best conversations happen when:
-
- Members join in.
- Ask a question.
- Answer one.
- Share an idea.
- Comment on a post.
MEMBERS
STILL HAVEN’T TO JOINED:
What’s Stopping You?
How often do you search your inbox for…
-
- PrimeTime Promotions?
- A Vendor Partner special?
- An event reminder?
- A resource someone shared?
The HAWK Spot puts it all in one place.
No more digging through emails.
No more wondering if you missed something.
Just open the app and find what you need.
Make the HAWK Spot Part of Your Regular Routine
-
- Open it every Friday morning with your coffee.
- Turn on notifications so you don’t miss promos or updates.
- Check it before searching your inbox for BLUE HAWK information.
Small habit. Big time savings.
The HAWK Spot is a
Members-only Platform
Still need to check it out??
Scan the QR code to request access.
The HAWK Spot Goes Where You Go
-
- At your desk? Open HAWK Spot on your computer.
- On the go? Pull it up on the mobile app.
- Need something fast? Your BLUE HAWK resources and connections are right at your fingertips.
One HAWK Spot. Two ways to stay connected.
catch up on next level webinars
Two More Webinars Now Available on HAWK Spot
Did you miss one of our recent NextLevel webinars? Both sessions are now available to watch on demand in HAWK Spot, giving you the opportunity to catch up whenever it works for you.
In Supercharging Channel Partner Performance, Dr. Senthil Gunasekaran, founder of ACTvantage, explores how stronger, more strategic partnerships can drive better business results. Learn practical approaches for improving channel sales performance, managing partnerships more effectively, identifying new growth opportunities, and strengthening long-term business relationships.
In The Psychology of Influence: Persuasion, Sales, and Leadership, Dr. Willy Bolander of Texas A&M University dives into the research behind influence and how understanding what motivates people can help leaders earn buy-in and navigate change. The session offers practical strategies for adapting communication to different personalities and situations, strengthening collaboration, and encouraging action.
Whether you’re focused on building stronger external partnerships or becoming a more effective leader within your own organization, these sessions offer valuable takeaways you can put to work right away.
Head to HAWK Spot to watch both NextLevel webinar recordings on demand!
JOIN TODAY!
This program is designed for employees of BLUE HAWK member companies who are ready to “level up” their careers. It’s a chance to grow industry knowledge, strengthen leadership skills, and connect with a network of future HVACR leaders.
Whether you’re new to leadership or looking to expand your influence, NextLevel offers the tools and support to help you succeed. All motivated employees of BLUE HAWK Member companies are encouraged to join.
Ready to take the next step in your career?
Top 2026 NextLevel Participants
through September 15
- Bryan Abraham, Transtar A/C Supply
- Scott Martin, Western Supply Co.
- Jacob Huffstutler, Arnold-Brown Metals & Supply
- Joe Cotter, DBM Control Distributor
- Beth Huntington, Refrigeration Sales Corp.
- Barry Sanders, Victor Distributing
- Rebecca Epting, Epting Distributors
- Drew Nelis, Jackson Systems
- Joseph Poles, Economy Plumbing & Heating Supply Co.
- Joseph McCormick, Jomar Distributors
- Daniel Simmons, CTC Supply
- Daniel Porreca, Upstate Systems
2026 Point Structure Breakdown:
4 POINTS
- Download the HAWK Spot App, set up your profile, and join the NextLevel Group
3 POINTS
- Attend the Annual Conference
- Participate in a NextLevel Workshop at the Annual Conference
- Attend the Fall Advisory Forum or Winter Summit
- Attend a NextLevel webinar
2 POINTS
- Watch any On-Demand Training Course on the HAWK Spot
1 POINT
- HAWK Spot engagement: Post, Comment, or Like anywhere on HAWK Spot
Easiest way to earn NextLevel points is engaging on HAWK Spot
Visit regularly to stay informed, share your insights, and interact with the community through comments and likes.
“Anyone who stops learning is old,
whether at twenty or eighty.
Anyone who keeps learning
stays young.”
— Henry Ford —
Join us at the 2027
Winter Summit!
Join us at The Hythe, a luxury alpine retreat nestled in the heart of Lionshead Village and surrounded by the breathtaking beauty of the Colorado Rockies. From world-class skiing and unforgettable winter adventures to fireside conversations and après-ski relaxation, Vail offers the perfect setting to step away from the everyday and reconnect with your BLUE HAWK community.
The Winter Summit is more than a mountain getaway — it’s an opportunity to strengthen relationships, make new connections, and share memorable experiences with fellow cooperative Members and Partners.
Space is limited, so make plans to join us in Vail for an unforgettable Winter Summit!
SAVE THE DATE:
2027 Annual Conference
April 28 – 30 | San Diego, California
We’re hitting the road to San Diego for the 2027 Annual Conference and gearing up for a few unforgettable days fueled by fresh ideas, meaningful connections, and plenty of fun along the way.
Whether you’re ready to shift your strategy into high gear, make connections that can take you farther, or find fresh inspiration for the road ahead, this is your chance to get out of the day-to-day and see where new ideas can lead. Expect great conversations, new perspectives, and a few memorable moments along the way.
So mark your calendar, round up your crew, and get ready to cruise into San Diego. The road to 2027 starts here, and we’re Driven by Excellence.
Registration opens in early February!
THE MARGIN GAIN HELD —
BUT NOT FOR EVERYONE
BLUE HAWK Members held onto last year’s margin gain through a quarter when the national distributors gave theirs back — but the spread between the group’s strongest and weakest Members widened.
Top-Line Growth
- Growth held near 3%, just off last year’s pace. Median net sales growth for the four quarters ending Q2 2026 was +3.2%, down from +3.9% a year earlier. 32 of 50Members grew.
- The national players bracketed the group. Ferguson — now reporting on a calendar year — posted organic revenue growth of +3.8% for the quarter ended June 30, with its HVAC customer group up 11% including acquisitions. Watsco grew 2%, or 1% same-store. The BLUE HAWK median sits between them.
Gross Profit Margins
- The 2025 gain is still there — and the channel’s is not. The typical Member’s rolling-year gross margin was 27.7%, up 1.2 points from 26.5% and the strongest in three years, with 31 of 50 Members improving. In the June quarter, group-wide gross margin slipped just 13 basis points. Watsco’s fell about 180 — roughly 130 of it, by the company’s own account, from 2025 pricing actions and the refrigerant transition — and Ferguson’s fell 20. The channel handed back a pricing windfall this quarter. Members handed back almost none of it.
Bottom-Line Profitability
- The middle rose; the bottom thinned. Rolling-year median pre-tax margin improved to 4.5% from 4.1% — but only 21 of 50 Members improved, and the lower quartile fell from 1.9% to 1.0%. The distribution reshaped rather than lifted, and in the June quarter the distance between the Member at the 25th percentile and the one at the 75th ran to nearly five points of operating margin.
One Item to Watch
- Expenses moved the June quarter, not pricing. Group-wide operating margin gave back 0.74 points, six tenths of it from expense lines rather than gross margin. People cost was the largest at roughly two tenths of a point, with occupancy close behind. On 3% sales growth there is no room for an expense base growing faster than sales.
Basis: all figures compare a fixed panel of Members who filed in every period shown — 50 Members for rolling-year figures, 54 for the June quarter — so movement reflects performance, not who has filed. “Typical Member” figures are medians; group-wide figures are totals. Your dashboard compares all reporters, so it may differ. As of September 14, 2026.
Interested in using branch-level data at your company? Let’s chat!
Paul Giudice, Chief Executive Officer, Cometrics
Email: paul@cometrics.com | Mobile: 857-472-4711
Schedule a Zoom meeting
FROM DATA TO INSIGHTS.
Meet Walden AI. Ever looked at your benchmarks and wondered what to actually do with them? Walden AI is an assistant from CoMetrics, named after one of our founders, that turns your Benchmark BLUE data into plain-English answers. Ask why your gross margin trails your peers, where your inventory days are drifting, or what the top performers do differently, and get an answer grounded in your own numbers.
Walden AI is coming to your CoMetrics account in 2027. Stay tuned for updates.
SiteSight · Branch-level Benchmarks
SiteSight is live, with over 150 branches participating — up from over 100 last quarter. It uses the same data you already upload for Benchmark BLUE, with no extra work, and lets you compare each of your branches anonymously against benchmarks built from your peers. Which branch leads your leaderboard, and which has the most room to run?
Read the SiteSight overview for BLUE HAWK Members (PDF), or write to sitesight@cometrics.com for a walkthrough with your own branch data.
Andrew Thompson
Vice President of Qualified Plan Services
The Capital Group
Email: andrew.thompson@tcgwi.com
Phone: 608-268-5100
How Much Does a Couple Really Need to Retire?
When planning for retirement, where you live can have a major impact on how far your savings will go.
According to a recent Investopedia analysis of federal data, a typical American couple age 65 or older may need approximately $1.16 million in savings to maintain a comfortable retirement. But that number varies significantly depending on location. Across the country, the estimated nest egg ranges from about $800,000 in North Dakota to $1.33 million in New Jersey and Hawaii.
The analysis estimates that a typical retired couple spends approximately $84,000 per year, including housing and everyday expenses as well as discretionary spending such as travel, dining and entertainment. Combined Social Security benefits average about $37,700 annually, covering roughly 45% of those expenses. That leaves an annual gap of approximately $46,000 to be funded through retirement savings.
Couples may have one financial advantage over individuals when it comes to retirement: many expenses are shared. Housing, utilities and other household costs don’t necessarily double when two people retire together. As a result, the estimated savings needed per person is lower for a couple than for someone retiring alone.
Location, however, can make a substantial difference. Housing costs account for approximately 27% of a couple’s retirement expenses and are a major reason savings needs vary so widely among states. New Jersey, Hawaii, California and Washington, D.C., rank among the most expensive places in the analysis, while North Dakota, Arkansas, Mississippi, West Virginia and Iowa are among the least expensive.
Of course, every retirement looks different. Spending habits, Social Security benefits, housing situations, taxes and potential long-term care costs can all affect how much an individual couple may actually need.
RISK STRATEGIES IS NOW
BROWN & BROWN
Risk Strategies is now Brown & Brown, uniting two respected organizations under one trusted brand. While our name has changed, our commitment to delivering exceptional service and innovative employee benefits solutions remains the same.
Today, our clients continue working with the same trusted local team, now backed by the expanded resources, expertise, and national capabilities of Brown & Brown.
We’re committed to helping employers design competitive benefits programs, manage rising healthcare costs, and navigate an increasingly complex benefits landscape.
Whether you’re evaluating plan performance, exploring new funding strategies, or enhancing your employee experience, we’re here to help you make informed decisions with confidence.
With January renewals approaching, fall is the ideal time to review your employee benefits strategy. Connect with Cindy today to discuss opportunities to manage costs, enhance your benefits program, and prepare for a successful renewal.
Email: cindy.smith@bbrown.com
ADP – Limited time promotion
 |
Price Match and Lock Meet or Beat your current payroll billing price and lock it in for 3 months. Plus, no set-up fees. |
 |
Three Free Months The first 3 months are free for payroll processing. |
 |
ADP’s Pay-by-Pay Three free months of ADP’s Pay-by-Pay premium payment program for Workers’ Compensation. |
To view all your
member benefits, visit: bhsolutionspartners.savings4members.com
Veronica Pratt
Sr. Manager, Business Development
vpratt@savings4members.com
603-817-2517
Robby Schramm
Manager, Member Engagement
rschramm@savings4members.com
603-491-2552
WELCOME TO BLUE HAWK!
NEW MEMBER-OWNERS
L.A. King Co.
Joined August 2026
Primary Contact: David Perkins, Managing Member/Owner
P: 918-582-9931
E: david@laking.com
NEW SOLUTION PARTNERS
Pro Platforms (formerly Construct CRM)
Joined June 2026
Primary Contact: Santo Leo, CEO & Co-Founder
P: (728) 204-4878 | E: santo@proplatforms.com
CRM & Field Service Management Platform
VAI
Joined August 2026
Primary Contact: Diane Dady, Director of Communications
P: (631) 619-4729 | E: ddady@vai.net
A leader in Enterprise Management Software
Keep the BHU Momentum going!
BLUE HAWK University (BHU) continues to gain momentum! Following our challenge at the Annual Conference to make training a priority, course completions nearly doubled in the following quarter. Thank you to everyone who has logged in, completed courses, and encouraged their teams to take advantage of this valuable Member benefit.
Now, we want to help you get even more out of BHU.
Members: Keep exploring! BHU offers hundreds of on-demand training opportunities designed to build product knowledge, strengthen skills, and help your team better serve customers. If you missed the webinar, be sure to check out the recording for tips on making BHU work for your business.
Vendor Partners: Increased Member engagement means more opportunities to put your products and expertise in front of BLUE HAWK teams. If you have training videos, product knowledge content, or other educational resources that aren’t yet available in BHU, now is a great time to add or expand your content.
Let’s keep learning, growing, and building on the momentum!
Members: Questions about BHU? Contact Michelle Phillips at bhu@bluehawkcooperative.com.
Vendor Partners: Ready to add or expand your training content? Contact BlueVolt’s Partner Success Team at BVSales@bluevolt.com.
Members – Did you miss
the recent Webinar?
No Problem!
Check it out on your own time in the HAWK Spot and learn how BHU can become one of your greatest competitive advantages.
9,624 University Course Completions between March 16 – June 15, 2026!
BLUE HAWK University Member Recognition is based upon the total number of Vendor Partner product training modules completed during the previous three months.
Top BHU Participants
- Elizabeth Aprile, EP Homiek Sheet Metal Inc., NJ
- James Schuster, EP Homiek Sheet Metal Inc., NJ
- William Straub, EP Homiek Sheet Metal Inc., NJ
- Cory Thompson, Team Air Distributing, TN
- Samantha Mazur, EP Homiek Sheet Metal Inc., NJ
- David Weber, Cleveland Hermetic & Supply, OH
- Alex Atherton, Superior Equipment Sales, VA
- Daniel Sprouse, Trible’s, Inc., MD
- Kenneth Manning, Sid Harvey Industries, NY
- Brady Henson, Cleveland Hermetic & Supply, OH
- Lexie Werschey, Refrigeration Sales Corp., OH
- Brenna Lucier, Winsupply Inc., OH
- Alexandra Wellbrock, Sid Harvey Industries, NY
- Raphael Morales, Fresno AC Supply, CA
- Jennifer Adams, Winsupply Inc., OH
- Brandon Ward, Century A/C Supply, TX
- Paul Jenkins, Koch Air, IN
- Anthony Amaro, Cate and Company, Inc., TX
- Angel Garcia, Insco Distributing, TX
- Matt Summers, HVAC Distributors, PA
New BHU Courses
Armacell
- Exterior Insulation Solutions for Energy Efficiency
- Insulation Solutions for Hospitality Destinations
- Insulation Solutions for Supermarket Applications
- Pipe Support Selection and Installation for Insulated Mechanical Systems
- Rail Solutions
Broan-NuTone LLC
- AI Series Overview
- Dealer/Distributor Sales Training – Tenaya Range Hoods
- EVOLVE
- How to Sell MegaPress
- Hydronic Balancing Pt. 1
- Indoor Air Quality 101
- LoPro Generation 2
- Selling the New Broan Under-Cabinet Range Hoods
- Under-Cabinet Range Hood Introduction
- Under-Cabinet Range Hood Technology
- Why Ventilation is Important & How Much is Required – Course 1
Duro Dyne
- Dyna-Tite Lateral Support Kit
Oatey
- How to Properly Install a Toilet
Viega Valves
- Fundamentals
- PureFlow PEX Credential Training on Demand
- Verticals and Applications
- Why MegaPress
Welcome to your front-row seat to the latest innovations from BLUE HAWK Vendor Partners. Featured at the 2026 Annual Conference, these products made their debut at the starting gate and will continue their run in the HAWK Spot throughout the year.
In the HAWK Spot, you can browse at your own pace, explore product details, and connect directly with vendors to learn more.
– Mach 1 R32 Series
– Quantum High Efficiency Series
– Magnetic Dual-Screen Angle Gauge
– 10” Adjustable Vial Torpedo Level
– 3” Adjustable Vial Pocket Level
– CLC Phantom Collection Tool Backpack
RSH-50 with Fused Plastic Disconnect Box 60A
RSH-50 VRMDC KIT
DrainLight-UV
Wire Hide
– Lentek Fireblock Gun Foam
– Lentek Siliconized Acrylic
– New line of Irion Foam/Caulk Guns
ElitePRO S1200 Smart Thermostat (Black)
Whole Home Dehumidifier A90D 90 pints per day Capacity
FocusPRO Thermostat Series (added 8/7/26)
Uniweld UBFT Battery-Powered Flaring Tool Kit
Butterfly Spring-Loaded Damper
ACR Press Fitting System
Fix All Product Line
335FT High Temperature Foil Tape
A2L Universal Coil & A2L Kit
Scroll Compressors
PCD Series Models
IFFTe-30N EC Centrifugal Jet Fan and CrewCooler
TReEG110 Residential ERV (added 8/5/26)
HeatStar EXPEDITER – Unit Heater Installation Bracket
UV Air Purifier with timer and Pressure switch
– Advanced Combustion Analyzer
– Everyday Professional Clamp Meter
– Trade Clamp Meter
– Wireless Static Pressure Kit
– Personal Carbon Monoxide Monitor
REBATE STATEMENTS & DIVIDEND PAYMENTS
The July (M07) 2026 Member Statement included Guaranteed Rebates, Prior Year (PY) Adjustments, and PrimeTime Promotion rebates reported in July. 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 July (M07) 2026 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) 2026 patronage dividends will be sent mid- to late-March 2027.
To receive patronage dividends monthly, members must sign up for Automated Clearing House (ACH) payments. If you’d like to make the transition, contact Scott Meredith and he will assist with the sign-up process.
CO-OP CONNECTIONS
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
