March 2023
THE DASHBOARD – Use The Dashboard to shift the share
BENCHMARK BLUE – Is the fourth quarter of 2022 a sign of things to come?
THE WHOLESALER MAGAZINE – Check out BLUE HAWK’s feature article
2023 WINTER SUMMIT – Combining business, networking and fun for a “cool” event
BLUE HAWK RETIREMENT – Generational changes come to retirement accounts
IMARK GROUP HEALTH INSURANCE CAPTIVE – Better benefits, better rates
BATTLE OF THE BANDS IS BACK! – Let’s Rock the HAWK in Austin
BLUE HAWK GIVES BACK – Lifeworks, Austin
BLUE HAWK UNIVERSITY – Training is important in employee retention
NEW BLUE HAWK MEMBERS – Two new Members
NEW BLUE HAWK VENDOR PARTNERS – Five new Vendor Partners
NEW BLUE HAWK SOLUTION PARTNER – One new Solution Partner
REBATE REPORTS & DIVIDEND CHECKS – Important changes
BLUE HAWK SOCIAL MEDIA – Like and follow us on Facebook, Instagram and LinkedIn
CEO’s Message to BLUE HAWK Stakeholders

Lance Rantala
Dear BLUE HAWK Community,
I hope this message finds you in good health and spirits. After another successful year for our member-owned and financially transparent cooperative, I want to express my appreciation for your continued partnership with BLUE HAWK, which allowed us to achieve great things together.
To our Members, thank you for your continued support and loyalty to our cooperative. The BLUE HAWK staff understands that our co-op’s success is directly tied to yours, and we are committed to providing the best possible Vendor Partners, Alliance Partners, and Solution Partners to meet your needs. Our team is constantly working to find new ways to improve our purchasing power and streamline our processes to save you time and money.
To our Partners, we appreciate your ongoing cooperation and dedication to providing top-quality products and services at a competitive price. BLUE HAWK remains devoted to strengthening our relationship and finding new ways to support your business. Your commitment to BLUE HAWK helps us to serve our independent HVACR distributors better and achieve mutual profitability and growth.
In the coming year, BLUE HAWK will further enhance our technology and digital platforms to provide more value to our Members and Vendor Partners. As a result, we will announce enhancements to our data analytics tool – The Dashboard – and a couple of new and exciting technology platforms at our Annual Conference on April 30 – May 3, at the JW Marriott Austin.
Thank you for being so dedicated to our cooperative model and for your continued partnership. We look forward to working with you to achieve our shared goals and drive your success in the HVACR industry.
GROW WITH BLUE!
Lance Rantala
BLUE HAWK CEO
Use The Dashboard to Shift The Share
More than ever, we need to leverage our buying power and build strength for all Members by working together as a cooperative. Utilizing The Dashboard to its full potential can help do just that.
There are dozens of factors to take into consideration when choosing a supplier — fill rates, product breadth, ease of customer service, and so on. Why not add potential rebate earnings to your assessment? By uploading your company’s transactional data to The Dashboard, you have access to potential rebate earnings. The site analyzes rebates for you sorting by Vendor Partners, outside suppliers, and product category. No matter how you sort the information to find a new partner, The Dashboard will complete the process for your company and show the Vendor Partners that best fit your needs.
In order to partake in potential rebate earning analysis, your company needs to be regularly submitting data to The Dashboard. More than half our membership is already regularly uploading transactional purchases to The Dashboard, but we need all Members to do so in order to make the most of the analytics. The process to load purchase order data to the site is very simple – you can even automate it!
If you’re not currently submitting data, please reach out to Jessica Jones today to learn about the upload process.
The Dashboard Buzzworthy Workshop
Join us at the Annual Conference for a Members-only workshop featuring The Dashboard — BLUE HAWK’s web-based analytics platform that shows near real-time rebate performance and conversion opportunities.
Hear about new functionality updates, get your questions answered, and learn more about how to use The Dashboard to its full capabilities.
Sunday, April 30 | 3:30 – 4:15 pm
Speakers: Jackson Zingsheim & Aaron Claycomb of Rebate.ai
If you haven’t registered for the workshops yet, email Teri Ditsch to sign up.
Is the fourth quarter of 2022 a sign of things to come?
- The fantastical “new normal” of higher-than-average EBTIDA margins have returned to earth in the fourth quarter of 2022. Median EBITDA margins in the fourth quarter were in mid-single-digits territory. A great result in any other year… before 2020.
- The pace of sales growth has slowed. The 20%+ growth rates of 2021 and the first three quarters of 2022 have cooled off. Q4 2022 Median Sales Growth was 10.0% over the same period in 2021. Worth noting: sales grew by 18.2% in Q1 2021, so 10% is on top of that growth.
- Gross Margins are also down relative to 2020 and 2021.
- After a period where sales growth dramatically outpaced the growth in operating expenses, Total Operating Expenses as a percentage of sales have returned to historical averages. It appears operating costs are catching up with sales growth.
- For many Members, the rise in interest rates is starting to have an impact. A year ago, 25% of the group paid $38k or more in quarterly interest expenses. In Q4 of 2022, 25% of the group paid $85k in interest expenses. A 2.2X increase. Borrowing to cover the cost of increased inventory and warehouse space is getting more expensive.
- Speaking of inventory, 2022 set a new record: 125 days of inventory (Median Average Days Inventory for the year). This was a big jump from between ~100 and ~105 days, historically.
How did you do in 2022? Check out the CoMetrics platform to see how you compare to your BLUE HAWK peers. Or reach out to Paul Giudice, CoMetric’s CEO, for a personalized tour of the data: Meet with Paul. To remind you, Benchmark BLUE is available to all Members for no additional fees.
For more information on BenchMark BLUE:
Paul Giudice
paul@cometrics.com
857-472-4711
MARCH ISSUE OF THE WHOLESALER MAGAZINE
Have you seen The Wholesaler Magazine’s March issue? Both BLUE HAWK and Member-Owner Victor Distributing Company are featured!