March 2023

In this issue

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CEO MESSAGE TO STAKEHOLDERS

THE DASHBOARDUse The Dashboard to shift the share

BENCHMARK BLUE  – Is the fourth quarter of 2022 a sign of things to come?

THE WHOLESALER MAGAZINECheck out BLUE HAWK’s feature article

2023 WINTER SUMMITCombining business, networking and fun for a “cool” event

BLUE HAWK RETIREMENT – Generational changes come to retirement accounts

IMARK GROUP HEALTH INSURANCE CAPTIVEBetter benefits, better rates

BATTLE OF THE BANDS IS BACK! – Let’s Rock the HAWK in Austin

BLUE HAWK GIVES BACKLifeworks, 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 MEDIALike 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!

Take a look!

2023 WINTER SUMMIT: COMBINING BUSINESS, NETWORKING AND FUN FOR A COOL EVENT

Steamboat Springs, Colorado 

More than 105 BLUE HAWK Members and Partners attended the 2023 BLUE HAWK Winter Summit in Steamboat Springs, Colo., in January. The three-day event included business meetings, valuable face-to-face networking, and left time for attendees to enjoy the beautiful Colorado outdoors by skiing, snowboarding, snowmobiling, horseback riding, snow tubing and fly fishing.

“The Winter Summit is a unique event,” says BLUE HAWK CEO Lance Rantala. “Members and Partners truly enjoy the relaxed atmosphere and ultimately make great connections while they are here.”

In contrast to the co-op’s annual conference, which provides a packed schedule and can see nearly 900 attendees each year, the Winter Summit focuses on face-to-face meetings and networking between Members and Partners. “Both events are equally valuable to BLUE HAWK Members,” says Lauren Roberts of cfm Distributors. Roberts is the BLUE HAWK Board of Directors Treasurer and a long-time Member of the cooperative. “The Winter Summit is great because it provides a mix of business and pleasure allowing us to make strides professionally as well as enjoy time with our peers.”

Plan on joining us next year.  Details will be announced later this summer.

Thank You to Our Overall Event Sponsors

Thank You Food Function & Item Sponsors

GENERATIONAL CHANGES COME TO RETIREMENT ACCOUNTS

By Andrew Thompson, MBA and Andrew Seaborg, MA

In the waning hours of the 118th US Congress, on December 27th 2022, some of the most consequential and sweeping changes to retirement planning in generations became law. Included in the 2022 Omnibus spending bill, “Secure Act 2.0” will fundamentally alter how Americans approach saving for retirement. Many excellent articles and resources have already been published on the topic, and the stunning breadth of changes is too much for us to cover here, but certain changes to stand out to us.

For Employers: Automatic Enrollment and Escalation (mandatory)

Companies with more than 10 employees looking to begin offering a 401(k) or Profit-Sharing Plan, by far two of the most common plan types, will need to include automatic enrollment of employees. This changes the model from the current “opt-in”, whereby an employee elects to participate in a plan, to an “opt-out” model where an employee elects to not participate.

New plans will also need to include the automatic escalation of employee contributions each year. Under the new rules an employee’s deferral will start at 3% and increase by 1% annually until the total deferral reaches 10%. Employees can again opt-out of this escalation but will need to do so each year.

New plans established after December 29, 2022 will need to come into compliance with these requirements by January 1, 2025. This is not optional – all new plans (exceptions below) will need to comply.

These rules do not apply to existing 401(k) or Profit-Sharing plans, new plans where the employer has fewer than 10 employees, plans established by a company in existence for less than three years (but such companies will need to include these provisions by their fourth year) or other types of retirement plans such as SEPs, SIMPLE, IRAs, etc.

For more information, contact:
Andrew Thompson
The Capital Group
608.268.5100
andrew.thompson2@LFG.com

Andrew Seaborg is registered representative of Lincoln Financial Advisors Corp.  Andrew Thompson is also a registered representative of Lincoln Financial Advisors Corp, working in a support capacity.  Securities and investment advisory services offered through Lincoln Financial Advisors, a broker-dealer (member SIPC) and registered investment advisor.  Lincoln Financial Advisors Corp. and its representatives do not provide legal or tax advice.  You may want to consult a legal or tax advisor regarding any legal or tax information as it relates to your personal circumstances.

CRN-5511970-031423

BETTER BENEFITS, BETTER RATES

IMARK Group Health Insurance Captive, part of the oldest and largest medical captive in the U.S., gives IMARK Group the same purchasing power, claims cost containment, and clout as a Fortune 100 company. Members of BLUE HAWK, IMARK Electrical, and IMARK Plumbing can take advantage of this purchasing power.

The IMARK Group Health Insurance Captive is a great option that can help save your company money but still give your employees great coverage or maybe even better than what you have currently. If you haven’t explored your options, now is the time to start so you don’t have to rush to have everything in place before your renewal.

A captive is an insurance company whose purpose is to assume risk on behalf of its owners. Conceptually, captives bring together like-minded businesses that pool their dollars into a collective fund. By doing so, a captive can:

  • Significantly reduce the volatility that mid-sized clients would face if they were self-funding on their own
  • Use collective buying power to build benefits programs that rival most Fortune 500 companies

For more information or to take advantage of this program contact:
Dee VanSchoick, Jr.
Managing Director
Risk Strategies Company
Dvanschoick@risk-strategies.com
936-582-5205

BATTLE OF THE BANDS IS BACK!

If you attended the Annual Conference in Dallas a few years ago – you know how fun this is going to be!

Several bands have already been formed and are gearing up to provide rockin’ entertainment on Monday, May 1 at Maggie Mae’s. If you’re not participating in a band – be sure to grab your favorite concert tee and get ready to rock out with BLUE HAWK!

ROCK the HAWK Sponsored by: 

BLUE HAWK GIVES BACK: LIFEWORKS – AUSTIN

This year, Annual Conference attendees will give their time and talents to clean up and repair one of Austin’s three Lifeworks facilities. Registration is full but if you’re still interested, please contact Teri to be placed on the wait list.

ABOUT LIFEWORKS: Every year, LifeWorks advocates for more than 4,000 youth and families, many of whom are facing life’s most difficult challenges, including homelessness, trauma, and abuse. Each of LifeWorks’ 19 programs, as well as their collaborative, research and advocacy efforts, are designed to promote these three pillars: • Everyone deserves a home • Everyone deserves to work • Everyone deserves a chance to heal

2023 BLUE HAWK Gives Back Sponsored by: 


BLUE HAWK Gives Back has logged more than 3,850 volunteer hours since May 2012, including MERISTEM, Father Joe’s Village, Durso Park Playground Project, Joshua Station, Christopher Reeve Foundation, The Ulman Cancer Fund, Surf Rider Foundation Beach Clean-up, Habitat for Humanity, The Leukemia and Lymphoma Society, The National Parkinson’s Foundation, Boys and Girls Clubs, Girls on the Run, Arizona Basset Hound Rescue, The Tiffany Foundation, The Cystic Fibrosis Foundation, The Kori May Memorial Endowment Fund, Mountain Girl Rescue, Fund Food Bank of Eastern Michigan, United Way of Genesse County, and American Red Cross Midwest Division.

TRAINING IS IMPORTANT IN EMPLOYEE RETENTION

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?

Even when you can’t count on employee loyalty and longevity, it may be wise to remember the words of the business giant who transformed American manufacturing a century ago:

“The only thing worse than training your employees and having them leave is not training them and having them stay.” – Henry Ford.

But who has the time and resources to develop comprehensive 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.

QUARTERLY HIGHLIGHTS

5,774 University Student Enrollments
December 16, 2022 – March 15, 2023

CLICK BUTTONS BELOW FOR:

  • Anthony Cerone, Sid Harvey Industries, NY
  • Greg Peters, Dunphey-Smith, NJ
  • Aaron Lewis, Manhattan Winsupply
  • Ashley Bentz, Insco Distributing, TX
  • Jorge Lopera, Century A/C Supply, TX
  • Andrew Saxton, Associate Refrigeration, NJ
  • Karl Lassen, Associate Refrigeration, NJ
  • Duane Riley, Sid Harvey Industries, NY
  • Alexander Flamenco, Benoist Bros. Supply Co, IL
  • Herman Alvarado, Century A/C Supply, TX
  • Robert Amaya, Century HVAC Distributing, TX
  • Jahdai Winn, A/C Supply Inc, LA
  • Neil Baker, Sid Harvey Industries, NY
  • Geoffrey Portoles, Sid Harvey Industries, NY
  • Stephen Rodriguez, Coastal HVAC Supply, TX
  • Jenny Hoeth, Design Air, WI
  • James Heller, Brauer Supply, MO
  • Alex Carbajal, Benoist Bros. Supply Co, IL
  • Frank Cadogan, Manufactured Duct & Supply (MDS), GA
  • Nathan Schatz, HVAC Distributors, PA
  • Nu-Calgon: NuShield Air Ionization Devices
  • Johns Manville: Mechanical Insulation 101
  • Johns Manville: Installing Mechanical Insulation
  • Johns Manville: How to Sell JM Mechanical Insulation
  • Johns Manville: Fabrication & Installation
  • System Sensor: Duct Smoke Detector



BHU Member Recognition is based upon the total number of Vendor Partner product training modules completed during the previous three months. 

NEW BLUE HAWK MEMBERS

D&L Parts Supply

2100 Freedom Dr.
Charlotte, NC 28231

P: 704-374-0400
www.dlpartsco.com

NEW BLUE HAWK VENDOR PARTNERS

Caleffi North America Inc.

Effective: January 1, 2023

Primary Contact: Roger Corrente
P: 414-421-1000
roger.corrente@caleffi.com

Hydronic & Plumbing Flow Control Products

Diablo Tools

Effective: January 1, 2023

Primary Contact: Tony Baska
P: 336-905-9392
abaksa@freudtools.com

PTA Circular Saw Blades, Reciprocating Saw Blades, Oscillating Multi-Tool (OMT), Step Bits

GE Appliances Air & Water Solutions

Effective: April 1, 2023

Primary Contact: Michael Souders
P: 865-816-7334
michael.souders@geappliances.com

HVAC, water heating & water treatment products

GREE (Tradewinds)

Effective: January 1, 2023

Primary Contact: Susanne Sanchez
P: 954-397-5144
ssanchez@twclimate.com

Mini-Splits, Unitary (inverter), mini-VRF, VRF

ZILMET USA

Effective: March 1, 2023

Primary Contact: Karl “Hurricane” Kasten
P: 401-884-4943
karl.kasten@zilmetusa.com

Expansion and Hydronic Tanks, Well Tanks, and Related Products

NEW BLUE HAWK SOLUTION PARTNER

Anarus, Inc.

Effective: January 1, 2023

Primary Contact: Prashubh Batham
P: 952-854-2422
prashubh@computerpundits.com

Information Exchange Network

Rebate Reports & Dividend Checks

4Q22 Member Rebate Statements are posted to the Online Community, and Vendor Partner (VP) Verified Data is uploaded to The Dashboard. Patronage Dividends were processed by Automated Clearing House (ACH) payments, or checks were mailed on March 14.

In 2023, a subset of our Vendor Partners has agreed to pay rebates monthly to help their BLUE HAWK customers’ cash flow. However, if your company wants to receive your patronage dividends monthly, Members must sign up for ACH payments. ACH is easy and secure. To get started, email Laura Spielman to request an ACH sign-up form.

If you prefer to receive checks mailed by the USPS, your company’s patronage dividends will remain quarterly.

BLUE HAWK SOCIAL MEDIA

Like and Follow us on Facebook, Instagram and LinkedIn.

       

Board of Directors

Joe Welch, Chairman
Badger Metals

Lauren Roberts, Treasurer
cfm Distributors

Spencer Atkins
Weathertech Distributing Company

Greg Cohen
The Star Supply Company

Seth Gordon
Glacier Supply Group

Sid Harvey
Sid Harvey Industries, Inc.

Constance McCall-Baxley
McCall’s Supply

Michael Riley
Riley Sales

Kevin Trimbach
2J Supply

Save the Dates

2023 BLUE HAWK Annual Conference
JW Marriott Austin
Austin, TX
April 30 – May 2, 2023

2023 Fall Advisory Forum
Location TBD
October 23-25, 2023 (TENTATIVE)

2023 HARDI Annual Conference
JW Marriott Desert Ridge
Scottsdale, AZ
December 2-5, 2023

2024 Winter Summit
Location TBD
January 17-19, 2024 (TENTATIVE)

Download Logos Here

Contact Us

BLUE HAWK National Office
835 W Warner Rd
Suite 101-622
Gilbert, AZ 85233

Phone: 480-656-7830
Fax: 480-499-5522

www.bluehawk.coop

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