More distributors are turning to artificial intelligence to assist in their sales, but the robot takeover isn’t here yet. The State of Sales in Distribution 2026 report from Phocas Software shows 49% of HVACR and plumbing distributors use AI for sales, and another 29% plan to use it within the next six months. However, distributors are focusing on face-to-face interactions, with 43% saying their customers value services and relationships over other qualities. Furthermore, over half of those surveyed said their best channels are field or outside sales.
Learn more about the distributor survey here.
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