Watsco (WSO) JPMorgan Industrials Conference 2026 summary

Business overview and strategy

• Operates as a leading HVAC and refrigeration distributor with over $7 billion in revenue, holding 10-15% market share and continuing to expand across the U.S.

• Focuses on supporting contractors, who drive sales in the industry, through product depth, technology, and strong relationships.

• Maintains a culture of equity ownership among 150 key leaders, fostering long-term alignment with shareholders and business continuity.

• Largest market presence is in Florida, with ambitions to replicate that success in other regions.

Technology and digital transformation

• Developed the industry's largest product information management (PIM) system, forming the foundation for advanced business intelligence (BI) and digital tools.

• BI platform with 4,000-5,000 users enables data-driven decision-making across the organization.

• Digital ecosystem supports 75,000 weekly contractor users, streamlining processes from warranty checks to inventory and sales.

• OnCall Air platform drives $1.8 billion in gross merchandise value, enhancing contractor-consumer interactions and increasing high-efficiency product sales.

• E-commerce now accounts for nearly 40% of volume, with some markets reaching 70-80%, significantly reducing customer attrition.

Artificial intelligence initiatives

• AI accelerates customer service by providing instant product information and troubleshooting via mobile devices.

• AI tools analyze voicemails, prioritize responses, and improve customer support efficiency.

• AI is expected to further enhance inventory, pricing, and margin management in the near future.