HVACR distributors that are members of Heating, Air-Conditioning & Refrigeration Distributors International (HARDI) saw sales decrease by 2.9% during November 2025. This followed sales that were down 1% in October on a same-day basis.

The annual sales growth for the 12 months through November 2025 was 3.8%.

“Heating season is off to a slow start with the 1% sales decline during October and then a 2.9% decline during November,” said Brian Loftus, Macroeconomic and Residential Market Analyst at HARDI.  October was a difficult comparison and November had one less billing day.  We estimate there was sales growth of 2.3% during November.”

The monthly sales survey also calculates distributors’ Days Sales Outstanding which is a measure of how quickly customers pay their bills. “The DSO for November was less than 40 days. That is comparable to the pace we saw one year ago.” said Loftus.  “While the recent sales results may raise concerns about the market health, we are pleased to see the DSO remains steady at a healthy rate.”

The annual sales growth rate of HARDI distributors remained near 4% during 2025, after price increases in the 5% area. “Unit demand has been flat-to-down this year along with flat existing home sales and an uncooperative cooling season in much of the country,” said Loftus. “We are encouraged to see the sales-to-inventory ratio improving in most of our regions despite the sluggish demand.”

HARDI members do not receive financial compensation in exchange for their monthly sales data and can discontinue their participation without prior notice or penalty. Participation is voluntary, and the depth of market coverage varies from region to region. An independent entity collects and compiles the data that can include products not directly associated with the HVACR industry.