Industry Statistics and Trends
Market size and recent performance (2015-2030)
Industry revenue has grown at a CAGR of 6.0 % over the past five years, to reach an estimated $105.9bn in 2025.
Trends and Insights
The residential market drives growth for HVAC wholesalers
- Heating and air conditioning wholesaling has experienced uneven performance in recent years, driven by shifts in the residential construction market. During the COVID-19 pandemic, the industry saw growth from a surge in home improvement activity and new housing starts, fueled by historically low interest rates. According to the Census Bureau, housing starts hit a 14-year high in 2021, with many homeowners investing in HVAC system upgrades to accommodate remote work and improve home efficiency.
- Additional trends and insights available with purchase
Source: IBISWorld
Industry outlook (2025-2030)
Market size is projected to grow over the next five years.
Trends and Insights
Lower borrowing costs will spur demand across residential construction markets
- As interest rates decline, heating and air conditioning wholesaling will grow, driven by an upswing in both residential and commercial construction. The Federal Reserve’s shift toward a more accommodative monetary policy will lower borrowing costs, directly stimulating new homebuilding and fueling growth in home improvement spending. As mortgage rates fall, developers and homeowners alike will move forward with projects, creating consistent demand for HVAC systems across new and existing structures.
Biggest companies in the Heating & Air-Conditioning Equipment Wholesaling in the US
| Company | Market Share (%)
2025 | Revenue ($m)
2025 | Profit ($m)
2025 | Profit Margin (%)
2025 |
|---|---|---|---|---|
Watsco, Inc. | 7,117.1 | 766.0 | 10.8 | |
Lennox International Inc. | 5,406.6 | 858.6 | 15.9 |
To view the market share and analysis for all 2 top companies in this industry, view purchase options.
Products & Services Segmentation
Source: IBISWorld
Industry revenue is measured across several distinct product and services lines, including Central AC Units, Forced-air heating systems and Registers, grills, duct insulation and preformed ductwork. Central AC Units is the largest segment of the Heating & Air-Conditioning Equipment Wholesaling in the US.
Trends and Insights
Central ac spending fluctuates with the housing market
- Central air conditioning (AC) systems share many functional elements with forced-air heating systems, using components like heat pumps. Typically, a central AC system delivers cooled air through a duct network into various rooms, offering whole-house climate control. Common central AC configurations include horizontal and single-package AC units, split-system AC condensing units and split-system AC coils, which may come with or without a blower.
- More insights available in the full report
Table of Contents
About this industry
Industry definition
Industry wholesalers engage in buying, selling and distributing heating, ventilation and air conditioning equipment. This industry excludes in-room and in-window air conditioners and hydronic equipment (IBISWorld report 42372). Installation is also excluded; however, service and repair work are part of this industry, but these services account for only a small portion of industry revenue.
What's included in this industry?
Products and services covered in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States include Wholesaling central air conditioners (excluding in-room and in-window units), Wholesaling forced-air furnaces, Wholesaling registers, grills, duct insulation and preformed ductwork, Wholesaling condensing units for air conditioners, Wholesaling compressors for air conditioners, Wholesaling heat pumps, Wholesaling air-cleaning and filtration systems and Wholesaling electric nonportable baseboard heaters.Companies
Companies covered in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States include Watsco, Inc. and Lennox International Inc.Purchase this report to view all 2 major companies in this industry.
Related Terms
Related terms covered in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States include refrigerant, seasonal energy-efficiency ratio (seer), annual fuel-utilization efficiency (afue) and hydrochlorofluorocarbons (hcfcs).Industry Code
NAICS 42373 - Heating & Air-Conditioning Equipment Wholesaling in the US
Performance
Get an indication of the industry's health through historical, current and forward-looking trends in the performance indicators that make or break businesses.
Analyst insights
The residential and nonresidential markets have shown contrasting trends. Low interest rates spurred growth in residential construction, which in turn aided wholesalers. When...
In this chapter (4)
- Current Performance
- Outlook
- Volatility
- Life Cycle
Key metrics
- Annual Revenue, Recent Growth, Forecast, Revenue Volatility
- Number of Employees, Recent Growth, Forecast, Employees per Business, Revenue per Employee
- Number of Businesses, Recent Growth, Forecast, Employees per Business, Revenue per Business
- Total Profit, Profit Margin, Profit per Business
Charts
- Revenue, including historical (2015-2024) and forecast (2025-2030)
- Employees, including historical (2015-2024) and forecast (2025-2030)
- Businesses, including historical (2015-2024) and forecast (2025-2030)
- Profit, including historical (2015-2025)
- Industry Volatility vs. Revenue Growth
- Industry Life Cycle
Detailed analysis
- Trends in supply, demand and current events that are driving current industry performance
- Expected trends, economic factors and ongoing events that drive the industry's outlook
- Key success factors for businesses to overcome volatility
- How contribution to GDP, industry saturation, innovation, consolidation, and technology and systems influence the industry's life cycle phase.
Products and Markets
Learn about an industry's products and services, markets and trends in international trade.
Analyst insight
Heat pump systems will dominate product offerings because of green regulations. These systems don't generate heat but transfer it, boosting efficiency by up to 400%.
In this chapter
- Products & Services
- Major Markets
Key metrics
- Largest market segment and value in 2025
- Product innovation level
Charts
- Products & services segmentation in 2025
- Major market segmentation in 2025
Detailed analysis
- Trends impacting the recent performance of the industry's various segments
- Innovations in the industry's product or service offering, specialization or delivery method
- Key factors that successful businesses consider in their offerings
- Buying segments and key trends influencing demand for industry products and services
Geographic Breakdown
Discover where business activity is most concentrated in an industry and the factors driving these trends to find opportunities and conduct regional benchmarking.
Analyst insights
Companies often base themselves in densely populated areas, especially those with extreme climates. Many such locations are in the Southeast, including Florida and Georgia, w...
In this chapter (1)
- Business Locations
Charts
- Share of revenue, establishment, wages and employment in each state
- Share of population compared to establishments in each region in 2025
Tables
- Number and share of establishments in each state in 2025
- Number and share of revenue each state accounts for in 2025
- Number and share of wages each state accounts for in 2025
- Number and share of employees in each state in 2025
Detailed analysis
- Geographic spread of the industry across North America, and trends associated with changes in the business landscape
- Key success factors for businesses to use location to their advantage
Competitive Forces
Get data and insights on what's driving competition in an industry and the challenges industry operators and new entrants may face, with analysis built around Porter's Five Forces framework.
Analyst insights
Increased acquisition activity has led to greater market concentration. Fewer large competitors are now vying for the same clients, resulting in more frequent head-to-head co...
In this chapter (4)
- Concentration
- Barriers to Entry
- Substitutes
- Buyer & Supplier Analysis
Key metrics
- Industry concentration level
- Industry competition level and trend
- Barriers to entry level and trend
- Substitutes level and trend
- Buyer power level and trend
- Supplier power level and trend
Charts
- Market share concentration among the top 4 suppliers from 2020-2025
- Supply chain including upstream supplying industries and downstream buying industries, flow chart
Detailed analysis
- Factors impacting the industry’s level of concentration, such as business distribution, new entrants, or merger and acquisition activity.
- Key success factors for businesses to manage the competitive environment of the industry.
- Challenges that potential industry entrants face such as legal, start-up costs, differentiation, labor/capital intensity and capital expenses.
- Key success factors for potential entrants to overcome barriers to entry.
- Competitive threats from potential substitutes for the industry’s own products and services.
- Key success factors for how successful businesses can compete with substitutes.
- Advantages that buyers have to keep favorable purchasing conditions.
- Advantages that suppliers have to maintain favorable selling conditions.
- Key success factors for how businesses can navigate buyer and supplier power.
Companies
Learn about the performance of the top companies in the industry.
Analyst insights
Larger companies have greatly benefitted from online sales. Watsco has enjoyed strong growth in online sales compared to traditional channels. Lennox partnered with Contracto...
In this chapter
- Market Share Concentration
- Companies
- Company Spotlights
Charts
- Industry market share by company in 2021 through 2025
- Major companies in the industry, including market share, revenue, profit and profit margin in 2025
- Overview of Watsco, Inc.'s performance by revenue, market share and profit margin from 2019 through 2025
- Overview of Lennox International Inc.'s performance by revenue, market share and profit margin from 2019 through 2025
Detailed analysis
- Description and key data for Watsco, Inc., and factors influencing its performance in the industry
- Description and key data for Lennox International Inc., and factors influencing its performance in the industry
External Environment
Understand the demographic, economic and regulatory factors that shape how businesses in an industry perform.
Analyst insights
Changing interest rate levels induced volatility. Low rates led to strong growth in residential construction, but as rates climbed, growth slowed. Rate cuts late in 2024 will...
In this chapter
- External Drivers
- Regulation & Policy
- Assistance
Key metrics
- Regulation & policy level and trend
- Assistance level and trend
Charts
- Regulation & Policy historical data and forecast (2015-2030)
- Assistance historical data and forecast (2015-2030)
Detailed analysis
- Demographic and macroeconomic factors influencing the industry, including Regulation & Policy and Assistance
- Major types of regulations, regulatory bodies, industry standards or specific regulations impacting requirements for industry operators
- Key governmental and non-governmental groups or policies that may provide some relief for industry operators.
Financial Benchmarks
View average costs for industry operators and compare financial data against an industry's financial benchmarks over time.
Analyst insights
Profit has remained stable. Despite significant supply chain issues increasing purchase costs, wholesalers have managed to pass these higher expenses onto customers and maint...
In this chapter
- Cost Structure
- Financial Ratios
- Key Ratios
Key metrics
- Profit margin, and how it compares to the sector-wide margin
- Average wages, and how it compares to the sector-wide average wage
- Largest cost component as a percentage of revenue
- Industry average ratios for days' receivables, industry coverage and debt-to-net-worth ratio
Charts
- Average industry operating costs as a share of revenue, including purchases, wages, depreciation, utilities, rent, other costs and profit in 2025
- Average sector operating costs as a share of revenue, including purchases, wages, depreciation, utilities, rent, other costs and profit in 2025
- Investment vs. share of economy
Data tables
- Industry Multiples (2018-2023)
- Industry Tax Structure (2018-2023)
- Income Statement (2018-2023)
- Balance Sheet (2018-2023)
- Liquidity Ratios (2018-2023)
- Coverage Ratios (2018-2023)
- Leverage Ratios (2018-2023)
- Operating Ratios (2018-2023)
- Cash Flow & Debt Service Ratios (2015-2030)
- Revenue per Employee (2015-2030)
- Revenue per Enterprise (2015-2030)
- Employees per Establishment (2015-2030)
- Employees per Enterprise (2015-2030)
- Average Wage (2015-2030)
- Wages/Revenue (2015-2030)
- Establishments per Enterprise (2015-2030)
- IVA/Revenue (2015-2030)
- Imports/Demand (2015-2030)
- Exports/Revenue (2015-2030)
Detailed analysis
- Trends in the cost component for industry operators and their impact on industry costs and profitability
Key Statistics
Industry Data
Data Tables
Including values and annual change:
- Revenue (2015-2030)
- IVA (2015-2030)
- Establishments (2015-2030)
- Enterprises (2015-2030)
- Employment (2015-2030)
- Exports (2015-2030)
- Imports (2015-2030)
- Wages (2015-2030)
Top Questions Answered
Unlock comprehensive answers and precise data upon purchase. View purchase options.
What is the market size of the Heating & Air-Conditioning Equipment Wholesaling industry in the United States in 2025?
The market size of the Heating & Air-Conditioning Equipment Wholesaling industry in the United States is $105.9bn in 2025.
How many businesses are there in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States in 2025?
There are 3,332 businesses in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States, which has declined at a CAGR of 0.0 % between 2020 and 2025.
How may import tariffs affect the Heating & Air-Conditioning Equipment Wholesaling industry in the United States?
The Heating & Air-Conditioning Equipment Wholesaling industry in the United States is unlikely to be materially impacted by import tariffs with imports accounting for a low share of industry revenue.
How may export tariffs affect the Heating & Air-Conditioning Equipment Wholesaling industry in the United States?
The Heating & Air-Conditioning Equipment Wholesaling industry in the United States is unlikely to be materially impacted by export tariffs with exports accounting for a low share of industry revenue.
Has the Heating & Air-Conditioning Equipment Wholesaling industry in the United States grown or declined over the past 5 years?
The market size of the Heating & Air-Conditioning Equipment Wholesaling industry in the United States has been growing at a CAGR of 6.0 % between 2020 and 2025.
What is the forecast growth of the Heating & Air-Conditioning Equipment Wholesaling industry in the United States over the next 5 years?
Over the next five years, the Heating & Air-Conditioning Equipment Wholesaling industry in the United States is expected to grow.
What are the biggest companies in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States?
The biggest companies operating in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States are Watsco, Inc. and Lennox International Inc.
What does the Heating & Air-Conditioning Equipment Wholesaling industry in the United States include?
Wholesaling central air conditioners (excluding in-room and in-window units) and Wholesaling forced-air furnaces are part of the Heating & Air-Conditioning Equipment Wholesaling industry in the United States.
Which companies have the highest market share in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States?
The company holding the most market share in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States is Watsco, Inc..
How competitive is the Heating & Air-Conditioning Equipment Wholesaling industry in the United States?
The level of competition is high and steady in the Heating & Air-Conditioning Equipment Wholesaling industry in the United States.
Methodology
How are IBISWorld reports created?
IBISWorld has been a leading provider of trusted industry research for over 50 years to the most successful companies worldwide. With offices in Australia, the United States, the United Kingdom, Germany and China, we are proud to have local teams of analysts that conduct research, data analysis and forecasting to produce data-driven industry reports.
Our analysts start with official, verified and publicly available sources of data to build the most accurate picture of each industry. Analysts then leverage their expertise and knowledge of the local markets to synthesize trends into digestible content for IBISWorld readers. Finally, each report is reviewed by one of IBISWorld’s editors, who provide quality assurance to ensure accuracy and readability.
IBISWorld relies on human-verified data and human-written analysis to compile each standard industry report. We do not use generative AI tools to write insights, although members can choose to leverage AI-based tools within the platform to generate additional analysis formats.
What data sources do IBISWorld analysts use?
Each industry report incorporates data and research from government databases, industry-specific sources, industry contacts, and our own proprietary database of statistics and analysis to provide balanced, independent and accurate insights.
Key data sources in the US include:
- US Census Bureau
- US Bureau of Labor Statistics
- US International Trade Commission
Analysts also use industry specific sources to complement catch-all sources, although their perspective may focus on a particular organization or representative body, rather than a clear overview of all industry operations. However, when balanced against other perspectives, industry-specific sources provide insights into industry trends.
These sources include:
- Industry and trade associations
- Industry federations or regulators
- Major industry players annual or quarterly filings
Finally, IBISWorld’s global data scientists maintain a proprietary database of macroeconomic and demand drivers, which our analysts use to help inform industry data and trends. They also maintain a database of statistics and analysis on thousands of industries, which has been built over our more than 50-year history and offers comprehensive insights into long-term trends.
How does IBISWorld forecast its data?
IBISWorld’s analysts and data scientists use the sources above to create forecasts for our proprietary datasets and industry statistics. Depending on the dataset, they may use regression analysis, multivariate analysis, time-series analysis or exponential smoothing techniques to project future data for the industry or driver. Additionally, analysts will leverage their local knowledge of industry operating and regulatory conditions to impart their best judgment on the forecast model.
IBISWorld prides itself on being a trusted, independent source of data, with over 50 years of experience building and maintaining rich datasets and forecasting tools. We are proud to be the keystone source of industry information for thousands of companies across the world.
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