Parameter configuration — the audit trail
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Sensitivity — Johnstone share of the US addressable market
ARM figures are exactly linear in this share, so moving the slider rescales estimated Johnstone spend, DT share of Johnstone and headroom everywhere — here and on Category Detail — without re-querying Snowflake.
This slider does not move the mix index, the opportunity list or the $21.7M headline. Those come only from DiversiTech's own books — what Johnstone bought against what the rest of the channel bought — and are independent of any market-size assumption. That separation is the whole point of this page.
Method
The mix index uses no outside data
It compares Johnstone's category mix of DiversiTech spend against peer HVAC/R wholesalers. An index of 100 means Johnstone buys that category in the same proportion as the rest of the channel; 60 means it buys 40% less of it — the fingerprint of a competing supplier holding that shelf space.
Robustness
The opportunity list only includes categories that are under-penetrated against both peer bases — all wholesalers and national-only. That deliberately excludes categories whose gap flips depending on the peer set: ELE - 1 Motors indexes 47 against all peers but 108 against national peers, so it is left out.
The ARM share is a ballpark
The single scaling assumption forces DT's total share at Johnstone to equal DT's average wholesaler share. Read the per-category spread, never the level. To be validated with Tom C.; ARM support from Ron.
Two non-additive streams
Invoiced is what DT billed Johnstone. POS is Johnstone's reported store-level sell-through. They are two views of the same business and must never be summed.
Periods use complete months only
Latest actuals are 2026-09-18, so YTD runs January to August and the prior-year YTD uses the same eight months.