Johnstone Supply knows a thing or two about growth. As the largest HVAC Distribution Cooperative, with $1.7 billion in sales and over 400 suppliers, they smartly set their sights on expanding their e-commerce strategy. The goal? To improve electronic B2B methods through a wider range of channels with enriched, consistent product content. As their e-commerce journey began, Johnstone turned to EnterWorks to deploy a PIM solution. Here’s how they used Product Information Management and a centralized Vendor Portal to help transform their business and e-commerce presence.
The Challenge: So Much Data, So Little Time
Johnstone faced a few major roadblocks in driving a successful e-commerce strategy.
For starters, the company’s growth generated complexities in product content management. In fact, Johnstone carries over 80,000 actively managed products with 900 possible attributes. Sales channels include in-store, phone and e-commerce. The company also offers a range of product categories from equipment to motors, parts and supplies.
Previously, product content flowed from various systems and spreadsheets with multiple versions of the same data. Inconsistencies emerged across digital and print channels. Furthermore, legacy systems and processes could not handle the increased volume of data changes.
Meanwhile, Johnstone wanted to add increased assortment capabilities as a major competitive advantage.
So, before their e-commerce strategy could take flight, Johnstone knew something had to be done to take control of their product content.
The Solution: PIM Drives Major Percentage Growth
Johnstone implemented the EnterWorks Enable multi-domain PIM/MDM platform to centralize product content.
As a result, they experienced 47% e-commerce growth, year-over-year, in 2015.
Utilizing the PIM solution and Vendor Portal, Johnstone’s e-commerce and counter sales can now share access to enhanced and accurate content, improving the customer experience.
Johnstone now operates with centralized content across all physical and digital channels including web, mobile, in-store, hard copy catalogs and electronic publications. Product data is consistent, efficient and accurate.
Finally, Johnstone is able to achieve speed-to-market for new products and marketing, paving the way for more growth. The company can handle increased volumes of product data and better position Cooperative Members with the right information.
To sum up the success, Laura Schultz, Director of IT and PMO at Johnstone, noted “In HVAC distribution when something breaks you’ve got to locate the right part quickly! With EnterWorks Enable PIM we collaborate with suppliers using the Vendor Portal to create and enrich our data for a consistent customer experience across our print and digital publication channels.”