Case Study: Ferguson achieves $6.6M annual incremental sales and one-week payback with Adobe Analytics

Leading plumbing , PVF, HVAC, and waterworks distributor masters website testing and optimization

Ferguson, the leading U.S. distributor of plumbing, PVF, HVAC, and waterworks products, faced the challenge of making website testing and optimization a repeatable, data-driven part of its culture across a complex, matrixed organization. To move from disparate metrics and ad hoc decisions to standardized reporting, better tagging, and cross-functional buy-in, Ferguson partnered with Adobe Analytics (along with Adobe Target and Adobe Professional Services within Adobe Marketing Cloud) to acquire the right tools, skills, and processes.

Using Adobe Analytics and Adobe Target plus Adobe Professional Services’ maturity assessment and training, Ferguson built a formal testing program, standardized dashboards, and a cross-functional review process. The results were dramatic: payback within one week, an estimated $6.6M in incremental annual sales, online revenue per visitor up 381%, a 75% lift in loyalty sign-ups from a winning banner test (with B2B share +469% and daily sign-ups +32% in month one), and active Adobe Analytics users growing from 10 to 71—freeing analysts to focus on strategic work.

Ferguson

Melody Walk

Digital Optimization Owner