Case Study: Ferguson achieves $6.6M annual incremental revenue and 381% revenue-per-visitor lift with Adobe Target

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

Ferguson, a leading U.S. distributor of plumbing, PVF, HVAC, and waterworks products, faced the challenge of formalizing website testing and optimization, moving to data‑driven digital marketing, and building the right skills and processes to drive online revenue. To address this, Ferguson adopted Adobe Target (alongside Adobe Analytics and Adobe Professional Services from the Adobe Marketing Cloud) and created a cross‑functional eBusiness program to standardize tagging, reporting, and test governance.

Using Adobe Target with Adobe Analytics and guidance from Adobe Professional Services, Ferguson ran A/B and personalization tests, trained users, and standardized reporting. The vendor‑led program produced dramatic results: a loyalty banner test increased sign‑ups by up to 75% (follow‑up variant 59% vs 41%), first‑month business‑to‑business share of sales grew 469%, revenue per visitor rose 381%, daily sign‑ups climbed 32%, estimated incremental sales reached $6.6M annually, and the program paid back within the first week — all driven by Adobe Target.

Ferguson

Melody Walk

Digital Optimization Owner