Case Study: Watsco achieves $900M in online sales with Adobe Commerce

Watsco drives $900M in online sales through its B2B distribution network with Magento Commerce

Watsco, the largest U.S. distributor of HVAC and refrigeration equipment (founded 1947; ~5,200 employees across 500+ locations), needed a scalable digital B2B channel that could serve independent business units and help contractors order parts and manage procurement more efficiently. The challenge was integrating e-commerce into a complex, distributed organization while maintaining flexibility for each unit’s customers and processes.

Watsco implemented Adobe Commerce (Commerce Cloud) with partners Perficient Digital and Gravity Department, launching sites beginning in 2014 and using an open architecture and B2B capabilities to integrate legacy systems and iterate quickly. The platform drove major results: $900M in online sales, 50% year‑over‑year growth, a 66% increase for Gemaire and 100% rise in customer adoption at Baker, and a scalable foundation for ongoing personalization and automation.

Watsco

Paul McCluskey

Director, E-commerce