Case Study: Distributor Corporation of New England (DCNE) achieves 200% increase in average order value with Optimizely B2B Commerce Cloud

Distributor Corporation of New England sees 200% increase in AOV

Distributor Corporation of New England (DCNE) is a second‑generation, family‑owned distributor of commercial and residential HVAC equipment and parts serving New England. After launching a basic turnkey ecommerce site in 2012, they outgrew its outdated architecture and limited B2B features—facing scalability, integration, content and developer‑dependence challenges—so they needed a platform that could handle complex pricing and ERP integration while supporting their contractor customer base.

DCNE implemented Optimizely B2B Commerce Cloud with agency Absolunet, integrated to their Infor ERP, and built a modern customer portal and quote‑management workflow that lists equipment, parts and backorders online. The result: a 200% increase in average order value, roughly 28–30% of sales driven online, more than 115,000 SKUs available, faster training (training time cut in half), improved cross‑selling and strong industry recognition.

DCNE

Bill Fiore

Director of Operations