Most manufacturers and distributors in the HVAC and plumbing space know they could be capturing more revenue online, but they often feel overwhelmed with where to invest their energy and resources.
It’s not just about launching ecommerce. It’s about meeting buyer expectations and building the confidence needed to complete the sale. And while buyers look for the same level of convenience they find in B2C, internal teams are burned out trying to navigate the limitations of legacy systems.
Even with strong intent and ample budget, digital initiatives often underperform when the complexity of HVAC and plumbing catalogs becomes a source of buyer friction rather than a strategic advantage.
We wrote about these challenges in detail in our new guide: The Digital Evolution in HVAC and Plumbing: Strategies for Achieving Digital Maturity, Boosting Engagement, and Driving Loyalty.
Below is a look at the key themes we explore and why ecommerce success in this space doesn't follow the same playbook as other industries.
At first glance, a product page seems simple. A few specs, a few images, a price. But in HVAC and plumbing, there’s often much more happening behind the scenes:
All of that complexity shows up on the front lines of the customer experience. When data is scattered or outdated, the burden shifts to your buyers to sort through the noise. And in a competitive market, few will take the time. Clean, connected product information is a growth enabler. And the brands that solve for this are the ones that move faster, convert better, and build lasting loyalty.
There is a revenue-altering difference between simply displaying a product catalog on a website and creating a meaningful shopping experience online. This difference lies in how product information is structured, accessed, and tailored to the buyer. For example:
When these gaps exist, buyers don’t just get frustrated. They leave.
Tools like real-time inventory visibility, advanced filtering, and dynamic personalization can transform how buyers interact with your site. At Aperture Labs, we find tremendous value in Optimizely’s experimentation and personalization tools, as they let companies test and refine those experiences quickly. For example:
The brands that are succeeding in this space aren’t necessarily the biggest, but rather the ones who’ve built smart digital foundations that drive frictionless ecommerce experiences.
Winning brands are:
For example, an HVAC distributor that leveraged Optimizely’s DXP to enhance their dealer portal with real-time inventory, training modules, and smart product filters saw phone orders drop by 38% and online repeat purchases jumped by 22% in just three months.
If you’re a marketing, digital, or ecommerce leader in this space, we wrote this ebook for you. No fluff, just practical insights backed by years of real-world experience.
In The Digital Evolution in HVAC & Plumbing, we outline:
If you’re serious about improving your digital performance, we’re here to help. Reach out here.