Johnstone Supply wanted to adapt a new eCommerce strategy using improved electronic B2B methods through a wider range of channels. The Company Johnstone Supply is the largest HVAC Distribution Cooperative with close to 400 store locations “in the United States and six regional distribution centers. Of their $1.7 billion in annual sales, B2B eCommerce accounts for five percent or $96 million. Johnstone Supply selected EnterWorks Product Information Management (PIM) to provide a centralized information repository that enabled better enterprise data management with their memeber organizations. Business Challenge An increasing reliance on B2B, the need to explore new channels (web, mobile, etc.), and a desire to give members a competitive advantage led Johnstone to adapt a new eComm

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