The State of HVAC Distribution and Contractor eCommerce w...

What this episode covers

Why is there such a massive gap between digital leaders (60% online revenue) and the industry average (4%) in HVAC distribution?In this episode of Frictionless Commerce, host Matt Johnson is joined by Paul Dabrowski, Global B2B Manager at BigCommerce, to unpack the "Industrial B2B Buyer Report." They reveal why nearly half of all HVAC buyers are now making purchasing decisions directly from the job site via mobile—and why legacy ERPs are failing to support them.We discuss:The Revenue Gap: What the top 60% of digital leaders are doing differently.The Mobile Contractor: Why 90% of buyer routes now involve a digital channel.Technical Debt: How to move away from legacy dependencies and automate sales orders.Data Connectivity: Why your e-commerce engine is only as good as the "fuel" you put in it.Resources & Links:BigCommerce: https://www.bigcommerce.comPivotree: https://www.pivotree.com

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How long is this episode of Frictionless Commerce?

This episode is 37 minutes long.

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This episode was published on December 12, 2025.

What is this episode about?

Why is there such a massive gap between digital leaders (60% online revenue) and the industry average (4%) in HVAC distribution?In this episode of Frictionless Commerce, host Matt Johnson is joined by Paul Dabrowski, Global B2B Manager at...

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