Powering the Future of Electrical Distribution: How EECO Orchestrated a 5x Digital Revenue Surge
Customer Success by the Numbers
Revenue Growth
SKUs managed
Vendors integrated into the ecosystem
The Challenge
In industrial distribution, catalog complexity comes with legal strings attached. EECO faces strict manufacturer mandates: some product lines are restricted by state, while others compete and cannot be shown to the same customer.
In their previous setup, complying with these rules meant manual labor. The team had to build and maintain separate, static catalogs for different customers and territories. As product data and vendor agreements changed, keeping these parallel catalogs in sync became a full-time administrative burden.
Worse, their legacy platform operated as a managed-service black box. The data lived on an island, disconnected from the core business logic. When integrations failed or rules drifted out of sync, EECO had little control to fix it, creating a risk that a customer might accidentally purchase a restricted item.
Adam Sheets
Director of Digital Commerce at EECO
The Solution
EECO selected OroCommerce (with Xngage as their implementation partner) because they needed a platform that could follow their operating rules without locking them into a rigid managed-service model. Total cost of ownership mattered, and so did having B2B capabilities designed for customer-specific access and pricing.
EECO connected OroCommerce to their Epicor Prophet 21 ERP and used that data to control the storefront experience at the account level. Instead of maintaining multiple copies of the catalog, the storefront assembles what a buyer can see based on that buyer’s context:
- It uses the customer and org structure to identify the buyer’s context.
- It applies product visibility and pricing based on ERP-driven eligibility.
- It presents a catalog that matches the customer’s authorized lines and territory constraints, so restricted items never appear for the wrong buyer.
EECO also supports punchout for procurement-driven customers through TradeCentric. Large enterprise buyers don’t want to log into a separate website; they want to buy through their own internal systems like SAP Ariba and Coupa. EECO uses OroCommerce to “punchout” these buyers to a live OroCommerce session to browse EECO’s catalog with their specific contract pricing. They build an order, and OroCommerce passes the data back to their system for approval.
This allows EECO to serve their largest, most complex accounts with the same commerce engine they use for their website, ensuring pricing and inventory are always accurate across both channels.
What This Architecture Unlocked
- 5x Increase in Digital Revenue: The synergy between the OroCommerce webshop and eProcurement integrations led to a 5x growth in total digital revenue.
- Higher Average Order Value: Customers using the digital portal tended to place larger, more comprehensive orders compared to traditional phone or email transactions.
- Expanded Active Portfolio: EECO successfully increased the number of active SKUs available to customers without increasing the headcount of the catalog management team.
- Future-Proofing for AI: EECO also future-proofed their stack, creating the structured data foundation required for their upcoming AI initiatives.
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