Watsco Investor Day Conference
Entrepreneurship + Innovation | Fueling Growth and Industry Leadership December 11, 2025
Digital Ecosystem & E-commerce
Ed Gaffney, SVP Digital Transformation and Marketing, CE North America Kelly Harvey, President, Sunshine Air Conditioning, Belleview, FL
Chad Wetzel, President & GM, CE Florida & Texas Regions
Where We Started
8:28AM on March 3rd, 2015
It was at this point where CE started our digital journey and continued across the other Watsco business units.
Where We Are Today
$2.5BWatsco E-commerce Sales
$1.6B in E-commerce Sales at CE
80% in some regions
900,000+
SKUs in PIM
350-450 orders per hour
Approximately 750,000 orders annually
100,000 online chats
Our Customer Experience team supports customers
Mon-Fri, 7AM-5PM in English, Spanish, and French
The product information database (PIM) has attributes for every item; images, descriptions, specifications, representing 30 million attributes
2.4 LIPI
The LIPI of e-comm orders is 26% greater than standard orders
B2B Requires a Suite of Digital Solutions
CE's Digital Ecosystem for
our HVAC Contractors
The Future Is Bright
Everyday we push the boundaries of digital
in the HVAC space.
Continue to innovate and launch new digital products and solutions for different journeys
Continue to identify ways to leverage AI
Our competitive advantage is the Watsco v
ecosystem
Watsco/Watsco Ventures are the tip of the spear leading the technology charge
Constant communication with the field for ideation and enhancements
Best practice sharing and fostering collaboration across the business units
No other distributor in our industry comes close to this model!
Innovations in Pricing
Kristin Daniels, VP Pricing Strategy, Watsco Inc.
Brian O'Mahony, President, CE North America
Managing billions of potential price points
1,600+
Suppliers
200,000+
Products
130,000+
Customers
Over 2.6 Billion CombinationsPricing Optimization
Prior to Investment
Today
Countless hours spent on adhoc analysis and tedious price maintenance
Analytical tools and rules-based mass maintenance readily available
Leadership lacked key performance indicators to understand pricing effectiveness
Performance metrics available to measure the impact of pricing actions
Pricing decisions implemented based on likelihood of profitable growth
Pricing decisions often implemented based on what was easiest to administer
VS
Pricing decisions made based on limited data, tribal knowledge, and siloed teams
Sales, Finance, Pricing, and Product Management teams work together leveraging rich data and analytics
| Attention: This is an excerpt of the original content. To continue reading it, access the original document here. |