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For F.W. Webb, a distributor of plumbing, heating, cooling and piping products, Johnson Controls 2005 acquisition of YORK International, Corp., was an opportunity for the company to take the
next step in its growth plan. An equipment distributor agreement signed with Johnson Controls, allows Webb to sell YORK‚ brand products throughout eastern New York, Vermont, New Hampshire, Maine, Massachusetts,
Rhode Island and Connecticut.
Since 1866, Webb has continuously served customers in New England and upstate New York with a complete package of plumbing, hydronics, HVAC and LP gas products, biotech, valve automation and
pipe-valve fittings. Webb has an excellent reputation and is the largest distributor of these products in the Northeast, with a more than 400,000-squarefoot distribution facility located in Amherst, New Hampshire.
Despite this success, Webb knew that its supplier of HVAC equipment could not support its growth plan. "We felt hindered in our ability to enhance service to our customers from a product and
distribution standpoint. And, we knew that this would ultimately impact our ability to grow our business," says John Thomas, vice president HVAC & controls. "Johnson Controls is our long-standing supplier of
controls. Their forward thinking in the YORK acquisition and our commitment to the distributor agreement put us in the position to expand our business, and do so with an 'A line' brand."
Continuing a History of Doing More
F.W. Webb and Johnson Controls have been doing more together for years. What began as a traditional supplier/distributor relationship has developed into a mutually beneficial partnership.
"By working together, we've grown from being a distributor of product to distributor of controls solutions, which is unique in the industry. And, this was possible because Johnson Controls was willing to listen and
work with us to develop programs based on how we deal with customers and how we go to market, instead of telling us how to work within their marketing plan," says Thomas.
 Flexibility is the key to growing Webb's business. The company strives to
exceed the demands of a changing industry, which requires working with manufacturers that are willing to adapt with them. For Webb it comes down
to service territory, access to additional products, and programs designed around their needs rather than the manufacturing schedule. "Johnson
Controls has always been flexible and responsive in this regard. They are willing to look at business regionally rather than fitting us into a typical
distributor template," says Thomas. "And this has continued since the acquisition of YORK."
Before entering the distributor agreement for YORK brand products, Webb closely examined the industries it is involved in along with its core business
and growth strategies. "Together, Johnson Controls and YORK provide opportunities that are in line with what we were already doing and where we want to go. And, the strength of our
existing relationship with Johnson Controls made the decision to make a major product and supplier change
easier," states Thomas. "Not to mention the quality, reputation and overall brand strength of both organizations, which is important at both the dealer and customer level."
Doing More for Customers
As a distributor of YORK brand products, Webb customers get a dynamic organization that is now more
diversified from a product, service and packaged solutions perspective. Webb has become a single source for new customers and those they were already serving in one way or another. "We now offer new and existing
customers all the products and programs YORK is known for along with Johnson Controls cutting edge technology and integrations. And, we support it with the deliverables Webb is known for," states Thomas.
 For Webb, delivering customer satisfaction means maintaining
delivery schedules and inventory levels, accurate product and dealer identification, and offering diverse product lines and financing programs among other things. According to Thomas, these were all
potential risk factors involved with the YORK acquisition. But by working together closely, with open communication at all levels of each organization, the transition was made as seamlessly as
possible. And they continue to operate that way to enhance customer service and identify growth opportunities.
"It's also refreshing to know that Johnson Controls has not disrupted the culture of YORK as a manufacturer.
Instead they've augmented it with technology, financial backing, leadership and direction, says Thomas. "I feel
that the moves Johnson Controls is making in the Building Efficiency Group are unparalleled in this industry. The YORK acquisition compliments their core offering and the distributors, dealers and customers are
benefiting from it."
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