Andover Fabrics Weaves a Seamless B2B Experience with BigCommerce, Friends of Commerce, and Acumatica
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85%
increase in booked revenue within the first six months
99.6%
year-over-year growth in UK fabric design sales
100+
years in business
Key highlights:
CHALLENGE.
A difficult-to-use homegrown ecommerce platform and legacy back-office systems created manual, inefficient workflows.
Poor online buying experience made it difficult for customers to do business efficiently.
Limited online inventory visibility forced customers to rely on phone orders and manual checks.
SOLUTION.
Partnered with Friends of Commerce to design, architect, and execute a tailored, scalable B2B ecommerce solution.
Launched BigCommerce B2B Edition to deliver a modern, intuitive buying experience built around customer purchasing behavior.
Implemented Acumatica as the new cloud ERP to centralize data and tightly integrated it with the digital storefront to eliminate manual workflows.
RESULTS.
85% growth in booked revenue within the first six months.
Increased customer adoption through self-service ordering, specialized workflows, and improved usability.
Transformed the digital storefront from a major pain point into a competitive advantage.
Transforming how a heritage brand sells and scales
For more than 100 years, Andover Fabrics has supplied premium quilting fabrics to independent retailers around the world, building its reputation on quality and close customer relationships.
But as digital expectations evolved, the company faced growing pressure to modernize its buying experience. Legacy systems limited visibility, slowed product catalog management, and made it incredibly difficult for customers to place orders efficiently online.
With the strategic guidance of Friends of Commerce, Andover Fabrics implemented BigCommerce as its dedicated B2B ecommerce platform. By tightly integrating BigCommerce with its new cloud ERP system, Acumatica, Andover created a connected, scalable foundation that brings real-time data, streamlined operations, and self-service buying together in a single experience.
CHALLENGE
Legacy systems created friction across operations and buying.
As Andover Fabrics looked to grow, the disjointed digital systems supporting the business were holding it back.
Running on a difficult-to-use, homegrown ecommerce platform alongside a legacy ERP, Microsoft Dynamics SL, the company faced daily inefficiencies that impacted both internal teams and its valued B2B buyers.
“Every day we felt a little bit of pain whenever we opened up our ERP and our online storefront,” shared Adam Weinstein, President of Andover Fabrics. “It was like working at the DMV.”
The online experience lacked the ease, flexibility, and convenience modern B2B buyers expect.
Customers often had to call in to check availability, verify pricing, or place orders.
Product data was hard to manage and time-consuming to update at scale, with hundreds of SKUs taking days to upload and slowing time to market.
“There were a lot of manual processes, with teams constantly moving data back and forth between systems,” said RJ Stephens, Co-Founder and CEO of Friends of Commerce.
To move forward, Andover Fabrics needed a transformative B2B ecommerce platform that could simplify the buying journey, backed by a robust operational system to surface real-time data and deliver a best-in-class customer experience.
“There were a lot of manual processes, with teams constantly moving data back and forth between systems.”
RJ STEPHENS, CO-FOUNDER AND CEO, FRIENDS OF COMMERCE.
SOLUTION
Sewing a stronger B2B experience.
To remove friction for customers, Andover Fabrics implemented BigCommerce B2B Edition to power a highly customized, modern B2B purchasing experience.
Customers can now browse and purchase products on their own terms, 24/7, without relying on phone calls or manual order entry from sales reps.
The new BigCommerce storefront was designed around how Andover’s customers actually buy, including support for pre-orders, seasonal collections, and purchasing by the yard rather than by the bolt.
Self-service ordering through a dedicated buyer portal
Customer-specific pricing and availability at login
Real-time order tracking and status visibility
Purchasing workflows aligned to buyer preferences
“My customers can now log in, see exactly their price, ship dates, and how much they have in stock,” said Weinstein.
In many cases, internal teams can now direct customers to the website for answers, drastically reducing back-and-forth communication and speeding up the buying process. The result is a faster, more intuitive digital storefront that aligns with how modern B2B customers prefer to shop.
Enabling real-time data and scalable operations with Acumatica.
While BigCommerce transformed the buying experience, Acumatica became the foundation that made it possible.
“We transitioned from an old ERP system, which looked like it ran on MS DOS,” explained Weinstein. “It wasn't until very recently that we had the technology partners and the solutions that we needed in order to take this business forward.”
By replacing its legacy ERP with Acumatica, Andover Fabrics centralized its product, inventory, and order data into a single, real-time system, eliminating the need for manual data movement between systems and creating a scalable foundation for growth.
Weaving the right partners into the transformation.
Transforming a century-old business requires more than just new software; it requires a deep understanding of operations. To bring its ambitious vision to life, Andover Fabrics partnered with Friends of Commerce, with the support of MaxQ Technologies, to map out, design, and implement its modern B2B ecosystem.
Rather than applying a one-size-fits-all approach, Friends of Commerce took a deeply consultative role. They worked closely with Andover Fabrics to understand its unique B2B workflows, identify operational bottlenecks, and map out a highly scalable digital architecture.
“We really took the time to understand their business, their workflows, and how their customers actually buy,” said RJ Stephens.
Friends of Commerce seamlessly integrated BigCommerce with Acumatica. By establishing BigCommerce as the customer-facing powerhouse and linking it fluidly to the centralized ERP data, this ensured that accurate, structured data flowed across the business in real time.
“We’ve gotten countless compliments on not just the functionality of the site, but how well everything flows together,” said Weinstein.
With Friends of Commerce's strategic execution, Andover Fabrics modernized its systems, eliminated manual workarounds, and created an online experience that felt intuitive to its customers from day one.
“We’ve gotten countless compliments on not just the functionality of the site, but how well everything flows together.”
ADAM WEINSTEIN, PRESIDENT, ANDOVER FABRICS
“We transitioned from an old ERP system, which looked like it ran on MS DOS. It wasn't until very recently that we had the technology partners and the solutions that we needed in order to take this business forward.”
ADAM WEINSTEIN, PRESIDENT, ANDOVER FABRICS
RESULTS
Record-breaking growth.
With a modern B2B experience powered by BigCommerce, a scalable foundation built on Acumatica, and orchestrated by Friends of Commerce, Andover Fabrics quickly saw measurable impact across both revenue and daily operations.
Approximately 85% growth in booked revenue within the first six months
Nearly 100% year-over-year growth for key product lines
Days of manual product uploads reduced to hours
Dramatically increased customer self-service and reduced reliance on phone orders
“Revenue is at record levels, and our book-ahead sales are at record levels since we implemented Acumatica with BigCommerce,” remarked Weinstein.
Beyond massive revenue growth, the business operates more efficiently at every level. Teams can launch products faster, access real-time digital data instantly, and support customers without tedious manual data entry.
Customers benefit from a significantly smoother buying experience, making it easier to discover products, place wholesale orders, and return to Andover Fabrics again and again.
“Andover shared with us, ‘You helped us transform our biggest weakness, our digital storefront, into our biggest strength,’” said Stephens.
“Revenue is at record levels, and our book-ahead sales are at record levels since we implemented Acumatica with BigCommerce.”
ADAM WEINSTEIN, PRESIDENT, ANDOVER FABRICS
LOOKING AHEAD
Threading the next phase of growth.
With a strong digital foundation now in place, Andover Fabrics is focused on expanding its reach and evolving its product offerings on BigCommerce.
“We never want to stop growing. We never want to stop reaching new customers and also providing more services to our existing customers,” said Weinstein.
Building on its immediate success, the team is accelerating plans to launch additional storefronts and expand into new markets, leveraging its powerful BigCommerce architecture and solid Acumatica backend to scale more efficiently than ever before.
“Every subsequent storefront is just going to be that much quicker,” said Matt Ricks, Co-Founder and CTO of Friends of Commerce.
With the flexibility to scale and innovate, Andover Fabrics and Friends of Commerce are well-positioned to continue building on this momentum and drive future B2B growth.
“We never want to stop growing. We never want to stop reaching new customers and also providing more services to our existing customers.”
ADAM WEINSTEIN, PRESIDENT, ANDOVER FABRICS
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