DCNE – Distributor Corporation of New England - HVAC Supply

Introduction

In the heart of New England’s bustling HVACR (Heating, Ventilation, Air Conditioning, and Refrigeration) industry, Distributor Corporation of New England (DCNE) stands as a testament to resilience, innovation, and customer-centric service. As of March 18, 2025, this family-owned enterprise, headquartered in Malden, Massachusetts, operates six branches across Maine, New Hampshire, Rhode Island, and Eastern Massachusetts, serving as one of the region’s premier wholesale distributors of HVAC equipment, parts, and supplies. With nearly six decades of history, DCNE has evolved from a modest operation into a powerhouse with annual revenues estimated at $23.6 million and a workforce of over 80 dedicated professionals. This article explores DCNE’s origins, growth, operational strategies, technological advancements, and its enduring impact on the HVACR landscape.

Founding and Early Years

DCNE’s story begins in 1963, when brothers Gregory Archie Kolligian and Jack H. Kolligian founded the company in Malden, Massachusetts. The early 1960s were a time of economic optimism and industrial expansion in the United States, and the Kolligian brothers saw an opportunity to serve the growing demand for heating and cooling solutions in New England. With Gregory’s technical expertise and Jack’s business acumen, they established DCNE as a distributor for Carrier Corporation, a leading manufacturer of HVAC equipment—a partnership that remains central to the company’s identity today.

The initial focus was on supplying refrigeration and air conditioning components to contractors and dealers in Eastern Massachusetts. New England’s harsh winters and humid summers made HVAC systems essential, and DCNE quickly gained traction by offering reliable products and personalized service. The company’s first location at 767 Eastern Avenue in Malden became a hub for local contractors seeking Carrier parts and technical support. By the late 1960s, DCNE had expanded its offerings to include heating equipment, reflecting the region’s dual climate needs and laying the groundwork for broader growth.

The Kolligian brothers’ hands-on approach set DCNE apart. They prioritized building relationships with customers, often visiting job sites to troubleshoot issues alongside contractors. This commitment to service, combined with Carrier’s reputation for quality, fueled early success. By the 1970s, DCNE had begun to expand beyond Malden, eyeing opportunities in neighboring states where demand for HVAC solutions was rising.

Expansion and the Carrier Partnership

The 1980s marked a turning point for DCNE as it solidified its role as Carrier’s primary distributor in New England. The company opened satellite branches in Westwood, Massachusetts; Portland, Maine; Salem, New Hampshire; Cranston, Rhode Island; and Plymouth, Massachusetts, creating a network that spans the region. This expansion was strategic, targeting areas with growing residential and commercial construction. Each branch was designed to serve as a local resource, stocked with Carrier equipment and a full line of parts and supplies, ensuring contractors had quick access to what they needed.

The partnership with Carrier has been a cornerstone of DCNE’s success. For nearly 60 years, DCNE has distributed Carrier’s residential and commercial HVAC systems, from ductless mini-splits to large-scale applied equipment for industrial buildings. This relationship has earned DCNE respect among fellow Carrier distributors nationwide, who view it as a pioneer in innovation and customer service. The company’s ability to leverage Carrier’s cutting-edge technology—such as heat pumps and variable refrigerant flow (VRF) systems—has kept it ahead of industry trends, particularly as energy efficiency and sustainability have become priorities.

By the 1990s, DCNE had established itself as a regional leader, with a reputation for reliability and expertise. Its branch managers, empowered to adapt inventory to local needs, ensured that products like heating systems in Maine and cooling units in Rhode Island were readily available. This decentralized approach, paired with centralized support from Malden, allowed DCNE to scale efficiently while maintaining a personal touch—a balance that remains a hallmark of its operations.

Operational Model and Market Reach

DCNE’s operational model is a blend of tradition and adaptability. Headquartered at 767 Eastern Avenue in Malden, the company oversees a network of six branches, each functioning as a full-service HVAC resource. The Westwood branch at 384 University Avenue, for example, serves as a key hub for Greater Boston, while the Portland location caters to Maine’s rural and urban markets. This geographic spread covers Maine, New Hampshire, Rhode Island, and Eastern Massachusetts, a region with diverse climate challenges and a robust construction sector.

The company’s product catalog is extensive, featuring over 115,000 SKUs as of 2025. It includes Carrier residential and commercial equipment—air conditioners, furnaces, heat pumps, and rooftop units—alongside a comprehensive range of parts and supplies, from thermostats to refrigerant lines. DCNE serves a wide clientele: mechanical contractors retrofitting schools and offices, HVAC technicians repairing residential systems, and engineers designing custom solutions for industrial facilities. This versatility has made DCNE a one-stop shop for the HVACR community.

DCNE’s commitment to availability is evident in its service offerings. Branches operate Monday through Friday from 7 AM to 5 PM, with after-hours pick-up lockers and loading docks available 24/7 at select locations. This flexibility ensures contractors can access critical components outside regular hours, minimizing project delays. The company also provides commercial financing and technical support, reinforcing its role as a partner rather than just a supplier.

Technological Innovation

DCNE has embraced technology to enhance its operations and customer experience, particularly in the digital realm. In the early 2000s, online sales accounted for just 2.5% of total revenue, with a limited online catalog of 8,000 SKUs. Recognizing the potential of eCommerce, DCNE partnered with Absolunet in 2019 to overhaul its digital platform. Launched after 10 months of development, the new site transformed the company’s online presence, driving eCommerce sales toward 30% of total revenue by 2020 and expanding the online catalog to over 115,000 SKUs.

The revamped platform offers features like real-time inventory checks, 24/7 ordering, and detailed product information, empowering customers to shop efficiently. This shift has also streamlined internal processes—new sales reps, once requiring six to twelve months of training, now reach proficiency in half the time, thanks to the platform’s accessibility. The average order value (AOV) has doubled, as contractors increasingly bundle equipment and parts in single transactions, a trend DCNE attributes to the seamless integration of its full product line online.

Beyond eCommerce, DCNE leverages technology to support its customers. The Cool Calc software, a web-based tool for sizing residential HVAC units, is offered free to clients, enhancing project accuracy. Regular training classes, held at branches or virtually, cover topics like heat pump installation and refrigerant transitions, keeping contractors ahead of industry shifts. These initiatives reflect DCNE’s mission to “inject value in the channel,” a philosophy championed by Vice President of Technology and Business Operations Bill Fiore.

Navigating Challenges

DCNE’s history is marked by its ability to adapt to adversity. The 2008 financial crisis slowed construction activity, but the company’s strong customer relationships and diversified inventory helped it weather the downturn. The COVID-19 pandemic posed a greater test, with supply chain disruptions threatening availability. DCNE responded by diversifying its supplier network and prioritizing high-demand items like air quality equipment, maintaining service levels when others struggled. This agility allowed the company to emerge stronger, with online sales surging as contractors shifted to digital ordering.

Regulatory changes, such as the 2025 transition to A2L refrigerants under the AIM Act, have also shaped DCNE’s strategy. The company has expanded its stock of R-454b-compliant Carrier systems and trained its staff and customers on their use, ensuring compliance and competitiveness. Economic fluctuations, like those anticipated in 2023, are met with proactive planning, a resilience rooted in the Kolligian brothers’ early grit.

Community and Culture

DCNE’s impact extends beyond commerce into community engagement. As a second-generation family business, it maintains a close-knit culture, with many employees spending decades with the company. Reviews on platforms like Indeed highlight a supportive environment, with good hours (7 AM to 4 PM) and a focus on growth from within. The Kolligian family’s influence is felt in this dynamic, fostering long-standing relationships with both staff and customers.

Locally, DCNE supports the HVACR community through training and events. Its branches host counter days and technical seminars, connecting contractors with Carrier representatives and peers. The company’s partnership with over 300 HVAC providers amplifies its regional influence, while its family-oriented ethos resonates with New England’s tight-knit communities.

Leadership and Vision

Under the leadership of General Manager Jerry Murphy and Vice President Bill Fiore, DCNE blends tradition with forward-thinking ambition. The Kolligian family’s second generation continues to guide the company, with a focus on digital expansion and customer empowerment. The goal of driving as much business online as possible—targeting 40% of sales by 2030—reflects a vision of long-term viability in a digital-first world. Yet, eCommerce is seen as a complement, not a replacement, to the personal service that defines DCNE.

The Future of DCNE

Looking ahead, DCNE is poised to build on its legacy. The shift toward sustainability, driven by climate concerns and regulations, will see it expand offerings like heat pumps and solar-compatible systems. Investments in AI-driven inventory management could further optimize operations, while new branches in underserved areas of New England are under consideration. With Carrier’s backing and a loyal customer base, DCNE aims to exceed $30 million in revenue by 2030, cementing its status as a regional leader.

Conclusion

Distributor Corporation of New England’s nearly 60-year journey is a story of family, innovation, and service. From its Malden roots to its six-branch network, DCNE has grown by staying true to its mission: exceeding customer expectations. With a robust digital platform, a deep Carrier partnership, and a culture of resilience, it stands as a pillar of New England’s HVACR industry. As it approaches its seventh decade, DCNE is not just a distributor—it’s a trusted ally, shaping the region’s comfort and sustainability one system at a time.

What Brands Does DCNE Sell?

ADP, Alco Controls, Amprobe, Amtrol, AO Smith, Appion Inc, Armacell, Aspen, Bacharach Inc, Beckett Pumps, BernzOmatic, Carrier, ClenAir, Cleveland Controls, Cooper Bussman, Danfoss, DiversiTech Corporation, Emerson Climate Technologies, Fasco, Fieldpiece Instruments, First Co, Fluke Instruments, Fortress, Grasslin, Harris Group, Hartell, Honeywell, ICM Controls, Icor International, Inficon, JB Industries, Johnson Controls, Klein Tools, Lenox Tools, Little Giant, MARS, Multiaqua, Nashua, Nu-Calgon, Paragon Electric, Payne, Precisionaire, Ranco Controls, Raychem, RenewAire, Reznor, Robertshaw, Robinair, SUPCO, Taco Inc, Totaline, Veto Pro Pac, Watts Regulator, White-Rodgers, Yellow Jacket and many more.

www.dcne.com