HBSD February 2026

BEYOND THE BOARDS

The annual decking issue delivers trends and innovations.

CUSTOMER SUCCESS STORY #3

A STORY ABOUT CONTINUING A LEGACY

Whenever I’m asked what makes Morris Hardware special, I start with our story. Founded in 1845 by George Morris, our business has been part of the McConnelsville community for 180 years and remains one of the oldest continuously operating, family-owned hardware stores in the country. Today, his great-great-great-greatgreat-great-grandson, Tom Schanken, and I are honored to carry that legacy forward.

This business has weathered wars, depressions, pandemics, and the rise of big-box and online competition. Through it all, our small-town spirit and commitment to serving our employees, customers, and community have held strong. Our customers are our neighbors—contractors, farmers, and DIYers—and we take pride in being the heart of Main Street.

But even a 180-year-old business must evolve. When we realized our previous supplier wasn’t helping us stay current, we looked for a partner who shared our values. That came in 2023 when we were introduced to Orgill. I first got to know Orgill through our sales rep, Jake Thompson, whose genuine kindness and willingness to help made a lasting impression. When it came time to make a change, the choice was clear.

Orgill’s team worked alongside us during the conversion, helping modernize assortments, refresh key departments, and refine pricing—while respecting our independence. Today, Morris Hardware is better positioned to serve modern customers while proving that personal service and community connection never go out of style—and we’ve found those same values in our supply partner.

Shayna Roberts

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Shayna Roberts Co-Owner, Morris Hardware | McConnelsville, Ohio

Highlights from ServiceTitan’s Roo ng & Exterior Market Report

The NLBMDA’s 2026 priorities

New looks, new attributes, new materials on display

At Builders FirstSource, the courage to say, ‘Yes’

Aaron Whitten of Cole Lumber

A PROUD HISTORY OF ALWAYS HAVING YOUR BACK .

On day one we started with just a truck and a commitment to be the best. When the YellaWood® brand says you can trust us to deliver, those aren’t empty words; they’re actually proven words. And words we take seriously. Which is why we’ve been striving to give our very best every day for over five decades now. We can say with confidence that the Yella Tag can deliver like no other because it’s been shown to do just that. See all the other ways the YellaWood® brand has your back. Visit yellawood.com/for-dealers

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Show Time: We’ve got it covered

The tools. The trends. The takeaways. HBSDealer is heading to Orlando for the International Builders’ Show, Feb. 17–19. Get the stories that matter at HBSDealer.com.

Who’s opening? And where?

These questions are answered by the interactive HBSDealer News Map, continually updated from reader tips, wire reports and other research. Among recent movers: Lowe’s is celebrating grand openings in Texas, and Lezzer Lumber made some big moves around Pittsburgh. Visit HBSDealer.com/map

Poll question: Affordability

If large institutional investors were banned from buying single-family homes, how much impact do you think it would have on housing affordability?

Poll results are a regular feature of HBSDealer’s Daily newsletter. Sign up at HBSDealer.com/newsletter

From the Editor

Hot Takes on AI

Ken Clark, Editor-in-Chief

Arti cial intelligence is leading the league in “hot takes.”

Here’s a hot take from a book I read (listened to) during the holidays: If anyone builds super arti cial intelligence, everyone will die.

The name of the book: “If Anyone Builds It, Everyone Dies.” Worth mentioning, it’s in the non- ction section of the bookstore.

But let us turn our attention away from the nebulous super future of AI and toward today’s business applications. A recent article described how Home Depot is using AI to deliver “a complete material list and quote for an entire single-family project within days.”

Here’s a hot take from EVP of Pro for The Home Depot Mike Rowe:

“The speed and accuracy of the Blueprint Takeoffs tool give Pros more time to focus on what matters most: serving their customers and growing their businesses.” He adds: “Our goal is to reduce complexity for Pros and be the one-stop-shop for all project needs –from initial planning to material delivery. Combining AI technology with our Pro team’s expertise delivers a new level of ef ciency to single-family builds.”

That led to a competing hot take from Dave Ables, owner and president of TriCounty Lumber Company in Clearwater, Minn. He wrote:

“… At your local LBM dealers all across this great country you’ll receive quality takeoffs within the same time frame from a human being with many years of experience. (Our three have combined 40 years of estimating expertise.) And our model fuels the local economy by providing jobs, whereas AI is putting someone out to sit on the unemployment line.”

From the Editor sought a hot take from ChatGPT, which offered the following:

“Experience and local relationships are vital to the LBM industry, and nothing replaces skilled estimators. But technology, including AI, isn’t about eliminating jobs — it’s about helping experienced professionals work faster, reduce errors, and serve more customers. Like takeoff software and ERP systems before it, AI is a tool that supports growth. Dealers who pair human expertise with smart technology are often best positioned to strengthen their businesses and local economies.”

From the 2024 ProDealer Industry Summit, here’s a hot take served cold (and it hasn’t lost any of its business or nutritional value):

“Your job is not going to be replaced by AI, but it could be replaced by someone who uses it effectively,” said Andrew Roise, VP of Enterprise Applications for Kodiak Building Partners. “Learn how to add value on top of AI.”

My lukewarm take: It’s a people business. And the more digital we become as an industry, human-to-human interaction will remain all the more valuable.

What’s your take? Share with us at news@HBSDealer.com

550 W. Bryn Mawr Ave., Ste. 225, Chicago, IL 60631 (773) 992-4450 Fax (773) 992-4455 www.HBSDealer.com

BRAND MANAGEMENT

SENIOR VICE PRESIDENT John Kenlon (516) 650-2064 jkenlon@ensembleiq.com

EDITORIAL

EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com

EDITOR Robby Brumberg rbrumberg@ensembleiq.com

ADVERTISING SALES & BUSINESS

ASSOCIATE PUBLISHER Amy Platter Grant

MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com

DESIGN/PRODUCTION/MARKETING

ART DIRECTOR Catalina Carrasco cgonzalezcarrasco@ensembleiq.com

PRODUCTION MANAGER Patricia Wisser pwisser@ensembleiq.com

MARKETING MANAGER Kathryn Abrahamsen kabrahamsen@ensembleiq.com

SUBSCRIPTION SERVICES LIST RENTAL mbriganti@anteriad.com

SUBSCRIPTION QUESTIONS contact@HBSDealer.com

CORPORATE OFFICERS

CHIEF EXECUTIVE OFFICER Jennifer Litterick

CHIEF FINANCIAL OFFICER Jane Volland

CHIEF OPERATING OFFICER Derek Estey

CHIEF PEOPLE OFFICER Ann Jadown

EDITORIAL ADVISORY BOARD

Levi Smith, CEO, Franklin Building Supply

Neal DeLowery, Store Projects and Merchandise Manager, Aubuchon Co.

Virginia Lewis, President, Tart Lumber Co.

Joe Kallen, CEO, Busy Beaver Building Centers

Tom Cost, Owner, Killingworth True Value

David DeJoy, President and CEO, LBM Advantage

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New entrant alert: VEVOR

VEVOR, a company born as a China-based eBay seller, is opening its rst-ever U.S. brick-and-mortar home improvement store.

The Houston, Texas, location (grand opening set for Feb. 9) will also serve as VEVOR’s rst global agship store, as the company expands beyond e-commerce and into physical retail.

Founded in 2007 in Shanghai, China, and with a U.S. headquarters in California, VEVOR caters to budget-conscious DIY enthusiasts, professional consumers and small business operators. It operates in 50 countries.

The company says its Houston location — a former Big Lots space measuring 31,977 sq. ft.— will showcase its own-branded private-label products. It intends to use a BOPIS (Buy Online, Pick Up In Store) model that connects VEVOR’s digital platform with an in-store experience. VEVOR says the new location features a “Hands-on Pro Zone,” where equipment like car jacks and woodworking tools are available for practical use and testing.

“As more customers want to see, test, and understand tools before buying, this store helps bridge that gap by offering hands-on product experiences while maintaining the accessibility and value customers expect from VEVOR,” said Gavin Wu, brand director. “For us, it’s about being a helpful, reliable presence in the Houston community, giving families and home creators a place to explore tools, ask questions, and feel con dent about improving their homes.”

Home Project Scorecard

Recent data shows top home improvement projects for return on investment.

True Value hits the airwaves

True Value has returned to national advertising with the launch of its new brand awareness campaign, “Your Project, Your Way,” designed to reach a younger generation of DIYers.

“With ‘Your Project, Your Way,’ we wanted to celebrate the independent spirit of our stores and the people who shop in them,” said Eric Lane, senior vice president of marketing at True Value. “We’re all for embracing creativity, encouraging experimentation, and showing that no project is too big or too small when you approach it on your own terms.”

For a celebrity spokesman, True Value turned to Nick Offerman, the actor (most famous perhaps for his role as Ron Swanson in the show “Parks and Recreation”) and active woodworker.

In the lighthearted commercial, Offerman appears in-store, “disguised” as an employee and eager to win the approval of the seasoned store staff.

“True Value represents independence and doing what you love with your own two hands,” said Offerman. “I had a blast working with a brand that has been a part of my life going all the way back to my days in Minooka, Ill.”

True Value was acquired by Fort Wayne, Indiana-based Do it Best in November of 2024. The True Value advertising push makes good on Do it Best’s pledge to invest in the True Value brand, which has been described as one of the deal’s most valuable assets.

Financial details of the campaign were not shared.

In the announcement of the new campaign, True Value said: ”The launch marks a signi cant milestone on the path to restoring the iconic True Value brand to its historic levels.“

A rural awakening continues at Lowe’s

In 2024, Lowe’s rolled out its rural showroom concept to four of its existing stores, bolstering the stores’ ability to serve the unique needs of rural communities.

At the end of January, the Mooresville, N.C.-based retail giant opened its rst new store with the rural showroom built-in from the ground up.

The 124,000 square-foot store in Manning, S.C., will be the 52nd Lowe’s store in South Carolina.

“We want this store to be a one-stop shop for Manning,” said Store Manager Rick Tagliarino. “This is a hardworking community, and we strive to be a helpful partner by offering the convenience of a comprehensive assortment that meets the exact needs of our residents in one location.”

The rural showroom, positioned prominently at the store’s entrance, includes an expanded selection of rural and outdoor merchandise such as workwear, livestock feed, pet supplies, outdoor power equipment and enhanced automotive offerings, including car batteries.

The tailored assortment, the company says, re ects Lowe’s ongoing commitment to providing the most helpful experience for customers by ensuring they can access the products and expertise they need close to home.

Rural showrooms already exist in four locations, including East Lancaster, Pa.

Affordability issues linger

BUILDER CONFIDENCE

NAHB/Wells Fargo Housing Market Index

Source: National Association of Home Builders

Builder con dence sagged to start the year as affordability concerns continue to weigh heavily with buyers and as builders continue to wrestle rising construction costs.

Builder con dence in the market for newly built single-family homes fell two points to 37 in January, according to the latest National Association of Home Builders/Wells Fargo Housing Market Index.

“While the upper end of the housing market is holding steady, affordability conditions are taking a toll on the lower and mid-range sectors,” said NAHB Chairman Buddy Hughes, a home builder and developer from Lexington, N.C. “Buyers are concerned about high home prices and mortgage rates, with down payments particularly challenging given elevated price to income ratios.”

NAHB Chief Economist Robert Dietz also pointed to some (relatively) positive stats: Freddie Mac reported that the average mortgage rate fell to 6.06% as of Jan. 15, the lowest rate in three years and nearly 100 basis points below the same period last year.

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Koopman Lumber’s new era

A SMOOTH TRANSITION FOR AN EXPANDING NEW ENGLAND PRODEALER

It’s not unusual in a family business for a sister to replace her brother as chief executive. But we don’t often get to see the two siblings interview each other on social media after the fact.

That scenario played out at Sutton, Massachusettsbased Koopman Lumber recently, as Denise Brookman, incoming CEO, talked business and succession with her brother and outgoing CEO Dirk Koopman, who will transition into the role of president. The video they produced and posted on Facebook included the following exchange about the company’s prospects for 2026:

Dirk: “Once we turn around the corner, you know something new is gonna happen. Things are always changing. And I think that’s kind of what makes the job fun. What do you think?”

Denise: “I agree. We never know what another year is gonna bring, so it’s exciting. We’ve got a bright future. And we’re ready to go.”

One thing for sure that 2026 will bring to the third-generation family business is a larger network of facilities. With its most recent acquisition of Lyon & Billard, Koopman Lumber expands to 17 locations across Massachusetts and Connecticut.

Lyon & Billard operates Connecticut locations in Berlin, Cheshire, Meriden, and

East Hampton, and serves customers throughout Connecticut and parts of Massachusetts, New York, Rhode Island, and Vermont.

Lyon & Billard will continue operations under its historic name, now branded as “Lyon & Billard, Part of the Koopman Lumber Family.”

At the time of the acquisition, Lyon & Billard President Edd Goralnick had this to say about the merger: “We could not have asked for a better partner than Koopman Lumber. They are the real deal: family-owned, ercely committed to doing the right thing, and ready to invest in our people and our future. This is going to be fun.”

Koopman says it plans to support the integration by introducing its ERP system, providing BisTrack training for employees, and initiating light renovations at several locations to improve the customer and team experience.

Koopman Lumber was founded in 1939 as a solo retail store. The third-generation family business will also be occupied in the new year by the continued integration of its new Pembroke, Massachusetts, facility that came online in early 2024 and was acquired from Sampson Lumber.

About the leadership transition, Dirk Koopman said: “It has been an honor to serve as CEO and soon-to-be president, and I’m proud of what we’ve built together. Moving forward, Denise brings a fresh perspective and strong nancial management experience, and she keeps our values and culture at the forefront. I couldn’t be more con dent in her ability to lead Koopman into its next chapter and do right by our employees, customers, and partners.”

Denise Brookhouse, incoming Koopman Lumber CEO, said, “I’m honored to step into the role of CEO, positioning us for continued growth and new opportunities. I’m excited to work alongside our talented leadership team to grow thoughtfully and keep our values at the heart of everything we do.”

Those Koopman Lumber values were on full display in the short video appearing on Facebook.

Said Dirk: “It’s amazing what you can get done when nobody cares about taking the credit.”

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FOUR TRENDS FOR OUTDOOR LIVING

According to stats from the North American Deck and Railing Association, there are more than 60 million decks in the United States. Of those, 50 million are residential, and 10 million are described as “commercial.”

More to the point: NADRA says it is estimated that 30 million decks are past their useful life and need to be replaced or repaired.

Those numbers represent opportunity and inspire competition and innovation throughout the deck-and-railing industry.

“Deck investments have shifted toward repair, renovation and replacement rather than fi rst-time builds,” said Joe Raboine, Vice President of Design at Oldcastle APG. “Homeowners can now customize their decks to refl ect their climate, lifestyle and spatial needs, creating an outdoor experience that feels intentional.”

Every deck project has a life of its own. But here are four trends playing out across wide swaths of the industry, and across backyards.

CLIMATE CONTROL

Coinciding with the increased frequency of extreme weather events, decking companies have been developing products that combat fi re and rain.

Among them: Winchester, Va.-based Trex Company launched (on a limited basis) Trex Refuge Decking , an

ignition-resistant PVC decking line performance-engineered for use in regions with heightened fi re-safety requirements.

Recently, Deckorators also revealed its fi rst fi re-resistant composite decking line: Altitude FR Decking , launching in Colorado and California and featuring a fi re-resistant core.

Meanwhile, Maximo’s Thermo-Ayous , treated with Burnblock , merges thermally modifi ed Ayous with an advanced fi re-retardant technology. The fi re-prevention technology works by preventing oxygen from reaching the material.

“No oxygen, no fi re,” the company says.

At the other extreme, and in the face of heavier, more frequent rain events, moisture-smart design is gaining ground.

Easy to clean, and easy on the paws: composite boards from NewTechWood.

For dealers, this means water protection will no longer be positioned as optional or climate-specifi c, says Dave Kile, owner of IBP, LLC. Unmanaged water doesn’t just a ect comfort, it impacts joists, footings and foundations over time. Dealers who proactively address moisture threats put themselves in position to gain trust, and market share.

RAILING MATTERS

Railing is often viewed as a fi nishing touch on a deck project, but in reality, it plays a central role in both performance and design (see page 22). Today’s innovations show how railing systems can elevate a deck from a simple platform to a fully realized outdoor living showstopper.

Lighting is a prime example. TimberTech’s latest railing and deck lighting solutions are designed to extend usability well beyond daylight hours while enhancing safety and ambiance. From the softly glowing LED Lantern Post Cap Light to discreet Recessed LED Riser Lights and versatile Accent Lights, integrated illumination helps defi ne spaces, highlight transitions and make stairs and walkways safer—all while blending seamlessly with railing profi les and fi nishes. RDI Railing’s Elevation Rail continues to grow in popularity, says Oldcastle APG’s Raboine. One of the reaons: ease of use. It requires no special tools or fasteners, “unlike any other cable railing system on the market,” he says. Raboine added: “Decking and railing go hand-in-hand, and we’re seeing homeowners prioritizing railings, recognizing that they play a central role in shaping the deck’s style and structure.”

ANATOMY OF A DECK EVENT

Smith Phillips Building Supply plans to “Bring the Spring” May 14 (rain date May 21). That’s the slogan for the prodealer’s fourth deck expo at its WinstonSalem, North Carolina, location.

The market has responded positively to the event, said President and COO Chris Yenrick.

“The outdoor living sector is a great margin category, so we love to grow sales in this area,” he said. “And it’s well worth the extra time to sell to the DIY group.”

He added: “Even though we don’t focus on DIY, we have had a growing number of them at the event, along with our professional builders and remodelors.”

For the past two years, the event has been under the guidance of Kristie Womack, marketing and communications coordinator for Smith Phillips. (She’s also the author of the slogan: “Bring the Spring.”)

Planning for the May event, which entails lining up the support of the vendor community, begins in January. It attracts well over 100 attendees, she said.

What makes it a success? “I think people really enjoy the one-on-one conversations they get with the vendors,” she said. “They get in-depth information on their decking or their hardware. It’s a personalized approach, and they get much more than they would get by just looking at a brochure.”

The Winston-Salem location has a permanent deck display area, but there’s no substitute for the in-person interaction with the experts.

“Every year there’s always something new,” Womack said. “There’s a new tool or a new type of fastener, or new standards that you don’t always necessarily know, and when you get in front of those vendors. It’s just helpful because they all know the ins and outs.”

What’s particularly hot for 2026?

“Every project is unique and depending on the price range, you can go from something very basic and beautiful to something extreme.”

THE SALES MODEL EVOLVES

Deck builder Tommy Holstein brings an old-school approach to customer collaboration. “For me, everything happens at the kitchen table,” he said.

The company website is great for establishing contact with customers, putting them in the right mindset and “eliminating some of the tire kickers,” he said. But the real planning is done individually, tailored to the unique features of the home and building site. “The house speaks to me more than the client does,” he says.

Tools available to homeowners are increasingly sophisticated. One example: TimberTech’s 3D Deck Designer, which o ers options to explore existing deck plans, start from scratch, or browse a gallery for inspiration. Homeowners can even order free samples of decking materials.

Kile, who helped Trex develop its RainEscape line, believes the dealer will play a major educational role as AI and other digital tools shape homeowner expectations. And the information customers are bringing to the showroom isn’t always going to be accurate.

“The environment is pushing outdoor living sales toward an education-led model,” Kile said. “Dealers are no longer just presenting options; they’re clarifying misconceptions, adding context and explaining tradeo s.”

NO LIMITS

Comfort, color and quality of life are three drivers in the deck market. And the solutions range from the purity and e ciency of real wood to a dizzying array of low-maintenance, high-performance wood alternatives.

“Homeowners are expanding their views on what their decks can be,” Raboine said. “No longer limited to an afterthought, decking innovations are moving to the forefront of the conversation, transforming traditional wood platforms into an attainable expansion of the home. Decks aren’t just structures – they are integral to lifestyle-driven outdoor spaces. They are increasingly viewed as extensions of indoor spaces, further blurring the lines between indoors and outdoors, creating a cohesive environment.”

“Materials, longevity, style and purpose are all shaping the decking conversation as homeowners look to connect with the product to create a meaningful space.”

DECK BUILDERS SPEAK OUT

ON THE BUSINESS OF LUXURY IN THE GREAT OUTDOORS

Deck builders were thinking outside the 12’ by 12’ square during the recent Deck Expo in Las Vegas. Many have their sights on the sophisticated, high-end, multi-dimensional outdoor experience.

During an educational session on the Outdoor Living Stage on the Deck Expo show floor, deck builders shared insights on “The Art of Selling Luxury Outdoor Living.”

What is luxury? One of the panelists, Andy Henley of Uniontown, Ohio-based Hen-House Decks, o ered this guidance: “Figure out what luxury decks mean to you,” he said. “A luxury deck is also a unique deck.”

Henley, who earned a reputation as the maker of creative decks (including a guitar-inspired lakefront beauty) was joined on the panel by Tommy Holstein, chief development o cer at Solid Ground, operating in the St. Louis market; and Mike Mitchell of Mitchell Construction, builder of decks in Chicagoland.

When it comes to elements that push the outdoor living space into rarifi ed air, the panelists pointed to specifi cs.

“Glass railing comes with the highest price of options, because it’s an incredible look,” said Holstein. “And it’s worth it.”

Indeed, added Mitchell, a frameless glass rail is one of the surest ways to inject luxury into an outdoor space. Similarly, a privacy screen can uplift a space.

“You can take an average deck and add on one side a privacy screen, and

it completely changes the aesthetic,” Mitchell said. “And that will allow you to start upselling some other items.”

There are other ways to light up luxury.

“When you drive through a neighborhood and see all dark houses, except for one house that’s all lit up, that house with lights draws attention,” said Holstein. “It’s the same thing with outdoor living projects.”

Some trends in the luxury deck arena are unseen to the homeowner. One of them is the substructure, says Henley.

“One of the things that I tell my customers all the time is: ‘Why put fi let mignon on a paper plate?’” High quality substructures, he predicts, will

proliferate in the future.

Another future trend, according to Henley, is sophisticated planning and collaboration between the homeowner and builder. (Think AI design and project visualization tools.)

“It’s not just a deck,” Henley said. “I’m not just building squares. I want to help the customer feel like they have their own personal, creative outdoor space. That way, they feel like they get value for their money.”

One way to add one-of-a-kind value to a deck project is to add inlays into the floor design. “I call them deck tatoos,” Henley said. “They have been very successful, and many of them are really not that hard to do.”

The deck experts talked about the next wave of luxury decks:

“It’s anything we can do to keep people in that outdoor space longer, and keep them comfortable,” said Holstein. Outdoor kitchens are a great example. And so are large sliding doors or other elements that create a more seamless link between the outside with the inside, he said.

“It’s heating, cooling or shade when needed,” said Holstein, “It’s allowing people to watch TV on their deck, if that’s what they’re into.”

Market Insights

The need for speed

ROOFING MARKET FACES FAMILIAR OBSTACLES

ServiceTitan’s 2026 Roo ng & Exterior Market Report studied more than 1,000 residential and commercial roo ng-focused companies offering gutters, siding, windows, metal roo ng, doors, garage doors, and restoration services.

The report nds that 75% of contractors expect revenue growth in 2026 and 74% anticipate higher pro ts, yet pro tability remains constrained, with one-third reporting EBITDA margins between 6% and 15%.

The report also shows that most contractors have yet to adopt AI and external LLMs to support their business.

“Persistent cost in ation and labor constraints continue to challenge contractors as they look ahead to the new year, and they likely won’t go away any time soon,” said Vishal Laddha, Senior Director of Exterior Strategy at ServiceTitan. “To grow pro tably in this environment, contractors have to adjust their playbook and focus on ef ciency, smarter resource allocation and technology that helps them do more with less.”

Survey data shows speed, service and technology as key differentiators.

According to the report, only 16% of contractors follow up with homeowners the same day for unsold estimates, despite most leads expecting rapid re-engagement. While most contractors (67%) have adopted this approach, nearly one-third (32%) have not.

AI is a priority but mostly still untapped

While AI and automation capabilities are increasingly prioritized in tech purchasing decisions for 21% of surveyed contractors, only a minority are actively using them. Businesses 15 years and older, as well as mid-market contractors, show the fastest adoption of AI large-language-model (LLM) tools like ChatGPT or Gemini. Still, broader usage remains limited, with only 4% using AI features built directly into their CRM and 25% using external LLM tools.

Cost pressures threaten profitability

According to 39% of respondents, rising labor and overhead costs are the primary area of concern for their businesses.  For 34% of contractors, these challenges are further exacerbated by sustained skilled-labor shortages, while one quarter are concerned about an economic recession. As a result, 60% are focused on optimizing labor costs, 45% on material costs, and 41% are focusing on marketing ef ciency.

Differentiation, speed and professionalism are defining competitive advantages

According to survey respondents, the top three business differentiators right now are reputation (59%), transparent communication (47%) and exceptional customer service (43%).

Technology is moving toward full workflow orchestration

The report shows that contractors are prioritizing minimal friction, automation and ef ciency, with technology investments shifting toward platforms that support production management and operational scale. The top three decision drivers for technology purchases include robust production features (47%), ease of use (29%), and work ow con gurability (24%).

Diversification is reshaping growth across the sector

This year, contractors surveyed see the biggest opportunities in customization (40%), expanding into new trades (36%), and digital transformation (34%). Together, these trends signal a move toward more personalized offerings, diversi ed services and tech-forward business models.

Additionally, insurance work remains a large but challenging part of the roo ng industry, with 40% of contractors participating in insurance work, but claims complexity (47%) and adjuster delays (36%) are creating real operational drag. ServiceTitan says winning companies will pivot to speed up estimates, cut manual entry, and keep projects on track from inspection to invoice.

Industry priorities in black and white

The National Lumber & Building Material Dealers Association (NLBMDA) has released its 2026 National Policy Agenda, which it describes as a comprehensive advocacy platform outlining key priorities for the LBM industry in the coming year.

The National Policy Agenda (NPA) serves as NLBMDA’s principal policy roadmap, guiding its engagement with Congress, federal agencies and the administration. It provides lawmakers and key stakeholders with a clear articulation of NLBMDA’s positions across a broad range of policy areas affecting LBM dealers, including housing supply, workforce development, transportation, tax policy and regulatory reform.

Housing remains central to this year’s National Policy Agenda. With Congress expected to take up housing legislation in 2026, NLBMDA’s NPA outlines a series of targeted recommendations designed to strengthen the residential construction market and improve housing affordability nationwide. At a time of continued uncertainty in housing markets across the country, NLBMDA says it’s

Homebuilders

The best way to ease the nation’s housing affordability crisis is “for policymakers to eliminate excessive regulations that are preventing builders from increasing the housing supply.”

That’s the congressional testimony of NAHB Chairman Buddy Hughes. In order to ease housing constraints for homebuyers and renters, it is imperative

emphasizing the need for sound scal and housing nance policies that bolster homebuyer con dence, expand access to credit and spur new construction activity. Below are a handful of policies NLBMDA is closely watching.

TALLER WOOD BUILDINGS

The NLBMDA says it supports reauthorizing the Timber Innovation Act “to establish a performance-driven research and development program to advance tall wood building in the U.S.”

The association also expresses support for building codes that allow for wood-frame buildings higher than six stories.

GREEN BUILDING & BUILDING CODES

While it supports the rights of each state to adopt or amend codes “speci c to their jurisdictions,”

NLBMDA says it’s working to “encourage green building standards and programs” that recognize the “preferability of wood as an inherently renewable resource.”

TAX AND ECONOMIC POLICY

NLBMDA says it supports the mortgage interest reduction, as well as the section 199A quali ed business income deduction that was included in the 2025 “One Big Beautiful Bill” legislation. It also opposes increases to personal income tax rates, as well as “unreasonable employment taxes” that can hinder small businesses.

NLBMDA also expresses support for the Low-Income Housing Tax Credit, a “full and permanent repeal” of the estate tax, along with the Section 179 deduction and 100% bonus depreciation as permanent tax tools for LBM dealers.

to eliminate excessive regulations that hinder the construction of new homes and apartments, he said during a panel hearing.

“Regulations account for nearly 25% of the cost of a single-family home and more than 40% of the cost of a typical apartment development,” said Hughes. “The time and costs associated with complying with a multitude of government regulations can be signi cant for small- and

medium-sized builders and ultimately limit housing supply.”

For instance: Hughes urged Congress and the Trump Administration to prohibit HUD and the USDA from enforcing a minimum energy standard.

“We also urge policymakers to respect state and local authority over code adoption and to reject mandates that most states have not determined are appropriate for their communities.”

Manufacturers & Services Directory

Tools, tech and more

The team at HBSDealer remains ever-vigilant, scanning the business landscape for exciting, innovative products that will help bolster sales, inventory and selection. This month’s roundup features a range of compelling items worth a closer look.

 Simpson Strong-Tie’s Strong-Bond

Simpson Strong-Tie’s Strong-Bond is a fast-curing adhesive for everyday anchoring and repair of concrete, masonry and stone.

Strong-Bond features Color Cure technology, which dispenses blue then changes to gray when cured. It cures quickly across a wide range of temperatures, from 104°F (in as little as 20 minutes) down to 14°F (in approximately four hours).

Strong-Bond adhesive can be used in both wet and dry conditions. It comes in a 10.1- uid-ounce cartridge for dispensing with a traditional caulking tool.

 PebbleTec

Glass Tile

PebbleTec Glass Tile is a new line of glass pool tile. PebbleTec Glass Tile is available in multiple colorways that complement PebbleTec’s innovative aggregate pool nishes.

The product is resistant to scratches, stains and moisture, meeting or exceeding all ANSI glass tile standards for durability. It also comes with a one-year product warranty.

Makita U.S.A., Inc. has released the new 18V LXT Autofeed Screwdriver, delivering fastening speed of 0-4,500 RPM to handle a variety of drywall, decking and framing applications.

The Autofeed Screwdriver can drive up to 2,670 screws using a fully charged 18V LXT 5.0Ah Battery (sold separately). The tool features Push Drive Technology, which allows the user to stay in lock-on mode for greater ef ciency. In lock-on mode, the motor starts only when the fastener engages for longer run time and reduced motor noise.

The Autofeed Screwdriver has a compact, ergonomic design that measures just 15-5/8” long and weighs only 4.9 lbs.

 Sonic Next MSS modular storage

Sonic has introduced the NEXT MSS modular storage system, featuring a sleek new design in signal black and anthracite gray. With an expanded range of more than 60 modules, including various cabinets, worktops, back panels, and accessories, the system allows for exible con gurations tailored to any workspace.

In combination with Sonic Con gurator, a digital platform designed to empower technicians and shop owners to design, visualize, and optimize their workspace, pros or DIYers can create their ideal tool organization setup.

 Malco TurboShear Rotary Panel Cutter

Malco’s TurboShear Rotary Panel Cutter is purpose-built for professionals, according to the Annandale, Minnesotabased Malco Group.

This high-performance tool is the solution to cut ribbed roo ng and wall panels with precision and ease. This model features dual opposing cutting wheels—designed to self-advance the tool smoothly through metal and vinyl material, leaving a clean, precise cut. With a 22-gauge cutting capacity, the TSPC1 is built to handle tough jobs with con dence.

The Malco TurboShear Rotary Panel Cutter was recently awarded “Top Product Award” at METALCON ’25.

 Armstrong WOODWORKS MicroPerforated Panels

WOODWORKS MicroPerforated ceiling panels are designed to improve acoustic performance without compromising the visual aesthetic.

WOODWORKS MicroPerforated panels are available as standard in 12 veneer nishes, including Plain Slice White Maple, Plain Slice White Ash, Plain Slice White Oak, Plain Slice Cherry, and Plain Slice Walnut; Quartered Mahogany, Quartered Sapele, and Quartered Walnut; Vertical Grain Fir, and Rift White Oak. Two available legacy veneers are Constants Vertical Grain Walnut and Redux Wood Wheat.

 Festool Plunge Saw

Festool’s new TSC 55 KS cordless plunge saw features a compact design, powerful performance and mobility.

The lightweight saw is easy to handle and immediately ready for usewith just one battery pack. The slim design enables precise cuts directly on the wall and without overhang on the guide rail.

Festool says the new, sensor-barred KickbackStop feature reacts “at lightning speed” and stops the saw blade in the event of a kickback.

 Dap Black Insulating Foam

DAP’s Black Insulating Foam with Widespray Applicator is a one-component polyurethane foam designed for sealing, insulating and soundproo ng. Featuring a patent-pending adjustable nozzle for horizontal and vertical spray patterns, it delivers precision and versatility for small projects and touch-ups.

The UV-resistant black nish ensures durability in both indoor and outdoor environments. Ideal for use in rim joists, sheds, RVs, and deer blinds, it meets Class A re resistance standards.

The courage to say, ‘Yes.’

YATEEKA SCARBORO OF BUILDERS FIRSTSOURCE

The 2025 HBSDealer Top Women in Hardware & Building Supply event included a variety of glass-ceiling-breaking presentations.

Acceptance speeches, keynote addresses and panel discussions fueled the sixth-annual event, once again held in Chicago

There was even an element of Open Mic Night, as the event invited a handful of award winners to share thoughts on their journeys. Not all of these honorees were experienced public speakers, but they delivered some of the event’s most heartfelt speeches.

Case in point: Yateeka Scarboro, the North Carolina-based human resources manager for Builders FirstSource.

She’s described by her colleagues as an enthusiastic “champion of positive culture” and an empathetic leader with an open-door policy. In her remarks at the event, Scarboro shared advice that was tting of her status as “Rising Star” in the industry:

“What an honor to be recognized this evening along with the other extraordinary honorees. If someone would have told me that I’d be here with the opportunity to share a few words with you in this moment, I would not have believed it. One reason, I couldn’t imagine a moment in which I would be asked to share some words in an event such as this. And secondly, speaking in front of a crowd is something I’ve intentionally tried to avoid at all costs when possible.”

In Chicago, Scarboro helped set the tone for the Top Women event.

If there is any advice I can give you, it’s to take a chance and be willing to say ‘yes’ to those opportunities that require you to stretch yourself and build strong working relationships along the way.

“I’ve been blessed to have had former and current leaders who’ve supported and given me access to opportunities. I realized, though, had I not said ‘yes’ to some of the opportunities presented to me throughout my career—especially the past two years—that initially invoked feelings of doubt, fear, and would push me outside of my comfort zone (a place where I found success and felt valued), I don’t know that I’d be

standing here this evening receiving such a humbling recognition alongside these other amazing women.”

“If there is any advice I can give you, it’s to take a chance and be willing to say ‘yes’ to those opportunities that require you to stretch yourself and build strong working relationships along the way. You never know who’s watching or what other opportunities may come your way as a result of those relationships you build or the opportunities you say ‘yes’ to.”

“You may stumble, which is OK. There are lessons in those moments. Just give yourself some grace.

In saying ‘yes,’ you may surprise yourself and realize you always had the ability to do it. You just needed to be willing to try, or needed someone else to see the potential in you.

And if for no other reason, say ‘yes’ so that you don’t have regrets.

Thank you, and congratulations to all the honorees.”

Scarboro joined the human resources team of BMC in 2018, and remained with the HR team as the company transitioned to Builders FirstSource.

People in the News

Maine-based Hancock Lumber hired Rebecca McCrohan as General Manager of its Damariscotta location. McCrohan brings over 15 years of retail management experience, most recently at Home Depot. Her background also includes time in the healthcare industry, supporting EMR systems across hospitals and medical of ces.

At LBM Advantage, Justin Fishman has been named Forest Products Manager of the Conroe, Texas of ce. He brings more than a decade of industry experience in the Texas market. He began his career in 2011 as a yard crewmember with McCoy’s Building Supply in Weimar, Texas, and moved up to a variety of roles of increasing responsibility.

84 Lumber promoted Dave Rumbaugh to Vice President of Purchasing. Rumbaugh began his career as a manager trainee in North Versailles, Pa.; was promoted to co-manager in Murrysville, Pa.; and then served as store manager at the Harmarville, Pa., location. Most recently, Rumbaugh served as Vice President of Fleet and Specialty Purchasing

Hancock Lumber named Curtis Pratt as the Maine-based prodealer’s Safety Director, a newly created role. Pratt will lead Hancock Lumber’s safety team and oversee safety programs company-wide, working in close partnership with team members across all locations. He brings more than 15 years of experience in safety and health leadership across a wide range of industries.

Cornerstone Building Brands appointed Vishal Singh as President of Windows & Doors. He brings more than two decades of leadership experience in the building products industry. Most recently as President of BrassCraft at Masco Corporation.

Leo Oei is the new chief commercial of ce at BlueLinx Holdings. He replaces Mike Wilson, who continue to serve as senior advisor to the CEO through Aug. 1. Oei brings over 25 years of experience in commercial, procurement, supply chain, and operations leadership roles in multiple industries.

Boise Cascade Company appointed Dennis Fringuelli as Vice President of Sales and Marketing for the company’s Building Materials Distribution (BMD) division, and Jeff Dracup was named Vice President of Sales and Marketing for Engineered Wood Products. Fringuelli joined Boise Cascade in 1999 as national account manager when the company acquired his previous employer, Furman Lumber. Dracup joined Boise Cascade in 2004, starting in sales and product management roles at the company’s BMD facility in Phoenix, Arizona.

Fastenal named a new CEO: Jeff Watts, who will replace Daniel Florness. Watts was promoted from his role as president and chief sales of cer. He has been with the company since 1996. Florness, CEO since 2016, will serve as a strategic advisor until early 2018.

Owens Corning elevated Chief Information Of cer Annie Baymiller to executive Vice President, Chief Information Of cer.  In this role, Baymiller will aim to deploy and scale leading technology, including emerging technologies such as generative AI and agentic AI, in an effort to drive increased ef ciencies and value, the company said.

Tenn.-based Orgill added another retail industry veteran to its executive leadership team with the hiring of Sharmeelee “Sharms” Bala as its new chief digital and information of cer. She brings more than 20 years of technology and leadership experience from retail giants like JCPenney, Gap Inc. and Walmart.

Darrin Stern was promoted to president and managing director of Koelnmesse Inc., the global trade show organizer, succeeding Mette Petersen, who will retire June 30, after 22 years of leadership. Stern most recently serving as vice president of business development.

Stanley Black & Decker has appointed Agustin Lopez Diaz as Chief Global Supply Chain Of cer.  Lopez Diaz joins Stanley Black & Decker from Schneider Electric and has more than 20 years of manufacturing, P&L, and supply chain leadership experience. He’ll report to Chris Nelson, President and CEO of Stanley Black & Decker.

Aaron Whitten of Cole Lumber

During the 2025 ProDealer Industry Summit, Aaron Whitten described the LBM business as an action-rich environment t for movers and shakers

“We’re trading commodities every day; we’re trying to beat the market,” said Whitten, Vice President at Kentucky-based Cole Lumber. “Younger kids need to see that the industry can be exciting and does offer an array of opportunities.”

The excitement of technology — thoughtfully and strategically applied —can also be an attraction for future leaders.

Whitten says Cole Lumber is certainly implementing new tools, though each initiative or gizmo should be about “limiting friction” for workers. That mindset runs opposed to the tempting impulse to chase after the latest “innovative” or “game-changing” du jour, just because.

The idea is to focus on the brass tacks of what’s really important for your business and what can provably streamline operations. “Technology’s not changing the blocking and tackling of what we do, it’s about smoothing transactions,” Whitten says.

On the topic of AI, Whitten described it as a “tool” rather

than a “solution.” And in the trust-based, human-to-human business of building materials, it’s certainly not meant to be a headcount reducer.

“AI should facilitate growth, not replace people,” Whitten says, explaining that Cole has used AI to help craft, beef up and streamline its HR processes. He advocates using AI to bolster areas of weakness or where staf ng is light. That could be PR, marketing or another function not traditionally in the wheelhouse of a building materials purveyor.

It’s all connected to growth for the business, and for the people.

“You have to cast a vision for people to grow into their goals,” he says, with an eye toward helping workers feel ful lled in their day-to-day duties while also challenging them to strive toward achievable longer-term goals down the road.

Residential

Construction/Sales Monthly Retail Sales, not adjusted

SOURCE: COMMERCE DEPARTMENT

Consumer Watch

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