Issuu

SEPTEMBER 2026 Volume 52 No. 8

HOOSIER values

drive the 2026 Indie ProDealer of the Year Ferguson Lumber

orgill.com/success

See How We Can Help You Grow YOUR Business in YOUR Market, YOUR Way!

BECAUSE NO TWO RETAILERS ARE ALIKE There is never a single blueprint for success. Orgill supports what makes your business unique by offering customizable programs and flexible solutions tailored to your specific needs.

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09.26 Cover art concept inspired by the 1986 “Hoosiers” theatrical poster, designed by Philip Gips.

PRODUCTS

26 Products for summer sales 28 Decking and railing 34 Manufacturer spotlight: Stains

ber Ferguson Lum

28 STORY 20 COVER Independent ProDealer of the Year:

21 22

MARKET INSIGHTS

32 Emery Jensen update

Ferguson Lumber

40 Home Depot’s Magic Apron

Hoosier values have driven this Indiana family business since 1868. Meet the 2026 NLBMDA and HBSDealer ProDealer of the Year.

44 A banker’s view of building products

Homespun Hoosier Insights Family photo, lasting gift

FROM THE EDITOR

NEWS & ANALYSIS

8 A Continental divide: Thoughts on the U.S.-Canada trade war, and what to do

10 The distribution battle lines are drawn 12 Modular movement in California 14 Ace and Epicor respond to lawsuit

14 ‘Lots’ of opportunity for housing

16 IN EVERY ISSUE

Here’s What’s Online

16 Top Women in Hardware & Building Supply 48 People in the News 50 Quikrete Industry Dashboard

Hardware + Building Supply Dealer (ISSN 2376-5852) is published monthly, except for July/August and November/December, which are double issues, by EnsembleIQ, 8550 W. Bryn Mawr Ave., Suite 225, Chicago, IL 60631. Subscription rate in the United States: $139 one year; $252 two year; $17.85 single issue copy; Canada and Mexico: $189 one year; $359 two year; $21.40 single issue copy; Foreign: $189 one year; $359 two year; $21.40 single issue copy; in all other countries (air mail only). Digital Subscription: $79 one year; $147 two year. Periodical postage paid at Chicago, IL., and additional mailing offices. POSTMASTER: Please send address changes to HBSD, Circulation Fulfillment Director, 8550 W. Bryn Mawr Ave., Suite 225, Chicago, IL 60631. Copyright © 2026 by EnsembleIQ. All rights reserved.

4 September 2026 HARDWARE + BUILDING SUPPLY DEALER

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YOUR CUSTOMERS WILL NOTICE

Better railing doesn’t just finish the build—it grows the ticket. Deckorators® Aluminum Railing delivers the safety and design customers notice most. Pair it with Voyage or Summit decking featuring Surestone® technology to offer a complete system your customers can count on from start to finish, helping every project stand out and every order grow.

Here's What's Online See more and share more when you follow us on Instagram.

The Top 150 Industry Leaderboard Even in an uncertain economic environment— tariffs, inflation, mortgage rates, immigration and affordability to name a few—the majority of industry leaders tracked well on the latest HBSDealer Top 150 Leaderboard. Eightyone showed positive sales gains, in fact. The Top 150 Leaderboard, sponsored by Epicor, resides at HBSDealer.com/report.

It’s in the Blogs From productivity-sparking sales advice to patriotism-inducing semiquincentennial insights, and from karate lessons to non-compete agreements, the HBSDealer archive has a little something for every industry professional. “On Sales” and “Insights and Opinions” are two of the Blog Series available for perusal and professional development at HBSDealer.com.

Fifty for Fifty The 2026 STIHL Hardware All Star countdown has begun in the HBSDealer eNewsletter — one high-performing All Star from each of the 50 states. History buffs and retail analysts can look back at previous All-Star honorees in the HBSDealer digital edition archives. Check it out at HBSDealer.com/ digital-editions.

 When you connect with us, you connect with the industry @HBSDealer

6 September 2026 HARDWARE + BUILDING SUPPLY DEALER

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

The Continental Divide

trade war has erupted between the U.S. and Canada. When trade wars erupt, it is the duty of business editors to stand up and call for the cessation of hostilities. At press time, From the Editor urges negotiators on both sides of the world’s longest undefended border to return to the table in the spirit of cooperation and mutual advancement. Free trade has been a recurring theme in this space.

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

Ken Clark, Editor-in-Chief

words: “[It] is the maxim of every prudent master of a family never to make at home what it will cost him more to make than to buy.... What is prudence in the conduct of every private family can scarce be folly in that of a great kingdom. If a foreign country can supply us with a commodity cheaper than we ourselves can make it, better buy it of them with some part of the produce of our own industry employed in a way in which we have some advantage.” Second: Appeal directly to Congress. Note to Congress: When reading this article, remember that the U.S. Constitution grants you, the legislative branch, the power to regulate commerce with foreign nations. It’s right there in Section 8.

ADVERTISING SALES & BUSINESS ASSOCIATE PUBLISHER Amy Platter Grant (773) 294-8598 agrant@ensembleiq.com DESIGN/PRODUCTION/MARKETING ART DIRECTOR Catalina Carrasco cgonzalezcarrasco@ensembleiq.com PRODUCTION MANAGER Maria del Mar Rubio mrubio@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

Q: Who remembers the classic editorial on the Smoot-Hawley Tariff Act of 1930 from the June 2022 issue of Hardware & Building Supply Dealer? The article laid out the case against tariffs and for free trade, citing National Retail Federation President Matthew Shay, the fictional Ferris Bueller and the real Ben Stein. A: Apparently nobody, because tariffs are being passed out like candy these days. What is to be done? HBSDealer, in the words of most CEOs speaking to analysts during the recent earnings season, “can only control what we can control.”

Third: Do our part to foster improved U.S.-Canada relations. Merchandise moves and distribution decisions can be compelling stories regardless of nationality. To that end, we will soon be implementing a cross-border content-sharing agreement with Hardlines, the Canada-based media company. The seeds of this cooperation have been planted during numerous “Canada Night” events at Orgill markets, and International Builders’ Show meetings. And we look forward to expanding our business-building retail insights. Your thoughts? Let us know at news@HBSDealer.com.

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

Permissions: No part of this publication may be reproduced or transmitted in any form or by any means, electronic or mechanical, including photocopy, recording, or information storage and retrieval system, without permission in writing from the publisher.

connect with us

First: Double down on Adam Smith. All From the Editor’s future speaking engagements will include a slide of the “Wealth of Nations” author’s rousing

8 September 2026 HARDWARE + BUILDING SUPPLY DEALER

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News + Analysis

The distribution battle lines are drawn

n mid July, Trex Company aligned with Specialty Building The building-products landscape is undergoing a seismic shift. Products as its sole national partner for decking and railing. In doing so, Trex moved away from Boise Cascade as a distributor. business from “small tertiary brands” in decking and railing. Boise Cascade responded by announcing that it was aligning Meanwhile, Boise Cascade is similarly optimistic over the new with James Hardie, including AZEK and TimberTech, as nationproduct-and-distribution landscape. wide distributor, while dropping Hardie’s competitors, which “The recent announcement of our expanded partnership with include Trex. Meanwhile, James Hardie is consolidating its distriJames Hardie to become the sole nationwide distributor of their bution across regional markets. full portfolio of industry-leading exterior and The moves were described by all the actors “In my 35 years, outdoor building products further strengthas steps toward improved efficiency and ens our ability to distinguish ourselves in the I’ve never seen customer service. anything like this.” marketplace,” said Boise Cascade CEO Jeff The impact will take months to sort out. Strom. —Eric Reppermund One industry observer likened the shifting disExecutives described the transition as a tribution situation to a Rubik’s Cube, the colorful 3-dimensional journey that will take multiple quarters to complete, as Hardie puzzle, around which hundreds of millions of dollars of inventory exits existing distributors. are being flipped. “This is all about growth,” said Strom. “The exits that Hardie “Two thirds of the cube just moved,” said Eric Reppermund, is making are significant. There’s opportunity there. We have to an industry expert who assists manufacturers in national acgo out and win that and win our fair share, and I really believe count relationships. “And all the squares on the back moved, we’ll do that. Nothing’s easy, and we’re not naive to that, but we too.” The next few months will play out in unprecedented ways believe we can do it.” for building products distribution, he said. “In my 35 years, I’ve never seen anything like this.” Regionally, the realignment is creating winners and losers. For instance, Capital Lumber, Dixieply, Lumbermen’s, Parksite, Woodgrain, and Woolf Distributing have seen their partnerships with James Hardie expanded. For Trex, stronger regional The dollar figure of tariff distribution deals are now in place with WS Building Materials, refunds The Home Depot received in the second quarter. Coastal Forest Products and BlueLinx. CFO Richard McPhail explained that $685 million of the Trex CEO Adam Zambanini said the move to a new distribution refund reduced the retailer’s cost of goods sold and applied model is tracking to plan “with inventory level at distributors alto products already sold. The remaining $45 million remained ready at desired levels.” He told analysts that across its distribuin inventory, he said. tion network, there exists a $100-million-plus opportunity to take

STAT OF THE WEEK $730 million:

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News + Analysis AFFORDABILITY WATCH:

Modular movement in California I

t’s only $10 million, but it’s a start. The California-based Housing Accelerator Fund (HAF) has announced the full deployment of the initial $10 million Industrialized Construction Catalyst Fund (ICCF), one of the nation’s first affordable housing finance tools specifically designed to support industrialized and modular construction. “Industrialized construction has enormous potential to help us build affordable housing faster, at lower cost, and at the scale California urgently needs,” said Rebecca Foster, CEO of the HAF.

California is experimenting with new kinds of affordable housing initiatives.

The initial $10 million fund has now been committed across four affordable housing developments in Northern California that will deliver approximately 430 homes. HAF reports that the fund has grown to $15 million, thanks to support from JPMorganChase and the Chan Zuckerberg Initiative. In the Bay Area, new affordable developments can take nearly a decade and cost almost $1 million per home. “Our Housing Innovation bill package is about tearing down the barriers that keep California building housing the same way we did a century ago. But cutting red tape on code and permitting only gets us partway there,” said Assemblymember Buffy Wicks (AD-14). “Developers also need financing that actually understands how industrialized construction works, from factory deposits to production-line reservations. That’s exactly the gap HAF’s ICCF is filling.” With the fund now expanded to $15 million, HAF anticipates financing additional housing developments that are expected to deliver more than 1,000 homes over the next decade.

12 September 2026 HARDWARE + BUILDING SUPPLY DEALER

At PDIS: Mission execution on tap

hat do high-stakes military operations and the lumber and building materials industry have in common? According to former U.S. Army aviator Christian Ruf, the answer comes down to a shared core DNA: resilience, adaptability, and an unrelenting drive to execute the mission. Ruf spent a decade in the U.S. Army as a helicopter pilot, including five years flying missions across Iraq, Syria, and Africa with the 160th Special Operations Aviation Regiment—the Night Stalkers—in some of the most demanding environments in the world. After leaving the military, Ruf channeled that precision into founding Uncommon Elite, a premier recruiting firm that connects special operations veterans with leadership and management roles in the private sector. Ruf, who has been tapped to present his recruiting and leadership insights during the ProDealer Industry Summit Oct. 5-7 in Chicago, promotes a core idea: “Uncommon teams have uncommon leaders.”

Statistical skepticism

n the first six months of the year, according to government data, multi-family starts (units in buildings with 5 units or more) amounted to 221,200, unadjusted. That’s up 17 percent from the same period last year. “The multi-family published numbers do not make sense to us,” said Builders FirstSource CEO Peter Jackson during the company’s second quarter earnings call. “Maybe there’s some aspect of the tower conversions or something that I’m not seeing that is causing these permits and starts numbers to be higher than what we’re seeing.” The CEO’s skepticism was echoed by at least one analyst, and a majority of HBSDealer readers.

Do residential construction stats match what you’re seeing?

82%

No, they seem inflated

14%

Yes, they seem to match No, they seem deflated

3% Source: HBSDealer Poll question, n=94

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News + Analysis

Ace and Epicor respond

ack in May, Ace Hardware Corp. and its tech partner Epicor found themselves as defendants in a lawsuit filed in the Northern District of Illinois Eastern Division – Twomey v. Ace Hardware Corp. Essentially, Ace was accused of a pricing conspiracy in which Epicor was accused as a facilitator. Both defendants struck back in motions to dismiss the case. Here are highlights of separate legal responses. From Ace: “The complaint not only proposes absurd markets, but also wrongly labels lawful and competition-enhancing cooperative services (pricing tools, Ace and Epicor have filed motions to dismiss the benchmarking reports, case against them. software support, and store-location review) as naked price fixing, market allocation, and anticompetitive information exchange. Antitrust complaints must plead facts that make a conspiracy plausible. This one does not.” From Epicor: “Legally, there is no support for maintaining a claim against a company merely because its product was used in connection with an alleged antitrust conspiracy. Were it otherwise, companies across the world that provide business tools—from software, to shipping, to communications—would be subject to litigation in antitrust conspiracy cases. Here, the plaintiff’s attempt to rope in Epicor is particularly flawed, as the complaint fails to describe any wrongful conduct, let alone by Epicor.” The case continues to work its way through the courts. Read more at HBSDealer.com.

NEWS MAP

Opening, closings and acquisitions

he story of the industry is playing out in green, blue and red dots across the regularly updated HBSDealer News Map. Recent openings (green dots) on the map include Rural King’s new store in Lincoln, Alabama; and Builders FirstSource’s expansion in Mansfield, Massachusetts. New acquisitions (blue dots) include Home Central’s acquisition of Corning Building Company in upstate New York, and Aubuchon Company’s purchase of Anchor Ace in Sandwich, Massachusetts. Recent closings (red dots) include Harpeth True Value Home Center in Franklin, Tennessee, and Vernon Hardware and Auto in Vernon, Michigan. Explore the interactive News Map at HBSDealer.com/map.

Lots of opportunity I s America’s housing affordability crisis mostly a supply problem? Zillow, the real estate website, seems to think so, noting that if one home were built on every empty lot listed for sale in the U.S., the nationwide shortage of 4.7 million homes would shrink by more than 6%. More than 300,000 empty lots 5 acres or smaller were listed for sale on Zillow in June, making up 17.4% of all for-sale listings. The typical lot for sale is 0.57 acres — large enough, in many cases, to support more than one home. “The more than 300,000 lots currently listed for sale represent the lowest-hanging fruit in addressing a housing shortage that’s two decades in the making,” said

Kara Ng, senior economist at Zillow. “The challenge is making it feasible to build. Loosening zoning rules, streamlining permitting and expanding access to financing would reduce the cost and uncertainty that hold construction back, turning available lots into much-needed homes. The ROAD to Housing Act is an encouraging sign that policymakers understand what it will take to close the gap, but some of this reform will need to happen at the state and local levels.” Where are the lots? The five states with the most empty lots listed are Florida

14 September 2026 HARDWARE + BUILDING SUPPLY DEALER

(42,601), Texas (40,907), California (18,508), North Carolina (14,226) and Georgia (10,334). In states such as North Dakota, South Dakota and Alaska, empty lots make up more than one-third of all forsale listings — 45.9%, 38.7% and 34.6%, respectively.

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TOP WOMEN PROFILE SERIES

Sara Belletete

ome folks end up in the world of building materials by dint of fate or chance. For others, it’s something more like destiny. Sara Belletete, VP of Branch Development for iconic New Hampshire independent Belletetes Inc., falls into the latter category. Belletetes has third, fourth and fifth generation family “I was born into this business and industry. I’m a fourth-genmembers all working together. eration family member working for Belletetes alongside third, fourth, and fifth family members,” she says. Her current role was created as a stepping stone toward becoming the President/ Belletete also espouses the importance of giving back along CEO of the family business. That’s the plan for June 2027 when the way while creating meaningful connection with communities and customers—something the company has earned a sterling she’ll succeed her cousin, Mike Shea. reputation for throughout the Northeast. Currently, it is particiShe’s certainly paid her dues in the profession. Helping pating in its 4th annual monthlong food drive/raffle in August to manage growth and operations at the company’s nine locations help support the N.H. Food Bank. Over the past three years, throughout N.H. and another in Winchendon, Mass., earned Belletetes has donated over 115,000 pounds of food to the NH her recognition as NHRLA’s Lumber Person of the Year in Food Bank, which reaches the 2025. Winning that particular company’s local communities award is something of a family and food pantries. affair. Her grandfather, Reynold That sort of welcoming, Belletete, received the award in open-handed spirit speaks to 1987, followed by her dad, Jack the building materials industry’s Belletete, in 1999, her cousin Ted need to build a bigger tent. Sara Shea in 2002, her cousin Mike sees a need for broader, more Shea in 2003, and her uncle, inclusive representation at all David Belletete in 2012. levels of the industry, and she That notion of family is a issues a call for women to be throughline at Belletetes, which supportive and lift each other has a number of third, fourth, up in the workplace. “There is and even fifth generation family no place within our industry that members working together. women cannot excel,” she says. The company has come a Storefront view of the new location in Brookline, N.H. Of course, there are obstalong way from its humble origins cles for independent lumberyards in the age of much bigger fish in Jaffrey, N.H., as a small general store. It now boasts over 400 with healthy acquisition appetites. The biggest shift to manage, employees, a fleet of over 70 delivery vehicles and more than 30,000 building products in stock. per Belletete, is “consolidation,” whether in retail, independent “My favorite aspect of Belletetes is that our employees are an lumberyards or suppliers. Undeterred, she says, “We are enextension of our family,” she says. “Longevity within our compatering the next phase of the lumber industry, an industry that is ny is amazing; we have many employees who have worked with known for its resilience and endurance. The senior us for over 30 years.” leaders need to understand the generation coming into the workforce and executive levBEING THE CHANGE FOR A CHANGING INDUSTRY els are not part of the ‘old boys’ network.’ It’s As a woman in a traditionally male-skewed industry, howbecoming a more team-oriented leadership.” ever, she’s had to earn her stripes—and then some. “I’ve had At Belletetes, she’s spearheading that to work twice as hard to gain the support and confidence of change in leadership style toward inclusion. my male counterparts,” she says. As the company forges ahead into a new era Sara is on track to be the first female President and CEO and rapidly shifting building materials landscape, of Belletetes in its 128-year history. She’s also the she’s looking backward as well for guidance. first and only female currently on its Board “Honoring our past while forging of Directors. Her advice to other women ahead with the future is how this seeking career growth: “don’t be nervous industry will endure,” she said. “I am about getting outside of your comfort truly honored to be the next steward zone and always continue learning and of Belletetes to help ensure a strong questioning.” future for our company.”

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INDIE DEALER OF THE YEAR

Indiana’s Ferguson Lumber has the drive to succeed

VEEDERSBURG, IND.

he bricks in the Indianapolis Motor Speedway were baked in this west-central Indiana town of about 2,500 people. But that’s not the only full-speed-ahead tradition based here. Veedersburg is also the headquarters of the 2026 Independent ProDealer of the Year — Ferguson Lumber. That’s not the only similarity between the Indy 500 and the Indie Dealer of the Year. Think teamwork, history, innovation, competition, and the occasional fi re on the track. It’s all there in Ferguson Lumber’s history, along with the century-plus drive to succeed. Owner Joe Collings, a former chairman of the National Lumber & Building Material Dealers Association, said that this year’s award came as a surprise and an Ferguson Lumber delivers to Hoosier businesses—a family tradition dating back to 1868. honor. “It’s a people business,” Collings told According to Collings, that’s been the story for the family HBSDealer. “And even more than that, it’s about business since roughly 1868, when the forerunner of the teamwork. It’s about relying on everyone around company was founded as a sawmill. Ferguson Lumber you. Our attitude here is: ‘How do we do it?’ has survived through two major destructive fi res, and And let’s put a program together and make it its adapt-or-die mindset has led to multiple relocations happen.” and the introduction of hardware stores (there are two west of Indianapolis) along with its LBM-andcontractor-focused Veedersburg site. With a team of about 40, the business continues to evolve. Its newest hardware-focused location in Coatesville, Indiana, features a cutting-edge design, the result of close collaboration with Do it Best Group. The store opened in early 2026. (The company’s third location is in nearby Danville, Indiana.) >>> Continues on page 22

“It’s about teamwork. It’s about relying on everyone around you. Our attitude here is: ‘How do we do it?’ And let’s put a program together and make it happen.” —Joe Collings, Owner

20 September 2026 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

Original “Hoosier s” (1986) Philip Gip poster de s. © Met signed by ro-G Inc. Show n for edito oldwyn-Mayer St udios rial/illust rative pu rposes.

Homespun HOOSIER Insights  On adaptability: “It’s inevitable whatever industry you’re in or

whatever we’re in life, you put your feet in mud, you’re gonna die.”  On entering the family business: “My dad told me: ‘You’ll

never get rich. You’ll be able to raise a family in a small town. But don’t expect this to be a major windfall for you personally.’ But I’ve been blessed here. I wouldn’t have been able to do the things that I’ve done outside this office if I hadn’t joined.”  On the NLBMDA: “We did a lot of good things to educate

legislators. I enjoyed it and the relationships we made and the many friends that I still have today.”  On helping others: “I grew up in a philosophy that service

above self is what we’re here for.”

In praise of Ferguson Lumber

hen you’re in business for 158 years, you’re bound to make a few good relationships. Here is what a few Ferguson Lumber partners had to say about the 2026 Independent ProDealer of the Year.

“I’ve had the opportunity to work with Joe Collings for the past seven years, and one of the things I’ve come to appreciate most about him is his determination. Once Joe sets his mind on something, very little is going to stand in his way—not even a zoning commissioner. He doesn’t accept obstacles as the final answer. If someone tells him ‘no,’ Joe is going to keep working until he finds a way to get to ‘yes.’ “That persistence is matched by how deeply he cares about the people he serves. For Joe, customer service isn’t a slogan or something you put on a sign. It’s how he operates his businesses every day. He genuinely cares about his customers, listens to what they need, and is always looking for ways to serve them better. “That same mindset extends well beyond his stores. Joe has a real passion for his community and for helping others. He is generous with his time, his experience, and his resources, and he is always looking for opportunities to give back and make a positive impact. “I’ve experienced that generosity personally. Joe has been a great mentor to me over the years. He has always been willing to share what he has learned, offer advice, and help me work through challenges. He wants other people to succeed, and he is willing to invest his own time to help make that happen.” – Glenn Becker, Do it Best Group territory sales manager. HBSDealer.com

Joe and Edie Collings at the Murat Potentate’s Ball. The Shriners raise millions for childrens’ hospitals around the country.

mber for its ognize Ferguson Lu “We are proud to rec contributions to the g rin du ments and en ear outstanding achieve ing for ward a 158-y ials industry. Carry ter ma ing set ild to bu es d lumber an company continu family legacy, their gs llin g on Co d str an es n fi so pli Fergu n Lumber exem excellence. Ferguso for ce ard llen nd ce sta ex l h na hig tio a to organiza ce, a commitment service, business performan mer and community sto cu to on ati dic de s, ce cti pra ing ild and best the lumber and bu an ambassador for and leadership as materials industry.” nathan Paine. ident and CEO Jo —NLBMDA Pres

Veedersburg, Indiana, baked the bricks for the Indianapolis Motor Speedway.

at Ferguson llings and the family “I’ve known Joe Co ly are they top of 25 years, and not on Lumber for nearly miles consistently tra ess, they go the ex sin bu the in SA me ga their associations of MB community, and the ce en fer dif ge to support charity, made a hu have undoubtedly .” and NLBMDA . They rve se y s the ll as the population in the industry as we est Building dw Mi , CEO of the – Timothy Murphy tion. Suppliers Associa HARDWARE + BUILDING SUPPLY DEALER September 2026

Ferguson Lumber operates three Indiana locations. It’s firmly established in Veedersburg (right) and building its reputation in Coatesville (above).

Competitive advantage Technology is playing an increasing role in the business, and AI is lifting the team’s collective product knowledge. But it’s the human relationships that drive everything and provide the sustainable competitive advantage, according to Collings. “We encourage the interaction,” he said. “It’s always: ‘How are you doing? How may we help you?’ And it’s about staying tight with our contractor base.” He added: “The people are our business. If we don’t continue to focus on the one-on-one relationships we’re building and staying tight with our contractor base — we’re gonna be no different than the box stores. We don’t ever want to be in that position.” Collings describes himself as a “we guy” as opposed to a “me guy.” That cooperative attitude has earned him a reputation as a strong business leader in the region, and even nationally. (See “In

Praise of Ferguson.”) He’s been heavily involved in Shriners and the Rotary Club, among other civic organizations, and describes community service as a time-honored tradition in rural America. Another cause close to his heart is that of the independent building supply dealer in an environment of accelerating consolidation. “Like everyone, we see consolidation every day,” he told HBSDealer in his Veedersburg office, surrounded by photos of the old sawmill. “And it just makes me wonder sometimes why some family businesses would simply walk away from what they and their family put so much time into.” The way Collings sees it, Ferguson Lumber is on a 158year run, and the plan is to keep it going. “The motive here would never be to sell out,” he said. “Long term, we just want to see the preservation of the business, provide the avenue for the existing staff, and move forward.” >>> Continues on page 24

A family photo, a lasting gift

rom left, Blair Collings, Dick Collings, and Joe Collings wear matching Ferguson tartan blazers in this family photo from the mid-1990s. Tragically, Blair’s life was cut short in 1998 while participating in a study abroad program in Paris. To honor his memory and celebrate his enduring spirit, the Midwest Building Suppliers Association established the Blair F. Collings Scholarship. Over the years, the program has awarded

22 September 2026 HARDWARE + BUILDING SUPPLY DEALER

some $500,000 to dozens of students related to MBSA members, turning a profound loss into a lasting legacy of opportunity for future generations. “Blair was a scholarship recipient himself in the association’s program,” said his father, Joe. “So it’s nice that he’s being remembered in this way.” To learn more about the program or support student scholarships, visit TheMBSA.org.

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About the Award

Comebacks Ferguson Lumber’s history has tragic notes, and cycles of rebuilding following disaster. Solon Ferguson, Joe’s great-great-grandfather and founder of the business, died in a boiler explosion near the end of the 19th century. A second fi re hit the Rockville facility in 1952. No one was killed, but the facility was a complete loss. A third fi re, induced by lighting, struck in 1970. The slogan “adapt or die” is written in the company’ DNA. “It’s inevitable that — whatever industry you’re in or wherever you are in in life — if you stick your feet in mud, you’re gonna die.” With each disaster, Ferguson Lumber rebuilt and reinvented itself. Joe, who swept floors in the family business as a little boy, joined the staff in 1973 after graduating from Wabash College. Soon, the conversion to a contractor-oriented prodealer and home improvement retailer began. “We saw the handwriting,” Collings says. The move to Veedersburg in 2000 reflects another Ferguson Lumber skill: seizing opportunity. The Veedersburg location was the world’s last remaining Farm Bureau co-op lumberyard, and it had every appearance of a business whose best years were behind it. “And it was bad,” Collings said. “You could not see front to back. There was no organization whatsoever. There were six pallets of Coke products and 200 long-handle shovels. Top: Ferguson Lumber’s flagship in Veedersburg, Indiana. Bottom: The state-of-the-art design of the Coatesville, Indiana, store.

24 September 2026 HARDWARE + BUILDING SUPPLY DEALER

he Independent ProDealer of the Year Award is selected by the National Lumber and Building Material Dealers Association in partnership with Hardware & Building Supply Dealer. This prestigious national award recognizes high-performance lumberyards with a commitment to values consistent with the lumber and building materials industry: excellence in customer stewardship, devotion to employees, and a positive workplace culture. Veedersburg, Indiana-based Ferguson Lumber will accept the 2026 Independent ProDealer of the Year award during the upcoming ProDealer Industry Summit in Chicago Oct. 5-7. Recent past honorees include B&B Lumber (2025) of Wichita, Kansas; Short & Paulk Supply (2024) of Georgia; Hilltop Lumber (2023) of Minnesota; and Espy Lumber (2022) of South Carolina.

There were boxes and boxes of products that were bought at trade shows for the spiff and never even opened.” From that disarray rose the Veedersburg Ferguson flagship, specializing in special orders (just under 60 percent of revenue), with strength in doors, windows, siding, and, of course, lumber.

Innovation That philosophy has led to investments in the retail format, the crown jewel of which is a new store in Coatesville, which anticipates a growing vacation-home market around nearby Heritage Lake. “We looked at the head count, and we looked at the chimneys, and decided that was a spot where homeowners need assistance,” Collings explained. The Coatesville location, which features the latest design elements from Do it Best Group’s design team, is “a beautiful store with a great layout,” he said. It’s not making its benchmarks yet, but Collings fully expects to blow through them in two or three years as the trickle of million-dollar vacation homes materialize into a flood. “We really enjoy the centrifuge of how our staff is able to work out problems and solve issues,” he said. “Being independent allows us to do that. We have the flexibility as an independent.” Joining Hardware Wholesale Inc (the forerunner of Do it Best Group) was another major move for Ferguson Lumber. He remembers the old days of conventions in a big tent, and the old Lanky Planky mascot. “Things have changed quite a bit,” he shared. One consistency for the 2026 Independent ProDealer of the Year is the attitude to keep moving—and to keep the foot on the gas. “Our philosophy,” he said, “is working with people and making things better.” HBSDealer.com

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Product Central

Big Box Shout Outs

orporate earnings calls are packed with data, forecasts and color. They are also an opportunity for merchandise executives to promote new products and hot sellers. Such was the case recently with Home Depot and Lowe’s. At Home Depot, of 16 merchandising departments, 13 posted positive comps: storage, electrical, hardware, power, plumbing, indoor garden, kitchen, paint, bath, outdoor garden, building materials, flooring and millwork. Lowe’s said that 9 of its 13 divisions delivered positive comps, including the seventh consecutive quarter of positive compsales growth in appliances. Many brands were mentioned as examples of competitive advantages. And specific product shoutouts were given to these four products:

 Cree Light Bulb In the second quarter, Lowe’s completed the rollout of Cree within its light bulb assortment. In the home center channel, it’s a Lowe’s exclusive. EVP of Merchandising Bill Boltz pointed to a specific standout product: Cree’s new 6-way bulb. It lets customers easily adjust the color temperature—from soft white to daylight—either on the bulb or from the wall switch.

 Milwaukee PACKOUT Modular Storage System Home Depot’s Billy Bastek, EVP of merchandising, called this pro-oriented storage system the most versatile and durable modular storage system in the industry. The line has solutions for tool boxes, organizers, racks, and more. Modular units provide pros with easy access to all their tools at their home and jobsites, he said.

 UltraLight Tough Gypsum Panels In an expanded relationship with USG, Home Depot is the exclusive big box launch partner for UltraLight Tough Gypsum Panels. Bastek described them as the lightest and most durable half-inch panel in the market.

 Traeger Grill Lowe’s welcomed Traeger to its grill lineup. Traeger will join Char-Broil, Pit Boss and Weber. “Bringing Traeger to the grill lineup is a big advantage for us,” Boltz said. It will begin rolling out in select stores and online nationwide later this year.

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HBSDealer.com

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BUILD A BETTER ASSORTMENT •

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Decking

The state of decking

t’s been a summer of shakeups in the world of decking. Composite decking, in particular, has seen big shifts as of late. According to a year-over-year analysis of composite decking sales at Home Depot and Lowe’s compiled by Datavations, the category lost $5.8 million and three full points of shelf share in a single quarter. Composite decking at home improvement superstores generated $53.5 million in Q1 2026, down 10% year-over-year. The aesthetic story also shifted. “Warm” tones gained shelf and sales, while “cool” and “gray” tones lost $610K in the quarter. For LBM dealers, two takeaways emerge. First, when the two largest home improvement retailers shed 10% of composite decking dollars in a quarter and prices keep rising, the independent channel has an opening on volume and assortment. Second, the buyers are still spending, but they’re trading materials and colors.

30 September 2026 HARDWARE + BUILDING SUPPLY DEALER

From Deckorators, Venture decking in Saltwater with Rapid Railing in textured white.

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Decking

Trex recently signed a multi-year agreement with Fencing Supply Group to become the exclusive national distributor of Trex Fencing.

RISING TRENDS AND TAKEAWAYS According to Trex, six big trends are driving outdoor living sales right now:

Micro-Resort Living, such as outdoor kitchens, bar areas, fire features and lounge zones.

2. Earth-Inspired Colors, Mixed Materials like natural stone, wicker furniture and multi-width deck boards for custom layouts.

Climate Resiliency, including materials featuring heat-mitigating technology or ignition-resistant decking options.

4. Small Spaces, Big Impact. Above: Cinch Railing is the pre-assembled steel railing system designed for quick and easy DIY installation.

Right: Climate resiliency and “microresort” features are among the big decking trends to monitor.

32 September 2026 HARDWARE + BUILDING SUPPLY DEALER

Trex is seeing more demand for built-in seating and planters, multi-level deck designs, and breaker boards and visual patterning.

Railings That Frame the View, whether aluminum, cable or glass, to allow the surrounding landscape to pop.

Subtle Privacy, featuring Pergolas, privacy screens, and purposeful landscaping.

HBSDealer.com

EASY APPLICATION SUPERIOR COLOR CONTROL

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Manufacturer Spotlight: Stains

A personal cabinet transformation points to DIY potential

HBSDealer regularly turns to category experts for merchandising insights and product knowledge. Below, Carter Baldwin, territory manager for Diamond Vogel, shares a personal story at the intersection of cabinets and stains. – The editors.

By Carter Baldwin

hile traveling around the United States, I talk to woodworkers at all stages of their journey. From professional contractors bustling with endless orders to firsttime finishers overwhelmed by endless options, the questions vary. Regardless of experience, however, there is one question that I get asked consistently: “What’s the best way to redo cabinets with your stain?” Woodworkers everywhere recognize the potential pitfalls of a cabinet renovation: the scale of the project, intricate detailing, and variations in the quality of the wood. Historically, you would strip and sand your cabinets to bare wood, starting from scratch. Then, you would clean the wood, fix any imperfections, apply your perfect stain, and finish it with a film-building topcoat. It is a labor-intensive process, but it is a proven method. Within recent years, a new strategy has risen in popularity, challenging the misconception that a cabinet renovation means endless hours on the same project: Overstaining. Overstaining allows you to apply stain on top of a pre-existing finish. Whether the wood is stained or painted, current formulas allow woodworkers to bring new life to well-loved wood, without having to strip, sand, and start from scratch. By using

Mission accomplished for the author’s honey-do list.

heavy-bodied masking stains, such as Old Masters Wiping Stain or Gel Stain, it becomes scuff, stain, and finish. That is hours of labor removed, without compromising quality. Recently, my wife and I bought a house. The kitchen had well-worn, painted kitchen cabinets, an off-white that showed every imperfection. Before we closed, my wife said, “Promise me you’ll do something about that.” So, of course, the honey-do list started. I knew overstaining would provide the best results. I started by removing the cabinet doors and cleaning them with a non-abrasive cleaner. Then, I took a piece of 220 grit sandpaper and scuffed up the surface. This allows the stain to mechanically bond to the grooves in the existing finish. After cleaning the freshly scuffed surface to remove any dust, I used the Old Masters Gel Stain collection. I custom mixed 4 parts of Special Walnut to 1 part Spanish Oak to get our perfect color. After application, I allowed the stain to dry for 36 hours before top-coating with Masters Armor, a water-based finish. Just like that, the kitchen cabinets were complete. When writing this, one question posed to me was, “What is new in stain?” To that, I would say: Stain itself changes very little, but the uses have multiplied. The desire to restore and renovate is making a comeback with younger generations. Faux finishing, staining fiberglass, and layering colors allow outdated and blemished pieces to become the center of attention and showcase how much talent is in this industry.

Carter Baldwin is territory manager for Diamond Vogel Paint & Coatings and its brands Old Masters and Van Sickle. 34 September 2026 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

Emery Jensen Update The 2025 Emery Jensen Edge event, co-located with the Ace Hardware Fall Convention in Chicago, encouraged customers to “be a grilling destination.”

Closer to the Customer

A Q& A WITH EMERY JENSEN’S ALISON DOWELL or independent hardware dealers and lumberyards navigating a turbulent retail landscape, a supplier that acts as a true growth partner isn’t just a convenience— it’s a necessity. Over the past year, Oak Brook, Illinois-based Emery Jensen, the subsidiary of Ace Hardware Corp.—has proven itself as a primary driver of that transformation, demonstrating how targeted inventory strategies and dedicated support can turn market friction into lasting opportunity. Under the leadership of Alison Dowell, president and general manager, the company has seen strong momentum across its network. More than 170 independent retailers have recently converted their operations—in part or in full—to align with Emery Jensen. This major wave of retailer migrations highlights a growing trust in the distributor’s long-term vision and commitment to the independent channel. As dealers face rising operational costs, changing contractor demands, and fierce big-box competition, Emery Jensen’s approach centers on a simple philosophy: retailer success

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drives distributor success. By combining broad product access with strategic execution, the hardware distributor is positioning independent yards not just to adapt to industry disruption, but to actively lead through it. Here, Dowell responds to several key retail and distribution matters: HBSDealer: In your conversations with vendors and retailers, what are the new, major talking points? Alison Dowell: The conversation today is much less about simply moving product and much more about helping retailers grow. Independent retailers are looking for ways to compete in an increasingly challenging environment, so we’re talking a lot about

“The conversation today is much less about simply moving product and much more about helping retailers grow.” —Alison Dowell, president, Emery Jensen

HBSDealer.com

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

YellaWood® brand pressure treated products are treated with preservatives (the “Preservatives”) and preservative methods, and technologies of unrelated third parties. For details regarding the Preservatives, methods, and technologies used by Great Southern Wood Preserving, Incorporated, see www.yellawood.com/preservative or write us at P.O. Box 610, Abbeville, AL 36310. Ask dealer for warranty details. For warranty or for important handling and other information concerning our products including the appropriate Safety Data Sheet (SDS), please visit us at www.yellawood.com/warranties or write us at P.O. Box 610, Abbeville, AL 36310. YellaWood and the yellow tag are federally registered trademarks of Great Southern Wood Preserving, Incorporated. All other marks are trademarks of their respective owners and are used with their permission.

Emery Jensen Update assortment optimization, retail execution, exclusive products, and how to improve profitability. Retailers want partners who can bring ideas, insights, and practical support, not just inventory. That’s where we believe Emery Jensen is uniquely positioned. We can combine scale, buying power, and resources with a very hands-on approach to helping customers succeed. HBSDealer: Are there any common traits among Emery Jensen’s best customers? Alison Dowell: Our most successful customers tend to view us as a strategic partner rather than simply a distributor. They’re constantly looking for ways to evolve their business, whether that’s improving assortments, investing in merchandising, embracing new categories, or taking advantage of programs designed to drive growth. They stay focused on serving their local communities while remaining open to new ideas and Retailers want partners who can bring ideas and support, says Emery Jensen President Alison Dowell. opportunities. Those retailers recognize that growth comes from continuous improvement, and they’re willing to make those Any thoughts “We’ve never believed independents HBSDealer: investments in their business. on competing against the big should try to mimic the big boxes. boxes? What kind of adjustHBSDealer: What specific ments in this area? The independent’s advantage investments in distribution Alison Dowell: We’ve never comes from being closer to their infrastructure are sharpening believed independents should customers, more nimble, and more the business? try to mimic the big boxes. connected to their local markets.” Alison Dowell: One of the The independent’s advantage biggest advantages we bring comes from being closer to —Alison Dowell, Emery Jensen to independent retailers is their customers, more nimble, the strength of our distribution network. We have invested more and more connected to their local markets. Our role than $800 million in supply chain enhancements over the last five is to help them enhance those strengths by providing years, expanding distribution capacity, modernizing facilities, and the scale, assortment, pricing programs, and support implementing new technology and automation to improve efficienthey need to stay competitive. The retailers that cy and accuracy. Those investments are all focused on helping succeed are the ones who combine great service retailers get the products they need faster and more reliably. with smart merchandising, strong brands, and a Combined with our nationwide network and local market experdifferentiated shopping experience. We help them do tise, it allows us to provide the inventory availability, fulfillment exactly that. speed, and consistency that retailers need to compete and grow. HBSDealer: What has been your focus within Emery Backed by $800 million in supply chain investments and Jensen to keep operations running smoothly? a nationwide network of 15 Retail Support Centers, Emery Alison Dowell: The focus Jensen delivers coast-to-coast reach and reliability. has been ensuring that as we continue to grow, we never lose sight of the customer. Growth is important, but it has to be supported by strong execution, a healthy culture, and an engaged team. We’ve spent a lot of time focusing on collaboration across the organization, investing in our people, and maintaining the agility needed to respond quickly to customer and market needs. When our employees are aligned around serving customers, everything else tends to follow.

38 September 2026 HARDWARE + BUILDING SUPPLY DEALER

HBSDealer.com

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Technology

BFS leans into AI

uilders FirstSource and Digs, an AI platform for homebuilders and homeowners, have announced a partnership to “deliver the next generation of AI-powered workflows and digital infrastructure for professional builders and homeowners.” Under the partnership, Builders FirstSource is the solo lead on Digs’ $25.3 million Series A financing and has also entered into a five-year commercial agreement with Digs to accelerate product development, strengthen platform integration and expand AI capabilities. Through the commercial agreement, the companies will collaborate to strengthen Builders FirstSource’s digital ecosystem for residential homebuilders and build out new experiences for homeowners. The announcement came just weeks after it parted ways with its high-profile tech leader Gayatri Narayan, who was on the job for a little over a year. (See page 48.) “Our customers are looking for seamless technology that helps them operate more efficiently and deliver a better homeowner experience,” said Peter Jackson, CEO of Builders FirstSource. “By combining Builders FirstSource’s scale, deep customer relationships,

Builders FirstSource intends to increase productivity through its investment in Digs.

product data, and extensive digital ecosystem with Digs’ AI platform, we are advancing tools that can simplify workflows, improve productivity, and create a more connected experience across the homebuilding lifecycle, enabling us to serve our customers in new ways at every stage.” The companies intend to leverage Builders FirstSource’s digital ecosystem and Digs’ patented AI platform to better serve homebuilders, including the more than 140,000 customers served by Builders FirstSource today, by helping them eliminate disconnected workflows, reduce manual work, and deliver exceptional homeowner experiences from pre-construction through warranty and beyond. ONE PLATFORM ACROSS THE ENTIRE BUILD As part of the partnership, Builders FirstSource and Digs intend to enhance Builders FirstSource’s digital ecosystem by connecting plans, specifications,

selections, products, approvals, warranties, conversations, and project history into one platform. The result is faster decisions, less rework, shorter project cycle times, and a better ownership experience, per BFS. According to BFS, planned innovations include:  A “single source of truth” for every project with AI chat, files, e-signatures, QR codes, comments, tasks, and project collaboration.  AI-powered diagramming, finish selections, and visual coordination between builders, designers, trades, and homeowners.  AI-powered homeowner handoff, warranty, and aftercare that extends the builder relationship long after move-in. Integrated into Builders FirstSource’s digital ecosystem, these connected workflows will be devised to span estimating, procurement, construction, and ongoing homeownership, helping teams build more homes with greater efficiency and confidence.

SalesJack launches Radar

alesJack, the sales platform built for lumberyards and building materials dealers, recently launched SalesJack Radar alongside major upgrades to its CRM and mobile app. The release adds AI search and an AI agent that proactively identifies the biggest opportunities, and improved navigation built around rep priorities. “We already gave dealers a connected view of their data. This release is about making that data useful in the moment. Radar tells reps where to focus and lets them ask why with our AI chatbot,” said Ryan Dempsey, CEO of SalesJack. Radar Chat lets a rep ask a question in plain English and searches across the dealer’s connected ERP data, emails, quotes, permits, CRM records, jobs, and orders to provide an answer in seconds. A rep might ask, “Which of my customers have active permits but no recent orders?” or “Show my largest open quotes that have not been followed up.”

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HBSDealer.com

Industry Voices

Hiring matters, but it’s just the beginning

By Abhi Singh good friend of mine recently asked me what characteristics I look for when hiring great salespeople. I didn’t hesitate. The answer flowed easily: driven, focused, enthusiastic, motivated, secure, confident. Not exactly groundbreaking. Later that night, at 3:17 a.m., I woke up and could not stop thinking about our conversation. And what hit me was this: that list isn’t just what I look for in salespeople. It’s what I look for in everyone on our team. And then the simple truth hit me even harder—most people already have those traits. The problem isn’t that talent doesn’t exist. The problem is that most leaders, including me, don’t do a good enough job extracting talent from the people we lead. We assume since they have it, they use it. And that’s not always the case. I’ve been fortunate to be part of some great teams over the years. I’ve also been part of some not-so-great ones. Hiring isn’t the finish line; it’s just the starting point. Different companies, different roles, different outcomes. But here’s the part that matters: the people on both the good teams and the bad teams had the When a hire doesn’t work out, one of two The problem is that most things happened. Either you didn’t dig deep same characteristics. The differleaders, including me, ence wasn’t the people ... It was the enough before you hired them… or their leader. leader didn’t lead them well. Sometimes it’s don’t do a good enough Simon Sinek says it best: we don’t But blaming the individual alone is the job extracting talent from both. become leaders when we accept a easy way out. the people we lead. We title or the perks that come with it — Key headline: Great leaders don’t just we become leaders when we accept identify talent. They identify and enhance it. assume since they have responsibility for the wellbeing and Hiring well matters. No argument there. it, they use it. And that’s growth of others. Leadership isn’t But hiring isn’t the finish line — it’s the not always the case. granted on an org chart. It’s earned starting point. through consistent behavior. The leaders I’ve seen build great teams don’t obsess over That idea stopped me in my tracks because it perfectly experfect resumes. They obsess over perfect potential. They set plains why so many “great hires” fail. the bar early. They define what “good” looks like. They coach They weren’t failed by the resume. They were failed by the instead of assume. They correct quickly. They praise specifically. leadership. And they don’t tolerate behavior that undermines performance We’ve all seen it. The salesperson who crushed the inter— even when it’s uncomfortable. view and then butchered the job. The operator who talked a They also look in the mirror first. great game about metrics and productivity … only to find out they couldn’t spell the word “metric.” The finance/accounting hire who looked great on paper but couldn’t add. It happens Abhi Singh’s business everywhere. background includes more than And what do we usually do? We blame the person. We lower 26 years of executive experience the bar. We tell ourselves, “That’s just how it is.” Slowly, quietly, across specialty distribution, we bring the whole organization down to the level of what we manufacturing, and construction tolerate … not what we expect. supply sectors. He is currently president and CEO of GeorgiaHere’s the truth most leaders don’t want to confront: people based ProContractor Supply. rise and fall to the level of organizational expectation. Very few rise to their own.

HBSDealer.com

HARDWARE + BUILDING SUPPLY DEALER September 2026

Market Insights

A banker’s view of building products THE L ANDSCAPE ANALY ZED BY PMFC INVESTMENT BANKING’S JAYSON GIT T

o say 2026 has been a tumultuous year for building materials would be quite an understatement. Consolidation, in particular, remains a top-of-mind topic for independents eager to keep swimming in a market occupied by much larger competitors. Here to make some sense of the situation is Jayson Gitt, a director at PMCF Investment Banking’s Denver office. He started in the investment banking industry in 2008 and has experience advising buy and sell side M&A transactions, sourcing and structuring capital for debt and equity transactions, and corporate finance initiatives. Here’s what he had to say about the current building products landscape, along with big opportunities to explore looking ahead. Q: How can independents survive and distinguish themselves amid accelerating consolidation? Gitt: Scale certainly has advantages, but size alone doesn’t win in building products. The independents that continue to thrive are typically those that offer something difficult to replicate, whether that’s exceptional service, technical expertise, proprietary products, or long-standing relationships within a specific end market. As consolidation accelerates, many larger organizations become increasingly focused on standardization and operational efficiency, which can create opportunities for smaller businesses that remain highly responsive and customer-focused. We’re also seeing customers place a greater premium on specialized capabilities. Contractors, architects, and owners often prefer partners that can solve difficult problems, provide application support, or offer tailored solutions rather than simply supplying a commodity product.

42 September 2026 HARDWARE + BUILDING SUPPLY DEALER

Truss assembly at RoMac Building Supply in Florida.

In many cases, the most successful independents aren’t trying to compete with the largest players across every market. They’re becoming the dominant player within a niche, geography, or product category where expertise and relationships matter more than scale. Q: Which niche building materials sectors do you see larger acquirers pursuing next? Gitt: Buyers continue to gravitate toward businesses benefiting from long-term demand drivers rather than purely cyclical construction activity.

“Size alone doesn’t win in building products. The independents that continue to thrive are typically those that offer something difficult to replicate.” —Jayson Gitt, director at PMCF Investment Banking’s Denver office

HBSDealer.com

Trex® is Now Available through BlueLinx

The brand your customers know. The partner you trust. BlueLinx is expanding its outdoor living portfolio with Trex decking products, now available in select markets. Get the products your customers want backed by the inventory, service, and support you expect from BlueLinx. Contact your BlueLinx representative or scan the QR code today to learn more.

Market Insights The areas attracting the most attention today tend to have exposure to infrastructure investment, power generation, grid modernization, energy efficiency, and data center development. Many acquirers are also looking for products that are highly specified, technically differentiated, or embedded in critical building systems because those characteristics generally support stronger margins and customer retention. I expect continued interest in specialized electrical, building-envelope, temperature and air-management, and engineered products that solve increasingly complex construction and performance requirements. Regardless of the product category, buyers are looking for businesses that combine attractive growth profiles with differentiated offerings and strong market share positions. Q: What building product niches do you see becoming increasingly important over the next several years, and which may face greater pressure? Gitt: The strongest growth will likely come from product categories aligned with several powerful themes: sustainability, electrification, infrastructure investment, energy efficiency, labor productivity, and data center development. We’re already seeing increased interest in timber, prefabricated and modular construction solutions, advanced building-envelope systems, power-distribution equipment, energy-efficient materials, and products that help reduce labor requirements in the field. On the other hand, traditional products aren’t going away, but some commodity-oriented categories may experience slower Data centers are massive construction projects that require enormous amounts of power, cooling, building materials, and specialized construction components, says Gitt.

44 September 2026 HARDWARE + BUILDING SUPPLY DEALER

growth and greater pricing pressure. Products that are difficult to differentiate and compete primarily on price typically face more margin compression over time. The distinction is becoming less about material type and more about value creation. Products that improve performance, shorten installation times, reduce labor requirements, or support sustainability goals are likely to capture a larger share of future investment. Q: How can building products companies participate in the data center boom? Gitt: Many companies underestimate how broad the opportunity really is. When most people think about data centers, they focus on the technology, servers, and computing infrastructure. In reality, data centers are massive construction projects that require enormous amounts of power, cooling, building materials, and specialized construction components. AI-driven demand continues to accelerate development, creating opportunities across much of the building products value chain. The most obvious beneficiaries are manufacturers supplying products tied directly to electrical infrastructure, cooling and air-management systems, structural systems, and specialized enclosure solutions. However, opportunities also exist for companies serving adjacent markets through logistics, prefabrication, engineered components, building-envelope systems, and other mission-critical construction products. The biggest opportunity is often not creating a product specifically for data centers, but understanding where an existing product fits within the ecosystem and how it can improve reliability, efficiency, speed of construction, or long-term operating performance. Over the next decade, the data center market is likely to represent one of the most significant construction and infrastructure investment cycles in history, creating opportunities well beyond the traditional technology supply chain.

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Regulatory Update

Granted: $105 million for innovation

he U.S. Forest Service has announced $105.5 million in wood innovation grants for 177 projects across the nation that support active management of national forests and grasslands by increasing manufacturing capacity. The grants include $31 million for 113 wood innovation projects, $17 million for 23 community wood projects, and $57 million for 41 wood products infrastructure assistance projects across 44 states. “The greatest threat to forest landowners and those who use forests is the lack of critical markets in today’s timber and wood products industries,” said U.S. Forest Service Chief Tom Schultz. “There are significant gaps where low-value wood, small diameter trees and restoration byproducts lack viable buyers. To close these gaps, we are investing in companies and organizations that are developing technologies, products, business models and training to expand and strengthen markets directly connected to forest restoration. Over time, this will help create new uses for underused materials, strengthen rural economies, improve forest health, and make forest management more financially sustainable.” A selection of the grant recipients and project descriptions are below: Keller Lumber (Ala., $300,000): Expands lumber drying capabilities to support markets for 5 million board feet annually. Swift Lumber Inc. (Ala., $300,000): Upgrades sawmill production technologies to process over 260,000 tons annually, including on the Conecuh National Forest. Vaagen Bros Lumber, Inc. (Wash., $195,000): Evaluates sawmill residue processing technologies to expand markets for low-value wood by 14,000 tons annually on the Colville National Forest. CNW Wood Products (Calif., $497,000): Establishes new sawmill to increase timber use by 14 million board feet annually. Sequoia Forest Products (Calif., $300,000): Upgrades lumber production technologies to expand markets while

46 September 2026 HARDWARE + BUILDING SUPPLY DEALER

supporting active forest management and rural manufacturing jobs. Pallet & Lumber Supply, LLC (Ariz., $300,000): Engineers and designs biochar production system to expand markets by 12,000 tons annually and support active forest management on national forests in Arizona. Dupont Pine Products, LLC (Ga., $1 million): Installs wood energy system to increase low-value wood use by over 100,000 tons annually in Georgia. Woodgrain, Inc. (Idaho, $300,000): Upgrades lumber production technologies to expand production by 0.5 million board feet annually in Idaho. Robinson Lumber Company, Inc. (Ind., $300,000): Upgrades wood processing equipment to increase production by 1 million board feet annually and support rural jobs in Indiana. East Perry Lumber Company (Mo., $107,184): Upgrades wood energy system components to support rural jobs and retain 6,000 tons of low-value wood markets in Missouri and Illinois. Baillie Lumber Co. (Ky., $300,000): Upgrades sawmill production technologies to expand lumber markets by 0.5 million board feet annually while supporting active forest management on the Daniel Boone National Forest. Robbins Lumber East Baldwin, LLC (Maine, $235,714): Upgrades sawmill processing technologies to improve operational efficiencies while supporting active forest management in Maine. Prime Lumber Company (N.C., $300,000): Expands thermal modification capabilities to increase production and markets for wood in the U.S. Stimson Lumber Company (Ore., $346,712): Upgrades sawmill production equipment to increase lumber production by 25 million board feet annually in eastern Oregon. Traeger Pellet Grills, LLC (Ore., $300,000): Automates wood pellet processing to increase biomass use by over 10,000 tons per year and support rural jobs in Oregon.

HBSDealer.com

A long shot for tariff relief

ep. Don Beyer (D-VA), a member of the House Ways and Means Committee, recently introduced the Homebuilding Materials Tariff Relief Act, legislation that would exempt a defined group of products used in residential construction from tariffs imposed on or after January 20, 2025. Since the bill’s introduction, The National Lumber and Building Material Dealers Association has met with Beyer’s office to discuss the proposal and its pathway through Congress. The legislation identifies eligible products through specific Harmonized Tariff Schedule classifications and would exempt them from covered tariffs. Antidumping and countervailing duties, safeguard measures,

and duties imposed through trade-agreement dispute settlement would remain in place. The legislation would also establish a two-part test before a covered tariff could be reimposed. First, the National Association of Realtors’ Housing Affordability Index would have to average 160 or higher for the preceding 12 months. An index of 100 means a family earning the national median income has exactly enough income to qualify for a mortgage on a median-priced existing single-family home, assuming a 20 percent down payment. A reading of 160 means the median-income family earns 160 percent of the income needed to qualify, or 60 percent more than required. For comparison, NAR’s national index

stood at 102.3 in June 2026, well below the bill’s threshold. Even after the affordability test is met, Congress would still have to enact a joint resolution approving the tariff before it could be reimposed. While the legislation faces long odds of advancing this Congress given the current political climate, it is the second bill introduced this Congress to recognize the connection between housing affordability and a stable, affordable supply of building materials. The other, introduced by Sens. Jacky Rosen (D-NV) and Chris Coons (D-DE), was developed with input from NLBMDA and similarly seeks to address housing costs through the availability and price of construction products.

People in the News The Home Depot Chairman and CEO Ted Decker is on a temporary medical leave of absence that is expected to last Decker Campbell McPhail a few months. Two long-time Home Depot executives will oversee the operations of the office of the CEO during his absence. Ann-Marie Campbell, senior EVP, will provide oversight of Home Depot’s day-to-day operations; and Richard McPhail, EVP and CFO, will provide oversight of the company’s financial management and Pro subsidiaries. Decker joined Home Depot in 2000, and rose to president and chief operating officer in October 2020. In early 2022, Decker replaced Craig Menear as CEO.

Taylor

Trex Company has announced the appointment of Brian J. Taylor as the company’s first Chief Commercial Officer. In this newly created role, Taylor will lead Trex’s commercial organization, with responsibility for sales, marketing, and information technology. Taylor joins Trex from POOLCORP, the wholesale distributor of swimming pool supplies. He also spent 24 years with The Sherwin-Williams Company.

Gayatri Narayan, the tech executive who brought a high-profile resume—including stints at Microsoft and Amazon—to Builders FirstSource when she joined the company a little more than a year ago, is no longer with Narayan BFS. A filing with the Securities and Exchange Commission explained: “Ms. Narayan’s departure was not the result of any disagreement with the company on any matter relating to the company’s operations, policies or practices.” Metrie appointed Stewart Andrade as chief financial officer, replacing Jeremy Black, who retired at the end of August. Andrade brings deep experience across finance, strategy and business development, including investor Andrade relations, research, and mergers and acquisitions. He previously served as CFO at Teekay Tankers, an NYSE-listed global organization.

Hawaii-based HPM Building Supply has announced a planned leadership transition, with Adrian Murphy movMurphy Thompson ing from Vice President of Manufacturing to Senior Advisor - Lumber & Vendor Strategy, and Colin Thompson promoted to Vice President of Manufacturing and Construction. This transition coincides with HPM’s preparations to open a new wood-treating facility in Washington state this fall.

Hauenstein

84 Lumber named Dustin Hauenstein as Chief Financial Officer, an executive with more than 25 years of finance and accounting experience across the retail and financial services industries. Most recently, Hauenstein served as Senior Vice President at Designer Brands, Inc., where he held responsibilities as Chief Financial Officer of both DSW and the Brand Portfolio.

Arrow Tool Group has appointed Chee Min Hong as Vice President of Product Management, eCommerce & Brand Marketing. In this executive leadership role, Hong will lead the company’s product management, e-commerce and brand marketing strategy. Hong joins Arrow Tool Group Hong with more than 25 years of global leadership experience spanning product management, marketing, business development, quality and regulatory management. QXO appointed Ken West as president and chief operating officer, effective Sept. 1. West will report to CEO Brad Jacobs and be responsible for QXO’s day-to-day operations. West joins QXO from Honeywell Technologies, where he most recently served as president and CEO of West Honeywell Process Technology. West has more than 20 years of experience leading large, complex industrial businesses across operations, strategy, finance, and integration.

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CORPORATE LINES

EMPLOYEE LINES

Residential Construction/Sales

Monthly Retail Sales, not adjusted

13 months of housing starts and existing-home sales

home centers and pro dealers (NAICS 444) and hardware stores (NAICS 44413)

Total starts

NAICS 444 (sales in $ billions)

(SAAR) July: 1,239,000

NAICS 44413 (sales in $ billions)

1.6M

5 43.9

1.5M

47.8

47.6

46.8

45.7

43.2

4.12

4.20

4.04

3.63 1.4M

1.3M

1.2M

1.1 M

MAY

SOURCE: COMMERCE DEPARTMENT

2025

Single-family starts

JUNE

JULY

2026

APRIL 2025

4.37 3.91

MAY

JUNE

2026

SOURCE: MONTHLY RETAIL TRADE REPORT FROM THE U.S. CENSUS BUREAU

(SAAR) July: 808,000 1.1M

HBSDealer Stock Roundup the percent-change performance of stocks based on August 27 prices

900K

800K

20 J

ANNUAL CHANGE

700K

SWK

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (SAAR) July: 4,060,000 4.5M

DJI 0

MAS

PPG SHW

WY HD LOW

-20

-40

4.25M

TSCO BLDR

-60 -10

3.75M

3.5M

-5

MONTHLY CHANGE BLDR (BUILDERS FIRSTSOURCE); MAS (MASCO CORP.); HD (HOME DEPOT); LOW (LOWE’S);

PPG (PPG INDUSTRIES); SHW (SHERWIN-WILLIAMS); SWK (STANLEY); TSCO (TRACTOR SUPPLY);

SOURCE: NATIONAL ASSOCIATION OF REALTORS

WY (WEYERHAEUSER); DJIA (DOW JONES INDUSTRIAL AVERAGE)

Consumer Watch Unemployment rate

Consumer confidence

Gas prices

for the entire United States

indexed to a value of 100 in 1985

average price per gallon (regular) Current Prior month Prior year

4.1%

89.4

$4.08

July

August

August 28

50 September 2026 HARDWARE + BUILDING SUPPLY DEALER

SOURCES: LABOR DEPARTMENT, THE CONFERENCE BOARD, AAA

HBSDealer.com

Manufacturers & Services Directory NBMDA's Manufacturers and Services Council (MSC) was created exclusively for companies that provide products and services to the building material industry.

www.bluelinxco.com

www.bc.com/ewp

www.calusamarketing.com

www.dealerschoicedistribution.com

www.dupont.com

www.ecisolutions.com

www.epicor.com

www.federatedinsurance.com

www.fctg.com

www.gaf.com

www.intactsoftware.com/en-us

www.hbsdealer.com

www.kerridgecs.com/en-us

www.kcdus.com

www.lbmadvantage.com

www.lmc.net

www.masonite.com

www.misuragroup.com

www.nationalnail.com

www.netnow.io

www.orgill.com

www.palfinger.com

www.patwin.com

www.plmins.com

www.runpayments.io

www.7dwholesale.com

www.salesjack.com

www.strongtie.com

www.stevesdoors.com

www.stratusbusinessadvisors.com

www.upg.org

www.weyerhaeuser.com

For information on becoming a member, please contact membersupport@dealer.org

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