HBSD October 2025

OCTOBER 2025 Volume 51 No. 9

T HE 2 02 5 P R O D E A L E R O F THE YEAR

ZUERN

BUILDING PRODUCTS & DESIGN CENTER A GENERATIONAL SUCCESS STORY

The Zuerns (from left): Tom, Jim, Jen, Greg and David

10.25 PRODUCT CENTRAL

24 Roofing, siding and insulation.

26

TOP WOMEN PROFILE SERIES

28 ‘Breezy’ Mitchell rises in Washington.

28 COVER STORY

the ProDealer of the Year 20 Meet Zuern Building Products & Design Center is a generational success story.

21 Zuern playbook: 22 The “Do the common, uncommonly well.”

Growth by Design

MARKET INSIGHTS

30 Regulatory Update: Table saw safety.

32 HIRI expects the tide to turn.

34 The Sales Guy talks price.

FROM THE EDITOR

NEWS & ANALYSIS

IN EVERY ISSUE

8 Introducing the incoming chair of the NLBMDA.

12 A long awaited rate cut.

6

12 QXO on Home Depot and Lowe’s.

16 Product knowledge.

36 People in the news.

12 A wish list from the NLBMDA.

38 Quikrete Industry Dashboard.

8

Here’s what’s online.

14 Operation Affordability in New York State.

14 An annual Halloween spending forecast.

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).

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4 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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

The HBSDealer 10Q Review

Exclusive at HBSDealer.com: The 10-Q Review is your scorecard for the recently completed earnings season. The interactive chart tracks the top and bottom lines of 30 leading publicly traded companies in the hardware and building supply space.

A New York State of Mind The second annual LBM CEO Summit returns to the New York Athletic Club in Manhattan Jan. 27-28.

The high-level event will tackle the challenges and opportunities facing the industry. Scan the QR code for more.

Shhh. You’re in a library.

When you click on HBSDealer.com/digital-editions, a library of knowledge opens up to you. And it’s free. Check out the history contained in the past issues library of HBSDealer. No card required.

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

6 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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From the Editor

All Bay Lumber steps up

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he 2025 ProDealer Industry Summit marked the installation of a new chairman for the National Lumber and Building Material Dealers

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

Ken Clark, Editor-in-Chief

business was never a certainty. But there was a strong, familiar force drawing him to the All Bay yard.

“I wanted time with my dad,” Frank said.

“When you’re a kid growing up, you Association. might think ‘I don’t want to be like my It’s a role that has seen a parade of father.’ But then, all of a sudden, you start passionate and forward-thinking industry realizing what an awesome person he is. leaders step in and step up for the interAnd it was nice just to be around him day ests of independent lumberyards and the in and day out.” industry in general. This year, the spotlight Stronger together falls on Frank Addiego, president of All Bay Mill & Lumber, a single-location family A major event in All Bay’s political education came in the form of hastily business located north of San Francisco enacted regulations from the California in American Canyon, California.

Air Resources Board— regulations that “There are very few industries that still proved costly and painful for All Bay’s conduct business with a shake of the truck fleet. hand or just a quick phone call,” Frank “I’m not saying that CARB is bad for told HBSDealer. “The lumber business is wanting clean air,” Frank said. “I get that. one of those.”

It was just the way it was rolled out.

And that’s when I realized that we as a company need to do a better job of being plugged into what’s going on.”

Frank Addiego So, here’s Frank as NLBMDA chair. He knows what he’s getting President into.

All Bay Mill & Lumber “The politics are nuts right now,” Incoming Chair he said. “And because of that NLBMDA craziness, and because the national [association] needs to figure out “Trust is built over generations. And its identity, it’s really important for more sometimes, it can take 10 or 15 years for and more dealers to be a part of the construction companies to actually start NLBMDA.” trusting you. And you build business with credit that’s more social than financial.”

In Frank’s office, there are signs of the influence of his father, Guido Addiego, who co-founded All Bay with two partners. An Italian immigrant, Guido combined a strong work ethic and a love of building to achieve in business more than he ever thought possible, Frank said.

Frank’s role in the Addiego family

8 October 2025 HARDWARE + BUILDING SUPPLY DEALER

ADVERTISING SALES & BUSINESS ASSOCIATE PUBLISHER Amy Platter Grant MIDWEST & SOUTHERN STATES (773) 294-8598 agrant@ensembleiq.com DESIGN/PRODUCTION/MARKETING PRINT DESIGNER 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. Brad McDaniel, Owner, McDaniel’s Do it Center Joe Kallen, CEO, Busy Beaver Building Centers Tom Cost, Owner, Killingworth True Value 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.

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News + Analysis

Rating the rate cut POLL RESULTS: HBSDE ALER RESPONDENTS AND THE NLBMDA E XPECT BOOST TO BUILDING. Mortgage rates, at last check, averaged about 6.35 percent for a 30-year-fixed home loan. That’s down from the recent 6.5 percent.

Last year at this time, the rate was around 6.2 percent.

After months of speculation, here’s some movement on the topic: On Sept. 17 the the Federal Reserve’s Board of Governors voted 11-1 to lower the federal funds rate by 25 basis points.

“The decision was highly anticipated in Washington and reflects growing concern over slowing economic conditions, particularly in the labor market and housing sector,” wrote the National Lumber and Building Material Dealers Association in an Advocacy Alert.

“If sustained, lower mortgage rates could improve affordability and help revive homebuyer demand. The Federal Reserve is expected to meet several times prior to the end of the year, where an additional quarter-point cut may be announced should macroeconomic conditions continue to stagnate.”

The dissenting vote was cast by newly appointed board member Stephen Miran, who favored a larger half-point cut.

“The Fed’s move is expected to ripple across the economy, especially through the residential construction sector,” the NLBDMA wrote.

Looking ahead, it’s anyone’s guess what the numbers will look like next month or next year. But what if mortgage rates are lowered on a sustained basis? What would be the result?

We asked. Here are the results.

What do you anticipate will be the biggest effect of lower interest rates on your business?

Greater contractor activity/ homebuilding

51%

Increased consumer spending

24%

No major effect More opportunities for expansion/investment

16% 8% Source: HBSDealer Poll Question, n=86

QXO on Home Depot and Lowe’s QXO founder Brad Jacobs has vowed to shake up the building products distribution industry. The company’s first step was an acquisition of Beacon Roofing Supply. Its next step is a matter of high industry interest.

During a recent conference with investors and analysts (read more at HBSDealer.com.), Jacobs was asked about two longtime leaders in the home improvement industry: Home Depot and Lowe’s. Here’s his response: “I think they’re both extraordinary companies with iconic brands and strong customer focus! I respect them a lot. I’m most familiar with them as a vendor of theirs from my other companies—they’re big consumers of transportation services—and from that perspective, they’ve both been impressively forward-looking on supply chain efficiencies.”

“But I think you’re probably asking what I think about their M&A activity in the building products distribution space. I think they’ll probably outbid us anytime we go after the same acquisition target, because they’re much bigger than us, and they’re valuing

12 October 2025 HARDWARE + BUILDING SUPPLY DEALER

QXO has attracted attention on Wall Street (above, during a bellringing ceremony) and beyond.

acquisition candidates based on different criteria than we are.”

“I don’t know how frequently we will compete, though. It’s a big ocean, and there are a lot of fish in it. I always had a lot of competition for M&A in the waste business, equipment rental, and transportation and logistics, and usually with companies much bigger than us, and yet we still did a lot of highly accretive consolidation.”

HBSDealer.com

News + Analysis

From the NLBMDA, a ‘wish list’ At presstime, the federal government’s shutdown continues.

And so, too, continues The National Lumber and Building Material Dealers Association’s long-term lobbying efforts.

The NLBMDA recently submitted written comments in response to a Request for Information filed by the U.S. Department of Transportation to receive stakeholder feedback as Congress works to develop the next infrastructure bill.

Investment in rail and freight networks are on the wish list.

Key recommendations in NLBMDA’s comments include:  ADDRESSING THE DRIVER SHORTAGE. Lumber

dealers face growing challenges delivering building supplies due to a lack of qualified truck drivers. Through simplifying and modernizing the licensing process, recommendations proposed by NLBMDA would help ensure building materials reach job sites on time, keeping construction projects and local economies moving forward.  INVESTING IN WORKFORCE PROGRAMS. With the shortage of truck drivers only expected to grow over the next decade, NLBMDA’s letter recommends several workforce development legislative solutions to promote opportunities in the transportation sector.  MODERNIZING TRUCK WEIGHT LIMITS. NLBMDA makes recommendation for Congress and DOT to explore raising maximum gross-vehicle weight requires on the U.S. Interstate system. Allowing today’s modern trucks to carry increased loads would reduce shipping costs, cut fuel use, and ease traffic congestion.  STRENGTHENING RAIL AND FREIGHT NETWORKS. NLBMDA’s letter calls for continued federal support for freight rail and multimodal projects key to moving lumber and building materials efficiently across the country.

NLBMDA says it is committed to working with DOT and Congress to advance a surface transportation bill that advances the priorities of the LBM industry.

Openings, closings and acquisitions Regularly updated, the News Map draws from press releases, external media coverage and original reporting to provide timely industry insights.

The latest map showcases Floor & Decor’s opening in Lancaster, California; and Wilson Lumber’s new opening in Nashville, Tennessee.

Acquisitions took place in Rockville, Maryland, where National Lumber Company acquired Fisher Lumber.

Also, Mitchell Lumber of Belfair, Washington, acquired two Juneau, Alaska-area yards—Valley Lumber Company and Don Abel Building Supply.

Closings are part of the landscape as well. They hit Syracuse, New York (City Hardware), Stateline, Nevada (Kingsbury Hardware), and Ridgefield, Washington (Ridgefield Hardware).

Explore the interactive News Map at HBSDealer.com/map.

14 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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WE ARE E

FLORIDA RIDA

News + Analysis

Operation affordability NE W YORK STATE ORDERS UP SOME CROSSMODS After piloting an affordable homeownership program in Schenectady, Syracuse and Newcomb, New York is expanding its MOVE-IN NY program to build up to 200 starter homes across the state.

The homes — described as off-site manufactured “CrossMods”— took six months to complete and cost approximately $250,000 to build and install. According to the Governor’s office, that’s up to three times faster and nearly half the cost of comparably sized homes built using traditional construction methods. The homes will be sold for less than the cost of construction to low- and moderate-income homebuyers CrossMods are built to the Federal HUD Manufactured Home Construction and Safety Standards Code and meet design guidelines approved by Fannie Mae and Freddie Mac, which enables homebuyers to access conventional mortgages.

The three-bedroom, two-bathroom, 1,500-square-foot homes include a porch and a garage. The state will also explore additional innovations in factory-built starter homes to construct other models, such as townhomes.

The MOVE-IN NY program aims to harness the benefits of prefabricated homes to quickly build more affordable starter homes in communities throughout the state. The program is supported by $50 million that Governor Hochul secured in the FY 2025-26 Enacted State Budget.

Product Knowledge Product: Ratcheting PipeLOK Cutters by Superior Tool Manufacturer: C.H. Hanson (which acquired Superior Tool in 2020) MSRP: A three-pack of 2” Ratcheting PVC Pipe Cutters sells for roughly $150 Knowledge: Designed to make cutting PVC pipe more precise, quicker, easier and cleaner, the lightweight, one-handed PipeLOK offers an ergonomic ratcheting grip action that improves leverage for effortless operation.

Engineered to hold PVC pipes and tubing tightly in place, the newly designed jaw reduces the need to manually align tubing with a second hand. The hardened stainless steel blade, combined with the patented jaw design, allows for accurate positioning on the desired cutting mark.

Fun fact: Founded in 1866 by Danish immigrant Christian Henry Hanson (a Battle of Gettysburg survivor), the company got its start making stencils.

Just five years after the company’s founding, the Great Chicago Fire destroyed the C.H. Hanson building on Clark and South Water Street.

With just the clothes on his back and a handful of stencil dies, Hanson quickly set out to rebuild. Which he did.

16 October 2025 HARDWARE + BUILDING SUPPLY DEALER

Spooky spending stats Halloween spending is expected to reach a record $13.1 billion this year, according to the National Retail Federation’s annual consumer survey. That figure is up from $11.6 billion last year and exceeds the previous $12.2 billion record set in 2023.

“Even with concerns about price increases due to tariffs, Halloween continues to resonate with consumers of all ages,” NRF Vice President of Industry and Consumer Insights Katherine Cullen said.

Other stats from the annual study:  79%: Halloween shoppers who anticipate prices will be higher this year specifically because of tariffs.  73%: Consumers who plan to celebrate the holiday, in line with last year’s 72%.  51%: Consumers who plan to decorate their home or yard.  Bonus stat: 23% of respondents intend to dress up their pets.

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Meet the ProDealer of the Year ZUERN BUILDING PRODUCTS & DESIGN CENTER.

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ne of the most trusted maxims in business is that “retail is detail.” At Zuern Building Products & Design Center, the 2025 ProDealer of the Year, that philosophy runs through the entire enterprise. From sales and technology to customer events—right down to the shirts on their backs—the company has built its reputation on doing the common uncommonly well.

“I think our culture really wins the day—and our team,” said company president Tom Zuern.

“We’ve learned a lot from our predecessors, who were always humble in their approach and very hardworking. That example from our parents and grandparents has resonated throughout our team.”

Professionalism shows up in every corner of the business. Visitors to Zuern’s yards and showrooms immediately notice the difference. The facilities, racks, trucks, and equipment are clean, well-maintained, and purposefully designed to impress.

“If we’re going to command a slight premium for what we’re selling, then we have to back it up with a premium team that can carry the customZuern’s longest-tenured employee is Jan Zuern (center). “She shows up like clockwork every day,” says her nephew Tom Zuern, president. er through the whole wonderful journey called building or remodeling a home,” Tom explained.

The company’s attention to detail extends to marketing with the impression that Zuern was a builder, and branding. Co-owner Jen Zuern elaborates: “Spend $5 not a supplier. The updated branding reflected on a t-shirt and it goes in the back of a drawer and stays there the company’s commitment to showrooms and all wrinkled. Or you can spend $10 on a t-shirt and they’re design services that go beyond the traditional wearing it to their kids’ baseball games.” lumberyard model.

Jen was being modest. When the swag closet was “So I think a lot of lumberyards want to opened during a recent visit to the Slinger, Wisconsin, lead with lumber, which is still one of our best headquarters, it revealed a treasury of high-quality polos performing categories,” said Tom. “But we tend and quarter zips with a sportswear to lead with the décor side. logo favored by industry executives at From a windows category, I From design all the way right the highest levels. don’t know that many dealers through the delivery, we put a ton of “You want people to want to repthroughout the country that investment into service. And we put a ton resent your brand, and wear it,” Jen do it like we do.” of investment into showrooms. We want added.

Vendor relationships and to create an experience for our customer, In 2019, the company rebranded presentation are the oneso that when someone walks through the from Zuern Building Products to two punch of Zuern’s decor door, calls us up, emails us—whatever it is— strategy. The showrooms are Zuern Building Products & Design we’re going to have a very knowledgeable Center. Along the way, it retired its designed with the knowledge member of our team that will care for them that many customers are problongtime slogan— “Before you drive all the way through the project. a nail, drive to Zuern.” While catchy, ably going to be asked to drive the line left some potential customers a half hour or 45 minutes.

Tom Zuern, president

20 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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Decking has emerged as a strong category for the 10-unit prodealer. This display (at left) greets customers to Zuern’s Franklin, Wis., showroom.

“We wanted to create a destination for our customers—and really make it worth their while and give them a reason to come and visit our showrooms.”

Jen Zuern, co-owner “So, we really had to make a visit to the showrooms worth their while,” Jen said.

Jen and Tom are cousins, and part of the third generation of family ownership — “a consortium of cousins,” Tom calls it — that acquired the company from their parents in 2011. The ownership team includes brothers Dave, Jim and Greg Zuern, who are also cousins of Jen and Tom. Dave is a sales leader, Greg an operations guru, and Jim manages the purchasing team.

“We each bring our own dynamic to the company,” said Tom. A fourth generation is emerging. Case in point: Jim’s son Ryan Zuern is currently managing the company’s Cross Plains lumberyard.

Marketing Director Alex Sprtel, left, with Tom Zuern in Slinger, Wis.

It starts with the culture. We take our time in the hiring and onboarding process — slow it down, because it is so important. The candidate is interviewing us as much as we’re interviewing them. Finding the right culture fit is more important than what they know or how long they’ve been in the industry.

Rachel Homulos, director of Human Resources HBSDealer.com

Growth by Design

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ounded in 1953, Zuern ran for 32 years before making a second acquisition — Hanson Lumber in Watertown — and another 22 years before landing its third, in Cedarburg.

Bursting at the seams In 2020, the company made the momentous decision to establish a headquarters and distribution center in Slinger, north of Milwaukee.

After upgrades, the Slinger facility strengthened the operation with 70,000 sq. feet of controlled environment for interior millwork, cabinets and windows.

Another 25,000 sq. feet came on later.

The move to Slinger precipitated and fueled a growth spurt:  In March 2020, Zuern acquired Window Design Center in Madison and Delafield, accelerating the company’s design presence and strong relationship with Marvin windows.  In April 2024, Zuern acquired Window and Door Central in Appleton, opening the doors to a new market in the Fox Valley of Wisconsin.  In June 2024, Zuern acquired Saeman Lumber Company—founded in 1876—in Cross Plains, Wis., expanding Zuern’s presence in Madison and central and southwestern Wisconsin.  In November 2024 Zuern acquired Wood Specialties of Menomonee Falls, Wis., specializing in custom built cabinets, stairs, doors and trim.

According to Tom, the criteria for expansion decisions always involved the questions: How can we be closer to our customer? and how can we better serve our customer?

“We’re not growing because we just want to grow,” he said. “We’ve always had a very strategic approach.”

HARDWARE + BUILDING SUPPLY DEALER October 2025

21

Awards

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he ProDealer of the Year Award is selected by the National Lumber and Building Material Dealers Association in partnership with its media partner Hardware & Building Supply Dealer. This prestigious national award is designed to recognize a high-performance lumberyard (more than five locations) with a commitment to values consistent with the lumber and building material industry: excellence in customer stewardship, devotion to its employees and a positive workplace culture.

“We are humbled and honored to be selected as the 2025 ProDealer of the Year,” said Tom Zuern, president. “This award is embodied in our family and team culture of connectivity.

Because a connected team is a powerful team.”

The company strives to provide a trusted buying experience from design through delivery, said Zuern, adding: “We pride ourselves at doing the common, uncommonly well in serving our professional builder and remodeler customers.”

Inside Zuern’s Franklin showroom: Products are curated and displayed to encourage customers to spend quality time with design experts.

I think there’s a lot of technology available that’s easy to spend money on that doesn’t necessarily contribute to the greater good of the company.

Filtering through that is probably one of the things we try to do uncommonly well, and invest in what what really brings value.

Rick Lettow, IT director

Words to work (and live) by

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he Wisconsin-based company points to five points of wisdom described as “Zuern Values & Virtues.”  Do the common, uncommonly well.  Challenge your best.  Be humble, be bold.  Make time for life.  Live where your feet are.

Jen Zuern elaborates on the last point: “We believe in living the present and that every day miracles are scattered about. Our smile is our logo, our personality is our business card, and how we leave others feeling after having an experience with us is our trademark.”

22 October 2025 HARDWARE + BUILDING SUPPLY DEALER

“I think it’s always important as an independent to be thinking about the legacy of the company,” Tom said. “So many independents don’t have a pathway to turn to, so they open themselves up to the highest bidder or turn to private equity, and that’s defi nitely not our path. Our path is the longevity of the organization.”

Technology and systems represent another important detail for Zuern. IT director Rick Lettow says replacing a legacy platform with Epicor BisTrack helped put the company on the right path for growth. However, there’s no fi nish line for technology, and adapting technology to changing preferences in an increasingly Amazon-like world is a continuing effort.

“One of the core values here at Zuern is operating based on facts,” Lettow said. “There’s an enormous amount of data to sift through to get to those facts.” Sharing the information across the enterprise efficiently on a single platform — one username, one password — is a continuing goal and a major current project. “We’re working on that, and we’re not out of the woods yet,” he said.

Attention to detail is paramount in a challenging market.

“People are paying at least 25 percent more for a house than they were just five years ago,” noted Jeff Van De Hey, director of sales. “Along with the increase in price comes higher expectations. And rightfully so.”

Zuern has positioned itself to meet those expectations with quality and service at every step—from design through delivery. That mindset has proven especially valuable as the company’s customer base seeks not just materials, but guidance and a premium experience.

“Expectations now are higher than ever,” Jen said. “I think you either adapt to it and figure out a way to rise with them, or you’re left in the dust.”

HBSDealer.com

Congratulations Zuern Building Products Since 1953,

Zuern Building Products has grown from a modest operation with just five employees in Allenton, Wisconsin, into one of the state’s largest independent, family-owned building material suppliers. Fueled by hard work, dedication, and an unwavering commitment to exceptional service, Zuern now proudly operates ten locations with a team of over 300, supporting builders, remodelers, and homeowners throughout the region.

This prestigious recognition reflects Zuern’s steadfast pursuit of excellence—from delivering top-quality materials to providing expert guidance and personalized service to every customer. As an LMC Dealer, Zuern Building Products combines extraordinary service, competitive pricing, reliable product availability, and deep market expertise—all grounded in a genuine commitment to their community. Because at Zuern Building Products putting customers and their communities first isn’t just a promise it’s how business is built.

As a member of the LMC national network of over 1900 locations, with billions of dollars in buying power, Zuern Building Products has everything needed to get the job done right.

There is no limit to what they can do.

Learn how you can too! www.LMCDifference.com

Product Central

Roofing, siding and insulation

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BSDealer is always on the lookout for new products that can help you boost sales and reach new customers. For this issue’s product roundup, we present new items (and news items) from the realm of roofing, siding and insulation.

To keep up to date with the latest products on the market, subscribe to HBSDealer’s daily newsletter, featuring our Product Central.

 New roofing board from Georgia-Pacific DensDeck ProFast Prime Roof Board is a 3/8” gypsum-based cover board engineered to enhance roofing installation efficiency. In testing conducted to date, the use of DensDeck ProFast Prime Roof Boards in single ply (hybrid) assemblies have demonstrated an average reduction of 25-75% in the number of fasteners required—which can help to lower material costs.

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 Mastic Cedar Discovery Mastic’s new siding features the look of real cedar shake and shingle siding without the hassle of regular staining, painting and replacing. The vinyl siding resists dents, dings and extreme winds all while retaining its natural beauty.

Meanwhile, Mastic’s SolarDefense Reflective Technology acts as a permanent sunscreen for the home, providing vinyl siding collections with protection from ultraviolet rays.

 GAF’s solar shingles GAF Energy, the solar business unit of GAF, has launched the Timberline Solar ES 2, which provides 57 watts of power per shingle. The company says it’s the latest evolution of the world’s first nailable solar shingle first introduced in 2022. The ES 2 delivers 23 percent more power than its predecessor while offering enhanced installation efficiency and expanded design compatibility, per GAF.

ROOFING, SIDING, INSULATION IN THE NEWS

“Our new Specialty Products and Services division will enhance customer value and drive continuous improvement across the supply chain, and we are Justin Dunlap (L) and Abdallah Simaika. confident that Justin’s decades of experience make him the ideal leader for the business,” said John Barkhouse, President and Incoming CEO of GAF. “Abdallah has demonstrated an unwavering commitment to customers, and we believe SGI is well-positioned for its next phase of growth under his leadership.”

GAF creates new business unit

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ew Jersey-based roofing giant GAF has announced the creation of a new business unit, called Specialty Products and Services. The new unit aims to join together three essential parts of the roofing supply chain: granules, glass mat and transportation.

Justin Dunlap, who previously served as the President of SGI, has been appointed President of the Specialty Products and Services business. SGI also announced that Abdallah Simaika will succeed him as President of SGI. Specialty Products and Services will include SGI, Standard Logistics and Glass Mat operations, which will all continue to operate autonomously and aim to deliver a one-stop-shop experience.

24 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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REGISTRATION IS OPEN! NOV 10-11, 2025 Sheraton Grand Chicago Riverwalk

EVENT AGENDA

MEET OUR CURRENT SPEAKERS

*Agenda is subject to change

11/10 • Welcome cocktail

reception • Dinner • Awards ceremony • Hall of Fame award • After party

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• Keynote Speaker • Hall of Fame Career • AI in Action — Explore How Artificial Intelligence is Transforming the Industry • Purpose in Motion: The Journey of Industry Leaders • Power of Networking • Networking Workshop

Breezy Mitchell

Mitchell Lumber

Crystal Neels Lowe's

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Product Central ROOFING, SIDING, INSULATION IN THE NEWS

Saint-Gobain repurposes insulation into ceiling panels

S

aint-Gobain North America says it has created a "circular economy program" within its CertainTeed Interior Products Group, allowing insulation fibers from its facility in Kansas City to be recycled and reused as raw material in the production of ceiling panels at its facility in L’Anse, Michigan. In its first full year, the project has saved over one and a half million pounds of insulation from landfills.

Fiberglass, a lightweight and strong material made from fine glass fibers, is a key component in production for both insulation and acoustic ceiling panels, creating natural synergies that make the program possible. In addition to reducing waste-to-landfill in Kansas City, SaintGobain says the use of recycled materials in production lowers the global warming potential of CertainTeed L’Anse’s ceiling panels and is estimated to save nearly 2,000 tons of carbon dioxide per year.

“Creating circular economies within our production process is truly a win-win for our company, our customers and our communities,” said Jay Bachmann, President of CertainTeed Interior Product Group. “I commend our teams in Kansas City and L’Anse who through innovation, collaboration and out-of-the-box thinking are reducing waste and exemplifying Saint-Gobain’s mission to be the leader in light and sustainable construction.”

 DAP Global Wall & Cavity Foam DAP Global Wall & Cavity Foam is described as an easy-to-use, one-component spray that enables users to insulate small areas like rim joists, call backs or touchups in wall cavities, attics and crawl spaces. It also offers excellent thermal insulation, which can help homeowners save on energy bills.

The user-friendly product offers a simple setup and quick application, freeing up more time for clearing critters and clutter out of the attic.

 VaporWise Interior Membrane Benjamin Obdyke has launched VaporWise, a vapor-variable interior membrane that provides advanced moisture management. With a perm rating ranging from 0.14 to 14, VaporWise adapts to seasonal changes: During winter, VaporWise acts as a Class II vapor retarder, helping to prevent interior moisture from entering the wall cavity; in the summer, the membrane’s permeability increases, allowing moisture to escape and ensuring a dry, healthy wall cavity year-round.

 Glen-Gery debuts terracotta facade system Glen-Gery Corporation has launched SK1N, a terracotta facade system now available exclusively through Glen-Gery and Brickworks Supply Centers in North America.

Crafted in Italy by San Selmo, SK1N merges iconic European craftsmanship with contemporary architecture. Extruded from traditional clay and fired at extreme temperatures, SK1N tiles combine the timeless appeal of terracotta with advanced ceramic techniques.

 New sheathing nail from GripRite PrimeSource Building Products, Inc. has launched Grip-Rite SpeedSpike, what it calls the first widely available 4-1/2” collated fastener engineered specifically for use with high R-value insulated exterior sheathing.

Grip-Rite SpeedSpike is ideal for use in residential and commercial applications where high R-value sheathing is required by code or desired by the builder. As stricter energy efficiency standards become the norm, high R-value continuous insulated sheathing is important in regions across Climate Zones 5–8.

26 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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The Mitchells—Breezy and Andy—have built a buzz around Mitchell Lumber’s company culture.

Breezy Mitchell rises in Washington KEEP CALM, AND PROMOTE A STRONG COMPANY CULTURE.

F

or Brittany Mitchell (who goes by “Breezy”), the path hasn’t always been easy. But she’s blazing a unique lumber industry trail out West.

Born in South Korea and adopted at 3 months old, she grew up in rural Washington state. Fast forward to 2014, she and her husband Andy Mitchell jumped into the lumber business when Andy’s father, the owner of Belfair, Wash.based Mitchell Lumber, unexpectedly died. Breezy took on the role of controller in 2015 and has helped in just about every capacity since.

MANAGING BUSINESS, PERSONAL GROWTH Over the years, the couple has “had good offers to sell but couldn’t let go of it,” Breezy says.

And now, the company is growing, with two recent acquisitions in Juneau, Alaska: Don Abel Building Supply and Valley Lumber Company in Juneau, Alaska.

“My role is changing a lot right now,” Breezy says. “I used to do a bit of everything. But when we decided we wanted to grow the business, we focused more on developing leaders.”

To do so, Breezy says she works hard to make sure key staffers (like Mitchell

Lumber’s ops manager, contractor manager, inside sales chief and yard leader) feel supported—and empowered to make decisions.

Breezy says Mitchell has a young crew, with many people in their 30s, and the company is in the process of onboarding a CFO. “Culture is really important for Andy and me,” she said. “And we’ve spent the last decade shaping a new culture.

People have fundamental needs to be seen, heard and valued. And needed.”

To build an inclusive, respectful environment, Breezy says she frequently seeks staffers’ honest feedback, and she acts on what people are seeing and saying.

“A big part of my day is checking in with people. I don’t want anyone to come to work and feel like they don’t want to be here. It’s a good, respectful environment.”

Breezy also leads a book club for leaders at Mitchell. “We discuss how we can embrace different perspectives and connect with employees better,” she says.

OVERCOMING BIAS Breezy says she’s no stranger to bias and stereotyping during her tenure at Mitchell Lumber. “People would come and ask for Andy all the time, assuming I couldn’t answer whatever question.”

28 October 2025 HARDWARE + BUILDING SUPPLY DEALER

But, she always kept her cool—and was always ready with helpful, well-informed answers.

“Sometimes people at the counter would be shocked when I knew exactly what they’re talking about.”

On dealing with people who are less than respectful, she shares a timeless bit of wisdom: “Nobody can make you feel bad about yourself if you feel good about yourself. It’s not my job to change a person’s mind, but I can help change the culture at my business.”

Today, Mitchell Lumber’s workforce is 35% women, who serve in a variety of roles. And as an ambassador for the She Built Foundation, Breezy is also working to inspire the rising generation of girls to become builders.

Word of mouth has gotten around that Mitchell Lumber pays living wages and has the kind of uplifting, positive culture most workers gravitate toward. “Good employees are always going to be worth what you pay them. We don’t have a high turnover rate, as people hear and share that Mitchell Lumber is a nice place to work.”

As a working mom (now with three kids), Breezy says she has a lot of empathy for people’s lives outside the workplace. “If they want to go on a field trip, or if their kid is sick, it’s no problem.”

Despite plenty of economic uncertainty, “There’s still stability, opportunity and real-world impact in the building industry,” she says, adding that change is slow but steady. “The industry is evolving, though there are certainly still biases to overcome.”

As for longer-term objectives, Breezy expresses excitement regarding the potential of Mitchell’s Alaska acquisitions.

She’s also proud of the company’s overall trajectory of growth. Mitchell was doing $2.3 million when she and Andy bought the business; last year hit $13 million.

“Ultimately, it’s all about people. My job title doesn’t matter, so long as you’re making a positive impact on people. I just want to take care of the people who are taking care of me.”

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Regulatory Update

A saw safety rule is now off the table AF TER DECADES OF WR ANGLING, THE CPSC IS DROPPING THE MAT TER.

F

or more than like Milwaukee, DeWalt, two decades, a Stihl, and more, will likely debate has raged be pleased with the CPSC’s over table saw latest ruling. It has argued for safety measures. years that safety mandates At its essence, the arguwould force manufacturers to ment boils down to: redesign or retrofit machin Are table saws dangerery, which could exorbitantly ous enough to merit raise costs for companies government intervention and consumers alike. regarding how they’re SawStop President Matt assembled?

Howard, meanwhile, made  And are mandated safety his company’s stance clear measures worth the risk last year, telling HBSDealer of raising prices (perhaps that the safety mandate was The table saw safety debate has raged for decades. significantly) for manufacnever a “SawStop mandate” turers and consumers? but rather a broader societal referendum on protecting conIn 2024, drama regarding the issue bubbled over. As we sumers. “SawStop isn’t interested in drama, we’re interested in shared last year on HBSDealer: outcomes. We want people to be safer,” he said.

“The federal Consumer Product Safety Commission (CPSC) Another group, the National Consumers League (NCL), has appears poised to mandate a SawStop-type safety brake on all also weighed in on the issue. In August, in response to the new table saws sold in the United States. The move would follow CPSC’s announcement about dropping the safety mandate years of failed efforts and false starts by the agency to impose rulemaking, NCL wrote: such a standard. Manufacturers have consistently fought a new “The withdrawal of vital safety rulemakings is not groundrule, saying it would raise the price of table saws for consumers.” ed in evidence or morality, but in politics and cruelty,” said One year later, and the landscape has changed completely.

Daniel Greene, the Senior Director of Consumer Protections & In July, the Supreme Court upheld a ruling that allowed the Product Safety. “Hazardous table saws, toxic aerosol dusters, Trump Administration to remove agency commissioners. The and structurally weak recreational vehicles are a choice, not an administration then relieved CPSC commissioners Mary Boyle, inevitability. The CPSC chose less safety and more amputations, Alexander Hoehn-Saric, and Richard Trumka of their duties (all impalements, and poisonings. It’s time for Congress to do what of whom are Democrats who had advocated for stricter saw the CPSC won’t—put safety first and require these safety stansafety standards). The departures have left Peter Feldman, a dards by law.”

Trump appointee who became acting chairman of the agency in Most recently, the Federal Trade Commission also advocated January, in charge. against saw safety measures, calling them “anticompetitive” in In August, the CPSC shared a press release announcing nature. plans to “withdraw several existing and pending rulemakings In response, NCL wrote: that no longer align with agency priorities, and which fail to “It is outrageous that the FTC would put the profits of table advance safety.” saw manufacturers over the safety of American workers and First on the list of six pending rulemakings on the chopping families. Active Injury Mitigation (AIM) technology prevents injublock was “Safety Standard Addressing Blade-Contact Injuries ries, and calling it anticompetitive is a slap in the face to the tens on Table Saws (76 Fed. Reg. 62678).” of thousands of people maimed every year. No one should lose a Just like that, the decades-long battle over table saw safety hand or a career because regulators refused to act.” was apparently over.

To fight back, the NCL says it’s “building a coalition of While neither the Power Tool Institute nor SawStop elected to victims, medical experts, and lawmakers to demand nationcomment on this story, the two entities have been on opposing wide adoption of AIM technology.” The association concludes: sides of the debate for years. The Power Tool Institute, a trade “We will not back down until every consumer is protected from group that represents the interests of large tool-making brands preventable harm.”

30 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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Market Insights

HIRI expects the tide to turn HOMEOWNERS AND CONTR ACTORS SEE SMALLER PROJECTS

2

025 has been a bit of a rollercoaster for home improvement.

And the Home Improvement Research Institute (HIRI) has been documenting the ride.

For starters, HIRI offers a reminder that its 2025 forecast has been downwardly revised.

Despite the “near-flat real growth of 2025,” HIRI foresees a “modest” bounceback from 2026 to 2029, powered by cooling inflation. After 2025, HIRI says the pro channel will lead growth, though consumer gains are on track to come back around as well as conditions improve.

“Quar terly model readings suggest that year-over-year category spending will bot tom out at around 0.2% in Q4 before re-accelerating toward historical averages, supported by positive GDP,” HIRI writes.

While consumer confidence remains muted—the latest tally from The Conference Board dropped to 94.2 in September, from 97.8 in August—an uptick could be in store for 2026.

HIRI writes: “Real disposable income is expected to improve into 2026 as savings return to pre-pandemic levels. Consumer sentiment, which hit a low in Q3, is projected to recover as inflation cools and incomes stabilize, supporting an upturn in 2026.”

Citing data culled from its Q2 2025 Homeowner Project Tracker report, HIRI says activity right now is largely focused on maintenance and smaller projects rather than more substantive remodels. However, it found that eight in 10 homeowners are planning some sort of project activity for Q3.

Based on the data, it adds the following guidance:

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32 October 2025 HARDWARE + BUILDING SUPPLY DEALER

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Market Insights Maintenance and quick wins lead, while big renovations are selective.  DIY hours and par ticipation return to trend.  Exterior and envelope categories strengthen seasonally.  Higher self-purchasing, and higher satisfaction with pros.  Intent is broad, but spend expectations are cautious over 12 months.

HIRI’s Q2 2025 Contractor Business Sentiment Tractor piles on the concept that smaller is better right now.

Contractors are reporting more jobs under $5K and also “softening optimism, with only 55% expecting market growth over the next 12 months.”

HIRI’s contractor respondents say material costs remain their top concern, while tariff worries rose from 35% (from its last quarter report) to 44% in its most recent tally.

HIRI writes: ”Bidding and awards have improved, with 77% of bids converting and 73% of awarded jobs starting, yet backlogs remain flat, and 31% of firms have postponed or canceled future jobs due to scheduling, product availability, and labor constraints. Competition has stabilized, with around 52% of contractors reporting more competition. Purchases of outdoor-related products, such as landscaping supplies, standalone grills, and exterior paint, have increased.” 

Ultimately, despite a tough 2025, HIRI is forecasting brighter home improvement market conditions from 2026-2029. But those who want to win must “meet homeowners where they plan, equip pros to execute without delay, and invest in efficiency, availability and trusted value as the cycle turns.”

HIRI has revised its 2025 forecast to 2.5% growth − down from 3.4% in June.

2025

2024

+3.7% Existing HI Market

Source: Sep 2025 HIRI US Size of the Home Improvement Products Market

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33

Insights & Opinion

The Sales Guy talks price WHEN TO BRING IT UP. HOW TO BRING IT UP.

By Brian McCauley

I

n sales, it’s long been believed that prices should not come up too early in the conversation. The classic advice has always been: Don’t talk numbers until you’ve had the chance to explain your full offering— otherwise, the buyer may focus solely on cost rather than value. That’s easier said than done. Many customers bring up price right away. Avoiding the question rarely works, and clever deflections like “Price is like dessert—it’s best saved for last” might get a chuckle, but they don’t answer the real need.

When a customer asks for price early, it doesn’t always mean they’re just price shopping. More likely, they’re trying to gather the information they need to make a smart decision. So, ask yourself: What else do they need to know to make that decision? In the building materials distribution business, price is only one piece of the puzzle. There are many other value contributors—inventory availability, delivery capabilities, knowledgeable staff, jobsite support, equipment, technology tools, lead times, warranty services, and more.

The key is understanding which of these matter most to your local contractors. Do you know what keeps them coming back to you—or are you guessing?

Identifying your top 3–5 differentiators and being ready to explain them clearly gives you a major advantage when price comes up early.

It’s also critical to think about how easily a customer can see the difference between you and your competitors.

Most distributors have trucks, inventory, and people. That’s the price of entry.

What makes you different? And more importantly, can you communicate that difference clearly? When customers can’t see what sets you apart, price becomes the only thing left to compare—and that’s not where you want to compete.

So what should you say when a customer asks for your price at the start of a conversation?

Some customers want to get to the price immediately. Here’s some advice.

Try this: “Price is definitely part of the decision, and I’ll share that with you. But there are also 3–4 other key factors that contractors in this market consistently say matter to them when choosing a supplier. My price on this item is $XX, and I’d also like to show you the additional value we bring—things that might save you time, reduce risk, or improve your bottom line.”

That approach respects the buyer’s need for information while giving you the opportunity to reframe the conversation around total value—not just cost. Be Different. Think Different. Communicate Different.

Happy Selling!

When customers can’t see what sets you apart, price becomes the only thing left to compare— and that’s not where you want to compete.

34 October 2025 HARDWARE + BUILDING SUPPLY DEALER

Brian McCauley, The Sales Guy, is director of sales training for Cornerstone Building Brands. He has spent 30 years in the building materials industry. Over that time, he’s held a variety of sales and sales leadership roles. Brian has trained thousands of people nationwide and speaks from coast to coast with a focus of helping people find greater success in sales.

Visit BrianTheSalesGuy.com.

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People in the News House-Hasson CEO Steve Henry plans to retire at the end of the year. Henry stepped into the CEO role following the passing of longtime CEO Don Henry Hasson in 2020. A national search for the Tennessee-based distributor’s next CEO is underway, with both internal and external candidates under consideration.

Tart Lumber Co. of Sterling, Virginia, promoted Virginia Lewis to the role of president.

Lewis, who represents the third generation of Tart family ownership, Lewis most recently served as vice president and has played major roles in Tart Lumber’s technology, marketing and customer service initiatives.

Higgins

Illinois-based Parksite, Inc. has appointed Bob Higgins to president. Higgins brings more than 30 years of leadership in the building products industry, including experience at Weyerhaeuser. At Parksite, he has spearheaded the development of strategic supplier partnerships, expanded the portfolio with new products, integrated acquisitions, and designed successful sales strategies.

After more than four decades, Vern Dando, LMC vice president of panels, special woods & logistics, plans to retire. Dando joined LMC—then known as ELMCO—in December 1979 as a plywood assistant. He rose through the ranks while exemplifying “unwavering commitment, strategic vision, and a relentless pursuit of excellence,” the Wayne, Dando McMenamin Pennsylvania-based LBM buying group said. Dando will be succeeded by Jim McMenamin, who began his career at The Home Depot before joining LMC in 1999.

Maine-based Hancock Lumber has welcomed industry veteran Andy Carberry as general manager of its Salisbury, Mass., location. Carberry has spent 41 years in the LBM industry—in virtually every position—from load builder, operations and general manager.

36 October 2025 HARDWARE + BUILDING SUPPLY DEALER

Carberry

HBSDealer.com

People in the News

Lightfoot

Lumbermen’s Association of Texas selected Jerry Lightfoot, vice president at Orange County Building Material Inc., as the 2024 Dealer of the Year. The award is based on dedication to LAT and the industry, service to customers, participation in civic and community affairs and developing camaraderie among LAT members.

Lightfoot serves on LAT’s Board of Directors and is a LUMPAC trustee.

Schneider

Washington-based Simpson Door Company has appointed Steve Schneider as its new president, effective immediately. Schneider succeeds Phil Steklenski, who retires after more than a decade at the helm. Schneider joined the company in 2001 and has held roles in operations and sales, most recently serving as the VP of Manufacturing.

Lewis

Do it Best Group appointed Morgan Lewis as director of human resources operations and shared services. In her new role, Lewis will lead human resources operations for both Do it Best and True Value with a focus on operational excellence, compliance, and creating a seamless experience for team members as the two teams continue to integrate following the acquisition in November.

Colorado-based Kodiak Building Partners has announced the promotion of Wade Gardner to area vice president of Washington. In this expanded role, Gardner will help guide strategic Gardner growth across Kodiak’s Washington-based companies while continuing to serve as president of Builders Alliance and Frontier Building Supply.

Cameron Ashley Building Products named David Chaika as CFO. Throughout his 28-year career, Chaika has held key financial leadership roles at Masco Corporation, where he led initiatives in Chaika financial planning and analysis, investor relations, corporate development and treasury. Prior to Masco, Chaika worked in the commercial banking industry and served as an officer in the U.S. Navy.

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HARDWARE + BUILDING SUPPLY DEALER October 2025

37

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)

(in thousands, SAAR) August: 1,307,000

NAICS 44413 (sales in $ billions)

50

1600

5 43.8

43.3

40

1500

43.3

43.1

42.6

4

40.2

30

3

20

2

10

1

3.99

4.04

3.91

3.83

3.63

3.73

1400

1300

0

1200

A

S

O

N

D

J

F

M

A

M

J

J

JUNE

A

SOURCE: COMMERCE DEPARTMENT

2024

Single-family starts

JULY

0

AUGUST

JUNE

2025

2024

JULY

AUGUST

2025

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

(in thousands, SAAR) August: 890,000 1200

HBSDealer Stock Roundup the percent-change performance of stocks based on Oct. 10 prices

1100

10

1000

900

0 A

S

O

N

D

J

F

M

A

M

J

J

ANNUAL CHANGE

800

DJI

A

SOURCE: COMMERCE DEPARTMENT

Existing-home sales (in millions, SAAR) August: 4,000,000 4.5

HD TSCO

-10

SHW

LOW

MAS

-20 PPG

WY -30

4.25

4

SWK

-40 -20

BLDR -15

-10

3.75

3.5

-5

0

5

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

A

S

O

N

D

J

F

M

A

M

J

J

A

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)

8.0

10.0

4.0 2.0 0.0

100

12.0

90

14.0

6.0

SUSPENDED 4.3% August

$4.00

110

Current

$3.00

Prior month 16.0

80

94.2

18.0

70 20.0

Prior year

120

September

38 October 2025 HARDWARE + BUILDING SUPPLY DEALER

$3.15 130

$2.00

Oct. 10

$5.00

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.culpeperwood.com

www.dealerschoicedistribution.com

www.dupont.com

www.ecisolutions.com

www.epicor.com

www.federatedinsurance.com

www.fctg.com

www.intactsoftware.com/en-us

www.hbsdealer.com

www.kerridgecs.com/en-us

www.laymansguide.com

www.lbmadvantage.com

www.lmc.net

www.misuragroup.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.stratusbusinessadvisors.com

www.upg.org

www.weyerhaeuser.com

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

©2025 GAF • RESLBAD001-0725

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