OCTOBER 2026 Volume 52 No. 9
S UCCE S S I O N THE 2026 PRODEALER OF THE YEAR, GUY C. LEE BUILDING MATERIALS, PASSES THE TORCH AS IT SHARPENS ITS EDGE.
CUSTOMER SUCCESS STORY #3
A STORY ABOUT CONTINUING A LEGACY Whenever I’m asked what makes Morris Hardware special, I start with our story. Founded in 1845 by George Morris, our business has been part of the McConnelsville community for 180 years and remains one of the oldest continuously operating, family-owned hardware stores in the country. Today, his great-great-great-greatgreat-great-grandson, Tom Schanken, and I are honored to carry that legacy forward. This business has weathered wars, depressions, pandemics, and the rise of big-box and online competition. Through it all, our small-town spirit and commitment to serving our employees, customers, and community have held strong. Our customers are our neighbors—contractors, farmers, and DIYers—and we take pride in being the heart of Main Street. But even a 180-year-old business must evolve. When we realized our previous supplier wasn’t helping us stay current, we looked for a partner who shared our values. That came in 2023 when we were introduced to Orgill. I first got to know Orgill through our sales rep, Jake Thompson, whose genuine kindness and willingness to help made a lasting impression. When it came time to make a change, the choice was clear. Orgill’s team worked alongside us during the conversion, helping modernize assortments, refresh key departments, and refine pricing—while respecting our independence. Today, Morris Hardware is better positioned to serve modern customers while proving that personal service and community connection never go out of style—and we’ve found those same values in our supply partner.
Shayna Roberts
Shayna n Roberts Co-Owner, Morris Hardware | McConnelsville, Ohio
Helping Our Customers Be Successful Since 1847 Orgill.com/success | 800-347-2860 Ext. 5141 | customerservice@orgill.com
10.26 REGULATORY UPDATE
24 The National Lumber & Building Material Dealers Association lobbies for trade stability PRODUCTS
28 Ideal Siding hits a milestone 30 Product Central: Toward superior exteriors
28 COVER STORY
of the Year 18 ProDealer Guy C. Lee Building Materials passes the torch to a new generation of ownership as it sharpens its edge through innovation.
MARKET INSIGHTS
32 Waiting for a windfall from data center construction
20 Pillars of Excellence: three keys to Guy C. Lee.
36 A vote of confidence for an alternative lumberpricing platform
FROM THE EDITOR
NEWS & ANALYSIS
IN EVERY ISSUE
10 Labor vs. immigration enforcement
6
10 The HBSDealer News Map
40 People in the News
12 City of Hope celebrates the ‘Spirit of Life’
42 Quikrete Industry Dashboard
8
The old college try applies to business
Here’s What’s Online
38 Top Women Profile Series
12 PrimeSource continues its acquisition streak
12
14 The Top Women Hall of Fame expands
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.
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4 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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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.
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Watch it: Our webinar gets “Prickly” The replay of “Less Stress, Smarter Operations: A Conversation with Prickly Pear Farm, Home & Lumber” is available online. Join Prickly Pear’s Ellie Bowman and ECI’s Terrell Turner for friendly business insights. Visit HBSDealer.com/ webinars.
More from our ProDealer of the Year HBSDealer visited Guy C. Lee Building Materials in Clayton, North Carolina, to bring you the sights and sounds of the 2026 ProDealer of the Year.
Your digital ticker tape, every day The HBSDealer Stock Watch delivers up-to-the minute monitoring of 30 publicly traded hardware and building supply companies. The industry’s digital ticker tape appears each day in the HBSDealer Daily eNewsletter, and it resides online at HBSDealer.com/hbsdealer-stock-watch.
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6 October 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 Old College Spirit
O
ften, industry speakers will begin their presentations with a mention of the sports prowess of their alma mater. Usually, but not always, it’s an economist. And frequently it’s an economist with ties to Ohio State. The hardware and home improvement industry is fertile ground for sports analogies. And mentions of Big Ten or SEC sports programs are often broadcast to establish rapport, if not actual credibility, with industry audiences. For years, however, From the Editor has resisted the urge to play this game. Until now. The reason being my Alma Mater, Indiana University, is the reigning national champion of college football. And as this page goes to press, the team remains undefeated this season. “So what?” you say. “There’s a champion every year.” But what’s noteworthy here is that until very recently, Indiana was the worst college football program in the country. A new leader was hired to turn the program around, and he’s been tremendously successful. His name: Coach Curt Cignetti. (For the purposes of this article, let us pass over the recent transformation of the game of college football into a business of high-paid professional athletes that From the Editor has resisted mentioning Indiana athletics. Until now.
BRAND MANAGEMENT SENIOR VICE PRESIDENT John Kenlon (516) 650-2064 jkenlon@ensembleiq.com EDITORIAL EDITOR-IN-CHIEF Ken Clark kclark@ensembleiq.com
Ken Clark, Editor-in-Chief makes a mockery of the mission of higher education.) Unitl Cignetti’s arrival, From the Editor’s go-to Indiana University sports philosopher was Bob Knight. Even after his fall from grace (that’s another article), his advice has remained true gold: “To succeed in the Big Ten, you must do the things that others are either unwilling or unable to do.” Knight’s advice is timeless. But Cignetti updates and modernizes that recipe for success with a mantra that he repeats consistently in his pre- and post-game utterances: “One play at a time. Six seconds per play. Every play has a life and history of its own. Fast, physical, relentless. Smart, disciplined, poised. Not affected by success or failure. On to the next play.” Let’s translate the Coach Cignetti national-championship-tested gameplan and recipe for success with a view toward business operations. In the hardware and building supply industry, the “six-second play” is the moment you check a delivery ticket, strap down a load, or greet a customer at the counter. If you make a mistake on the last ticket, or if you fumble a customer, you can’t carry that frustration to the forklift. If you just closed a $100K order, you still have to double-check the next bundle of 2x4s. Execute the ticket in front of you with speed and discipline, reset, and move on to the next play. Or on to the next article.
EDITOR Robby Brumberg rbrumberg@ensembleiq.com 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 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 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.
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8 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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News + Analysis
Labor vs. immigration enforcement D
ata released earlier this year shows the U.S. construction industry is short roughly 350,000 workers to meet demand. For 2027, that figure is slated to balloon to 456,000. According to a recent update posted by the National Association of Homebuilders, immigration enforcement measures are making the shortfall even worse. The association shares: “NAHB members report that increased immigration enforcement and jobsite raids are heightening worker fears and further straining the construction labor pool. In some markets, stepped up immigration enforcement has discouraged legally authorized workers from reporting to jobsites, delaying home construction and raising costs as the nation confronts a housing shortage of about 1.2 million units.” Overall, about a quarter of the U.S. construction workforce is occupied by immigrants. Those figures climb even higher for specialty trades. NAHB analysis of 2023 data from the American Community Survey (ACS) Public Use Microdata Sample shows immigrants account for 61 percent of both cement mason and concrete finishers, and stucco masons. Immigrants account for 52 percent of roofers, according to the same analysis.
The NAHB has prepared “When ICE Comes Calling,” a guide for companies concerned about jobsite raids.
While stating support for “secure borders,” the NAHB is taking action against what it views as “overly aggressive or unlawful enforcement.” The association recently filed an amicus brief in the Fifth Circuit immigration case Sosnova Rodriquez v. Ortega, arguing on behalf of “fair and consistent due process.” NAHB said indefinite detention without the opportunity to seek bond separates people from their families, communities and workplaces. It also spoke up for homebuilders, stating that the government’s new mandatory detention policy has removed workers from the labor force, forced project cancellations, reduced revenue, eliminated jobs for U.S.-born workers and sharply decreased the number of homes available for sale.
News Map
T
he color-coded, interactive, continually updated HBSDealer News Map paints the big picture of industry activity. Among the most recent openings are a new Lowe’s in Walton, Kentucky. It’s the first new Lowe’s opening in Kentucky since 2009. In Florida, Builders FirstSource acquired Gleckler & Sons. Recent closings include Ace Hardware of Lewiston, Pennsylvania; and True Value Hardware on 17th Street in the Dupont Circle neighborhood of Washington, D.C. Explore the new-and-improved interactive News Map at HBSDealer.com/ map.
10 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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News + Analysis
PrimeSource continues its acquisition streak P
rimeSource Brands did it again. The company scored its 12th acquisition since partnering with private equity firm Clearlake in December 2020. The latest deal brings into the fold Durst Corporation, dba JACLO Industries, a decorative bath fixtures and functional plumbing products company. Based in Cranford, New Jersey, JACLO operates two complementary brands: JACLO and Durst. The JACLO brand is a decorative line spanning shower systems, faucets, decorative specialties, grab bars, decorative drains, and bath accessories, offered across more than 35 coordinated finishes. The Durst brand supplies plumbing solutions for the professional trade, including valves and flow control, fittings and connection hardware, drainage systems, and water supply and heating components. Founded in 1901, the company has built nearly 125 years of operating history serving decorative plumbing showrooms, wholesalers, and home improvement retailers across North America.
Among JACLO’s new lines: The Lila Collection for the bath.
“We’re excited to welcome JACLO into the PrimeSource Brands family,” said Tom Koos, CEO of PrimeSource Brands. “JACLO has spent more than a century building a reputation for craftsmanship and responsive product development, and the business fits naturally with Dimora Brands. Combined with our Top Knobs, Hardware Resources, Atlas Homewares, Watermark Designs, and Water Street Brass offerings, JACLO gives us a complete decorative bath and plumbing assortment for the showroom and designer channel.” In August of this year, PrimeSource Brands acquired Starborn Industries, a purveyor of fasteners and deck installation tools. In January, it acquired Advantage Industries, a manufacturer of gate and fence hardware solutions.
12 October 2026 HARDWARE + BUILDING SUPPLY DEALER
John Surane, the Ace Hardware executive and Spirit of Life honoree, applauded the industry’s support.
Industry digs deep for City of Hope T
he National Hardware/Homebuilding Industry Council once again dug deep for City of Hope, the California-based hospital and research facility. Events including and leading up to the Spirit of Life Gala & Golf Tournament in Chicago generated more than $2,540,000 for the fight against cancer. Spirit of Life honoree John Surane, Ace Hardware Corp.’s executive VP and chief growth officer, hit several high notes recounting the impact of City of Hope on the lives of patients and their families. “Over the course of this campaign, I have watched retailers, manufacturers, distributors, representatives and leaders from across our industry step forward,” he said. “I’ve seen people who sit on opposite sides of negotiating tables come together on the same side of this fight.” “Yes, we compete. But we also care. We help. We give.” He continued: “And together, I believe we gave families something absolutely priceless: hope.”
“I’ve seen people who sit on opposite sides of negotiating tables come together on the same side of this fight.” —John Surane, Ace Hardware Corp. Founded in 1913, City of Hope has grown into one of the largest cancer research and treatment organizations in the U.S. and one of the leading research centers for diabetes and other life-threatening illnesses. Since its inception in 1983, the industry council has raised more than $200 million for City of Hope.
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Recognized By HBS DEALER for Top Women in Hardware for
ADOREE PETO
MERCHANDISING PROGRAM MANAGER Adoree exemplifies excellence in everything she does. She consistently drives category growth, develops high-performing teams, and leads with purpose. By building strong cross-functional partnerships, identifying opportunities, and bringing new programs to market quickly, she delivers meaningful results for our business and customers.
BECKY MALONEY DIRECTOR OF SALES OPERATIONS
Becky’s leadership, operational expertise, and commitment to excellence have left a mark on Emery Jensen. From improving sales operations and reporting to enhancing onboarding and driving cross-functional alignment, she consistently delivers meaningful results.
AWARD-WINNING EXPERTISE, RETAILER-FOCUSED RESULTS. EMERYJENSEN.COM.
News + Analysis
ABMDA expands its base A
ssociated Building Material Distributors of America (ABMDA) has announced the addition of Encompass Building Materials, LLC and Detroit Forest Products, Inc. as the association’s newest distributor members. Both companies have been formally approved for membership by the ABMDA Board of Directors. The addition of Encompass and Detroit bolsters ABMDA’s network of independent, two-step wholesale distributors serving the building materials industry. ENCOMPASS BUILDING MATERIALS Headquartered in Lenexa, Kan., Encompass serves customers from distribution centers in Lenexa, Kan., Denver, Salt Lake City and in St. George, Utah. During ABMDA’s membership review process, the company received very positive feedback from existing ABMDA Allied Suppliers familiar with its operations. “We are very pleased to welcome Encompass Building Materials to ABMDA,” said Garry Tabor, Executive Vice President of ABMDA. “Encompass represents exactly the type of
independent, growth-oriented wholesale distributor that strengthens our association. Their geographic reach, commitment to the building materials industry and strong relationships with suppliers make them an excellent addition to our membership.” DETROIT FOREST PRODUCTS Based in Westland, Mich., Detroit Forest Products is an independent wholesale distributor serving the building materials industry throughout Michigan and Northern Ohio markets. Founded in 1978, the company is now managed by brothers Chris and Kevin Mantay, who are second-generation owners. “Detroit Forest Products is another outstanding addition to ABMDA,” Tabor said. “One of the greatest strengths of our association is the quality of the independent distributors that comprise our membership. Detroit Forest Products shares the entrepreneurial spirit and commitment to independent distribution that have been hallmarks of ABMDA for more than five decades.” Founded in 1975, ABMDA’s membership comprises 40 companies with over 285 distribution centers with collective revenues exceeding $10 billion annually.
Honoring a Hall of Fame career A
Ann Chapman of Woodson Lumber will enter the Top Women Hall of Fame in November.
14 October 2026 HARDWARE + BUILDING SUPPLY DEALER
nn Chapman entered the family lumber business in 1994 with no prior experience. But that hasn’t stopped her from forging a career that’s respected from one side of Texas to the other, and well beyond. In early November, Chapman, the president and CEO of Woodson Lumber of Caldwell, Texas, will enter the HBSDealer Top Women in Hardware & Building Supply Hall of Fame during an awards ceremony in Chicago. She stepped into the role of CEO four years into her LBM career, thrown into a sink-or-swim situation after her father suffered an illness. And for 30 years she’s been guiding the company with a steady hand, and skillfully navigating a generational succession plan. Her playbook is heavy on faith and family. And she points to the establishment of regular family business retreats as one of her best leadership decisions. Chapman is a leading figure in the Texas lumber industry, and well known beyond the state’s borders. She was the LAT Lumber Dealer of the Year for 2025. Her long list of service includes being a board member of LMC, as well as the Braz Valley Council of Governments. “The advice that I keep going back to is this: ‘Be addicted to hope,’” she told HBSDealer. “If our industry is known for anything, it’s known for being cyclical. And we are again, and I would just encourage everybody to be addicted to hope.” Learn more about the Top Women event at HBSDtopwomen.com.
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Meet the 2026 ProDealer of the Year: Guy C. Lee Building Materials.
SUCCESSION THE 2026 PRODEALER OF THE YEAR, GUY C. LEE BUILDING MATERIALS, PASSES THE TORCH AS IT SHARPENS ITS EDGE.
T
SMITHFIELD, NORTH CAROLINA
he term “succession” can strike fear in the heart of the modern, independent LBM business. But not at Guy C. Lee Building Materials, the 2026 ProDealer of the Year. The home-grown, eight-location prodealer celebrated its 100th anniversary in 2024, and through the generations it continues to build on its entrepreneurial, manager-empowered model. Here to take over is Harrison Lampe, the 32-year-old great-grandson of Guy C. Lee himself. His business acumen was sharpened at ABC Supply, where, after graduating from its training program, he managed a new location in Medford, Oregon. It doubled its sales in 2025. Now he’s back in North Carolina on the path to leadership, mentored by current CEO Cory Jameson.
18 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Harrison Lampe, seated, and Cory Jameson are preparing for a new generation of leadership.
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Guy C. Lee checks all the boxes as a ProDealer of the Year honoree, beginning with its emphasis on people and its workplace culture. It starts with a clean and comfortable work environment. “I think this transition going from third generation to fourth generation is awesome,” said Jameson, who worked closely for years with Harrison’s father John Lampe, who retired about five years ago. “It’s very fortunate that we have Harrison to come in and take over. So many other independent dealers, many who are friends of mine, aren’t in this situation.” The Lampe family owns a variety of businesses – including real estate, forest products (Lampe decking is famous for its quality) and construction. Harrison, the fourth of seven brothers and sisters, says he’s excited to eventually lead what is considered the flagship: Guy C. Lee Building Materials. “I can feel a weight on my shoulders because of the Lampe legacy,” he said. “But I also feel comfortable because this industry puts a high value on people. That’s what this industry is, and that really speaks to me.” Guy C. Lee checks all the boxes as a ProDealer of the Year honoree, beginning with its emphasis on people and its workplace culture. It starts with a clean and comfortable work environment. “We keep it clean and looking good,” said Jameson. “That’s important to the family.” (A worker-friendly shed in the Clayton, N.C., yard is nicknamed “the Shed Mahal” for its relative opulence.)
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Top: In the Smithfield, North Carolina, headquarters, Harrison Lampe points to a framed replica of an early Guy C. Lee business transaction. Below: The family-owned, indpendent prodealer operates eight locations, including this one in New Burn, North Carolina.
HARDWARE + BUILDING SUPPLY DEALER October 2026
19
GUY C. LEE AT A GLANCE:
Pillars of Excellence
Generational Stewardship: Navigating its family leadership succession with clarity and purpose, ensuring long-term stability and continuity. Empowered Branch Leadership: Operating on a model of strong manager autonomy, giving individual yard leaders the trust and authority to make fast decisions. Unwavering Independent Spirit: Championing the enduring value of the independent lumberyard through hightouch service and deep community roots. Across the Guy C. Lee organization, strong company culture is nurtured by promoting from within, and promoting clear paths of career growth.
But perhaps more importantly is the company’s effort to demonstrate growth paths for its employees. “We’re learning more and more that promoting from within your organization is very positive,” said Jameson. “And showing people that they can move up is very positive for the organization.” EMPOWERED MANAGERS, ENTREPRENEURIAL SPIRIT
At the heart of Guy C. Lee’s operational success is a philosophy of genuine manager autonomy. The company treats its location managers as true business partners rather than middle management enforcers. “We want our managers to stay with the company and want to have a career and be an entrepreneur and a partner in the business,” said Jameson. “That’s the situation that we have found to be the most successful.” “Our managers are treated as owners,” added Lampe. Each store manager’s fi nancial compensation is directly tied to the performance of their yard, creating a strong entrepreneurial incentive. This structure grants branch leaders the freedom to make swift, local decisions without wading through corporate red tape. “And they are incentivized to make more money,” Lampe said.
Each store manager’s financial compensation is directly tied to the performance of their yard, creating a strong entrepreneurial incentive. 20 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Ross Lampe, left, with a lumber worker. Ross purchased the business in 1959 from his father-in-law Guy C. Lee.
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FOU ENE ST
TIONS
Congratulations to Guy C. Lee Building Materials! Based in Smithfield, North Carolina, Guy C. Lee Building Materials traces its roots back to 1924 as a small millwork and manufacturing company. For more than a century, the company has grown through resilience, innovation, and an unwavering commitment to its customers.
CELEB WIT
TIN N LMC MEMBE ULTU E OF INNOV TION
What began as a modest operation expanded to include a retail building supply business and sawmill, ultimately evolving into one of the Carolinas’ most respected independent building material suppliers. Today, Guy C. Lee proudly serves the region through eight locations, delivering premium products and exceptional service to professional builders, contractors, and homeowners alike. As a member of the LMC national network — 1,800+ locations strong with billions of dollars in buying power — Guy C. Lee Building Materials has everything needed to get the job done right. There's no limit to what they can do.
Learn how you can too. www.LMCDifference.com
With autonomy at the store level comes faster communication and faster decisions. “Most people really like that,” said Jameson. “Customers, too.” Guy C. Lee is not averse to investing in “crazy ideas” hatched at the store level if a manager demonstrates genuine passion and a sound business strategy. That’s the spirit that gave rise to Guy C. Lee’s new National Division. In high-growth regions like Johnston County within the broader Raleigh metro market, volume is massive and margins are tight. A market analysis revealed a stark reality: 78% of local building permits last year were pulled by just 10 national homebuilders, and Guy C. Lee initially had zero market share among them. Rather than competing solely for the remaining 22% of the pie, Guy C. Lee established the National Division, led by Zach Smith out of the Clayton location, to strategically target high-volume production builders. The move required smarter logistics and enhanced operational efficiency, but it positioned the dealer squarely where the market was heading. UN-CORPORATE CULTURE, RIGOROUS DISCIPLINE
While Guy C. Lee shuns the rigid bureaucracy of big-box competitors, its decentralized structure is backed by uncompromising fi nancial discipline. A primary example is inventory management, where the company targets at least 12 inventory turns per year—a standard that demands sharp buying and constant oversight. “If you’re just sitting on product and not selling it, you should have bought less,” says Lampe. “That’s money that could be invested elsewhere.” As for sales, the leadership expressed a disdain for time-consuming, micro-management of the sales team. They want their sales team focused on the actual customer The company prides itself on both its tight inventory management and its ‘anti-corporate’ corporate culture.
22 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Zach Smith (second from right), was tapped to lead the company’s National Division to generate new business with big builders.
relationship, rather than burdened by data entry procedures. “We don’t want to be overly corporate,” Lampe said. Simultaneously, there’s a big belief in the power of education. And a program at the University of Pennsylvania’s Wharton School, organized through LMC, has helped develop the business skills of at least 11 Guy C. Lee sales and management leaders. GIVING BACK TO THE INDUSTRY
Beyond daily yard operations, leadership remains deeply committed to industry stewardship, serving on trade boards such as LMC. For the executive team, active involvement in industry associations is a fundamental obligation. “It’s about giving back to the industry that put my kids through college,” Jameson reflects. “As you advance in your career, sitting on boards and contributing is simply a way of honoring the profession.” Guy C. Lee enjoys several built-in advantages: Location. Its footprint in the fast-growing coastal Carolinas – benefits both sales growth and recruitment. Resources. Through the family business, Guy C. Lee has access to a robust construction lending program that weighs in at about $60 million. Infrastructure. A rail spur at the Clayton facility, an investment project from about 11 years ago, puts Guy C. Lee fi rst in line for inventory. But on top of everything, it’s the mindset that sets Guy C. Lee apart. “The ability to try new things and gamble a little bit with new ideas really helps set us apart,” Jameson said. “It gives a chance to succeed and to fail. And I have learned over the years that you need to do both to be successful.”
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Regulatory Update
An appeal for trade stability
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he National Lumber and Building Material Dealers Association sent the following message to its members regarding the impact of recently enacted tariffs on Canadian building materials. The National Lumber and Building Material Dealers Association (NLBMDA) is urging congressional leaders and the Administration to address growing cost and supply pressures stemming from recently implemented Section 338 tariffs on Canadian building materials. In a letter to House Speaker Mike Johnson, House Minority Leader Hakeem Jeffries, Senate Majority Leader John Thune and Senate Minority Leader Chuck Schumer, NLBMDA urged Congress and the Administration to provide targeted relief for essential building materials where domestic production is insufficient to meet U.S. demand. NLBMDA also called for greater stability and predictability in the U.S.-Canada trade relationship, citing the highly integrated nature of the North American building materials supply chain. NLBMDA’s outreach to Congress is informed by recent feedback from members on the effects of the new tariffs. In a recent member survey, 80 percent of respondents reported sourcing or availability impacts, while nearly 87 percent reported higher supplier prices. Dealers also cited reduced shipments from Canadian suppliers, longer lead times and difficulty identifying domestic alternatives that can readily meet demand.
“LBM dealers often rely on long-standing supplier relationships shaped by geography, product specifications, distribution networks and available capacity, while U.S. producers may not have sufficient capacity to absorb additional demand without delays or other disruptions,” NLBMDA wrote in its letter. “A sudden disruption therefore risks creating shortages rather than simply redirecting demand toward U.S. producers.” The Administration’s action under Section 338 of the Tariff Act of 1930 imposes a 50 percent additional duty on a range of Canadian imports, including certain plywood and laminated wood products, medium-density fiberboard, particleboard, wood doors and other materials used throughout residential and commercial construction. The duties also apply to covered goods that would otherwise qualify for preferential treatment under the United States-Mexico-Canada Agreement. NLBMDA’s letter also highlights the broader uncertainty created by sudden changes in tariff policy. Dealers, manufacturers and builders routinely make purchasing and pricing decisions months in advance, making abrupt shifts in tariff treatment particularly disruptive to inventory planning, supplier relationships and project estimates. “As policymakers continue working to address housing affordability and expand housing supply, the cost and availability of the materials needed to build and renovate homes must be part of the conversation,” NLBMDA said. “Trade policy should provide businesses with greater certainty while avoiding unnecessary cost and supply pressures throughout the residential construction market.” NLBMDA will continue urging Congress and the Administration to provide relief from Section 338 duties on building materials and pursue a durable U.S.-Canada trade framework that gives businesses the certainty and flexibility to source products from suppliers that best meet their needs. Trade policy should support a strong domestic manufacturing base while preserving the efficient, integrated supply chains that have long supported the U.S. construction market. At a time when policymakers are working to increase housing supply and improve affordability, federal trade policy should reinforce those goals, not raise the cost or reduce the availability of the materials needed A lumber truck heads toward the U.S. border in this file photo. The NLBMDA issued a call to build and renovate homes. for stability and ‘greater certainty’ regardoing international trade.
24 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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Technology
Do it Best Group unveils HardwareIQ Eric Lane, VP of business development, describes the new features of Retail Pulse.
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o it Best Group showcased a lineup of hightech tools designed to support members across the customer journey. And yes, AI was part of the play. The tools connect with shoppers before they enter the store, strengthen the project conversation, and retailers make better decisions after the sale, the company said. During the Do it Best Group Fall Market, members previewed a new loyalty mobile app planned for early 2027 that
extends the local store experience to customers’ phones, with product search, real-time availability, rewards, purchase history, fulfillment options, and mobile payments. And for members that operate their brand, a “Best Rewards” app will give these stores access to the same capabilities while preserving their own identity. Inside the store, members received an early look at HardwareIQ, an AI-powered solution developed in-house by Do it Best Group, designed to support the project
conversations that set independent retailers apart. By helping associates quickly access useful product and project information, HardwareIQ is designed to strengthen the personal service customers expect from their local store rather than replace it. In the analytics department, the company’s Retail Pulse platform received a few embellishments. The program— which attacks the question “what should I stock”—has been expanded to all Do it Best and True Value dealers with compatible point-of-sale systems. The platform also was upgraded to include SKU-level analysis — as opposed to category-level — that helps retailers identify opportunities across pricing, assortment, margin, and inventory productivity. “Technology creates value when it helps a member serve a customer, make a better decision or capture a sale,” Chief Information Officer Ken Widner says. “Our responsibility is to make these capabilities easier for our members to adopt, use, and scale with confidence.”
Lowe’s lifts delivery options Lowe’s has announced the launch of drone delivery, the newest fulfillment method for the retailer that delivers select home improvement items directly to DIY and Pro customers in as fast as 20 minutes. This pilot is now live at Lowe’s store in Matthews, N.C. The launch builds on Wing and DoorDash’s existing drone delivery operations in the Charlotte area, adding Lowe’s to the growing list of brands now available for delivery via drone. The initial pilot spans a curated list of eligible products, including hand tools and paint products, plus everyday household items such as soap, tape, all-purpose cleaner and batteries. “Any technology we implement is designed to eliminate that friction so our customers can complete their projects quickly,” said Seemantini Godbole, chief information and AI officer at Lowe’s. “By piloting drone delivery, we’re addressing a real project pain point with an innovative solution that is integrated into the retail journey, giving our hometown customers next-generation fulfillment right when they need it.” Purchases are initiated through the DoorDash app. Wing drones currently transport orders weighing approximately 2.5 pounds per flight.
26 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Wing drones can carry orders of up to 2.5 pounds.
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Siding
Ideal Siding hits milestone MOMENTUM BUILDS FOR A NORTH AMERICAN FR ANCHISE MODEL
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deal Siding, the company hailed as North America’s largest siding renovation franchise, crossed the 100-location mark. The company doesn’t operate with a retail-store model. But according to CEO and founder Alex Filipuk, the company does rely heavily on local business owners who understand their community and their market. The brand now operates in six provinces across Canada and has signed agreements in 23 U.S. states. It recently completed registrations in South Dakota, Indiana and Rhode Island and registration also currently underway in California and Hawaii. There’s no shortage of competitors in the siding business, or paths to purchase of siding. Filipuk is, obviously, a big believer in the franchise model. He launched the business in 2019 and began its franchise model in 2020. Since then, it has completed more than 2,500 exterior renovation projects. “Our biggest competition isn’t necessarily another franchise brand,” he said. “Siding is still a highly fragmented industry, so in most markets we’re competing with established local and regional contractors.” The franchise model “gives our owners access to specialized expertise and resources that would be difficult for an Ideal Siding recently crosssed the 100-location mark.
28 October 2026 HARDWARE + BUILDING SUPPLY DEALER
“Siding is still a highly fragmented industry, so in most markets we’re competing with established local and regional contractors.” —Alex Filipuk, Ideal Siding
independent contractor to build on their own, while allowing them to stay focused on serving homeowners and growing their local business,” he said. The company works with a combination of leading manufacturers and national distribution partners, including James Hardie, ABC Supply, and Lansing Building Products. It has national-level relationships that support our franchise owners across the network with access to quality products, supplier resources, and purchasing advantages. Filipuk emphasized the relationship with James Hardie, which he described as “particularly strong.” Ideal Siding is a member of the James Hardie Alliance President’s Club, and recognized among their top 1% of partners. “As we’ve grown to 100 locations, these national relationships have become an important advantage for our locally owned and operated businesses,” he said. And as for insights into U.S.-Canada trade volatility, he offered a calm analysis: “When it comes to tariffs and trade uncertainty, we’re continuing to monitor how changes may affect material costs and supply chains. Because we operate across both Canada and the U.S. and have national relationships with leading manufacturers and distribution partners, our scale gives our network more options and flexibility to respond to changes in the market.”
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Product Central
Crafting a superior exterior
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rom trim, cladding and shake, fall’s a great time to freshen up a home’s front line of defense. Have a look at some notable new outdoor-centric products on the market.
Simpson Strong-Tie buttonhead connector screw
Edge rolls out Arris exterior trim Edge, part of UFP Industries, has launched Arris, a mineral-based composite trim made with proprietary Surestone technology. The name “Arris” is drawn from a traditional woodworking term for the sharp, clean edge formed where two surfaces meet. Exterior trim projects frequently require precise mitered corners, but thermal changes can create movement that causes joints to separate, leaving unwanted gaps, particularly with PVC trim products. Arris lives up to its name with minimal thermal movement and tight, clean-looking joints throughout seasonal temperature changes. Arris trim features a durable white capstock that’s scratch, scuff, and weather-exposure resistant. It’s lightweight, according to Edge, easy to work with, and arrives ready to install to streamline project timelines and reduce labor.
Simpson Strong-Tie launched the Outdoor Accents button-head connector screw, a new fastener designed to help pros and DIYers complete outdoor living projects with strength, style and efficiency. Designed for use with Outdoor Accents decorative hardware, the new patent-pending screw features a low-profile button head that delivers a clean, finished appearance while helping installers create attractive wood connections for pergolas, patio covers, decks, fences and other outdoor structures. “Consumers continue to invest in outdoor living spaces that reflect the same attention to detail and design found inside the home,” said Scott Park, Director, Product Development - Connectors, Lateral, and Steel. “The Outdoor Accents button-head connector screw provides a decorative fastening solution that complements the overall look of a project, helping builders and homeowners achieve a refined, modern appearance with details that make a lasting impression.”
New shake from LP Building Solutions LP Building Solutions expanded its LP SmartSide Trim & Siding portfolio with the introduction of the new LP SmartSide Primed 8” Brushed Smooth Shake Lap Siding, designed to give homeowners and building professionals greater flexibility in achieving refined, traditional exterior designs. “Many homeowners are drawn to the character and craftsmanship that a smaller shake reveal can create,” said LP Director of Product Management and Innovation Sarah Caperton. “The LP SmartSide 8” Brushed Smooth Shake gives builders and homeowners another option to achieve that look while delivering the durability and performance they expect from LP SmartSide products.” Its reversible design allows installation with either a straight or staggered edge, giving builders and homeowners additional design flexibility.
30 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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ACRE Perfection Shingle Siding Mississippi-based Modern Mill has launched ACRE Perfection Shingle Siding, a panel engineered to capture the classic look of cedar shingles while eliminating the weathering, rot, and maintenance that come with real wood. The panels resist water, weather, splintering, and pests, and require no resealing over time. ACRE Shingles accept stain evenly, with no knots, sap lines, or tannin bleed to work around. ACRE Perfection Shingle Siding is available pre-finished, including in Modern Mill’s Signature Stain Collection colors including Biloxi, Walnut, Amory, Laurel, Montauk Gray, Mahogany, and ACRE Black. The finishes are applied using IR reflective stain technology developed in partnership with PPG.
Cinch pre-assembled steel railing system Cinch Railing is the pre-assembled steel railing system designed for quick and easy DIY installation Cinch’s HD 1.25-inch railing line pairs a bold, substantial profile with the straightforward installation. Designed to simplify projects without sacrificing a polished appearance, the product gives dealers, builders, and contractors an easy-to-install railing option made for confident, efficient results. With factory-installed brackets, pivoting stair brackets, and included stylish accessories, the railings offer a sleek, seamless appearance, customizable with your choice of wood or composite top rail caps.
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ASCEND adds new composite cladding options Associated Materials Innovations (AMI) has announced the availability of new profile and texture options for ASCEND Composite Cladding. The expanded offering now includes a new 5” Plank profile in Cedar Mill Grain Texture and a new Matte Texture option for the 7” Plank profile. Together with the existing 7” woodgrain Plank, 12” Board & Batten, 21-color palette, and coordinated accessories, the additions help create a complete, elevated exterior look for new builds and remodeling projects. ASCEND delivers the authentic look of wood with low-maintenance performance. At the same time, the product promises efficient installation. It is engineered to support efficient installation and reduce finishing complexity, helping pros move from design vision to a finished exterior without added steps like sealing, touching up, joint flashing, or caulking.
SturdiMount Woodgrain Westlake Royal Building Products launched SturdiMount Woodgrain, a new textured finish available across its complete line of SturdiMount mounting blocks, designed to provide a strong mounting surface for light fixtures, vents and outlets. Available throughout the U.S. and Canada, the finish gives contractors the same heavy-duty strength and rigidity as standard SturdiMount. Its realistic woodgrain texture blends into engineered wood, fiber cement, hardboard and real wood siding for a cleaner, more seamless installation. “Even as homeowners embrace newer siding materials, they’re still drawn to the classic, natural look of woodgrain textures,” said Steve Booz, vice president of marketing at Westlake Royal Building Products. Offered across all seven SturdiMount profiles, the new finish is suited for both new construction and retrofit applications, delivering a more professional, premium finished appearance for contractors and homeowners alike.
HARDWARE + BUILDING SUPPLY DEALER October 2026
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Market Insights
Data center windfall? Maybe not. INDEPENDENT DE ALERS PROBABLY SHOULDN’T COUNT ON A WINDFALL. By Ken Clark
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y 2030, global infrastructure spending on data centers is expected to surpass the $7 trillion mark — that’s trillion with a “t.” Does all that spending—which includes construction, land acquisition and power infrastrucreliable electrical grid that supports Dulles Airport, ture —represent an opportunity for independent lumberyards? just south of Sterling. During her regular 10-minute Early indications show little promise for a data center construcdrive from work to the river, where she coached a tion windfall. crew team, Lewis passed more than 15. Dave DeJoy, CEO of lumberyard buying group LBM Tart Lumber President Virginia Lewis, like most of Advantage, suggested to HBSDealer that most prodealers stand the respondents to a recent HBSDealer poll on the outside the spending ecosystem. topic, isn’t feeling the benefit. “There is no direct play in data center “Tart Lumber has established construction for most prodealers,” DeJoy relationships with many of the indi“We still haven’t seen said. “The data centers themselves are vidual companies at the construction a big opportunity. It’s a steel and concrete.” sites,” she told HBSDealer. “But we still concrete building. And However, he added that prodealers haven’t seen a big opportunity. It’s a there’s just not much we could benefit from economic activity concrete building. And there’s not just spurred by data center construction. This can do for these centers.” much we can do for these centers.” could take the form of new home construcAt press time, Lewis was beginning —Virginia Lewis, Tart Lumber tion or home renovations in areas where discussions with an insulation vendata centers bring in workers and employdor about the possibility of supplying ees. “Although it remains to be seen how insulation. Time will tell. And there’s also large that will be,” he said. the potential to sell personal protective One company that’s poised to take equipment like hard hats and high-visiadvantage of data center construction is bility vests. QXO, particularly in the form of its TopBuild While a recent New York Times feature acquisition, which brought QXO critical on Loudoun County pointed to the posmass in the insulation sector. When the acitive angle of lower taxes for residents, quisition was completed in July, QXO CEO Lewis hasn’t felt that either. Brad Jacobs celebrated TopBuild’s ability “I can tell you my taxes have gone to expand “our exposure to fast-growing up,” she said. “And no one can afford to end markets like data centers.” build warehouses in this area. It’s all data But for independents, the pickings seem centers.” to be slim. She’s not calling herself a Not-In-MyIf data center construction was a boon for Back-Yard opponent of data centers. She independents, Sterling, Virginia-based Tart uses AI, like most folks. (She even used Lumber would certainly be riding the wave. it during an interview with HBSDealer to Tart Lumber is in Loudoun County, just west look up the number of data centers in of Washington, D.C., in an area known as Loudoun County.) And she suggests that the data center capital of the world. one can’t complain about data centers if Loudoun County is home to some 250 they turn around and use AI tools. data centers, largely due to its robust and “What’s frustrating, though,” she
32 October 2026 HARDWARE + BUILDING SUPPLY DEALER
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Leviton invests in AI
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eviton has announced a $100 million global capital investment in its Network Solutions business. The initiative, per the company, builds on Leviton’s previous five-year $80M capital program completed in 2025. “For 120 years, Leviton has remained relevant by looking beyond today’s demands and investing in what comes next,” said Daryoush Larizadeh, President and CEO of Leviton. “This $100 million commitment to our Network Solutions business underscores our determination to lead through innovation, manufacturing excellence and customer partnership.”
Data center projects are concentrated in a small number of markets, including Phoenix (above).
added, “is that a lot of the demand for all of that computing is people doing things like creating random photos for the fun of it. You could argue that’s unnecessary or frivolous activity.” Data centers have become a closely watched statistical category across industries. The $7 trillion statistic, noted above, is attributed to McKinsey. At Associated Builders and Contractors, Chief Economist Anirban Basu described data centers as a booming category. “The increase in nonresidential construction spending that occurred in July [up 0.1 percent] was almost entirely due to data centers.” Stats from the National Association of Realtors reveal that data centers are highly concentrated in a small number of markets. While they are found across much of the country, 92% of U.S. counties have no mapped data centers, and only 1% have 10 or more. Some of the largest clusters are in Northern Virginia, where Loudoun and Prince William counties alone account for about 19% of all mapped data centers nationwide. Other major clusters include Silicon Valley (5%), central Ohio, including Franklin and Licking counties (5%), the Phoenix area (4%) and central Washington (4%). Stats also show community resistance. Some 75 projects were blocked or delayed in the first quarter, according to Data Center Watch.
Has your business benefited from the construction of data centers? 83%
NO YES
17% Source: HBSDealer Poll question, n=126
HBSDealer.com
Leviton says its customers are planning for decades of AI-driven growth.
Leviton’s initiative includes significant investments across all Network Solutions factories for fiber optic and copper end-toend systems. As a result, Category 6A cabling and connector capacity expands significantly to support rising demand for smart building infrastructure. Fiber optic cabling and connectivity manufacturing capacity also expands to support rapidly increasing enterprise and data center bandwidth requirements and accelerating project deployment timelines. “While many organizations remain cautious amid volatile raw material and energy costs, Leviton believes this is the right time to invest,” said Ross Goldman, COO of Leviton Network Solutions. “The expansion of AI, smart buildings and high-performance networks is happening at an unprecedented pace. With this five-year investment, we’re ensuring our customers have access to the capacity, quality and global scale they need, when they need it most.” This new investment follows Leviton’s previous capital program, which expanded global production capacity, doubled the size of its Fuquay-Varina, N.C. facility, strengthened end-to-end copper and fiber capabilities and enabled the company to meet extraordinary demand across data center and smart building network applications. This next phase further positions Leviton as a partner for customers navigating the rapid evolution of intelligent, connected environments. “Capital investments like these are not just about adding capacity,” Goldman said. “They are about building long-term capability and service. Our customers are planning infrastructure for decades of AI-driven growth. We’re matching that vision with the foresight to invest in world-class manufacturing, even in challenging market conditions.”
HARDWARE + BUILDING SUPPLY DEALER October 2026
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Market Insights ON SALES:
Confessions of a trainer LESSONS LE ARNED, BOT TOM-LINES SIGNED
Brian McCauley is director of sales training for Cornerstone Building Brands.
By Brian McCauley
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wo of the most valuable sales lessons I’ve learned actually came nearly 25 years ago, early in my sales-training career.
LESSON #1: TELL THEM, TELL THEM AGAIN, AND TELL THEM WHAT YOU TOLD THEM Not long after I made the move into the corporate training world, a gentleman who worked with us locally, Ron Waterfill, offered me some advice. Ron had served in the United States Marine Corps when he was younger, and he told me: “Let me tell you all you need to know about training. They taught us this in the Corps: Tell them what you’re going to tell them, tell them, and then tell them what you told them.” My first thought was, Yeah, right. Appreciate the advice. But you know what? He was right. Repetition helps people retain what you’re teaching. It also helps the speaker sharpen the message, stay consistent, and communicate in a way that is clear and concise. And this lesson applies directly to sales. Communicate clearly. Reinforce your message. Make it easy for the customer to understand and remember your value. LESSON #2: DON’T BE AFRAID OF PRICE I learned my second lesson during my very first training session in St. Louis, Missouri. We were discussing value propositions, Sales advice: ‘Tell them what you told them.’
34 October 2026 HARDWARE + BUILDING SUPPLY DEALER
the importance of asking questions, and tailoring your offering to the customer’s needs. Suddenly, a hand shot up. “I appreciate the attempt to talk about the value we bring to customers, but I have to tell you—it won’t work,” one of the participants said. “This is a tough market. Customers will leave you for $1 a square.” He added that he had personally lost customers over a $1-per-square difference in the price of vinyl siding. He concluded that, regardless of how much we talked about value, the reality was that it was simply a low-price market. I remember thinking, ‘Wow. I’m conducting my first training session, and within a couple of hours, I’m being challenged in front of the entire group.’ I wasn’t exactly sure what to say next. So, I paused, looked around the room, and said: “That’s actually great news. All we have to do at the next break—and I’d be happy to do it—is call your manager and get you permission to sell vinyl siding for $1 a square less than everyone else in the market. The orders should start rolling in, right?” He looked a little puzzled. He wasn’t quite sure where I was going with this. I continued. “Imagine you walk into a contractor’s office who is perfectly happy with the company he’s currently buying vinyl siding from. You put a product sample and a price list on his desk that is $1 per square less than what he’s currently paying. Then you walk out and wait for him to call you. How long do you think it will be before he calls?” He thought about it for a moment and said, “He probably won’t call me.” I responded: “Then it’s not about the $1 per square.” And there it was. That salesperson was carrying a lot of emotional price baggage. From a pricing perspective, you obviously have to be competitive and remain somewhere in the ballpark. But salespeople often place far more importance—and far more internal pressure—on price than the buyer does. That’s an important distinction. Don’t be afraid of price.
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Market Insights
At issue: The price of lumber DO IT BEST LINES UP BEHIND PRICEPULSE
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INDIANAPOLIS
orest Economic Advisors’ lumber pricing program received a strong vote of confidence from Do it Best Group, which is recommending its PricePulse wood-products price report as an alternative to Random Lengths, the longstanding lumber pricing service. Russ Kathrein, VP of LBM for Do it Best Group, and FEA’s Paul Janke, made the case for PricePulse during a presentation on the show floor at Do it Best Group’s most recent Fall Market. “Our prices are transaction based, and they are transparent,” Janke said. “We get our data directly from the producers. We’re not calling the mills and asking them what their prices are.” Accurate pricing of forest products is important in negotiating and securing contracts between mills, buyers and dealers. Kathrein described Random Lengths as “the Bible“ of the lumber trader for decades. However, PricePulse has advantages, he says. First, it’s a more modern approach to gathering data, he says, because it digitally captures data from producers, as opposed to the survey-based model of Random Lengths. PricePulse removes human biases from data gathering. Kathrein also added that subscription costs to the Random Lengths service have risen excessively. As for PricePulse, Janke says FEA’s pricing model is based on millions of transactions. According to the PricePulse website, transactions are automatically mapped from the data supplier’s codes to FEA’s product prices. The website adds: ‘Only weighted averages are reported—no guesses, estimates or opinions. Also: “There is no judgement involved at any stage, eliminating human error.”
Random Lengths, Forest Economic Advisors and Madison’s Lumber Reporter are among the platforms that track lumber pricing.
Accurate pricing of forest products is important in negotiating and securing contracts between mills, buyers and dealers. 36 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Kathrein added: “We believe transparency, competition, and better market data ultimately benefit dealers and help create a stronger industry for everyone.” In response, Random Lengths’ parent company, Fastmarkets, released the following statement. “Fastmarkets’ pricing processes are supported by experienced editorial staff operating within clearly defined controls and governance procedures. Our methodologies are continually informed by market engagement and feedback, with formal consultation processes in place whenever material methodology changes are proposed. “We welcome competition and believe benchmark providers should be evaluated on the transparency of their methodologies, the strength of their governance processes, the breadth of their market engagement and the rigor applied to price assessment. Fastmarkets remains confident in the strength of its methodology, the robustness of its processes and its ability to provide trusted benchmarks relied upon throughout the forest products industry.” Asked to respond to the specific charge that Random Lengths was excessively expensive,
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PricePulse is the lumber-pricing platform from Forest Economic Advisors.
Fastmarkets replied: “Our subscription fees reflect the investment required to maintain rigorous methodologies, experienced editorial and analytical teams, robust governance processes and trusted market intelligence that market participants have relied upon for decades.” Random Lengths and the upstart PricePulse, which started in early 2023, aren’t the only competing platforms for lumber
pricing. Others include Madison’s Lumber Reporter, founded in 1952, which describes itself as the “premiere source for North American softwood lumber news, prices, industry insight and industry contracts.” The weekly Madison’s Lumber Reporter publishes current Canadian and U.S. construction framing dimension lumber and panel wholesaler pricing information 50 weeks a year. In Indianapolis, Kathrein promoted what he described as a 21st century solution to pricing. He said Do it Best intends to lead the effort in moving the lumber industry to adopt FEA’s transaction-based market pricing platform. “The industry was ready for a change,” Kathrein said. “Everyone seemed to be waiting for a first mover, and we decided to be the one. We want to be a leader in this space.” [HBSDealer.com has more on the story.]
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HARDWARE + BUILDING SUPPLY DEALER October 2026
37
TO P WO M E N PR O F I L E S E R I E S
Carmen Perry LUMBER KING’S CFO TALKS FAITH, FINANCIAL LE ADERSHIP, AND THE FUTURE OF THE INDUSTRY.
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ounded in 1960 in Stearns, Kentucky, Lumber King has grown from a humble lumber operation into a multi-location hardware and building supply dynamo with five retail locations and a truss shop throughout Kentucky and Tennessee. Leading the finances for the employee-owned enterprise is a dynamo in her own right, Carmen Perry, who’s been with the company for nearly 30 years. Below, she shares more about her journey in the LBM industry. “After 17 years in the military tent industry, I decided to leave my controller position because I thought I wanted to become a stay-at-home mom. However, God had a different plan for me. My former boss knew the VP of Finance at Lumber King and encouraged him to give me a call. That phone call changed the course of my career. I quickly fell in love with Lumber King, its people, and the values the company represents. Its strong faith in God was truly a game changer for me. I have now been with Lumber King for 27 years and have been blessed with the opportunity to serve in several different roles—from credit and IT to returning to my roots in accounting. Each position has helped me grow, gain a greater understanding of the company, and develop a deep appreciation for the people who make Lumber King such a special place to work.” Perry also shared with HBSDealer her thoughts on working in a male dominated industry. “I feel that the retail and building materials industry have traditionally been a male-dominated field. At times, I have had to work harder to make sure my voice was heard and my ideas were taken seriously. I am a very independent person, and I do not have any problems speaking up for myself—in fact sometimes maybe too much. I do not think that is a bad thing either. Throughout most of my career, most of the managers have been men. While many have been supportive and respectful, there have also been some who were uncomfortable with a woman holding a position of authority. That has been one of the challenges I have faced, but it has also taught me to remain confident, stand firm Lumber King’s golf outing supported the Christian Appalachian Project, giving home repairs to folks in need.
38 October 2026 HARDWARE + BUILDING SUPPLY DEALER
“I feel that the retail and building materials industry have traditionally been a maledominated field. At times, I have had to work harder to make sure my voice was heard and my ideas were taken seriously.” —Carmen Perry, Lumber King in my decisions, and let my knowledge, work ethic, and leadership abilities speak for themselves. I am grateful that I chose this career path. To all the women just starting out in the industry: embrace the journey, take advantage of every opportunity, and believe in yourself.” At Lumber King, she pointed to some of the projects near and dear to her heart. These include a charity golf tournament raising money for the Christian Appalachian Project, which provides free home repairs for individuals and families who cannot afford them. Also, an annual fall outing brings employees and their families together for an afternoon of food, fun, and fellowship. “It gives everyone an opportunity to spend time together outside of work, build stronger relationships, and celebrate the people who make Lumber King what it is today.” Looking at the industry in general, Perry is seeing the effects of new technology in real time, and she recognizes the business-building potential of AI tools. “I don’t see AI as a way to replace employees. I see it as a powerful tool for eliminating repetitive tasks, helping people respond faster, and supporting better decisions,” she said. “Used thoughtfully, AI gives employees more time to focus on what technology cannot replace: building relationships, solving problems, and serving customers.” That goes for recruiting, too. “We need to make more women visible in recruiting. Too often, when companies in the lumber and building supply chain look for their next leader, they look to a man first. The talent is already here. We simply need to listen, recognize it, and give women the opportunity to lead.”
HBSDealer.com
CONGRATULATIONS GUY C. LEE
BUILDING ON MORE THAN A CENTURY OF SUCCESS! For generations, Guy C. Lee has built its reputation on an unwavering commitment to its customers, employees and the communities it serves. Orgill is proud to partner with Guy C. Lee and congratulates the entire team on this well-deserved recognition and its continued leadership in the building materials industry. Proud to Support Independent Retailers Since 1847 Orgill.com/opportunity | 800-347-2860 Ext. 5141 | customerservice@orgill.com
People in the News Central Garden & Pet Company has announced a planned leadership transition for its Garden segment. J.D. Walker, President, Garden Consumer Products, retired from that role effective September 26, 2026, at which point Jason Barnes, Executive Vice President, Garden Consumer Products, BARNES assumed responsibility for sales, marketing and service across Central’s Garden segment, as well as management of the Branded Controls, Grass Seed, Live Plants, Packet Seeds and Vendor Partner businesses. Grass America, a supplier of functional hardware to the cabinet industry, has appointed Angelika Hofmann as Chief Executive Officer. In this role, Hofmann will lead the company’s strategic direction and operations. Hofmann previously served as Chief Operating Officer and a HOFMANN member of Grass America’s Management Board. As CEO, the company says she will guide Grass America through its next phase of growth while reinforcing the company’s long-standing reputation for innovation, reliability, and customer partnership.
40 October 2026 HARDWARE + BUILDING SUPPLY DEALER
Annica Hagen has been appointed as Saint-Gobain’s Chief Artificial Intelligence Officer (CAIO) and member of the Group Executive Committee, effective September 1, 2026. In this newly created role, Annica Hagen will lead the France-based building materials giant’s AI ambitions. She will HAGEN oversee the structuring, prioritization and scaling up of existing local AI initiatives across countries and businesses. After holding leading positions in both international and Swedish companies, Annica Hagen joined Saint-Gobain in 2023 and has since held leadership roles in Building Distribution in Sweden and later as CEO Distribution for the Nordic and Baltic countries. Fortune Brands Innovations, Inc. has named Peter G. Clifford to serve as Executive Vice President and Chief Financial Officer, effective September 21, 2026. Clifford brings more than 30 years of finance leadership experience across building products, healthcare and industrial CLIFFORD businesses, including public-company CFO and COO roles at The AZEK Company and Cantel Medical.
HBSDealer.com
Masco Corporation has appointed Yaron Ben David as Chief Technology and AI Officer, effective September 15, 2026. Ben David will report directly to President and Chief Executive Officer Jon Nudi and serve as a member of Masco’s Executive Committee. This is a new role for Masco BEN DAVID Corp., which is headquartered in Livonia, Mich., and owns brands like Behr paint, Delta and hansgrohe faucets, and HotSpring spas. Wisconsin-based ABC Supply Co. Inc., has announced that Chief Executive Officer Keith Rozolis plans to retire effective Dec. 31, 2026. As part of the company’s leadership succession plan, President and Chief Operating Officer Mike Jost has been appointed Chief Executive Officer effective Jan. 1, 2027. “I am JOST honored to have the opportunity to lead ABC Supply into its next chapter,” said Jost. “Our strategy remains the same, our commitment to customers is unwavering and our culture is our greatest asset. We have strong momentum, an exceptional team and a solid foundation for continued growth. I look forward to building on what we’ve achieved together.”
Pella Corporation has appointed Rob Adams as Executive Vice President, Operations, effective September 14, 2026. Adams brings more than 30 years of leadership experience spanning manufacturing, industrial products, and consumer goods. Most recently, he served as Senior ADAMS Vice President and Chief Manufacturing and Supply Chain Officer for American Woodmark Corporation, where he led manufacturing, logistics, materials, engineering, and quality functions. LMC has named Josh Litzman as Director of Millwork in the co-op’s building materials sector. He will report directly to John Keeley. Litzman joins LMC with 20 years of experience in sales and purchasing in the building materials industry. His most recent experience was Director of Purchasing LITZMAN Inventory – Complementary Products for Gypsum Management & Supply (GMS). He holds a Bachelor’s Degree in Applied Economics and Management from Cornell University and a Master’s in Industrial Distribution from Texas A&M.
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HBSD Print Ad Resize.indd 1 HBSDealer.com
7/31/26 9:50 AM HARDWARE + BUILDING SUPPLY DEALER October 2026 41
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) August: 1,275,000
NAICS 44413 (sales in $ billions)
50
1.6M
5 47.8
40
1.5M
43.9
43.2
45.4
42.4
40.3
4
1.4M
30
3
1.3M
20
2
1.2M
10
1
0
1.1 M
A
S
O
N
D
J
F
M
A
M
J
J
JUNE
A
SOURCE: COMMERCE DEPARTMENT
2025
Single-family starts
JULY
4.04
0
AUGUST
2026
4.37
4.21
3.91
MAY 2025
4.16 3.73
JUNE
JULY
2026
SOURCE: MONTHLY RETAIL TRADE REPORT FROM THE U.S. CENSUS BUREAU
(SAAR) August: 918,000 1.1M
HBSDealer Stock Roundup the percent-change performance of stocks based on September 30 prices
1M
40
900K
SWK 800K
A
S
O
N
D
J
F
M
A
M
J
J
ANNUAL CHANGE
700K
20 A
SOURCE: COMMERCE DEPARTMENT
Existing-home sales (SAAR) August: 3,980,000 4.5M
DJI PPG
0
-20
WY LOW
HD
-40
4.25M
SHW
MAS
TSCO BLDR
4M
-60 -20
3.75M
3.5M
-15
-10
-5
0
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) Current Prior month Prior year
4.2%
81.9
$4.39
September
September
October 2
42 October 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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