Issuu

THE INDUSTRY’S DIGITAL LEADER

FRAMING THEBUSINESS

Larry Myers has helped make custom framing a signature draw at River Ridge Hardware in Spokane, Washington.

ALSO INSIDE

Industry Insights: Expansion Carries the Market

Updated Events Calendar

4 Regional Retailer Reports

A STORY ABOUT GROWING THROUGH AGILITY

Agri Supply has never fit neatly into a single category Since opening in 1962, what began as a small operation has grown into a multi-faceted business built around serving the diverse needs of our customers

At our core, we are a retail and wholesale farm and ag supply company with nine locations across the Southeast, including Virginia, Georgia, North Carolina and South Carolina. Our stores range from 40,000 to 120,000 square feet and carry roughly 40,000 items, with strong assortments in agricultural supplies, trailer and mower parts, fencing and three-point equipment. We’ve also developed our own brands, like Carolina Cooker, which has become an important part of our business

Because of the markets we serve, there is no one-size-fits-all approach that works for us Our growth has been driven by our ability to stay responsive to customers and adapt store by store.

That same mindset is why our partnership with Orgill has become so valuable. What began as a secondary supplier relationship evolved as we recognized the opportunity to strengthen our hardware business

Working with Orgill, we completed a 10,000-square-foot hardware reset in one store, and the results quickly exceeded expectations. Their team supported everything from assortment planning to execution, creating a department tailored to our customers not a cookie-cutter solution

Because of that success, we’re expanding hardware into additional locations Our goal remains simple: stay agile, serve our customers and continue building on the foundation established more than 60 years ago.

Barry Partlo President & CEO | Agri Supply | VA, NC, SC & GA

Rows of completed projects line the wall behind Larry Myers, each one ready for pickup. It’s a daily reminder of the work that keeps him motivated—seeing what customers bring in and knowing it’s about to head back into a home or business with lasting meaning.

ADVERTISERS INDEX

IEveryone Has a Hardware Story

t happened the way it always does. I was at a recent social gathering—nothing to do with hardware, just a mix of former coworkers, their spouses and other plus-ones— and the usual question came up: “So, what do you do?” I gave the answer that I’ve thoroughly come to enjoy delivering: I get to visit hardware stores and write about them.

There’s usually a pause followed by an appreciative smile. It doesn’t matter who I’m talking to. At this gathering, it was a former CEO, a high-end fashion influencer and a crisis PR executive. Different backgrounds, different perspectives. But every one of them had a hardware store story.

They talked about the places they grew up going to, the people behind the counter who knew exactly what they needed and the feeling of walking into a store whose goal was to help solve a problem. More than once, folks shared why they still seek out those stores— and why they’ll go out of their way to avoid the big boxes.

It’s a reminder that the impact of a good hardware retailer extends far beyond the industry itself. Your stores are places where relationships are built,

By Doug Donaldson

knowledge is shared and people feel taken care of.

That’s what makes the work I do at this publication so rewarding: being able to bring those kinds of stories to life.

A few examples from this issue: We spend time with Larry Myers, owner of River Ridge Hardware in Spokane, Wash., whose basement framing shop has long been a meaningful part of the business and a valuable niche. In “ Framing the Business ,” Myers shares how retailers can tap into unique niches to connect with their communities. Niches draw in different customers who might not otherwise step into a hardware store, creating a connection that goes beyond a typical transaction.

Another type of hardware story I love sharing is conversations with industry leaders, such as Mayhew Steel Products president John Lawless, who talks about the state of hand tools—a category that sits at the foundation of the industry. In “ Steel Meets Strategy,” he offers perspective connecting the past to what’s happening now, and where the industry may be headed.

You see it in the broader view as well, with Craig Webb’s Industry Insights piece, “ Expansion Fuels Retail Growth

in Flat Year,” on the top stores in the marketplace. It’s a look at performance, scale and the forces shaping the channel, but it also raises questions about what defines success in this space.

Because for all the metrics, rankings and trends, the stories people shared at that gathering I attended keep coming back. The stores they remember aren’t defined by square footage or volume. They’re defined by how they made people feel—and how they showed up when it mattered.

“ THE STORES WE REMEMBER AREN’T DEFINED BY SQUARE FOOTAGE OR VOLUME. THEY’RE DEFINED BY HOW THEY MADE PEOPLE FEEL—AND HOW THEY SHOWED UP WHEN IT MATTERED. ”

That’s the thread that runs through every issue of Hardware Connection. It’s what connects a basement framing shop in Spokane to a manufacturer that’s been around for generations to the largest operators in the industry.

And it’s why, when someone asks what I do, the answer always leads to a great hardware store story. n

butAmazing TRUE HARDWARE STORIES

We’ve got a rental department, so you see a little of everything— but this recent one is stuck in my memory. I was filling out rental paperwork when it clicked: My customer, six months preg- nant, was renting a towable lift to paint a house exterior. I said, “Are you doing the painting, ma’am?” She knew exactly what I was getting at—and gave me a look that suggested I should stick to paperwork and mixing paint. She got that painting done, no issues, and brought the lift back with a bit of a smirk.

Dennis Heidrick’sHeidrick True Value Fort Scott, Kan.

Irma showed up at the store the day before Hurricane Irma, so the name stuck. She moved in, took over and hasn’t left since. Now she’s the store celebrity—people come in just to see her. She’s been on the big screen at Ace shows, pops up in “Where in the World is Irma?” and runs the place like she owns it.

Bruce Phillips Crowder Bros. Ace Hardware

Lakeland, Fla.

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EAST

How are sales and customer counts so far this year? Fine, good. Solid. We’ve had good weather here in the Northeast, so we’re up a little over last year. We’re facing the same things everyone else is; fuel and insurance costs are up. Plus we have the typical problems with labor and getting good people. We have a pretty even split between contractors and DIYers, with maybe slightly more pros.

What’s unique about your business? Our heritage. We were founded in 1857. That, and we have an excellent staff and service. Best niches? We do a lot of paint and sundries. We have also definitely been growing the power equipment in the last few years. Although it’s not a very profitable area, it is growing. We’re in an urban environment, and there are no more small power equipment suppliers around. So we’ve absorbed that business. We’re with Stihl. And we sell Ego, which is new to the area.

Any recent surprise bestsellers? Battery-powered outdoor equipment has really taken off. People are spending money on that stuff. Contractors, municipalities and homeowners are all buying it. It’s not cheap.

Top: Branding at R.W. Shattuck Ace Hardware nods to the store’s founding in 1857, underscoring its longstanding role serving the Arlington, Mass., market.

Right: Company president John Wheatley says business has been “solid” so far this year at R.W. Shattuck Ace Hardware in Arlington, Mass., with gains tied to favorable weather despite rising fuel, insurance and labor costs.

What plans do you have for the rest of 2026? Focusing on the core business and doing what we’ve always done. We want to keep our levels of service high so people keep coming back.

John Wheatley

R.W. Shattuck Ace Hardware

Arlington, Mass.

HOW’S BUSINESS?

SOUTH

How are sales and customer counts so far this year? It’s been a little poky until recently. We had a deep freeze that did a lot of damage to plants, but now people are coming out, so that’s helping business. We had a good Q1. Our transaction amount is up with price increases. Customer count is down a little bit. In the area there are a lot of water restrictions because of lack of rain. It’s really dry here. Right now

Top: At Crowder Bros. Ace Hardware, a family-focused retail approach—ranging from tools to toys and a 2,000-squarefoot gift department—continues to define the store’s role in its local market.

Inset: Bruce Phillips says business has picked up after a slow start, with improved weather bringing customers back despite earlier plant damage and ongoing drought conditions in the Lakeland, Fla., area.

we’re on burn bans, so we’re not selling a lot of fire pits.

What’s unique about your business? We have always been a female-friendly hardware store from day one. We have carpeted floors, AC, a gift department and a housewares department. We’re always catering to get the whole family in here: husband tools, wife garden flags, kids toys.

Best niches? We’re definitely known for our gift department and toys. The gift department is about 2,000 square feet. Our Stihl outdoor power tools have done well, too.

Any recent surprise bestsellers? In our toy department, Needoh.

We can’t keep it in stock. Every hardware store in the country should be getting into it. Kids and adults are playing with it. It’s like a squishy material, sort of like a stress ball. Pokémon cards, too.

What plans do you have for the rest of 2026? Big plans! We are planning to remodel this store. We have two stores—one here in Lakeland and another in North Lakeland. Here, we’re looking to add another 1,000 square feet with a barbecue expansion. Barbecue is blowing up down here.

Bruce Phillips Crowder Bros. Ace Hardware Lakeland, Fla.

HOW’S BUSINESS?

WEST

How are sales and customer counts so far this year? Customer counts are down about 4 percent and sales are higher; we all know why. The cost of everything has gone up, and people are making better choices for their incomes. They buy a lot online. We have stuff bought online and shipped to our store because we’re kinda remote. This year, we had bad weather and not much snow across the western half of the United States. That cost us quite a bit. What’s unique about your business? We probably do about 80 percent of our business in six to seven months. We’re a very touristy town. We deal a lot in RV supplies, especially because we’re right next to an RV park. We’re the closest store to the closest Yellowstone entrance to Old Faithful.

Best niches? We are the go-to place for anything RV. We carry lumber, floor coverings and appliances. Our customer service is excellent. Our biggest non-lumber department is paint. We have narrowed inventory to what people have bought in the past. We also run a greenhouse three months of the year and supply a whole lot of flowers. Being a tourist town, there are about 50 hotels and 30 restaurants. We’re the only home center within a 50-mile radius, so that commercial side of things is a big part of our business.

Top: At Westmart Building Center in West Yellowstone, Mont., location drives the business—from serving RV travelers near a Yellowstone Park entrance to supporting local hotels and restaurants.

Bottom: Customer counts are down slightly at Westmart Building Center while sales rise with pricing. The store continues to serve as a hub for RV supplies, commercial customers and a seasonal garden center and greenhouse.

What do you have planned for the rest of 2026? We always bring in about 30 or 40 new items—things that tourists may buy.

Greg Forsythe Westmart Building Center West Yellowstone, Mont.

By Doug Donaldson

By Larry Myers

FRAMING BUSINESS

Larry Myers at River Ridge Hardware, a store that has become part of the fabric of Spokane, Wash.—serving contractors, homeowners and customers who return for everything from fasteners to custom framing.

AT RIVER RIDGE HARDWARE IN SPOKANE, WASHINGTON, A DEDICATED FRAME SHOP-WITHIN-A-SHOP

HAS BECOME A STEADY DRIVER OF TRAFFIC, MARGIN AND COMMUNITY CONNECTION.

Every day when I walk down the stairs to my office in the store basement, there’s a beautiful little moment I cherish.

Our frame shop is down there, too, with framed pieces lined up and ready for pickup—family photos, sports jerseys, puzzles people spent weeks putting together, military uniforms, artwork that all means something to somebody. You see it all in one place, and it’s hard not

Larry Myers frames the idea at the center of his business: giving customers more reasons to walk through the door. At River Ridge Hardware, the combination of hardware and custom framing has created a steady draw built around service, craft and a strong connection to the community.

Behind the scenes, the framing operation at River Ridge Hardware runs as its own workspace. The shop occupies about 1,000 square feet in the basement of the store, with an additional 200-square-foot display space upstairs.

to stop for a second. The frame niche at River Ridge Hardware is one of most rewarding parts of what I do.

When I bought the store in 2017 as the third owner, the frame shop was already here. River Ridge Hardware has been around since 1954, and the second owner had carried the framing operation with him when the store moved in the ’80s. It was already part of its DNA. One of the reasons I was able to buy the store is because I wasn’t going to get rid of the frame shop. That mattered to the previous owner. It mattered to the community. And it very much matters to me.

I’ve always looked at my business as more than a hardware store. Sure, hardware is the core, but getting people in the door has always been the challenge. The more reasons you give someone to walk through the door, the better off you are. For us, that means

COVER STORY: RETAILER2RETAILER

a rental center, a strong garden center, paint—and the frame shop.

HOW FRAMING EXPANDS THE CUSTOMER BASE

Framing brings in a completely different customer. It’s not always the person who’s coming in for fasteners or plumbing parts. It’s someone who might not normally step foot in a hardware store, but they’ve got something important they want to preserve or display. Once they’re in, they’re in your store. That’s the whole point.

The frame shop itself takes up about 1,000 square feet in the basement, with another 200 square feet of framing displays upstairs. It’s like its own business. It has its own computer system, the Bidding POS System for estimating projects, its own workflow, its own equipment. We’ve got a computerized mat cutter that works a lot like a CAD system—you bring in a design, and it’ll cut it with precision every time. We can work with wood, metal, plastic, different types of glass, everything from basic clear to museum-grade.

The specialty equipment, like the mat cutter, Valiani by Crescent, is only one aspect, though. The team, the people— that’s what keeps the frame shop a vital part of our community.

Two employees are dedicated to the frame shop, and that’s important. You

Join us for this important recognition program that honors the best of the best dealers who represent the future of the industry. The Beacon Awards are held annually at Independent Home Improvement Conference and are presented by Hardware Connection magazine. The IHI Conference will be held July 28-30, 2026 in Orlando, FL. For more information about attending this event along with all other educational seminars, open floor discussions and social activities at the 2026 IHI Conference, visit www.ihiconference.org . Sponsors:

Welcome to the Hardware Connection Century Club!

The Hardware Connection Century Club, sponsored by the NHS Concept to Commerce, recognizes “The Innovators and Survivors Who Helped Build America.” Our Century Club currently includes 804 hardware and LBM retailers, 21 wholesalers and 207 manufacturers that were founded in the United States of America and remain in business after 100 or more years.

You can find the complete list of Century Club members including old store photos and links to company history by clicking here. We congratulate the following retailers who have been added to the Hardware Connection Century Club this past year:

Andrew Posey & Son Hardware, Jasper, AL—1924

Bourassa True Value Hardware, New Bedford, MA—1924

Bowling’s Feed and Hardware, Catlettsburg, KY—1924

Braun Building Center, Manitowoc, WI—1905

Carl Eliason & Company Lumber & Hardware, Sayner, WI—1924

Chairtown Lumber Company, Gardner, MA—1924

Clark Devon Hardware, Chicago, IL—1924

Congleton Lumber, Lexington, KY—1905

Denver Lumber Company, Denver, CO—1923

Gennett Lumber Company, Fletcher, NC—1901

Guy C. Lee Building Materials, Smithfield, NC—1924

Hamilton Building Supply, Hamilton, NJ—1924

Heller Lumber Company, Arlington Heights, IL—1924

Holman Supply Company, Moultrie, GA—1920

Howell Hardware, Millville, NJ—1924

Hunter’s Hardware, Berkley Spring, WV—1870

H&W Hardware, New York, NY—1924

COVER STORY: RETAILER2RETAILER

nearby Air Force base when someone retires. We’ve done Native American artwork for the nearby casinos, awards for local companies and a lot of personal projects that carry a lot of meaning. One of the more memorable ones we did was a shadowbox with a uniform and medals for a family after someone passed away. That’s something people will keep forever.

We also see the everyday side of it. People bring in puzzles they’ve completed, photos for grandparents, diplomas, things like that. It keeps us busy year-round, but the seasonality is different than hardware. November through January is huge for framing—holiday gifts, family photos, that kind of thing. When the weather turns and people stop working on projects, the frame shop keeps moving. May and graduation season with diploma framing is also busy.

From a business standpoint, framing is about 15 percent of our gross sales. I look at it as one more reason for someone to choose our store. If a niche breaks even and brings in new customers, that has value. If it makes money— and it does—that’s even better.

Margins in framing are strong—50 to 60 percent—but there’s also complexity. Glass alone has multiple tiers, and each step up adds cost. You need the right equipment, the right processes

and, most importantly, the right people. It’s not something you dabble in.

When I’m asked about adding niches, I say that the key is to understand your market. We’re the oldest hardware store in the area, and we’ve built a following over time. The frame shop fits here. There isn’t a lot of direct competition, and there’s a strong community around art and local events. That combination makes it work.

You also have to be willing to stick with it. A niche doesn’t build overnight. You’ve got to invest in it, promote it and let people know you’re there. We’ve done that through separate marketing for the frame shop, its own website and tying into community events. We’ve handed out framing discounts at local festivals, done promotions around holidays and even set up interactive booths where people can engage with what we do.

At the end of the day, when I walk back upstairs, seeing those finished pieces lined up and knowing they’re about to go back into someone’s home or business—that’s what makes it worthwhile. n

Larry Myers is owner of River Ridge Hardware in Spokane and Peter’s Hardware in Spokane Valley, Wash., which was a 2025 Do it Best Member of the Year.

6 WAYS TO BUILD NICHES YOUR CUSTOMERS NEED

Finding the right niche starts with understanding your market, your space and your team—and then committing to making it work. Here, Larry Myers, owner of River Ridge Hardware in Spokane, Wash., shares his insights.

1. Start with your space. Take a hard look at how much square footage you can realistically dedicate to a niche. You don’t need a massive footprint, but you do need a defined, functional area that allows the service to operate efficiently. Trying to force a niche into leftover space rarely works.

2. Build it in stages. Avoid the temptation to go all-in on day one. Start with the basics, prove the concept and grow from there. Add equipment and services as demand builds, rather than investing too heavily before you know for sure what your customers actually need.

4. Think beyond direct revenue. A niche doesn’t have to carry the entire store financially to be valuable. If it brings in new customers, increases visits or strengthens your role as a community resource, it’s contributing to the overall business.

5. Match the niche to your market. Look for gaps in your area. If there’s already heavy competition, it will be harder for you to stand out. The best niches fill a need that isn’t currently being met and align with the interests of your local customer base.

3. Put the right people in place. Every niche requires ownership. Whether it’s framing, rental or garden, you need someone who understands the service and takes responsibility for it. Without that dedicated focus, even a good idea will struggle.

6. Commit and promote. A niche takes time to build. Support it with consistent marketing, tie it into local events and give it visibility in your store and online. The longer you stay committed, the more it becomes part of your identity in the community.

Q&A: THOUGHT LEADERSHIP

Mayhew president John Lawless highlights the importance of building a talent pipeline through community visibility and technical school relationships, while focusing on training and long-term retention in a competitive labor market.

STEEL MEETS

MAYHEW PRESIDENT

JOHN LAWLESS OFFERS A LONG-VIEW PERSPECTIVE ON MANUFACTURING, DISTRIBUTION AND THE FUTURE OF HAND TOOLS.

STRATEGY

For more than a century and a half, Mayhew Steel Products has built its reputation on the fundamentals of American toolmaking—precision, durability and a commitment to producing struck tools in-house in Turners Falls, western Massachusetts. A Hardware Connection Century Club member, the company was

Above: As expectations rise, Lawless says customers are demanding longer life, tighter consistency and proof behind performance— driving how Mayhew approaches materials and manufacturing.

Q&A: THOUGHT LEADERSHIP

founded in 1856 and has remained family-owned across the generations, evolving from a small regional manufacturer into a nationally recognized brand while maintaining a focus on quality steel, heat treatment and process control that defines its products today. That continuity extends into the leadership of John Lawless, who has spent more than four decades guiding the company through shifts in manufacturing, distribution and customer expectations. Under his leadership, Mayhew has balanced tradition with practicality—prioritizing U.S. production where it can control quality and consistency, while selectively sourcing specialized items without compromising standards. Lawless brings a longview perspective shaped by cycles of consolidation, pricing pressure and the growing influence of digital channels into this exclusive interview with Hardware Connection.

Hardware Connection: Mayhew has a rare, long-running American manufacturing story, and the company is clear that some items are imported with their origin disclosed. How do you decide what must be made in the U.S. versus what can be sourced?

John Lawless: We always prefer to manufacture in the U.S. whenever

we can control quality, consistency and supply. For a small number of highly specialized products that we do not currently produce in-house, we may source from trusted partners only when the product meets our performance standards and fills a clear need for our customers. In every case, we disclose the country of origin and hold sourced items to the same expectations we set for Mayhew-made tools.

A lot of tool brands compete on “tough” claims. What does durability mean in today’s landscape, and how has that definition changed?

For struck tools, durability starts with the right steel and the right heat treat. Those two factors largely determine strength, toughness and long-term performance. Because you cannot see those qualities, we verify them through extensive testing of incoming materials and process checks throughout production, and we use what we learn from any field failures to refine specs and processes. The definition has not changed, but expectations have risen. Customers demand longer life, tighter consistency and more proof behind performance claims.

Labor and skills have become strategic issues in U.S. manufacturing. What has worked for you in recruiting and retaining skilled production talent in western Massachusetts?

What’s worked is investing in visibility and pipeline. We’ve strengthened our local presence, especially through social media, so people understand Mayhew’s history and what modern manufacturing looks like here, and we’ve built relationships with local technical schools to support internships when it’s a fit. Like many manufacturers, the hardest part is that the talent market is competitive, so we’ve had to be intentional about training, career paths and long-term retention.

Where does innovation exist in hand tools—materials, geometry, manufacturing process or user training?

Innovation continues in hand tools, although at a slower pace than in some industries. Over my career, our industry has seen significant advances in steel and heat-treating processes, and ergonomics has become a major driver of real-world performance—especially

Right: For Lawless, the decision to manufacture in the U.S. comes down to control—over quality, consistency and supply—while specialized products are sourced only when they meet the same standards.

Left: Founded in 1856 and based in western Massachusetts, Hardware Connection Century Club member Mayhew Steel Products is a fourthgeneration family-owned company.

for pros who use tools all day. Manufacturing consistency and smarter packaging have also improved the user experience, from reducing waste to minimizing exposure to residues and chemicals.

What does the independent hardware channel do particularly well when it comes to selling hand tools, and where can manufacturers better support them?

Independents win on trust and expertise. They do an exceptional job of

Q&A: THOUGHT LEADERSHIP

turning hand tool sales into relationship-driven experiences. They lean deep into product knowledge and practical know-how, which translates into recommending the right tool for the job the first time.

Manufacturers can better support them with training, both in product education and in selling tools, features and benefits that differentiate the product. Flexible merchandising solutions and right-sized assortments can help maximize limited shelf space. Additionally, marketing support, digital assets, social content and co-op programs can help drive sell-through.

Over your 40-plus years leading a multigeneration manufacturing company, you’ve seen the independent channel evolve through consolidation, pricing cycles and shifts in pro versus DIY demand. What lessons from those decades still apply today for independent hardware store owners, and where do you think today’s environment truly differs from past cycles?

One lesson that has remained constant is the importance of focusing on what makes independent hardware stores different. Relationships, service and expertise have always outlasted pricing cycles and consolidation waves. Stores that invest in knowledgeable staff, stay close to their contractor

base, manage inventory and adapt assortments to local demand consistently outperform those competing only on price.

What differs today? The pace of change. Digital expectations, supply chain visibility and price transparency have compressed reaction time. The customer is more sophisticated, and demand can shift more quickly. Additionally, competition isn’t just the big box, it’s also from the online marketplace.

What’s your bold prediction: Looking ahead 24 months, what’s one change you believe will reshape the hand tool category, and what early signal are you watching that makes you confident?

My bold prediction is that the hand tool category will shift toward tradefocused, innovative products that drive productivity gains rather than focusing on price. We will see clearer segmentation between “good” DIY tools and “best” pro-grade solutions, with premium tiers gaining share even in independent channels.

As to early signals, I’m watching the pro customer’s buying behavior. Contractors are trading up, not down, prioritizing durability, warranties and performance over upfront cost. At the same time independents are expanding pro assortments and sharpening their contractor engagement strategies. n

EXPANSION FUELS RETAIL GROWTH IN FLAT YEAR

By Craig Webb

HARDWARE RETAILERS POSTED MODEST SALES GAINS IN 2025, AS CONSOLIDATION, INSTALLATION SERVICES AND STORE EXPANSION RESHAPE THE COMPETITIVE LANDSCAPE.

Westlake Ace Hardware’s relocation to a new 16,000-square-foot store in Omaha, Neb., reflects the expansion strategy highlighted in the CS150 report, which led Westlake to a 5.6 percent sales increase.

Hardware store chains and home centers eked out higher sales in 2025 over the year before, but not enough to top inflation and often solely because they added stores, tracking by Webb Analytics indicates.

The firm’s annual Construction Supply 150 , published May 1, reported that a selection of the biggest independent home improvement companies grew about 1.7 percent last year. That’s little better than half the 3.2 percent and 3.1 percent growth rates shown by The Home Depot and Lowe’s, respectively. It’s also below the 2.7 percent rise in the Consumer Price Index during 2025.

Among the notable chains, Webb Analytics estimates sales at Great Lakes Ace Hardware grew 13.1 percent and Westlake Ace Hardware swelled by 5.6 percent, while The Aubuchon Company grew 5.5 percent, The Cool Hardware Co. increased 7.5 percent, Rocky’s Ace Hardware inched up 0.2 percent and JC Licht declined 1.3 percent. Among home centers, Friedman’s Home Improvement in Northern California shrank 6.1 percent, Busy Beaver Building Centers went down 3.9 percent and the Central Network Retail Group went back 3.1 percent.

Webb Analytics’ CS150 highlights a year of limited growth, with companies such as Great Lakes Ace, Westlake Ace and The Aubuchon Company posting gains, while The Home Depot, Lowe’s and QXO reshape the market through acquisitions and service expansion.

For those companies, sales per branch averaged $3.6 million, while sales per employee averaged

$270,502. Add in the big boxes and the per-employee number jumps to $371,269.

Webb Analytics generated these numbers with a combination of reports from or about the companies, SEC filings (for the big boxes) and estimates based on industry data such as Ace

INDUSTRY INSIGHTS

Corp.’s reports on member performance nationwide.

GROWTH FAVORS SCALE, SERVICE INTEGRATION

Tepid as those numbers might seem, a lot of pro-oriented building materials retailers would love to have them. Pro-oriented lumberyards on the Construction Supply 150 that don’t do any manufacturing reported their sales declined 0.8 percent. Pro-oriented lumberyards with manufacturing did even worse, dropping 4.9 percent. And specialty dealers such as roofing, drywall and siding firms eked out a mere 0.4 percent gain.

A key driver for all building material suppliers, whether they cater to the DIYer or the pro, was how many stores they had. CS150 members that added locations in 2025 reported a 2.1 percent gain in sales, while dealers that didn’t grow or shed locations saw their collective sales shrink 1.9 percent.

DEALERS EXPAND INTO SERVICES AS CONSOLIDATION BUILDS

This year’s CS150 focused on two overarching trends in construction supply. The first is the rise in dealers who manufacture and install products as well as sell them. Eighty pro-oriented CS150 members take in $7.7 billion—11 percent of their revenue—from installing windows, doors, cabinets and other

“ CS150 MEMBERS THAT ADDED LOCATIONS IN 2025 REPORTED A 2.1 PERCENT GAIN IN SALES, WHILE DEALERS THAT DIDN’T GROW OR SHED LOCATIONS SAW THEIR COLLECTIVE SALES SHRINK 1.9 PERCENT.

items. Meanwhile, The Home Depot and Lowe’s collect $8.2 billion from managing installations. And the CS150 doesn’t count the millions that Ace Handyman Services generates.

The second big trend involves the more than 1,500 pro-oriented locations acquired by The Home Depot, Lowe’s and QXO in four deals this past year, and the nearly 600 more locations that QXO and The Home Depot are making deals to buy this year.

Once The Home Depot’s SRS

Distribution subsidiary buys HVAC specialist Mingledorff’s this year, SRS will have pro expertise in roofing, drywall, landscaping, pool supply and now HVAC. Combine that with The Home Depot’s flatbed distribution centers and the fact that it sells more than $11 billion

worth of lumber annually, then add its massive quantities of electrical, plumbing, insulation and appliances.

If the typical homebuilder has to work with two dozen subcontractors to erect a house, The Home Depot with SRS is setting itself up as a one-stop shop in a way that no major supply company has ever done.

AI ADOPTION SURGES ACROSS THE CHANNEL

The CS150 also explores dealers’ IT activities, challenges finding employees, payroll costs, products sold and services offered. It also asks whether dealers are using artificial intelligence in their work.

In 2024, only 45 percent of that year’s CS150 survey respondents said they were using artificial intelligence for any function at their company. This

The Aubuchon Company continues its expansion strategy with the acquisition of Depault’s Ace Hardware in Rhode Island, bringing its total to about 136 stores across 11 states—a move that aligns with CS150 findings showing growth increasingly tied to adding locations.

year, it’s nearly 68 percent. Based on anecdotal responses, dealers are starting with writing-related tasks (emails, ads, presentations) and some rote data analysis. Higher-level work such as estimating, quoting, research and schedule planning also are being tested by a few. n

Craig Webb is president of Webb Analytics, a consultancy and information provider for building material dealers. He is also the author of the CS150, available from WebbAnalytics.com .

UPCOMING EVENTS

MAY

Orgill Summer Buying Event

May 4-18

JUNE

spoga+gafa

June 22-24, Koelnmesse, Cologne, Germany

JULY

Independent Home Improvement Conference

July 29-30, J.W. Marriott Orlando Grande Lakes, Orlando, Fla.

AUGUST

Florida Hardware

August 14-15, Caribe Royale Resort and Convention in Orlando, Fla.

Garden Center Conference & Expo

August 18-20, Loews Vanderbilt Hotel, Nashville, Tenn.

House-Hasson Summer Dealer Market

August 6-8, Wilderness at the Smokies and Sevierville Convention Center, Sevierville, Tenn.

Orgill Fall Buying Event

August 3-16

SUPERZOO

August 12-14, Mandalay Bay, Las Vegas, Nev.

SEPTEMBER

Ace Hardware Fall 2026 Convention

September 22-24, Orange County Convention Center, Orlando, Fla.

Blish-Mize Fall Customer Buying Market

September 11-13, Overland Park Convention Center, Overland Park, Kan.

Bradley Caldwell Fall Show

September 15-17, Atlantic City, N.J.

Do it Best, True Value Fall Market

September 25-28, Indiana Convention Center, Indianapolis, Ind.

Horizon Distribution Inc. Tradeshow Expo

September 16-17, Yakima Convention Center, Yakima, Wash.

LMC Leadership Summit

September 15-17, Seattle, Wash.

OCTOBER

Equip Exposition

October 20-23, Kentucky Exposition Center, Louisville, Ky.

Hardlines Conference

October 20-21, Fairmont Chateau Laurier, Ottawa, Ontario

LMC Expo

October 28-30, Pennsylvania Convention Center, Philadelphia, Pa.

NOVEMBER

DIY Con

November 6-8, Fair Park Dallas, Dallas, Tex.

HDA Executive Planning Conference

November 10-12, The Westing La Paloma Resort & Spa, Tucson, Ariz.

ISSA Show North America

November 16-19, Mandalay Bay Convention Center, Las Vegas, Nev.

LBM Advantage Fall Planning Conference

November 9-11, Encore Boston Harbor, Boston, Mass.

REGISTER FOR THE IHI CONFERENCE!

Registration is open for the 2026 Independent Home Improvement Conference, July 29-30 at the JW Marriott Orlando Grande Lakes in Orlando, Fla. The event will bring together more than 700 independent retailers, vendors and industry partners for education sessions, networking and access to new products and solutions designed to support store growth and operations. To register, click here.

For a complete listing of calendar dates, click here.

THE NEWS

AI SHOPPING TOOLS CHANGE

RETAIL EXPECTATIONS

Consumers are becoming more price-conscious and digitally savvy, a shift that will reshape how independent hardware retailers compete.

New research from McKinsey’s ConsumerWise, a consumer research and analytics firm, shows shoppers are increasingly embracing AI-supported tools to compare products, evaluate prices and narrow purchasing decisions before they ever enter a store. Numerator, a consumer data and market research company, reported in April that AI tools are already helping consumers “synthesize product research” and compare pricing across retailers, even if AI-driven purchases still represent a relatively small share of transactions.

Consumers now arrive at a hardware store armed with more information, more pricing visibility and higher expectations about value. This March, UPS’s 2026 Retail Consumer Trends report found shoppers remain highly pricesensitive while also expecting convenience, personalization and seamless shopping experiences. At the same time, inflation fatigue and elevated

interest rates continue to influence home improvement spending patterns. During Home Depot’s fourth-quarter/ fiscal 2025 earnings call, executives noted that consumers are pulling back on larger discretionary projects and focusing more on smaller repair-oriented purchases.

For independent retailers, that creates a more complicated sales environment than simply “matching price.”

Now, with the tools at hand, customers increasingly research products online, check reviews, compare local availability and arrive looking for confidence as much as cost savings. AI-driven search tools may accelerate that trend by condensing hours of product research into a few prompts.

Large retailers are already responding aggressively. Lowe’s recently expanded its AI-powered “Mylow” assistant to help shoppers and

IN THE NEWS

employees with product information, recommendations and project guidance. According to Business Insider, the company says the tool has improved customer satisfaction and online conversion rates. Walmart, Amazon and Target are also investing heavily in AI-supported shopping and merchandising systems. And Ace Hardware recently launched “Hey ARMA,” an AI-powered assistant for store associates that provides real-time

NEW STORES, ACQUISITIONS

• The Cool Hardware Company, with 14 employee-owned stores, recently celebrated the grand opening of Rockville Ace Hardware in Rockville, Md.

• Kent, Ohio–based Carter Lumber has acquired Gaster Lumber and Hardware, adding three locations in the Savannah, Ga., market and expanding its Southeast footprint and coastal service reach from Hilton Head, South Carolina, through northern Florida.

• McCoy’s Building Supply recently opened a new store in New Caney, Tex., with the 25,300-square-foot location officially beginning operations

product information, project guidance and recommendations through handheld devices to help employees serve customers more efficiently.

According to the National Retail Federation’s 2026 consumer trends analysis, retailers that combine knowledgeable staff, localized assortments and project-focused service continue to differentiate themselves as consumers place greater value on expertise and personalized guidance while shopping.

April 20 and a grand opening celebration scheduled for May.

• Town Hardware Swannanoa, the second location operated by Peter and Beth Ballhaussen, recently opened in Swannanoa, N.C.

• East Bay Ace Hardware in Traverse City, Mich., celebrated its grand opening May 1-3 as the fifth location for the family-owned Maxbauer Ace Hardware group.

• Westlake Ace Hardware recently opened a new store in Shawnee, Kan., marking the company’s eighth location in Johnson County.

McCoy’s Building Supply

• Forge & Build, based in Chicago, recently acquired White Creek Lumber & Hardware in Cedar Springs, Mich., giving the company six lumberyard locations in the state.

• Long Island, New York–based Aboff’s Paints recently acquired Vienna Paint, adding six Washington, D.C.–area locations and marking the company’s first expansion outside New York.

• Madisonville Ace Hardware celebrated its grand opening April 25 in Madisonville, Ky.; the store is owned by Ted and Lisa Ratzloff.

• Pineville, N.C.–based The Building Center recently acquired Willingham and Sons Building Supply and Septic Tank Inc. in Newberry, S.C.

• Ace Retail Group opened four new locations this spring: in Charlotte, N.C.; Papillion, Neb.; San Leandro, Calif.; and Shawnee, Kan., which brings the company store total to 260.

• Adam’s True Value Hardware, owned by brothers Justin and Chris Taft, recently announced plans to

open a new store in Scranton, Pa., in a former Rite Aid location.

• Bridgman Ace Hardware recently opened in Bridgman, Mich., expanding the Borre family’s southwest Michigan Ace network to four stores.

• Ace Hardware of Newburgh recently celebrated its grand opening in Newburgh, Ind., under Lucky 7 Investments, which now operates three Ace stores across Indiana, Kentucky and Illinois.

• Anaheim, Calif.–based Ganahl Lumber recently acquired Nichols Lumber in Baldwin Park, Calif.

• Food City officials recently broke ground on a new 12,000-square-foot Curt’s Ace Hardware store in Seymour, Tenn., which is expected to open in spring 2027.

• Hillcrest Ace Hardware recently opened in Medford, Ore.

KUDOS

• The Do it Best Charitable Foundation recently awarded an $18,000 grant to Abilities First to install new gym safety features for students with intellectual and developmental disabilities at the organization’s Montgomery, N.Y., school facility. Do it Best Abilities First donation

• The MITER Foundation recently partnered with the Woody Williams Foundation to support the dedication of a new Gold Star Families Memorial Monument on the Pennsylvania State Capitol Grounds in Harrisburg, Pa., honoring families of fallen military service members.

• Ace Hardware Weston Center in Weston, Wis., and Midwest Communications raised more than $46,000 during the “Relief for Ringle” fundraiser to support residents affected by the recent EF-3 tornado in the town of Ringle.

• Woodburn Do it Best Hardware in Woodburn, Ind., recently celebrated longtime employee Lisa Smith with the Estwing Golden Hammer Award, recognizing more than 50 years in the independent hardware

industry and family retail business.

• Gillman Home Center recently celebrated the grand reopening of its Connersville, Ind., location, showcasing updated facilities and strong community support during the multiday event.

• Wilmington Ace Hardware in Wilmington, Ohio, recently celebrated a grand reopening following a winter remodel and expansion that added new grilling, tool, lawn-and-garden and Stihl product departments.

• Lenexa, Kan.–based Westlake Ace Hardware is supporting Sporting Kansas City’s “Soccer Capital of America” campaign through supply donations for a live mural activation that will be unveiled during the club’s July 22 theme night at Sporting Park.

PEOPLE ON THE MOVE

• Spahn & Rose Lumber Co. announced that Matthew Parrish will succeed retiring CEO/president Dave Davis. Read the full story here.

• Costello’s Ace Hardware recently promoted Monica Rodriguez to vice president of marketing and merchandising, where she will oversee the company’s integrated marketing and merchandising strategy.

• Pella Corporation recently announced

Mathew Parrish

Dave Davis

Monica Rodriguez

Lisa Smith

MITER Foundation team

Emily Videtto as its next president and chief executive officer, succeeding Tim Yaggi at the Pella, Iowa–based window and door manufacturer.

• Big C Lumber recently promoted Courtney Kaptur to general manager of its Three Oaks, Mich., location; she was previously a kitchen and bath designer and assistant manager at the store.

• Pennsylvania Lumbermens Mutual Insurance Company (PLM) recently announced several executive leadership promotions, including naming Steve Firko president and Lindsey DiGangi senior vice president and chief operating officer, BJ Gardner assistant vice president of information technology and Ray Rogers assistant vice president of claims.

• Rival Holdings recently added Eric Johnson as production manager at Rival Lab and Josh Arnold as assistant controller at Rival Commercial as the Fort Wayne, Ind.–based company expands its construction, manufacturing and building industry operations.

• Owens Corning recently promoted Todd Fister to executive vice president and chief financial and

operating officer as the Toledo, Ohio–based building products manufacturer continues focusing on operational integration and organic growth.

• LMC has appointed David Lezzer, president of Curwensville, Pa.–based Lezzer Lumber and managing partner of Lezzer Property Ventures, to its board of directors, succeeding Harley Yoder following the completion of his board term.

• Georgia-Pacific has named Nick Trainer vice president of market sales for GP PRO to lead sales strategy, customer partnerships and business growth for the division.

• ABC Supply has promoted Ryan Morgan to manager of its South Central District, where he will oversee 20 locations across Illinois and Missouri after previously leading the company’s Garland, Tex., branch.

• Great Southern Wood Preserving named Ian Crabtree chief financial officer and promoted Justin Wright to executive vice president and chief operations officer.

• The Aubuchon Company has promoted Kristina Donnelly to chief financial officer after previously serving

Emily Videtto

David Lezzer

Nick Trainer

Courtney Kaptur

Todd Fister

Kristina Donnelly

IN THE NEWS

officer after previously serving as vice president of finance and accounting since joining the company in 2013.

WHOLESALERS, MANUFACTURERS

• Do it Best Group reported $3.6 billion in third-quarter revenue while continuing integration efforts tied to the combined Do it Best and True Value organizations, including expansion of its Retail Pulse analytics platform and distribution optimization initiatives. Read the full story here.

• Do it Best CEO Dan Starr will serve as a keynote speaker at the 12th Global DIY-Summit, June 16-18 in Amsterdam, the Netherlands.

• Ace Hardware and its vendor partners recently highlighted the 29th annual Ace Shootout , a celebrity golf fundraiser for Children’s Miracle Network Hospitals that has raised more than $46 million since 1997 and premiered nationally on Golf

Channel this past April.

• MITER Brands recently unveiled a refreshed brand identity—“Framing home in a new light”—for PGT Windows and Doors as part of continued investment and expansion across Florida and the coastal Southeast.

FOR THE FULL STORY

• Do it Best recently earned the Event of the Year honor at the IMPRESS Awards for its 80th anniversary celebration held during the company’s 2025 Fall Market in Indianapolis; read the full story here .

• Ace Hardware recently introduced

its new AI-powered “Hey ARMA” assistant for in-store associates, designed to provide real-time product information and customer support tools in more than 2,300 stores nationwide; read the full story here

• Costello’s Ace Hardware , based in Deer Park, N.Y., is expanding its footprint with new stores planned in Cedar Knolls, N.J., and Abington, Penn., as the retailer continues its multistate growth strategy; read the full story here .

• QXO has agreed to acquire TopBuild for about $17 billion in a deal that would create the secondlargest publicly traded building products distributor in North America; read the full story here.

IN MEMORIAM

• George V. Sheffer , 73, passed away April 25 in Carbondale, Ill.

Sheffer was co-owner of Murdale True Value Hardware in Carbondale and later expanded the business into Cannon Distributing and Just Ask Rental

• Doris Boston , 93, passed away April 10 in Page, Ariz. Boston and her husband, Donald, owned Boston’s True Value Hardware and later Boston’s Ace Hardware in Page.

• Kristi K. Meinecke , 65, passed away April 15 in Brookfield, Wis. Meinecke worked as human resource director for her family’s Meinecke Ace Hardware , based in southeastern Wisconsin.

• Bette Jacque Skaggs , 85, passed away April 19 in Pratt, Kan. Skaggs and her husband owned and operated Skaggs Ace Hardware in Pratt for many years.