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Do it Best and True Value released their financials for the first half of fiscal year 2026, the first full fiscal year that includes True Value. Do it Best saw a slight decrease in gross sales, largely due to deflation in lumber prices. Do it Best hardlines sales remained essentially flat YOY, increasing 0.1%, in line with the home improvement industry. True Value sales increased 31% when comparing December 2024 to December 2025, reflecting the positive momentum across handled goods and directs.
“In a competitive and evolving retail environment, our focus in Q2 was simple: execute better, spend smarter and drive traffic to our members and retailers,” says Do it Best and True Value CEO Dan Starr. “That focus is paying off—in our cost structure, our digital channels and in the tangible value delivered to our members and retailers.”
At the midpoint of fiscal year 2026, consolidated revenues totaled more than $2.5 billion, reflecting steady demand across the industry, despite a flat economic environment, with the upcoming spring selling season positioned to drive increased sales and continued momentum.
Fastest-growing programs and categories across the company included snow removal, which was up 91% YOY; clothing, up 46% YOY; and tool storage, up 24% YOY. Cost discipline remained a key focus during the first half of the year, with millions of dollars in cost-of-goods savings secured and more that members and retailers will begin seeing in the coming weeks as market deals go live.
E-commerce and marketing performance during the second quarter reinforced the strength of the company’s omnichannel strategy to drive demand online and convert it into measurable traffic and sales at the local store level. Over the four-day Black Friday through Cyber Monday period, 63% of orders were fulfilled through same-day pickup or ship-to-store and Cyber Monday became the highest sales day in company history, with 66% of total traffic driven into member locations.
December became the strongest e-commerce month in company history, when e-commerce sales increased nearly 60% year over year for the month of December and same-day pickup orders rose 24% year over year as a percentage of total orders.
This performance reflects a broader, integrated marketing approach that aligns brand investment, digital execution and local fulfillment. As part of this strategy, Do it Best Group has restored the True Value national brand awareness campaign, funded through the refreshed brand awareness program, where participating True Value–branded retailers invest directly in the campaigns.
“This is a model rooted in choice and accountability,” says Allison Flatjord, executive vice president of marketing and e-commerce. “We’re the only partner that offers independent retailers this much flexibility and support in brand and marketing programs. That choice, paired with our scale and ecommerce capabilities, is what turns awareness into store traffic and sales.”
The integration of Do it Best and True Value remains ahead of schedule, with steady progress across the organization focused on operational alignment, efficiency, and retailer support. Teams are working collaboratively to streamline processes, strengthen execution and ensure a seamless experience for dealers—while maintaining day-to-day service levels and continuity.
“Our priority has been to integrate thoughtfully and responsibly,” Starr says. “We’re making progress faster than expected, but we’re doing it the right way—without disruption to our members or retailers, and always with long-term value in mind.”
At the upcoming Spring Market, independent dealers will see firsthand how the progress of the past year is already translating into real advantages for their business. Attendees can expect an integrated market experience that brings together merchandising wins, brand and marketing momentum, technology advancements and vendor partnerships.
“Our goal is for members and retailers to leave the Spring Market confident in their decision to partner with us and excited about what’s next,” Starr says. “This is about showing how our collective scale, independent roots, and focused execution are helping dealers succeed right now, with even more opportunity ahead.”
