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Do it Best Group rolled out an expanded slate of LBM programs at its Fall Market in Indianapolis, including new Trex incentives and warehouse assortments, a metal roofing partnership with Central States, expanded interior product programs and new market data and education resources.
The initiatives were outlined during the Do it Best and True Value LBM Industry Update Sept. 25, where company leaders also addressed tariffs, lumber purchasing strategies, roofing and insulation markets and other issues affecting independent home improvement dealers and lumberyard owners heading into 2027.
Among the most prominent developments is the relationship with Trex announced earlier in the week. Do it Best members and True Value retailers can now qualify for an annual growth incentive on Trex purchases billed through Do it Best, with some dealers potentially eligible for additional incentives depending on their existing relationship with Trex.
Do it Best is also adding regionally selected Trex railing assortments to its warehouses, including white and black aluminum options and 42-inch-height products to address West Coast code requirements.
Jodi Lee, senior vice president of marketing for Trex, told dealers the opportunity extends beyond selling decking to capturing more of the complete outdoor living project.
“Sell the backyard, not the board,” Lee said during her presentation. “The frame, the railing and the lighting quoted in the same breath as the deck.”
Do it Best is supporting the effort with a “Revitalize Your Deck” customer landing page available through member microsites, and retailers can experience a related outdoor living display at the Fall Market featuring decking, railing, lighting, a pergola, outdoor cooking products and other backyard categories.
Tariffs Keep Pressure on Lumber
Tariffs and duties on Canadian building products remained a major topic during the LBM update.
Do it Best told dealers that new 50% U.S. tariffs announced this summer affected certain Canadian products, including plywood and laminated veneer lumber, while softwood lumber remained subject to a separate combination of duties and tariffs. The White House imposed an additional 50% duty on specified Canadian products effective Aug. 19, while excluding products already subject to Section 232 duties from that action.
Do it Best said Canadian producers also continue to face reduced timber availability in parts of western Canada, adding pressure to log costs and potentially limiting lumber shipments into the U.S.
The Do it Best Group LBM team encouraged dealers with significant volume or future large projects to consider purchasing strategies including forward pricing, lumber futures and contracts. During the update, Do it Best reported that its reload network can have more than 20 million board feet of lumber on the ground and can provide mixed and full truckloads. Also, distribution partners provide another option for dealers buying smaller quantities.
For high-volume forest products, the company recommended dealers consider contracting for a portion of anticipated demand, particularly for products where supply could become constrained.
New Market Data and Building Products Programs
Do it Best also highlighted its move to support Forest Economic Advisors’ (FEA) PricePulse, a transaction-based lumber pricing platform.
Unlike survey-based market reports, PricePulse draws transaction information from supplier ERP systems to calculate weighted-average pricing. Do it Best representatives said it began discussions with FEA about the platform about three years ago and has negotiated discounted access for members.
Dealers signing up at the Fall Market can receive access for the remainder of 2026 with a 2027 commitment. PricePulse is among the market-data resources being introduced to dealers at the 2026 Fall Market.
Pricing Pressure Reshapes Roofing Programs
Metal roofing pricing has been “very volatile,” says Lauren Wilson, Do it Best Group’s building materials divisional merchandise manager, with vendors implementing one round of price increases from May through June and another beginning in August. In response to market uncertainty and member feedback about existing suppliers, Do it Best sought an additional option and added Central States as a new metal roofing partner.
Wilson says Do it Best sought another supplier after hearing feedback from members about existing options. Central States is making its first Do it Best Fall Market appearance and is also presenting an LBM Learning Stage session on its metal roofing capabilities and quoting tools.
Wilson also told dealers to prepare for another winter-buy opportunity on shingles. Supply is more readily available than it was during recent periods of industry allocations, she says, giving dealers greater opportunity to compare vendors and programs for 2027.
In insulation, Do it Best reported industrywide mineral wool allocations, with some orders extending into late October or early November. The company also told dealers that two announced 6% fiberglass insulation increases did not take effect but said it expects another pricing attempt by the first quarter 2027.
During the LBM Update, Do it Best also reassured members that Service Partners remains committed to independent dealers following QXO’s acquisition of parent company TopBuild. QXO completed the approximately $17 billion acquisition in July.
More Products and Dealer Training
Do it Best is expanding programs beyond core commodity categories as well.
New appliance drop-ship programs, expanded kitchen-and-bath assortments and refreshed flooring selections were among the initiatives announced. Vanities displayed at the Fall Market will become available through weekly warehouse shipments beginning in January.
The co-op is also expanding dealer education. Its Operations Excellence team has initiated more than two dozen dealer projects during the past 18 months, examining yard layouts, material flow, delivery operations and other processes.
Additional programs include the Millwork Academy, Kitchen & Bath Design School, LBM Pro Sales School, specialized peer groups and a refreshed Leading in LBM academy focused on people, profit and process. Do it Best also said it is working with the University of Notre Dame on a business education program expected to launch next summer.
The additions reflect what Kathrein described as a broader effort to give independent dealers more choices in products, suppliers, distribution and business resources.
“Being independent doesn’t mean being alone,” Kathrein told dealers. “Our job as your co-op is to help you navigate change, uncover opportunities and bring you partnerships that help you compete more effectively and grow more profitably.”
