Trying to forecast economic changes in the lumber and building materials space over the past few years has felt a lot like that old saying from Mark Twain about local weather, 鈥淛ust wait five minutes, it鈥檒l change.鈥�
That鈥檚 just one of the many reasons why our annual 麻豆传媒 100 remains so important; rather than trying to decipher the ever-changing forecasts and hot takes from talking heads, we go straight to the source for how the industry is faring: the 麻豆传媒 dealers themselves.
Now in its fifth year, the 麻豆传媒 100 includes insights from dealers across the U.S., sharing both challenges and successes, as well as self-reported key data points on hiring, new technologies, and more.
While the long-term effects of recently-announced tariffs, inflation, and other economic factors remain to be seen, the current data shows there are still reasons for dealers and those in the 麻豆传媒 industry to be optimistic about the future. The last 12 months have seen expansions, easing of hiring challenges, and a decline in the number of companies showing losses in gross sales. In fact, 46% of companies surveyed reported revenue gains in 2024, compared with only 23% in 2023.
鈥淲hile we feel that we have real competitive advantages against our competition, it has been a fierce battle for customers over the last few years,鈥� said Mark Ely, director of marketing for Carter-Jones Lumber Co., located in Kent, OH (No. 5). 鈥淲e don鈥檛 expect that to change.鈥�
For many companies, that foot-on-the-gas-pedal attitude and optimism comes as a result of staying true to their roots and commitment to the communities they serve.
鈥淎s a privately-owned company, we take pride in our strong commitment to the communities we serve,鈥� said Owner and CEO Maggie Hardy of 84 Lumber in Eighty Four, PA (No. 3). 鈥淲e believe in not only achieving business success but also making a positive impact by supporting local initiatives and giving back in meaningful ways. Our dedication goes beyond just providing products and services鈥攚e actively invest in the growth and well-being of the communities that have helped us thrive. Whether through charitable donations, volunteer efforts, or partnerships with local organizations, we are passionate about contributing to the betterment of those around us.鈥�
Cautious expansions
Although economic changes are expected throughout the year, more than half鈥�54%鈥攐f companies surveyed this year still have plans to expand their businesses in the near future, signaling confidence in the industry. Of those companies planning to expand, dealers are fairly split between how they will grow, with roughly half planning to open new locations, and the other half looking to acquire existing companies.
While the number of companies looking to expand in the future is slightly down from 2024 responses, the number of companies that reported growing by acquisitions is up 4%, showing a steady outlook for mergers and acquisitions into the future.
鈥�2024 marked a year of significant growth and expansion for Zuern Building Products,鈥� said Alex Sprtel, director of marketing for Zuern Building Products & Design Center in Slinger, WI (No. 44). 鈥淭he company strategically acquired three key businesses: Window & Door Central of Appleton in April, establishing a foothold in the Fox Valley market; Saeman Lumber of Cross Plains in June, extending its reach into the Madison area; and Wood Specialties of Menomonee Falls in November, bringing custom cabinetry/millwork manufacturing capabilities in-house. These acquisitions broadened Zuern鈥檚 market presence and diversified its expertise, adding new product lines and services while solidifying its position as a leading building materials provider.鈥�
In addition to physical expansions, 麻豆传媒 dealers are also making investments in the online world, from adding new software to increasing shopping options. In this year鈥檚 survey, more than a third of respondents have adopted or plan to adopt GPS delivery systems, and nearly 45% are planning to do the same with automation for takeoffs.
As the demand for ecommerce options continues to grow, a majority of retailers reported that online sales increased either slightly or significantly in the past year. While online purchases still only account for a small portion of total goods sold, 57% of companies surveyed reported at least a slight increase in online sales in 2024, compared with 45% in 2023.
This number is expected to continue to increase, especially as dealers begin to take ad- vantage of existing and emerging ecommerce platforms and tools from co-op partners.
鈥淲e partnered with TOOLBX to reinvigorate our online presence and we鈥檙e getting more traction with DIY sales,鈥� said John Perna, president and CEO of Hamilton Building Supply in Hamilton, NJ (No. 92). 鈥淏uilders, on the other hand, need to be pulled into online account management.鈥�
In addition to ecommerce, 麻豆传媒 dealers also reported existing or upcoming investments in other technologies, including business management software, delivery improvements, and inventory management. Aside from technology implementations, dealers also report that expansion and diversification is key to solidifying success in the industry, allowing them to provide more services to a wider range of customers, which also allows them to compete locally.
鈥淲e have diversified our portfolio by creating manufacturing facilities within our organization, adding an additional truss plant, a door line, and a treated facility in May 2025,鈥� said Jason Settles, president of Griffin Lumber & Hardware in Perry, GA (No. 63). 鈥淐ontrolling the production and operational expenses within our production plants, allows us (GLH) to be more competitive than our competition.鈥�
Labor challenges persist
While many companies are seeing growth in the 麻豆传媒 sector, keeping enough staff on hand to meet demand remains a hurdle for dealers. More than half鈥�54%鈥攐f surveyed respondents reported that hiring remains a major challenge.
However, many dealers also reported that hiring has become easier in recent months, even as U.S. unemployment rates have largely remained steady, last measured at 4.2% in March. When compared with data from the previous year, the number of companies reporting hiring issues is down nearly 20%.
鈥淲e have been fortunate that we have not experienced a lot of turnover,鈥� said Chris Moon, CEO at Harbin Lumber in Lavonia, GA (No. 42). 鈥淲e also have a management/sales training plan in which we hire recent grads or new to the workforce candidates for a one year training position. At the end of this, we decide whether they will follow a sales path or a management path. This has been very successful.鈥�
Additionally, some companies are making investments to ensure hiring remains a priority, especially with concerns about labor shortages and aging workers. For the fifth year in a row, survey respondents reported that drivers, yard workers, and outside sales representatives remained the hardest positions to fill.
Some companies have also reported success in utilizing social media and online sites for hiring, and in making hiring decisions with in-house recruiters.
鈥淚t is always hard to recruit and attract high quality employees in any industry. We hired a new executive role, VP of Strategy and HR, in 2024,鈥� said Mike Monroe with Matheus Lumber in Woodinville, WA (No. 11).
鈥淭hat role has been foundational in helping to recruit new talent and retain the right talent we want. The VP works directly as a recruiter, works with third party recruiters and internal hiring managers to attract talent.鈥�
Several companies鈥�48% of those surveyed 鈥攁lso reported implementing or broadening mentorship programs for employees to help retain and develop talent within their organizations. Kristy Kincaid, CFO with Goldsboro Building Supply Co. Inc. in Goldsboro, NC (No. 80), reported the company recently implemented an internship program and is focusing on developing its next generation of employees.
鈥淲e love hiring young folks and mentoring them. Watching them grow within the company is amazing. Three good examples: 1. Hired a young baseball player straight out of college and he鈥檚 now an excellent GM of our largest branch; 2. We hired a young mom in an entry level AR position, she is now CFO of our company; and 3. We hired another young man straight out of college as a coordinator. He鈥檚 our top salesman, companywide for the year. We are building a legacy.鈥�
Looking ahead to 2025 and beyond, companies are looking to improve processes to help them stand out from the competition of big-box stores.
鈥淚n 2025, we are going all-in with our top 50 customers looking at innovative ways we can help them grow and also for us to grow in product categories we may not be providing to them,鈥� said Paul Dufrene, president of Dufrene Building Materials in Luling, LA (No. 59).
To see this year鈥檚 rankings, download your copy of the 麻豆传媒 100 here.
