At the 2026 Do it Best Fall Market in Indianapolis, two topics kept bringing dealers to the LBM booth: the new Trex relationship and FEA PricePulse. One gave dealers a program they could act on. The other prompted a discussion about how lumber prices are set. Both showed what independent dealers expect from a partner: purchasing opportunities, useful information, and people who can help put them to work.
Trex: From Partnership to Purchasing Plans
The new Do it Best and Trex relationship generated steady traffic throughout Market. One trader estimated that Trex came up in 80% of his dealer conversations. Many dealers committed to purchasing through a Do it Best approved distribution partner, most often a Specialty Building Products location.
The distribution path matters. Dealers must buy through an approved partner to access the additional value available through the relationship that is only available to them by purchasing from a Trex distribution partner and billing it through Do it Best. To a dealer, whether they purchase Trex or not, they were all excited about what Do it Best is doing with vendor programs.
If Do it Best can partner in such a strategic way with someone like Trex, there’s excitement for what comes next.
PricePulse: A Closer Look at Lumber Pricing
FEA PricePulse was another major draw at the LBM booth. Shortly before Market, Russ Kathrein, Do it Best Vice President of Lumber and Building Materials, said at an industry conference that he would like mills to price contracts against PricePulse. His Market session with Paul Jannke of Forest Economic Advisors gave dealers a chance to examine that idea and ask how the benchmark works.
Russ and Paul discussed PricePulse as a transparent, data-driven view of lumber pricing. A benchmark they can understand and evaluate, based on accurate and transparent data, gives them another way to assess the market. The turnout and conversations at the booth showed how much interest dealers have in the data behind those decisions.
Buying Across the LBM Categories
Buying activity spanned the LBM business. Dealers purchased more than 250 truckloads from our reload network, more than 1,000 truckloads of drywall, and 175 truckloads of OSB. Southern yellow pine and SPF sales approach 2 million board feet in each category. Needless to say, dealers came ready to buy!
Our traders and category specialists worked with dealers and vendors on product, supply options, and programs suited to individual yards. Chris Brown, executive vice president of Culpeper Wood Preservers, described the value of those in-person conversations:
“We look forward to the Fall Market every year because nothing replaces time in person with Do it Best members. We had great conversations at our booth throughout the show, both with current customers and with new contacts, and we were able to talk about what’s coming in 2027. The Do it Best team deserves the credit for that. They connected us with the right people and made those conversations possible. We left Indianapolis with stronger relationships and real optimism about the year ahead, and we’re proud to be a Do it Best vendor partner.”
Market conversations extended beyond purchasing. Our Operational Excellence group met with many dealers about potential projects, and roughly half committed to pursue one in the year ahead. LBM learning sessions addressed truck turnaround times from an operational perspective, competing with big boxes, metal roofing, kitchen and bath design, and the aforementioned vendor of the Market, Trex. Across the broader Market, dealers could also explore marketing, e-commerce, AI, and suggested ordering.
Lastly, more than a dozen prospective LBM-focused dealers, representing more than 100 locations, attended to see what the LBM Division was all about. Their feedback emphasized that the range of resources available and the energy throughout the convention center were incredible. A majority have verbally indicated plans to join Do it Best. Some have already started the formal process, while others expect to begin soon. We look forward to continuing those conversations and earning their business.
Overall, it was an outstanding weekend in Indianapolis that has set off a tidal wave of momentum that should carry us well through the end of the year. There’s never been a better time to be a member of Do it Best’s. We can’t wait to see everyone in Orlando!
Check out what is coming up next with LBM at Do it Best.
