Brands and Inventory Don’t Drive Competitive Advantage for LBM Dealers

Last year, we asked dealers what they believed set them apart in the marketplace. A year later, the results are strikingly consistent: dealers overwhelmingly point to the expertise of their sales teams and the strength of their reputation as their top competitive advantages.

What may surprise some is just how far down the list other factors rank. The brands dealers carry and the breadth of their in-stock inventory—often assumed to be key differentiators—are not viewed as major sources of competitive edge. This holds true across dealer types, from lumberyards to traditional one-step distributors.

What Does This Mean for Manufacturers?

It’s a signal to reassess where value is being created—and perceived. If your distribution strategy leans heavily on brand recognition or product availability alone, it may be time to recalibrate. Dealers are telling us that relationships, trust, and consultative selling matter more. As manufacturers and distributors plan for the year ahead, this insight offers a timely opportunity to align more closely with what dealers say drives their success.