Do it Best and True Value Report Q2 Results, Driven by Transformational Growth

The first half of FY26 marks the first full fiscal year which 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. While 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,” said 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.”

Mid-Year Financial Performance

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 up 91% YOY
• Clothing up 46% YOY
• 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 on the way—savings that members and retailers will begin seeing in the coming weeks as Market deals go live, helping dealers be more profitable.

Marketing and Ecommerce Strength

Ecommerce and marketing performance during the second quarter reinforced the strength of the company’s omnichannel strategy—one designed 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, ecommerce did more than generate online transactions, it drove customers directly into Do it Best locations.

• 63% of orders were fulfilled through same-day pickup or ship-to-store
• Cyber Monday became the highest sales day in company history, with 66% of total traffic driven into member locations

That momentum continued throughout December, which became the strongest ecommerce month in company history, at a time when competition is at an all-time high. 

• Ecommerce sales increased nearly 60% year over year for the month of December
• Same-day pickup orders rose 24% year over year as a percentage of total orders
• December 15 set a new record for daily ecommerce sales, surpassing even Cyber Monday

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,” said Allison Flatjord, Executive Vice President of Marketing and Ecommerce. “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.”

Transformation & Integration Progress

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,” said CEO Dan Starr. “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.”

Driving Momentum into Spring

Momentum will be on full display at the upcoming Spring Market, where all independent dealers will see firsthand how the progress of the past year is already translating into real advantages for their business.

The Do it Best and True Value Spring Market is designed for all dealers who want to deepen their partnership, better understand where the company is headed, and take advantage of the collective power of the Do it Best and True Value network. Attendees can expect an integrated Market experience that brings together merchandising wins, brand and marketing momentum, technology advancements, and vendor partnerships—all focused on helping independent retailers grow and win.

Looking ahead to the critical spring selling season, the company expects their Spring Market to be a catalyst for growth featuring coordinated merchandising and promotional programs that are designed to drive awareness, traffic, and conversion—benefiting dealers across both brands.

“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 said. “This is about showing how our collective scale, independent roots, and focused execution are helping dealers succeed right now, with even more opportunity ahead.”

 

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About the Do it Best Group

Headquartered in Fort Wayne, IN, the Do it Best Group is the world’s largest hardware, lumber, and building materials buying cooperative in the home improvement industry. With nearly $6 billion in annual sales, we support thousands of independently owned locations across the United States and in more than 60 countries worldwide. Partners in the company have the flexibility to operate under the Do it Best, True Value, or their own local store identities, offering a diverse range of branding options to best serve their communities. For more information, visit doitbestonline.com and follow us on Facebook, Instagram, and LinkedIn.

For more information:

Jaclyn Goldsborough, Ferguson Advertising
574.596.0818
jaclyn@fai2.com