Hardie-Boise, Trex-SBP Deals Create Tectonic Shifts for Siding and Decking Dealers, Distributors

By Craig Webb

The impact varies, but lumberyards, exterior specialists, and two-step distributors across the country are dealing with a pair of moves that have changed who handles and gets to sell some of the construction world's most popular products.

On Aug. 3, James Hardie Building Products designated Boise Cascade's Building Materials Distribution (BMD) division as the sole nationwide distributor of the Hardie portfolio. BMD already was selling Hardie siding and trim, and now it gets to handle Hardie's AZEK and TimberTech brands. With the move, BMD will stop selling competitors' siding, trim, and exterior moulding.

The move comes about two weeks after Trex chose Specialty Building Products (SBP) to be its sole national distributor of decking and railing. Trex previously had counted BMD as a distributor.

The announcements about sole national distributor status for BMD and SBP may have confused some observers because Hardie announced separately it had expanded relations with regional distributors Capital Lumber, Dixie Plywood and Lumber Lumbermen's Inc., Parksite, Woodgrain, and Woolf Distributing. Meanwhile, Trex will be available regionally through WS Building Materials, Coastal Forest Products, and BlueLinx.

The key may lie in the word "national," in the sense of how contractors do their buying. Traditionally, purchases were made on a market-by-market basis. But some builders operating across huge territories might prefer to do their buying on a national basis. In that case, the designated national distributors came work with them: BMD has more than 60 manufacturing and distribution facilities across the country, and SBP began declaring it could serve all 50 states after its September 2025 acquisition of OrePac. Its other brands include Alexandria Moulding, Amerhart, Reeb, DW Distribution, Millwork Sales and U.S. LUMBER.

In its joint news release, James Hardie and BC bullet-pointed several advantages of having a national distribution partner. They included "A simpler purchasing experience supported by a trusted distribution network" and "increased product availability and fulfillment consistency across key markets."

As for James Hardie, the company in effect will help AZEK/Timbertech sales by "renting Boise's 600 reps until they can bring them close to the end user," one industry analyst wrote.

Now comes the shakeout. BMD sold approximately $540.5 million worth of decking last year, amount to about 9% of its total sales and 20% of its "general line" (i.e., non-commodity and non-EWP) products. Hardie's decking and railing division sold only $795.2 million worth of product last year, but its siding and trim is a near $3 billion business. BC officials said it will have to incur some costs over the coming months as it changes its portfolio.

Meanwhile, Trex's last 12 months sales totaled $1.18 billion, and it was one of the few publicly traded companies that saw volume sales increase in the just-concluded second quarter. Trex is making a big push to get homeowners to replace their wooden decks with composite materials.

Dealers like to have at least two sources for a product to help assure reliable deliveries and good service at a fair price. The moves by Hardie and Trex are likely to force some dealers to drop favorite distributors, while others might welcome no longer having to deal with a particular distributor seen deficient at credits, warranties, mis-ships, or On Time In Full performance. Hardie's realignment is expected to take about 90 days, and the clock already is ticking.