Last fall, Lumbermen’s welcomed Jeff Malloch as Vice President of Building Materials. With a background in leadership from a large public school district, Jeff brought a fresh perspective to the role. Now, eight months in, we caught up with him to hear his reflections on the company, industry trends, and the opportunities ahead for building materials dealers.
A: “I began my business career as a CFO in a large public school district, overseeing more than 900 employees across finance, HR, operations, construction, technology, transportation, and food service. Leaving a place with such a strong culture was not easy, but Lumbermen’s reputation for genuinely caring for its people and supporting customers at the highest level made the decision feel right. Since joining the building materials industry, I’ve been struck by the deep loyalty and dedication of the individuals within it. Early in my transition to Lumbermen’s, someone told me, “Once you start in this industry, you never leave”—and I’m beginning to understand why. As I navigate my first year, building new relationships with our expanding customer base, I’ve come to see this industry as one big family—where vendors, distributors, dealers, and contractors remain closely connected in a fast-moving and rewarding market.”
Q: Does anything else stand out to you about Lumbermen’s specifically?
A: “I’ve been consistently impressed by the customer-first approach that defines our teams. Our Outside Sales Representatives and Customer Service Representatives are true advocates for our customers, working hard to solve challenges, manage special requests, and secure the right product mix. This commitment helps us build long-lasting partnerships based on trust and reliability.
Our strategies around pricing, programs, and protections are designed with flexibility in mind. But while we adapt to market conditions, integrity is never compromised. Every decision is made with fairness and long-term relationships at the core.
What really stands out, though, is the culture. There’s a strong sense of ownership, teamwork, and pride in what we do. The Lumbermen’s brand carries weight—not just because of what we sell, but because of how we show up for our customers and partners.”
A: “Tariffs on building materials often lead to increased manufacturing costs, which are typically passed down the supply chain to the end user. This creates upward pressure on prices and contributes to broader inflationary trends. In turn, inflation may impact the Federal Reserve’s decisions, potentially delaying interest rate cuts and keeping mortgage rates elevated. High mortgage rates can slow new construction and reduce demand—particularly in the entry-level housing market.
Materials sourced internationally are also more exposed to price volatility and supply disruptions due to global trade dynamics and logistical challenges. On the other hand, companies that source and manufacture domestically tend to benefit from more stable pricing and supply, creating a potential competitive edge.
Despite these headwinds, the repair and remodel (R&R) segment remains strong. Many homeowners are opting to invest in improvements to their current homes rather than navigating today’s higher-rate homebuying environment.
While these challenges weren’t anticipated during our 2024 planning, we view them as opportunities. They’ve opened the door for meaningful conversations with our Dealer network—focusing on job-specific needs, current strategies, and forward-looking plans. This proactive engagement is helping us uncover win-win solutions during a time of uncertainty.”
A: “Over the next five years, building materials dealers have a real chance to grow—especially if they align with the right kind of distributor. It’s not just about offering premium products at competitive prices anymore. Dealers who partner with distributors that are agile, market-aware, and genuinely invested in their success will have a clear advantage.
Success will come to those who work with distributors that blend strong product access with a deep understanding of local and national trends. That combination allows dealers to deliver faster, more relevant value to their customers. Technology will also play a major role. Dealers that embrace digital marketing and support tools provided by distributors will stay visible and connected in a buying process that’s increasingly happening online.
Equally important is the internal investment in people and culture. Attracting and retaining top talent will be critical to maintaining consistent service and driving long-term growth. Finally, dealers need to stay adaptable. Those who are forward-looking and work with flexible, tech-savvy distributors will be best prepared to meet the evolving demands of the industry.
Ultimately, the dealers that focus on strong partnerships, smart technology, and a winning culture will be the ones leading the way in the years ahead.”
Additional Industry Articles
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As the weather cools and we prepare for what’s predicted will be a particularly cold winter, now is a great time to promote your storm door offerings. In this article, we share actionable steps and valuable tools to help you elevate your sales game and drive sales!
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While the ride in the building materials industry has been pretty incredible the past couple of years, the truth is that a potential slowdown is looming. We can hope for changes addressing inflation and high interest rates, but in the meantime the focus should be on what you can control. Choose to take this time to finally take a breath and reevaluate your business and strategy.
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After a long, dark winter, Midwest homeowners are eager for fresh air and sunlight, making spring the perfect time to promote storm doors to your customers.Lumbermen’s proudly offers a comprehensive inventory of Larson Storm Doors, ensuring we are your go-to source for their products.
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Growing your decking business requires more than just quality craftsmanship—it takes strategic planning and effective customer engagement. Whether you’re looking to attract new clients, improve your sales approach, or enhance your brand’s visibility, having the right tools and knowledge at your disposal is essential. Here we explore three key strategies to help you expand your reach and increase your success.
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When meeting with Dealers to talk about marketing, I usually ask if they are using email marketing. Often, they aren’t—despite having a decent list of names and email addresses. The truth is, email marketing is a powerful tool for strengthening relationships with customers.
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Decking season is upon us and if the forecasts are accurate, the opportunities will be immense. In this article, we’ll share actionable steps and valuable insights to help you elevate your sales game and drive success in 2025.
Q&A with Shawn Klysen, Senior Sales Advisor, Minnesota Door Division
As part of Lumbermen’s exciting expansion of Door Manufacturing and Distribution operations in Minnesota, we were thrilled to welcome Shawn Klysen to our team as Senior Sales Advisor in December.
In this Q&A, Shawn shares his insights on the industry, his plans for driving success in Minnesota, and what excites him most about joining the Lumbermen’s family.
Preventing Frost and Condensation: Tips for Homeowners with Therma-Tru Entry Doors
When temperatures drop to zero degrees or below, it’s common for door dealers to receive calls from homeowners concerned about condensation and frost forming on their windows and doors. Aluminum components like ADA sills and astragals are more likely to form frost during these conditions due to the transference of exterior cold, mixed with warm moist air in the home.
Rethinking Relationship Building: Creating Unique Experiences Beyond the Golf Course
Are the events you plan aligned with what your customers really want? It’s important that they genuinely enjoy their time with you, so why not ask them what they’d like to do? You might be surprised by their suggestions.
4 Strategies to Boost Storm Door Sales
As the weather cools and we prepare for what’s predicted will be a particularly cold winter, now is a great time to promote your storm door offerings. In this article, we share actionable steps and valuable tools to help you elevate your sales game and drive sales!
4 Simple Tips to Elevate Your Marketing
We asked the Lumbermen’s Marketing team members to each share one tip Dealers can consider when amping up their marketing efforts this fall.
Lumbermen’s & Therma-Tru Launch Social Media Campaign Aimed to Drive Leads to Dealer
Lumbermen’s and Therma-Tru have recently initiated a dynamic social media campaign with the goal of enhancing customer engagement and increasing sales leads for dealers. This approach uses digital marketing strategies to emphasize the distinctive qualities and benefits of their products.
Navigating Your Business in Uncertain Times
While the ride in the building materials industry has been pretty incredible the past couple of years, the truth is that a potential slowdown is looming. We can hope for changes addressing inflation and high interest rates, but in the meantime the focus should be on what you can control. Choose to take this time to finally take a breath and reevaluate your business and strategy.
Unlocking Innovation: Door Industry Highlights from the International Builders Show 2024
Every year, Las Vegas welcomes members of the building industry to the International Builders Show, and Lumbermen’s was there, along with thousands of other folks from around the world! There is so much to see and do, it is hard to take it all in, so here are some highlights from our friends in the Door industry and what they are excited about in 2024.
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Storm doors are often an overlooked feature in many homes, yet they offer a wide range of benefits that can enhance both the aesthetics and functionality of your living space. Here we explore the many advantages of storm doors, from energy efficiency and security to natural light and improving indoor comfort.