Want to make more margin where others see only risk? We sat down on the Do it Best Market show floor with Terry Bailey of DW Distribution to map out how independents turn the complexity of millwork into a durable, competitive edge. From deep inventory to guided e‑commerce and premium door systems, Terry shows how dealers can simplify ordering, avoid costly mistakes, and sell with confidence at the counter or the kitchen table.
We start with the big picture: a noisy market, fresh consolidation, and cautious optimism for 2026 as tariffs cool and rates potentially ease. Instead of hiding from that uncertainty, we lean into it. Commodities are easy to lose; millwork is earned. By pairing local expertise with a distributor’s scale, independents can stay light on inventory while delivering faster quotes, cleaner documentation, and on‑time deliveries that keep contractors loyal. Accuracy becomes the advantage, and the payoff is margin that sticks.
Then we get practical. Terry walks through DW’s eMerge configurator, designed to prevent the classic door order errors that wreck profit. We delve into upgraded pocket door systems, including all-aluminum cavity sliders with soft-close features, and explore why these details impact homeowner satisfaction. We also outline a training path for new sellers: start with narrow, proven configurations, utilize digital guardrails to reduce errors, and add premium options as confidence grows. Once contractors experience consistent success, they stop shopping the job for pennies and start trusting you for the whole package.

Topics we covered:

• Bridging commodities to millwork with deep inventory and logistics
• Why complexity creates margin and long-term customer stickiness
• E-commerce tools that make door ordering foolproof
• 2025–2026 outlook, rates, tariffs, and cautious optimism
• How independents compete during the 'Clash of the Titans'
• Practical steps to train teams and narrow error risk
• Why contractors value accuracy over small discounts

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