More on the Weber-Ace deal

Ace previously reported, Weber products beginning next year will be distributed through the convenience hardware channel exclusively through Ace Hardware and Ace’s Emery Jensen Distribution subsidiary.

HBSDealer’s efforts to reach Weber for a comment on the strategy shift have been unsuccessful. But Fort Wayne, Indiana-based Do it Best and True Value agreed to answer questions.

Here is the Q&A conducted via e-mail with Jason Stofleth, VP of Merchandising for Do it Best, and Justin Hanford, VP of Merchandising for True Value:

Were you notified by Weber? How did they break the news?

We were notified by Weber on April 29 during a visit to our headquarters by Weber’s President of the Americas Jennifer Bonuso. The news came as a shock and was delivered abruptly, despite ongoing strategic discussions about expanding our collaboration. In this meeting, she confirmed Weber’s decision to end the partnership effective December 31, 2025. This decision marks a significant shift that does not align with the long-term success of independent retailers.

What are alternatives for Do it Best and True Value dealers?
While Weber's decision to limit its products to Ace and its subsidiaries is disappointing, we’re focused on offering our retailers strong, high-quality alternatives. Brands like Broil King, which are made in America and unaffected by tariffs, are available to our members and provide better margins and excellent product quality. Additionally, we are continuously expanding our grilling assortment with other trusted vendors who align with our model of independence and flexibility.

We are committed to ensuring our members have access to competitive and profitable alternatives that will help them remain strong in the grilling category. We will be unveiling our refreshed portfolio for 2026 at the Fall Market, September 5-8 in Indianapolis.

Will Do it Best/True Value dealers still have any kind of access to Weber by going direct? How will that work?
By our understanding, some Do it Best and True Value retailers may still have access to Weber products by going through EJD, a subsidiary of Ace. However, this would involve a significant shift, as retailers would be required to make larger inventory commitments when purchasing directly and will also lose the rebates they previously received through our distribution network. This new setup creates challenges for retailers who value flexibility and competitive pricing, and we strongly encourage them to consider the better alternatives we offer, which provide greater choice and margins.

How would you describe Weber's grill market share for Do it Best and True Value?
Weber has historically been a significant player in the grill category for both Do it Best and True Value, with solid year-over-year growth. However, as the market evolves, we believe this change opens up an opportunity to provide our members and retailers with a broader range of high-quality, differentiated products. While Weber’s market share has been important, we are confident that our other grill brands will help our stores continue to thrive and offer a variety of high-margin products to their customers.

How often does this kind of thing happen where a brand announces a convenience hardware channel exclusive?
This kind of move, where a brand announces an exclusive partnership within a specific channel like a convenience hardware retailer, is uncommon in our sector. Most national brands recognize the value in offering their products through a wide variety of retail channels to reach as many customers as possible. Exclusivity agreements like this typically limit competition and restrict retailers' access to high-demand products, which is why such decisions are often met with resistance in the industry. While it has happened before, these moves are not common and can be disruptive to the broader retail landscape. Independent retailers typically prefer having access to a diverse range of suppliers to ensure competitive pricing and product choice for their customers.

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