Good day, everyone, and welcome to the Builders FirstSource First Quarter 2024 Earnings Conference Call. Today's call is scheduled to last about 1 hour, including remarks by management and the question-and-answer session. [Operator Instructions] I would now like to turn the call over to Heather Kos, Senior Vice President, Investor Relations for Builders FirstSource. Please go ahead.

Good morning, and welcome to our first quarter 2024 earnings call. With me on the call are Dave Rush, our CEO; and Peter Jackson, our CFO. The earnings press release and presentation are available on our website at investors.bldr.com. We will refer to the presentation during our call. The results discussed today include GAAP and non-GAAP results adjusted for certain items. We provide these non-GAAP results for informational purposes, and they should not be considered in isolation from the most directly comparable GAAP measures. You can find a reconciliation of these non-GAAP measures to the corresponding GAAP measures where applicable and a discussion of why we believe they could be useful to investors in our earnings press release, SEC filings and presentation. Our remarks in the press release, presentation and on this call contain forward-looking and cautionary statements within the meaning of the Private Securities Litigation Reform Act and projections of future results. Please review the forward-looking statements section in today's press release and in our SEC filings for various factors that could cause our actual results to differ from forward-looking statements and projections. With that, I'll turn the call over to Dave.

Thank you, Heather. Good morning, everyone. Thank you for joining our call. Our resilient first quarter results reflect our differentiated product portfolio and scale, our team members consistent focus on executing our strategic priorities and our operational efficiency initiatives. As we expected, a weakening multifamily market and higher mortgage rates, driving affordability challenges were headwinds to start the year. Despite these micro challenges, we built on our successes and drove growth through our value-added products portfolio in our industry-leading digital platform. . We are committed to advancing innovation and delivering exceptional customer service as a trusted and preferred partner to our customers. We are focused on executing our clear strategic pillars, as shown on Slide 3. Our investments in value-added products, install services and digital solutions are driving organic growth, delivering greater efficiency and empowering the next generation of homebuilding. For those who are new to the BFS story, value-added products include manufactured components such as trusses, Ready-Frame and wall panels as well as windows, doors and millwork. Through our value-added products and install services we help meet our customer needs, such as reducing cycle times, addressing labor constraints and improving home construction quality. With our digital tools, we are providing our customers with a more efficient and cost-effective way to manage the construction of their homes that will increase existing customer stickiness, win new business and improve our operational efficiency. We remain committed to innovation and continuously seeking to do things better. We have a robust set of operational and productivity initiatives and are focused on leveraging our scale and fixed cost while delivering the highest quality products and services to our customers. We are deploying capital in a disciplined manner with a proven M&A strategy and a track record of buying back shares at competitive prices. Working alongside…

Thank you, Dave, and good morning, everyone. Our first quarter results demonstrated the effectiveness of our strategy and operating model. We are maintaining our fortress balance sheet and prudently deploying capital to the highest return opportunities. We've included acquisitions and share repurchases during the quarter. We are leveraging our sustainable competitive advantages and strong financial position to drive future growth and value creation for our customers and shareholders. I will cover 3 topics with you this morning. First, I'll recap our first quarter results. Second, I'll provide an update on our capital deployment. And finally, I'll discuss our 2024 guidance and related assumptions. Let's begin by reviewing our first quarter performance on Slides 10 and 11. We delivered $3.9 billion in net sales, driven by growth from acquisitions of 1.9% partially offset by commodity deflation of 1.7%. Core organic sales in line with the prior year were driven by a single-family increase of more than 4% amid higher sales of early-stage homebuilding products. From a geographic perspective, E sales were down mid-single digits, Central was flat and the West was up mid-teens. As we signaled and expected, multifamily declined more than 13% as we lapped the prior year's strong comps. R&R and other also declined by almost 5% due to weakness predominantly in the Northeast from inclement weather. As we mentioned last quarter, inclement weather negatively impacted our operations in Q1 by roughly 3% to 4% of our overall sales. Value-added products represented approximately 52% of our net sales during the first quarter, reflecting our strength and customer stickiness for these higher-margin products. During the first quarter, gross profit was $1.3 billion, a decrease of approximately 5% compared to the prior year period. Gross margins were 33.4%, decreasing 190 basis points, mainly due to a timing shift in product mix…

Thanks, Peter. Let me close by summarizing how we're set up to drive long-term profitable growth by executing our strategic pillars. We believe we are the unquestioned leader in addressing our customers' pain points through our focus on customer service, value-added products and install services. Our industry-leading digital innovations are bringing greater efficiency to homebuilding and will win us new customers and grow wallet share along the way. Our robust free cash flow generation is funding disciplined capital deployment that will maximize returns and compound long-term shareholder value. We have a proven playbook for growth during complex operating environments, and we'll keep working to be the best and deliver excellence every day. Thank you again for joining us today. Operator, let's please open the call now for questions.

[Operator Instructions] And it does appear we have our first question from Matthew Bouley with Barclays.

I'll start out on the second quarter. I'm wondering what's implied in the second quarter gross margin. It seems that you're kind of moving into that full year range of 30% to 33% in the second quarter, but correct me if I'm wrong. I know we're talking about normalization in both multifamily and the core, so within that second quarter gross margin, can we say that the over earn in both multifamily and the core is entirely rolled off or not yet entirely rolled off. So would there be sort of more to come beyond the second quarter?

Matt, thanks for the question. So the margins that we're seeing are really in line with what we were expecting. The multifamily business specifically, I think, outlined it a couple of times, but for everybody just to restate it, will continue to normalize, will continue to go down over the course of the year. We think that sales will continue to decline back towards normal, and we'll continue to see margins as a percentage return back to normal as the year progresses. So not over, but very much in line with what we were expecting. Margins -- there's a couple of things going on. We've talked about margin normalization being between 30% and 33%. We think that's an accurate forecast. Just keep in mind that normalization in this instance, would assume normal starts which we're not quite back to yet. But that said, our guide for the year is still within that range. We've seen some good things hold on longer, and we think that's going to sustain us to be able to get to our guide for the year on margins. But it's performing about like we expected. It's not a surprise in terms of where the rates -- where the margin levels are.

Okay. Secondly, the multifamily revenue impact, clearly, it's quite concentrated in the manufacturing products. I see multifamily was down 13% in Q1. It looks like you have one more, I think, tough year-over-year comparison in multifamily here in the second quarter. So I guess within the second quarter guide, is the assumption that multifamily is down sort of more than it was in the first quarter. Would that imply that Q2 is sort of the low point for multifamily year-over-year with lesser declines in the second half? Or should we assume that we should look for kind of a consistent headwind for multifamily declines through the balance of the year?

Yes, it's the latter. You should expect a consistent decline from multifamily throughout the year. It's a long lead time product category. We've got pretty good visibility to what we're expecting to see. There's certainly a bit of slippage from one month to the next in any given period. But I think what we're seeing and expecting in multifamily is another big decline in Q2 and sort of a consistent year-over-year decline throughout the end of the year. We'll, of course, update you as we learn more.

And we have our next question from Mike Dahl with RBC Capital Markets.

I want to ask, I guess, is effectively a follow-up there. When we think about what's implied for the second half, if we look at the 1Q results and 2Q, directional color, at the midpoint, it requires double-digit top line growth and kind of 15% EBITDA margins. And the high end would be kind of like mid-teens top line growth and 16% EBITDA margin, both of those, just given the multifamily decline, your comments just now about further normalization in gross margin. It kind of seems difficult. So maybe you can help us there. I guess it's a roundabout way of asking more directly. When you look at the full year guide, is there a point in the range that you think you're leaning more towards at this point, like midpoint or lower or midpoint or higher. Maybe just help us understand how that's evolved.

Mike, thanks for the question. In short, we're really confident in the forecast, the way it's laid out. That guide is something that you put out there and feel good about reaffirming. The growth that you're talking about is already happening. So I think it came through in some of our materials. I think there's maybe this expectation that our whole business moves in the same way in the same quarter. And that's really not what we're seeing here, right? You're seeing the early parts of the building process, the lumber, the truss, the stuff that hits the job site early after the start, doing great. we're growing. The momentum is building. There are certainly some headwinds we're dealing with. I mean we talked a little bit about that. I'm sure we'll talk more. But the business is performing very well in that category. We've not yet started to see the tailwind, the uplift from some of the later building process products, right, the doors, the millwork, they are also good for us. But we have every confidence that that's coming, that that's going to continue to be a good tailwind for us. There are, of course, a lot of questions about what the overall market in single family is going to do, a lot of questions about interest rates. But again, let's not forget, there's a lot of demand out there. There are a lot of confident homebuilders. There are a lot of good units and good production momentum going on, and we're participating. So we're not concerned about delivering based on everything we're seeing today, but we do have to digest multifamily. I think we've been very transparent about that. It's working like we expected, and things are playing out. So yes, the back half of the year needs to be growing. But again, we're seeing good momentum that we think will pass through on the early-stage products. We're seeing good growth in categories that we've leaned into, value-add, install, and we continue to be active in M&A. So certainly, a lot to be confident in. We're happy with the business and not shy about what we're seeing for the rest of the year.

Yes. The only thing I'd add is -- echo the overarching demand profile continues to be strong. I think the timing of when they actually execute the buy is kind of what is a little more volatile than the expectation that they will execute the buy. And that's part of it but our builder customers are still indicating that they are seeing that demand, and they're expecting the similar trajectory that we've forecasted for ourselves for the back half.

Okay. Got it. And then shifting gears just to capital deployment and maybe specifically the buyback. I mean you've got plenty of liquidity. Your leverage is low. The buyback was really just nominal this quarter for the first time in a while. What can we take away from that? And maybe anything more specific about how you envision deploying capital through the year?

Yes. We're -- you're right, we're sitting on about $700 million in cash plus all of the capacity in the ABL, lots of cool M&A popping, right? I mean we've done a couple of small deals so far, but we're sitting on a bunch of dry powder and excited about what the opportunities look like. We'll have to see how they play out. But at this moment in time, we're ready to take advantage of the opportunities that are going to present themselves. That's kind of how you should read that. A little bit of a slow start to the year, but we're feeling good.

And we have our next question from Trey Grooms with Stephens.

I also want to touch on the guidance, believe it or not. You guys mentioned -- well, first off, you reiterated the full year, you mentioned that multifamily is going about as you expected. And clearly, you guys have been very vocal about your expectations and kind of the pullback there in multifamily and the impact it could have. But clearly, the 2Q guide is lower than what I think most were kind of modeling or expecting, but with you reiterating the full year guide, is it fair to say that kind of overall, the 2Q is kind of tracking as you would have thought? Any surprises there? Or maybe even any areas where it's coming in better or worse than you would have expected as we've moved so far through the year?

Yes. Thanks, Trey. What I would tell you is multifamily in specific, some of that backlog is getting extended. So where at one point in time in the year, I may have thought more of those jobs would finish quicker. They're spread now. It's actually a good thing. It kind of smoothed that transition for us in one way. The other thing I'd tell you about multifamily, our team has done a great job going after pseudo multifamily. Smaller multifamily projects, customers, they [ haven't ] typically gone after that are helping also transition that hasn't started yet, but we're seeing a lot of good momentum in that space, things like assisted living versus a 4-level apartment complex. So smaller jobs as you take them by themselves, but add it up, it will help the transition. But single family is kind of operating the way we expected it to. There's been -- it's never retracted below a level. It's a build, and it's a continual build, but at the end of the day, is it as steep of a build as we would like? Of course, not, it's not as robust as we would like ever, but it's steady and it's there, and it doesn't retract. That's an important factor. It is a build even as it's a slower build than we'd love to see. And we're adjusting that as we need to, to those market conditions.

The only thing I might add is there's nothing in what's happened that is a surprise to us in terms of the variables. All the variables I think. We've accounted for. There are a couple of variables that were, I would say, bigger headwinds than we anticipated. I think that weather thing has certainly thrown us a curve ball. It will bounce back, but that's been a tricky one to navigate, particularly regionally. I think what builders have done to build homes more affordably, whether it be size of the home or complexity of the home there's some variability on that as well that we've been challenged with. But again, I think we're in line. We're doing what we said we were going to do despite those variables.

Yes. And I would add, a good indicator for me is always our truss backlog. Our truss backlog is at healthy levels. It's continuing to build. That's an indicator for us of what's to come. And that -- if that was starting to slack off, I might give a little more worried, but it's where it needs to be for us to be in a healthy situation.

Got it. All right. Well, I appreciate it. And hearing that you're very confident in the guide and being able to reiterate it is encouraging. So -- we appreciate it, and thanks. Good luck for the rest of the quarter.

Thanks, Trey.

And our next question comes from Rafe Jadrosich with Bank of America.

I wanted to ask on the commodity pricing. In the first quarter, it was deflationary, but when you look at -- I think OSB prices were up, lumber prices seemed kind of flattish sequentially. So can you just talk about what you're seeing there either is it from a mix standpoint? Or how does the competitive environment evolve? And like how do you expect that to go going forward?

Yes. So I would tell you right up front that commodities are where the war is happening. That's where the fight is. It's where historically, you've got the most aggressive players. You've got the most dynamic pricing, the volatility of it. I think what you're seeing in the numbers is really just around timing. A little bit of shift in terms of when we saw the OSB run versus when we were feeling it. That will come through at different points during the year. But I would expect sort of us to be pretty much done with the bad news around the prices of commodities. What I will say, though, is while we saw the run in OSB that's starting to walk back. We saw a much smaller run on lumber and that's walking back as well. So I think you're seeing that mood of the market recognizing [ higher ] for longer and trying to triangulate on what that means to commodity prices. But again, that's not our game. We don't play the commodities up, commodity down bet. We're continuing to on product just in time, move it quickly, price appropriately, get paid for what we do, that our strategy hasn't changed at all in that category.

Got it. Very helpful. And then just on SG&A, there was some deleverage in the first quarter. How should we think about that going forward here, especially if sales turn in the second half of the year? And then just remind us of the base in terms of incentive comp from last year, do you have an easier comparison there and how we just about leverage versus what you have done historically?

Yes. So SG&A, we saw a couple of one-timers come through in Q1 that hurt us a little bit. Some of it was -- we had some credits last year that we didn't repeat this year. I wouldn't -- from my perspective and take it what it's worth, I wouldn't read too much into it. I think our consistent discipline around expenses will keep us in the ranges that you'd expect. Summer months are always our best leverage months, right, Q2, Q3, so you'll see that come through. In terms of the base business, I guess I would say there isn't much of an adjustment, maybe minor on the bonus side. I think really the storyline around the year-over-year bonuses is that we gave ourselves as you've seen a more challenging target and plan for this year. Our performance is more in line versus vastly outperforming that target. So you will see a pullback in the total amount of bonus dollars just by nature of that performance, which you'd expect. I think that shareholders, management and the Board is all an alignment on that one. So that will be a bit of a tailwind versus the prior year just from a dollar amount perspective.

The only thing I'd add is our highest variable cost obviously is our labor. And the field and the team have done an exceptional job keeping labor as a percent of gross profit, which is our key metric, right in line with our operating -- within the parameters of what we set for ourselves in this level of sales and activity and our tools for managing that cost are as good as they've ever been in my 25 years with the company. So the key factor for us in managing SG&A is how well we manage our labor down at the field level, and they've done exceptional at that since the beginning of the year.

And we have our next question from Keith Hughes with Truist.

The question on the windows and doors segment. It was down 2%. You talked about some product costs declining. Can you talk about that a little bit more, which product and is that selling prices declining or inputs, any kind of details would be great.

Well, good morning, Keith, if you recall, Keith, this time last year or in the first quarter last year, we were just coming out of normalization of the supply chain, windows and doors were getting delivered timely again, and the national builders focus on completions in that first quarter was at a higher level just to catch up. That kind of was the [ PIG in the pipeline ] for us last year in higher millwork and [ window and ] the door sales in the first quarter than normal. I would tell you this first quarter was normal. So we had to roll over those numbers from last year where it was a bit more tilted towards completions where this year was more normal with respect to completions. There has been some deflation in the category, and specifically, I think, with millwork -- on the millwork side. And that's affected it modestly. I think we saw pretty close. Our volumes did exactly what we expected our volumes to do and it was more along the lines of some of the deflationary impact along with rolling over that higher degree of completions last first quarter, that really explained the difference.

And we have our next question from Adam Baumgarten with Zelman & Associates.

Can you talk about what you're seeing from a non-commodity pricing perspective? And maybe specifically on the manufactured product side?

So you're talking about customer pricing or vendor pricing.

Your pricing to customers.

So it's -- as you would expect and why we play in those categories, that is less price sensitive on the manufacturing side because once you get locked in with the designer and you get locked in with somebody who's going to meet delivery schedules and whatnot. That becomes more important factor. Now as commodities have fluctuated and the fact that they are a component of manufacturing that affects the price as commodities go up or down, and they've been going down for lumber slightly. But you know what we've been able to do is offset some of that with our efficiencies that we've been able to gain throughout since the merger with our automation investments and our continual improvement in actual board foot per labor hour produced has been a nice offset to some of those challenges. But as a whole, value add continues to hold in there better than commodities, which, of course, is in line with our strategy.

Okay. Got it. That's helpful. And then just on the 3% to 4% impact from weather you saw in 1Q, how should we expect that to be recouped? Is it mostly in 2Q? Or is it going to span over a few quarters?

Well, I was happy to say Q2 up until Houston got buried or flooded out. Generally, it takes about quarter to a quarter and a half to catch back up. It doesn't unfortunately just whipsaw back the other direction, but that's probably a reasonable way to think about it, 3 to 4 months.

And our next question comes from Stanley Elliott with Stifel.

can you all talk a little bit about what you're seeing on the services piece, some very strong numbers, up 17%. Is this kind of reflection of your efforts to take it into new markets. Is this existing your -- more services with some of your existing customers. And then I guess secondly, how should we eventually take it up -- this as either attach rate or pull through on some of the other things you're doing on the manufactured side?

Yes. I would say all of the above. We had a strong install business. We did $2.5 billion in labor and materials installed in 2023. So we had a nice base to work from. And our initial focus, as you would expect, was on the products that we are already good at in one market and leveraging that platform to other markets. And it's the products that we're most familiar with and the products that we distribute every day. So we've got off to a great start. A lot of that increase is from existing markets that are already doing install because those are the ones that had the base to work from. But we developed really nice playbooks, and we've had really good interest, which has been pull interest. So as people reaching out, I want to get into this business, how do I do it the right way versus us saying, "Hey, you need to get into this business." Which is in my role, in my seat, that's what you want to see. And we've got really good people, really good plans, and we just think it's the next evolution for us as a company in solving our customer pain points and doing it methodically and in a way that we don't make mistakes. That's key for me, to do it the right way and make sure that what we are generating is customer value added solutions.

And curious kind of tagging on that, if you're willing to share. Are you seeing more of this uptake with some of the smaller builders, some of the more national builders? Just trying to kind of get a sense for the flavor there?

It's a little, it depends on the product category first of all. But the national builders certainly like the install solution wherever they can apply it. The custom guys like it, but they're a little more specific to millwork or a little more specific to install windows probably not so much installed framing, right? So it's a really good play for the national builders. They seem to like that the best, but there are applications for both segments.

And to Dave's point, we do see a higher level of adoption of our value-added products to the larger players just generally.

Yes. And install is a natural evolution to the value add. It's the next part of value add, not only do you get the components delivered to the job site, but you actually install the components that are delivered to the job site, that's just a natural evolution of doing more for our customers.

And we have our next question from Collin Verron with Jefferies.

I just want to start on the gross margin side of things. You talked about the shift in timing towards early-stage homebuilding products being a gross margin mix headwind. Can you maybe quantify that headwind either sequentially or year-over-year? And how it compares to the headwind you're seeing from multifamily normalization? And just following up on that, how you're thinking about that mix through the rest of the year, just given what you're seeing in starts, backlogs and conversations with your customers?

Yes. So I don't think I can give you the detail -- thank you for the question. I'm not sure I can give you the breakdown necessarily exactly what you're looking for. What I can tell you is on the mix side, it's an expectation that we're going to see a trend back to normal mix. I don't think that's much of a stretch, right? So what we're seeing right now is more of our growth being in the pure commodities and the truss and the relationship between just those 2 categories, biases it towards the commodities. And commodities like I was saying before, is where we've had the most aggressive normalization. We've seen it across the board on the gross margins, right? We've seen gross margin normalization. We've talked about it a lot. It's not just multifamily, it's single-family, too. Matter of fact, this quarter, the bulk of it was single-family normalization. Much of that is the mix, but a good chunk of that is also just what we've been messaging over the last year, and that's -- we have seen this normalization play out. We've seen it across the business. And this year's margins are when you peel back that multifamily stuff, a step down from where they were. That was why we were so adamant last year that our mid-30s gross margin numbers weren't going to hold on because we were seeing it play out. But that mix will certainly be a tailwind as we regain the later-stage building products, but we have, again, the lapping from the prior year. So that's why our guide is in that 30% to 33% range because we think that those 3 variables will play against each other, and we want to try and give you the best insight possible to where we'll end up.

Okay. That's helpful color. I guess I want to pivot towards the M&A pipeline. It sounds like it's pretty robust. Any color to the size of potential deals out there in the market and what those potential targets look like from a product offering perspective.

We won't get that precise, but I think our strategy has not changed, right? The way we look at the market, where we're successful, where we can add the most value are all variables in the discussion. But I think that there's -- there are always a million rumors about what may or may not trade. I think for us, it's imperative that we stay disciplined and we stay focused. What's exciting is, as it stands today, we see a lot of assets out there that fit that screen, and now we just got to see if we can get them across finish line.

And our next question comes from Tyler Batory with Oppenheimer.

A question on the competitive environment. Are you seeing some of the smaller players out there may be trying to get more aggressive to take market shares. Is that having an impact on your performance and on your business?

What I would tell you, Tyler, is not any more than usual. Again, where we differentiate ourselves is in the value-added solution in the value-added space, and that's for a reason. Anybody can do commodities, anybody can deliver lumber. It's hard to differentiate yourself in a straight distribution model. So we do see competition in that arena for sure. We try to leverage our relationships with those customers where we do other stuff for them very well and use that as a way to continue to maintain share on the commodity side versus just getting into a price war. So we do see competition in that regard. We choose to compete where we want to compete in that regard. But we'll always do a high percentage of lumber. We're good at doing lumber. We're good at meeting schedules and making sure the lumber is there when the customer wants it. And we get recognized for that and where we get that recognition is where we play. But in short, a lot more competition on the commodity side than the noncommodity side and our reputation on the value-added space carries us a long way.

The only thing I'll add, I think it might be embedded in your question is share. I think one of the variables that we struggle with is what's the real share number. Generally, we would use single-family starts as a proxy for the market and then we would compare our sales against that. In general, that's a really tricky thing right now because I think there are some meaningful differences between a start unit and a sales dollar. Homes are smaller. The cost of those homes and what's being put into them and simpler and cheaper. And we have seen some not insignificant cost reductions or pricing reductions in terms of what we are getting from our vendors and what is selling into the market. Whether it be commodities which is the obvious one, but also EWP or millwork or any of the other ones we've talked about, those all represent sort of gaps or deltas between those 2 units of measure. And then you layer on a little bit of the timing related stuff, whether it be how complete these homes are and what we're selling or the weather or whatever, it certainly has made that whole discussion and that analysis really challenging. But back to Dave's point, I think the only place we think we've maybe struggled or battled is in that commodity, the low end where smaller competitors are more willing to get down and dirty.

Okay. Very helpful. And then a quick follow-up on the R&R side of things, down 5% in the quarter. I think weather probably impacting that. What are you seeing here in the second quarter, and there are a lot of differing views on the R&R end market out there? Just share your confidence in terms of your growth outlook this year in that end market.

So as it relates specifically to the first quarter, we're higher concentrated in R&R in the Northeast. And the Northeast was that set area of the country for us. That was a great -- more greatly impacted by weather. I think 20 to 23 days had serious weather in the quarter. That's where we felt it. In general, I think R&R will be -- is kind of a two-edged sword, right? The bigger projects are facing some of the same kind of cost of money pressures that the small custom builder is facing. But the regular smaller projects, I think, are going to be along the same line as what you would expect.

And we have our next question from David Manthey with Baird.

My first question is on the digital. So the revenue uptick is good to see. Could you share with us any data on the number of net users today versus a year ago or the end of last year? Just to give us an idea of how that's ramping? And then is there any prototypical customer type that's implementing the system? Or is it just based on personality and choice?

Dave, yes, we're excited about digital. I don't unfortunately have user numbers. I might be able to get them for you, but I don't have them off the top of my head. It's going up. We're seeing that. They were -- gosh, I don't know what it was 500 or 700 leads that we took out of IBS. We've got a lot of customers as we do our adoption and our rollout around the country that are coming on board. While most of them are mid to smaller-sized builders. The profile, I think, that you're talking about are those that are leaning into digital and technology to be able to make themselves more efficient and more professional and better with their customers. I think you've got -- sometimes it's generational. Candidly, sometimes it's not. It's just the mentality around leveraging tools to take waste out of the job, make the job go quicker, connect with the home buyer a little bit more easily, more visually. But it's such a -- in our opinion, it's such a compelling tool. It's got so much that can help to build or just get a little bit better every day. That game we're all trying to play, creating efficiency, making it more transparent to the builder, to the trades and to the home buyer. So that -- those are the types of customers, the ones that really take advantage of technology to do that, that we're seeing early. But in general, I think our digital tool has become -- is increasingly becoming the new way of doing business just because it's so easy. It's very modern, it's very smooth. And so far, so good. We're excited about the ramp-up trend and how it's been progressing, so far early days.

What I would tell you juices me the most was the traffic we had at our booth at IBS. I have never in my 25 years of going to IBS seen the kind of excitement and the kind of traffic that went through our booth, primarily because of our digital platform and showing what capabilities that it was going to present. The other thing I would say is, think about it, if you're a smaller builder, 50 to 200 homes a year, you don't have the ability to invest in technology for yourself to get this to the level of platform that we're developing. What we're doing is leveraging our ability to make those investments develop that platform for our customers of that size so that they can play in that space and be efficient without having to make a huge upfront investment themselves. So that's the rationale behind why we developed it and why we think it will be appealing to our customer base and if IBS is any indication, we hit it right on the head.

Okay. In the interest of time, I'll just pass it on. Thank you.

And we have our next question from Jay McCanless from Wedbush.

So my first question, Peter, I think you called out some pretty positive sales trends for the Western U.S. Could you talk about how that's trended in April and May, similar pattern to what you saw in 1Q?

Yes, pretty similar. I think that the West got hammered out of the gate, and they bounced back really nicely, a little more stable through the other 2 regions. But yes, I think that's been pretty consistent. We have to see how this whole weather thing in Houston plays out. But for the time being, it's pretty good.

Okay. And then taking the lumber question, especially some of the more commodity goods a step further. Is this a function of not only higher mortgage rates, but was there an oversupply of commodity lumber in the system to start the year? Just wondering if this is all rate-driven, if there's some other mitigating factors we need to be monitoring?

We didn't see a lot of unusual behavior in the market, no. Tough for us to see that from others perspective, but it's a strong I would think generally a strong and a stable market. So I don't know how people made bets with regard to where stuff was moving.

And we have our next question from Ketan Mamtora with BMO Capital Markets.

Peter, just one question. You've talked quite a bit about margin normalization and multifamily. On the core organic, the single-family piece, do you think at this point, we are sort of towards the end of that normalization, midway through? How would you characterize that? And are the competitive dynamics in that side of the business changing at all, given sort of pressure on EWP prices, given where lumber is today. Just curious to get your thoughts.

Ketan, yes, I would tell you that we're closer to the end in terms of how we expect margins to normalize. We're still below normal in terms of volume. So that's a pressure-filled environment. It's always very competitive. It always has been. We expect it always will be on the commodity side. But that now needs to be a battle cry that we rise to, right? And it's something that we've done for years and we feel good about. There's a -- there's an expectation that the little player will always be more competitive, and we think that will continue to play out. But by and large, I think margins have performed well. There's certainly been some aggressiveness from certain vendors, but in most cases, it's in response to past moves. So more of a normalization, more of a rebound back -- a mean reversion, if you will, rather than a, oh, we're in trouble, we need to do something dramatic. Does that make sense?

It does. Thank you very much.

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