TIMBER TIMBER GOES TECHNICAL


BMJ takes a look at some of the broad structural shifts within the timber sector.


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he UK timber market is entering a more technical phase, with growth increasingly driven by structural, engineered and higher grade timber products rather than commodity sawnwood alone. At the same time, margin pressure and online price transparency are making it harder for merchants to compete on cost alone. Insights from Harlow Timber Group reflect what many independent and regional merchants across the UK are experiencing: 2026 is likely to reward businesses that position themselves around quality, technical support and specification expertise, not simply price per cubic metre.


Simon McIlvenna, ecommerce manager at Harlow Timber, says: “We have more than 90 years in the timber industry, importing timber from sustainable sources using relationships formed over decades. This means our extensive sawmill capability and on-site treatment tanks allow us to ensure the high standard of our timber products as we machine to our own specifications. Our internal quality control processes allied with our years of experience within the timber merchanting industry afford us a leading edge to supply all sectors with accredited, sustainable & premium timber products.”


Product shifts


Across the UK, demand patterns are shifting. There is rising use of engineered wood products such as glulam, LVL and cross laminated panels, with the UK engineered wood market forecast to grow at more than 7% annually over the next decade as sustainability and performance drive adoption. Contractors and specifiers are also applying greater scrutiny to structural grades, favouring C24 over C16 for load bearing applications, and increasingly linking material specification to compliance and documentation requirements rather than basic carcassing dimensions alone.


Several factors sit behind this shift. Regulatory tightening and modern methods of construction are pushing timber into more technical roles across both housing and commercial sectors. Government construction strategy continues to emphasise timber as part of sustainable, high quality building methods aligned with the transition to low


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carbon construction. For merchants, this means stocking decisions are becoming more strategic. It is no longer just about holding volume of standard carcassing; it is about holding the right grades, with clear certification, and being able to explain the difference.


Price competition in timber has intensified as online platforms make it easier for buyers to compare costs instantly, while larger national merchants and buying groups use scale to secure lower unit prices. Volatility in supply and material costs continues to compress margins, making discounting unsustainable for many smaller merchants. Field reports across the trade highlight ongoing cost pressure and unpredictability in pricing. When contractors can compare prices quickly, competing purely on headline cost becomes increasingly difficult. Even when margins are tight, price alone rarely builds long term loyalty. In practice, contractors tend to value reliability of supply, consistency of grade, accuracy of quantities, speed of turnaround and confidence that materials will pass inspection. Specification is also becoming a more important part of the merchant’s role. Contractors are increasingly expected to justify material choices, especially on structural works, creating an opportunity for merchants to move upstream in the decision making process. Providing specification support can include advising on appropriate strength classes and when C24 is required over C16, clarifying treatment levels for external use, supplying grading evidence and documentation for building control, and helping interpret technical requirements. In 2026, technical knowledge will increasingly differentiate timber merchants. Practical steps that make a difference include ensuring counter and yard staff understand


grading stamps and certification marks, holding clear data sheets for structural and treated products, offering simple guidance documents for common applications and training teams to ask the right technical questions at order stage. A contractor asking for “6×2 timber” may not initially specify grade or use. A well trained team member can clarify whether the application is structural, whether a higher grade is needed and whether the project demands documentation for building control.


Local knowledge Larger operators may have national frameworks and centralised buying, but independents often have advantages in agility and local relationships. Lessons emerging across the sector include the importance of stocking with intent by analysing local project types and aligning stockholding with structural and specialist needs; making quality visible through clear labelling, organised yards and accessible certification; investing in staff training to build technical confidence at the counter; supporting the whole job by linking structural timber supply with sheet materials, fixings and treatment products; and communicating capability clearly so that trade customers understand the merchant’s expertise.


Experience across the sector shows that contractors return to merchants who solve problems. Assisting with grade clarification, sourcing a specific section at short notice or providing documentation promptly all reduce friction on site. In contrast, small price differences are quickly forgotten. The timber industry is becoming more specification led and more compliance focused. As structural timber use expands and scrutiny increases, merchants are being drawn further into the technical side of the build process. For independent and regional businesses, this presents both pressure and opportunity. Competing purely on price will continue to compress margin. Competing on knowledge, reliability and specification support builds longer term relationships and protects value. BMJ


www.buildersmerchantsjournal.net April 2026


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