AI, Consumer Trends, And Succession Planning: How A 100-Year-Old Family Business Adapts To Change

About This Episode.

What does it take to run a building materials company for 100 years and set it up to win for 100 more? That is the question at the heart of my conversation with Will Lummus, fifth-generation CEO of Lummus Supply, recorded inside one of the tiny homes his team built in their Acworth, Georgia, showroom.

With consolidation accelerating across the building industry, Will makes a strong case that the independent dealer has a durable niche when it commits to service over price, surrounds every customer with a hands-on team, and brings far more value before, during, and after the sale than lumber, millwork, and doors alone.

We get tactical about how Lummus sells windows and doors. Instead of leaning on energy efficiency specs, Will adapts to what homeowners and builders actually want: more glass, more natural light, and openings big enough to frame the view. The tiny home showroom lets buyers lift, open, and feel full-size doors and windows. As my friend Michael Tull says, “Show and tell and watch it sell.”

Will explains how the CSA Next Gen program reshaped his own transition into leadership, and what excites him about watching his daughter Ashlyn bring fresh energy to the business.

We close on the conversation dominating our industry: technology and AI. Will shares where AI-generated takeoffs stand today, why accuracy matters most when you are building a home, and why a nimble independent can adopt AI faster than a giant big box store. Will’s approach is a practical, human blueprint for growing a family business in a changing market.

Selling windows and doors gets easier when customers can feel a full-size product in a showroom before they buy.

Family business succession planning is a five-to-six-year journey. Start empowering the next generation now.

Next generation leadership gets stronger through programs like CSA Next Gen that build networks, mentorship, and preparation.

AI in the building industry is the biggest opportunity right now, and nimble independents can adopt it faster than the giants.

What you'll take away today

• Independent building materials dealers can thrive against consolidation by going to market differently and winning on service, not price.