Weber to End Distribution to Do it Best, Orgill, Other Channels in Move Toward Ace Exclusivity

In a significant realignment of its distribution strategy, Weber-Stephen Products LLC has announced it will end its partnerships with convenience hardware distributors outside of Ace Hardware, designating Emery Jensen Distribution and Ace Hardware as its exclusive distribution partners beginning with the 2026 season.

While to date there hasn’t been an announcement from either Ace or Weber, the change was communicated to Emery Jensen Distribution retailers via a letter from Rob Kurzweil, the company’s director of merchandising and marketing. In the letter, Kurzweil noted, “Weber-Stephen Products LLC has made a strategic shift in the convenience hardware channel that allows Emery Jensen and Ace Hardware to become the exclusive distributors of Weber products.”

The letter further explained that beginning August 4, 2025, Emery Jensen customers will have access to Weber’s Fall Show drop ship program to prebook Spring 2026 purchases.

The move came as a shock to other distributors, particularly Do it Best, which had reported a strong and growing relationship with the popular grill brand. “Weber notified us about ending the partnership just a few days ago, confirming their decision to sever the relationship effective December 31, 2025,” said Nick Talarico, president of Do it Best, in an interview with Hardware Connection.

“Yes, this decision was abrupt and shocking,” he continued. “Despite strong sales growth and recent ongoing strategic discussions about expanding our collaboration, we had no prior indication that this would happen.”

Talarico described the relationship between Do it Best and Weber as positive, with year-over-year sales growth and joint strategic planning that made the sudden move even more unexpected. Weber will continue fulfilling orders through the end of the calendar year, with all shipments ceasing after December 31.

While the decision disrupts Weber’s presence in the broader independent hardware market, Do it Best views the change as an opportunity. “This is the perfect moment for stores to reinvent their outdoor living department by offering other brands that provide better value for both their stores and their customers,” Talarico said.

He added that Do it Best is prioritizing relationships with suppliers that share its commitment to flexibility, independence, and long-term retail success. “We are committed to ensuring our stores have access to high-quality products that will drive traffic and sales, and we will be showcasing additional options at the upcoming Fall Market.”

In response to the exclusivity arrangement, Dan Starr, CEO of Do it Best Group, issued a statement emphasizing the broader implications for the independent hardware channel. 

“Independent retailers thrive because they are empowered to make decisions that best serve their customers,” Starr said. “Weber’s decision to cut off support for the broader independent channel in favor of exclusivity limits competition and restricts choice in the marketplace. We are committed to supporting the success of our members and retailers by advocating for open and fair competition, where vendors put the needs of independent businesses and consumers first.”

---

Orgill Responds to Weber’s Exit with Broader Grill Strategy

Orgill confirmed in a letter to its dealers today that Weber will end its partnership with the distributor—along with others in the independent channel—effective Dec. 31, 2025. The announcement, communicated by Weber, was not initiated by Orgill.

“We are disappointed in Weber’s direction,” the letter states, “but will continue to support our dealers who carry Weber products through the end of 2025.”

Orgill noted that Weber represented a small share of its total grill business—fewer than 8 percent of Orgill customers purchased more than $1,000 in Weber products over the past year. In contrast, Orgill already carries more than 60 grilling and outdoor cooking brands, with plans to expand even further.

“Our merchants are working to enhance this category with additional brands, deeper assortments, and even stronger promotional opportunities,” the company said in the letter. “We look forward to helping you grow your grilling category.”

Independent Retailers Weigh Impact of Weber Exit on Outdoor Strategies

Retailers and distributors alike are now assessing how this shift will affect their outdoor category planning going forward. Emery Jensen and Ace stand to gain market share from Weber loyalists, but the move also opens the door for other grill brands to enter or expand within the independent channel.

At the same time, questions remain about how this exclusivity may impact pricing, availability, and promotional flexibility within the independent hardware channel.

Whether retailers view Weber’s decision as a loss or an opportunity, the development underscores the critical importance of diversified sourcing and supplier alignment—especially in categories as competitive and seasonal as outdoor living.

As of Thursday, May 8, 1 p.m., Ace Hardware or Weber has not released a public statement elaborating on its rationale for the change or how it intends to support Ace stores differently from past partnerships. 

Hardware Connection has also requested interviews with both Ace Hardware and Weber and have not had queries answered.