SiteOne Landscape Supply, Inc. (SITE): Business Model Canvas [Dec-2025 Updated]

You're digging into how SiteOne Landscape Supply, Inc. actually makes its money, and honestly, it's less about a secret sauce and more about relentless, disciplined execution in the distribution space. This business model is a masterclass in the roll-up strategy, using its massive physical footprint-over 680 branches across North America-to become the single-source supplier for professional landscape contractors. We'll map out the nine building blocks, showing how they blend national scale with local service, driving digital sales up 140% in Q1 2025 while projecting Adjusted EBITDA between $400 million and $430 million for the full year; stick around to see the exact mechanics behind this consolidation play.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Key Partnerships

You're looking at the network that keeps SiteOne Landscape Supply, Inc. running, the critical external relationships that fuel their distribution engine. Honestly, these partnerships are the backbone of their scale in a highly fragmented $25 billion wholesale landscaping market, where they currently hold about 18% market share.

Strategic suppliers for core products like John Deere and LESCO

SiteOne Landscape Supply, Inc. relies on deep ties with major manufacturers. They are known for distributing products like John Deere tractors and LESCO turf care items. The relationship with LESCO is particularly foundational, as SiteOne Landscape Supply, Inc. remains the primary supplier for LESCO-branded turf care and agronomic products, stemming from the 2007 acquisition of LESCO, Inc. by Deere & Co.

The company sources products from more than 2,000 suppliers overall. Their proprietary brands, LESCO and Green Tech, together accounted for approximately 21% of sales based on historical filings.

Local and regional landscape supply companies for M&A pipeline

The acquisition strategy is a massive partnership driver, bringing local expertise and new branches into the fold. Since 2014, SiteOne Landscape Supply, Inc. has completed 102 acquisitions, adding roughly $2 billion in acquired net sales. As of October 2025, the total count of acquisitions stands at 67.

For the fiscal year 2025, through the second quarter, the company closed 4 acquisitions, which added approximately $30 million in trailing 12-month sales year-to-date. The most recent reported acquisition was Red's Home & Garden in October 2025. This M&A activity supports their footprint, which, as of Q2 2025, included over 680 branches and four distribution centers across the US and Canada.

Here's a look at the scale of their acquisition history:

Third-party logistics providers to manage supply chain complexity

While specific third-party logistics (3PL) providers aren't named, SiteOne Landscape Supply, Inc. is focused on supply chain initiatives. They are implementing new transportation management systems in an effort to reduce costs and improve reliability. In Q2 2025, SG&A as a percentage of Net sales decreased by 40 basis points to 23.9%, reflecting actions to increase efficiency and better align operating costs. This operational leverage suggests effective management of external logistics and internal distribution networks.

Technology partners for e-commerce and CRM system development

Digital integration is a clear priority, moving from a building phase to a harvest phase in their digital strategy. This involves partnerships to enhance their B2B e-commerce platform, siteone.com, and customer management.

The digital channel saw significant uptake:

• Online sales surged 140% year-over-year in Q1 2025.
• This followed a 180% growth rate for the full year 2024.

SiteOne Landscape Supply, Inc. is implementing a new sales CRM system and advanced dispatch tracking, specifically mentioning DispatchTrack. Furthermore, in November 2025, they selected Goodway Group as their paid media strategy partner to unify media, data, and creative for measurable business outcomes.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Key Activities

You're looking at the core engine of SiteOne Landscape Supply, Inc.'s growth, which is heavily reliant on disciplined execution across physical expansion, operational efficiency, and digital adoption. Here are the hard numbers reflecting those key activities as of late 2025.

Executing the high-volume, programmatic acquisition strategy

SiteOne Landscape Supply, Inc. continues to use acquisitions to fill out its product portfolio and gain market share in fragmented local markets. The pace of deals in 2025 shows this remains a primary growth lever.

• Completed seven acquisitions in 2025 as of November 17, 2025.
• Total companies acquired between 2014 and Q2 2025: 102.
• These 102 acquisitions added approximately $2,015 million in annualized net sales and 421 branches to the network.
• Acquisitions year-to-date (YTD) through Q3 2025 added approximately $40 million in trailing 12-month sales.

Managing a complex, national distribution network across 680+ branches

The scale of SiteOne Landscape Supply, Inc.'s physical footprint is central to its value proposition, serving as the backbone for product delivery and professional contractor support. The company estimates its market share based on this network size.

• Operates across 680+ branches across 45 U.S. states and six Canadian provinces as of Q2 2025.
• Holds approximately 18% share of the fragmented $25 billion wholesale landscaping market.
• The company plans to consolidate or close 15-20 branches in Q4 2025, expecting a one-time charge to Adjusted EBITDA of approximately $4 million to $6 million for this restructuring.

Optimizing price realization and gross margin through commercial initiatives

The focus on commercial initiatives, including improved price realization and operational discipline, is directly reflected in the margin expansion seen through the peak selling season of 2025.

Here's a look at the margin performance through the third quarter of 2025:

Pricing was up approximately 1% in Q3 2025, supporting the gross margin expansion efforts.

Developing and integrating digital sales platforms (e-commerce)

Digital adoption is a stated growth accelerator, with customers using the platform showing significantly faster growth rates than the overall customer base.

• SiteOne.com sales grew over 130% in the first half of 2025 (H1 2025).
• Digital sales are up >125% Year-to-Date (YTD) as of Q3 2025.
• Customers engaged digitally grow significantly faster than the company average.

Finance: draft 13-week cash view by Friday.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Key Resources

You're building a business model around a leader in a fragmented market, so the physical and financial assets SiteOne Landscape Supply, Inc. controls are central to its competitive edge. These are the foundational elements that let them serve customers better and grow through acquisition.

Extensive North American branch network is a massive tangible asset. As of mid-2025, SiteOne Landscape Supply, Inc. operated more than 680 branches across 45 U.S. states and six Canadian provinces. The company noted over 690 branches earlier in 2025. This physical footprint is key to serving landscape professionals where they work.

The inventory depth is another critical resource. SiteOne Landscape Supply, Inc. maintains a comprehensive portfolio of landscape products. As of its February 2025 filing, this portfolio included approximately 170,000 SKUs sourced from about 5,800 suppliers.

The ability to scale rapidly through acquisition is supported by dedicated internal capabilities. Between 2014 and the end of 2025, SiteOne Landscape Supply, Inc. had acquired 102 companies. Specifically, by November 2025, the company had completed its seventh acquisition for the 2025 calendar year. These acquisitions added approximately $2,015 million in annualized net sales and 421 branches to the network since 2014.

Financial flexibility is a deliberate choice supporting this growth strategy. The company runs a relatively conservative balance sheet, which is smart for an acquisition-focused model. You can see this in the leverage metrics from the latest reporting periods.

This low leverage provides room for more financing if a strategic opportunity arises. Here are the key operational and scale statistics supporting the business:

• Total North American Branches: Over 680
• Total SKUs in Portfolio: Approximately 170,000
• Total Suppliers: Approximately 5,800
• Acquisitions Completed (2014-2025): 102
• Acquisitions in 2025 (as of Nov 2025): Seven

Finance: draft 13-week cash view by Friday.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Value Propositions

You're looking at the core reasons why landscape professionals choose SiteOne Landscape Supply, Inc. over competitors. It boils down to convenience, scale, and tools that help them run a tighter ship. Here's the breakdown of the value SiteOne Landscape Supply, Inc. delivers to its customer segments, primarily residential and commercial landscape professionals.

Single-source, full-line distributor for all landscape supplies

SiteOne Landscape Supply, Inc. positions itself as the definitive one-stop shop for the green industry. This breadth of inventory simplifies procurement significantly, meaning less time chasing down materials from multiple vendors. You can source everything from the ground up.

The sheer scale of the offering is impressive, providing contractors with a deep bench of product choices:

• Offerings include over 130,000 stock keeping units (SKUs).
• Products sourced from approximately 5,000 suppliers.
• Product categories include irrigation, fertilizer, control products, nursery goods, and hardscapes like pavers and natural stone.

Financially, this scale supports the business, which reported trailing twelve months revenue ending September 30, 2025, of $4.672 Billion USD. For the second quarter of 2025, net sales reached $1.46 Billion. The company's gross margin for Q2 2025 stood at 36.4%.

National scale with local, specialized product availability and service

The value proposition here is the combination of national purchasing power with localized service execution. You get the benefit of a large network without losing the feel of a local supplier relationship. This network supports the core business segments, which as of Q2 2025, break down as follows:

This scale is supported by a significant physical footprint and workforce as of late 2025:

• Network includes over 590 store locations across 45 US states and six Canadian provinces.
• The company has an employee base of approximately 4,947 associates.
• SiteOne Landscape Supply, Inc. employees reached approximately 3.9K as of October 2025.

Operational efficiency is a stated goal, with Selling, General and Administrative expenses (SG&A) as a percentage of net sales decreasing to 23.9% in Q2 2025.

Value-added services like design assistance and business training

SiteOne Landscape Supply, Inc. goes beyond just moving product; they actively invest in making their customers better operators. This consultative approach builds loyalty and drives higher-value transactions. They offer crucial support outside of the transactional counter sale.

Business training is delivered through programs like SiteOne University, which offers focused tracks to help contractors grow their skillset and business practices. These training opportunities cover areas such as:

• Business management solutions.
• Erosion Control/Drainage.
• Hardscaping and Irrigation.
• Lawn Care and Pest Control.

Improved operational efficiency for contractors via digital tools

The push into digital tools is designed to make ordering faster and more accurate, freeing up contractor time for billable work. Digital sales growth is a key metric for the company, showing contractor adoption of these efficiency drivers.

The digital value proposition is clearly translating into business results:

• E-commerce sales saw a 140% year-over-year increase in Q1 2025.
• This followed a 180% growth in e-commerce sales for the full year 2024.

Digital tools allow customers to check product availability, access pricing, and create custom shopping lists for projects. The company is also implementing initiatives like a sales CRM and advanced dispatch tracking for deliveries to further streamline operations. Doug Black noted that customers purchasing online are growing their total business with SiteOne Landscape Supply, Inc. significantly faster than the company average.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Customer Relationships

You're looking at how SiteOne Landscape Supply, Inc. keeps its professional customers coming back, which is really about balancing that local, in-person expertise with digital speed. It's a mix of old-school service and new-school tech.

Dedicated, personal relationships via local branch sales teams

The foundation of SiteOne Landscape Supply, Inc.'s customer relationship strategy rests on its physical footprint, which serves as the primary touchpoint for landscape professionals. This network is designed to ensure proximity and quick service, which is critical when a contractor is on a tight schedule.

As of the end of 2023, SiteOne Landscape Supply, Inc. operated over 690 branch locations across 45 U.S. states and six Canadian provinces. This extensive network supports the dedicated, personal relationships forged by local branch sales teams who work closely with contractors.

The company's strategy is to be the premier daily destination for the green industry, relying on these local teams to provide materials, tools, and on-the-ground advice.

Self-service and convenience through the digital e-commerce platform

SiteOne Landscape Supply, Inc. has heavily invested in its digital capabilities to offer self-service convenience, which is clearly driving significant customer engagement. Customers who use the digital channels are growing their overall business with the company at a much faster rate than the average customer.

The growth in digital adoption is stark:

• Digital sales surged 140% year-over-year in Q1 2025.
• Online revenue through SiteOne.com grew more than 130% in the first half of 2025.
• This digital surge followed 180% growth achieved in the full-year 2024.

These tools, including siteone.com and DispatchTrack, are credited with boosting productivity improvements. The focus is on making product searches easier, simplifying online ordering, and improving bill payment functionalities for the customer.

Loyalty and retention via the SiteOne Partners Program

The Partners Program is the formal mechanism SiteOne Landscape Supply, Inc. uses to reward loyalty and increase customer wallet share. It is structured to incentivize higher annual spending thresholds.

Here are the key figures related to this loyalty structure:

The program offers rewards like account credit, trips, and gift cards, plus exclusive access to business services at preferred rates, such as payroll and fuel rebates.

High-touch support for complex product lines like irrigation and hardscapes

Beyond transactional sales, SiteOne Landscape Supply, Inc. provides consultative services that act as high-touch support, especially for complex product categories like irrigation and hardscapes. This support helps contractors save time, money, and effort when bidding and executing projects.

The specialized support includes:

• Assistance with irrigation network design.
• Commercial project planning.
• Project Services teams specializing in quoting, estimating, and completing sales for the commercial construction sector.
• Irrigation project take-offs.

These value-added consultative services complement the product offerings, which include approximately 160,000 stock keeping units (SKUs) as of late 2023. The company's overall Net sales for Q2 2025 reached $1.46 billion. This level of support is defintely key to maintaining share in a market where end markets like new construction can be soft, as seen when organic daily sales were flat in Q2 2025.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Channels

You're looking at how SiteOne Landscape Supply, Inc. (SITE) gets its products and services into the hands of landscape professionals, and it's a multi-pronged approach designed for maximum reach across a fragmented market. The physical footprint is the bedrock of this strategy.

The company relies on a physical branch network of over 680 locations for local pickup, which is critical for contractors needing immediate access to inventory for job sites. This local presence is supported by significant infrastructure investment, including four large regional distribution centers dedicated to supply chain control and efficient product flow to those branches.

The digital channel has seen explosive adoption. The e-commerce platform (siteone.com) is a major growth engine, showing a 140% surge in digital sales during the first quarter of 2025 alone. This momentum continued, with online revenue through SiteOne.com surging more than 130% in the second quarter of 2025. Customers engaging digitally are growing their total business with SiteOne Landscape Supply, Inc. significantly faster than the company average.

To capture the largest accounts, SiteOne Landscape Supply, Inc. deploys direct sales teams. These teams focus on large commercial and residential contractors, providing consultative support that goes beyond simple transactions. This direct engagement helps drive market share gains, complementing the self-service nature of the branches and the website. Here's a quick look at how the channel performance stacked up in the first half of 2025, blending the physical and digital reach.

The direct sales force is also being optimized for efficiency. Management noted that the outside sales force was covering approximately 10% more revenue in 2025 than in 2024, without adding headcount, which helps drive better SG&A leverage. This focus on efficiency across all touchpoints is key to achieving the full-year adjusted EBITDA guidance of $400 million to $430 million for fiscal 2025.

The company's overall operational structure supports these channels through focused metrics:

• Gross Margin Improvement: Reached 36.4% in Q2 2025.
• SG&A Leverage: Decreased to 23.9% of net sales in Q2 2025.
• Acquisition Revenue Contribution: Added $20 million in trailing 12-month sales year-to-date 2025.
• Direct Import Exposure: Stated to be under 2%.

The combination of physical accessibility, digital convenience, and dedicated sales support defines how SiteOne Landscape Supply, Inc. serves its core customer base of landscape professionals. Finance: draft 13-week cash view by Friday.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Customer Segments

SiteOne Landscape Supply, Inc. serves a core customer base of professional landscape contractors who handle the design, installation, and maintenance of outdoor spaces for both residential and commercial properties. This segment is the primary focus, supported by over 690 branches across 45 U.S. states and six Canadian provinces as of Q2 2025.

The business model is balanced across different end-market demands, which provides a degree of resilience against sector-specific downturns. Here is the breakdown of sales volume by end market for 2025:

The New Construction segment is composed of two main parts:

• New Residential Construction: Accounted for 21% of sales.
• New Commercial Construction: Accounted for 14% of sales.

SiteOne Landscape Supply, Inc. also caters to specialty contractors through its diverse product offerings, which are essential for these focused trades. While the segment data is often reported by product category, these categories directly map to the services specialty contractors provide. For context on the products driving these specialty segments (based on FY2024 data, used as a proxy for the mix):

• Hardscapes: Represented 26% of product sales.
• Irrigation: Represented 24% of product sales.
• Outdoor Lighting: Represented 4% of product sales.

The company is actively gaining market share from customers who are not digitally engaged, as digitally engaged customers grew significantly faster in H1 2025. SiteOne Landscape Supply, Inc. holds an estimated 18% share of the total $25 billion fragmented wholesale landscaping products distribution market.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Cost Structure

You're looking at the core expenses SiteOne Landscape Supply, Inc. incurs to keep its massive distribution network running and growing. Honestly, for a business this size, the costs are dominated by what it takes to buy and move product, plus the overhead of all those physical locations.

High Cost of Goods Sold (COGS) due to product procurement and freight is the single largest cost component. Since SiteOne Landscape Supply, Inc. is a wholesale distributor, the cost of the materials they sell is paramount. For the second quarter of 2025, Net Sales were $1,461.6 million, with Gross Profit coming in at $531.4 million, meaning the implied COGS was approximately $930.2 million. This high volume of procurement naturally ties up significant working capital; for instance, working capital increased to $1.06 billion in Q2 2025, partly due to early inventory purchases ahead of anticipated tariffs. Freight and logistics are baked into this, as the company focuses on delivery efficiency, which showed a 40 basis point reduction in net delivery expense on delivered sales in Q2 2025.

The cost associated with maintaining the physical footprint shows up clearly in the Selling, General, and Administrative (SG&A) expenses. SiteOne Landscape Supply, Inc. operates over 680 branches and four distribution centers as of Q2 2025. This scale creates a fixed cost base that needs to be covered by sales volume. In Q2 2025, SG&A was $349.1 million, representing 23.9% of Net Sales, which management highlighted as SG&A leverage. However, by the third quarter of 2025, with Net Sales at $1,258.2 million, SG&A expenses rose to $357.4 million, pushing the ratio up to 28.4% of Net Sales. This difference clearly illustrates how fixed branch costs impact the cost structure when organic daily sales growth is flat, as it was in Q2 2025.

Integration costs from ongoing acquisitions and branch consolidations are a necessary, though often lumpy, part of the cost structure for SiteOne Landscape Supply, Inc. The company has been active, closing acquisitions like Green Trade Nursery in Q2 2025, and Grove Nursery and Nashville Nursery post-Q2. While specific integration costs aren't always broken out, the impact of rationalizing the footprint is signaled by planned actions. Management updated its full-year 2025 Adjusted EBITDA guidance to include an expected charge of approximately $4 million to $6 million in the fourth quarter related to planned branch consolidations.

Capital expenditures reflect investment in the network, which is a key driver of future operating costs and capacity. You can see the commitment to the physical assets in the quarterly spend. Capital expenditures increased to $14.3 million in Q2 2025, up from $12.1 million in the prior-year period, reflecting increased investment in branches.

Here's a quick look at how the major operating costs trended across the two most recent quarters of 2025:

The variability in the SG&A percentage between the quarters is defintely something to watch; it shows how sensitive the operating leverage is to the top line, even with cost discipline actions underway.

SiteOne Landscape Supply, Inc. (SITE) - Canvas Business Model: Revenue Streams

SiteOne Landscape Supply, Inc. generates revenue primarily through the wholesale distribution of landscape supplies to green industry professionals across the United States. The revenue streams are diversified across product categories and are significantly augmented by the company's aggressive acquisition strategy.

Sales of Hardscapes, Irrigation, and Nursery products form a major component of the overall revenue base. Based on the fiscal year 2024 product mix, these categories represent substantial portions of the business:

• Hardscapes accounted for $\mathbf{26\%}$ of the product mix.
• Irrigation represented $\mathbf{24\%}$ of the product mix.
• Nursery products made up $\mathbf{11\%}$ of the product mix.

For the first quarter of 2025, the landscaping products segment, which includes irrigation, nursery, and hardscapes, experienced an organic daily sales decline of $\mathbf{4\%}$ year-over-year.

Net sales growth driven by acquisitions is a critical lever for SiteOne Landscape Supply, Inc.'s top-line expansion. For instance, in the first quarter of 2025, acquisitions contributed $\mathbf{\$45.1 \text{ million}}$, which equated to $\mathbf{5\%}$ of the total Net sales growth for that quarter. To show the ongoing nature of this driver, acquisitions contributed $\mathbf{\$40.9 \text{ million}}$ (or $\mathbf{3\%}$) to the $\mathbf{\$1,461.6 \text{ million}}$ net sales in Q2 2025, and $\mathbf{\$12.5 \text{ million}}$ (or $\mathbf{1\%}$) to the $\mathbf{\$1,258.2 \text{ million}}$ net sales in Q3 2025.

The company's forward-looking profitability guidance reflects confidence in its operational execution and acquisition contributions. SiteOne Landscape Supply, Inc. reaffirmed its full-year 2025 Adjusted EBITDA projection to be in the range of $\mathbf{\$405 \text{ million}}$ to $\mathbf{\$415 \text{ million}}$, which excludes any expected contributions from unannounced acquisitions.

Revenue from turf care, fertilizer, and agronomic products provides a more resilient revenue stream, often tied to maintenance activities which are less cyclical than new construction. In the first quarter of 2025, organic daily sales in agronomic products, which includes fertilizer, ice melt, and pest control, grew $\mathbf{7\%}$ year-over-year. The fiscal year 2024 product mix indicated that Fertilizer & Other revenue represented $\mathbf{14\%}$ of the total product sales.

You can see the product category contribution from the prior full year to understand the revenue composition:

The Trailing Twelve Month (TTM) revenue ending September 30, 2025, stood at $\mathbf{\$4.672 \text{ Billion}}$ USD.