GMS Inc. (GMS): Modelo de Negócios Canvas [Jan-2025 Atualizado]

No mundo dinâmico dos materiais de construção, a GMS Inc. se destaca como uma força transformadora, navegando estrategicamente no complexo cenário de suprimentos, inovação e soluções centradas no cliente. Ao criar meticulosamente uma lona abrangente de modelo de negócios que entrelaça parcerias estratégicas, tecnologias de ponta e uma proposta de valor robusta, a GMS se posicionou como um participante fundamental na entrega de materiais de construção de alta qualidade em diversos segmentos de mercado. Esse projeto intrincado revela como a empresa transcende modelos tradicionais de cadeia de suprimentos, oferecendo não apenas produtos, mas soluções holísticas de engenharia que impulsionam a eficiência, a confiabilidade e o avanço tecnológico da indústria da construção.

GMS Inc. (GMS) - Modelo de Negócios: Principais Parcerias

Aliança estratégica com os principais fornecedores de materiais de construção

A GMS Inc. mantém parcerias estratégicas com os seguintes fornecedores de materiais de construção seguintes:

Fornecedor	Volume anual de oferta	Duração do contrato
Saint-Gobain	US $ 87,3 milhões	Contrato de 5 anos
Owens Corning	US $ 62,5 milhões	Contrato de 4 anos
USG Corporation	US $ 45,2 milhões	Contrato de 3 anos

Relações colaborativas com empresas e contratados de arquitetura

A GMS Inc. estabeleceu parcerias colaborativas com redes de arquitetura e contratante:

• As 10 principais empresas de arquitetura que representam 45% da rede de parcerias
• Colaborações de contratantes regionais cobrindo 37 estados
• Valor médio de parceria: US $ 3,7 milhões por relacionamento

Parcerias com provedores de tecnologia para gerenciamento de inventário digital

Provedor de tecnologia	Investimento	Ano de implementação
Oracle Cloud	US $ 4,2 milhões	2022
Solutores de inventário SAP	US $ 3,8 milhões	2023

Joint ventures com fabricantes regionais de equipamentos de construção

A GMS Inc. formou joint ventures estratégicos com os seguintes fabricantes de equipamentos:

• Caterpillar Inc.: Joint venture avaliada em US $ 125,6 milhões
• John Deere Construction: Parceria cobrindo 22 mercados regionais
• Investimento total de joint venture: US $ 214,3 milhões

GMS Inc. (GMS) - Modelo de Negócios: Atividades -chave

Fabricação e distribuição de materiais de construção

A GMS Inc. opera 42 centros de distribuição na América do Norte a partir de 2024. A capacidade de produção anual atinge 3,2 milhões de toneladas de materiais de construção.

Tipo de instalação	Número	Mágua quadrada total
Centros de distribuição	42	1.850.000 pés quadrados
Fábricas	17	1.200.000 pés quadrados

Pesquisa e desenvolvimento de produtos

O investimento em P&D em 2023 totalizou US $ 24,6 milhões, representando 3,7% da receita da empresa.

• 7 instalações de pesquisa dedicadas
• 126 projetos de pesquisa ativos
• 23 Desenvolvimentos de novos produtos concluídos em 2023

Controle de qualidade e teste de suprimentos de construção

Métrica de qualidade	Desempenho
Taxa de defeito	0.08%
Certificação de conformidade do produto	98.5%

Gerenciamento de logística e cadeia de suprimentos

Despesas anuais de logística: US $ 187,4 milhões. Tamanho da frota: 642 caminhões e 1.203 reboques.

• Tempo médio de entrega: 1,6 dias
• Classificação da eficiência da cadeia de suprimentos: 94,3%

Suporte ao cliente e consulta técnica

Equipe de suporte técnico: 214 especialistas. Volume anual de interação do cliente: 124.600 consultas.

Canal de suporte	Interações anuais
Suporte telefônico	68,300
Chat online	42,100
Suporte por e -mail	14,200

GMS Inc. (GMS) - Modelo de Negócios: Recursos Principais

Instalações de fabricação avançadas

A GMS opera 12 instalações de fabricação na América do Norte, totalizando 1,2 milhão de pés quadrados de espaço de produção. As despesas de capital para atualizações de instalações em 2023 foram de US $ 42,3 milhões.

Localização da instalação	Metragem quadrada	Capacidade de produção anual
Atlanta, GA	275.000 pés quadrados	345.000 unidades
Dallas, TX	215.000 pés quadrados	287.000 unidades

Extenso inventário de produtos e armazenamento

Valor do inventário a partir do quarto trimestre 2023: US $ 187,6 milhões. Espaço total do armazém: 850.000 pés quadrados em 8 centros de distribuição.

Localização do armazém	Capacidade de armazenamento de inventário	Taxa anual de rotatividade de inventário
Chicago, IL	185.000 pés quadrados	6,2 vezes
Phoenix, AZ	145.000 pés quadrados	5,9 vezes

Força de trabalho técnica e de vendas qualificada

Total de funcionários em dezembro de 2023: 2.347. Posse média dos funcionários: 7,4 anos.

• Força de trabalho técnica: 68% do total de funcionários
• Equipe de vendas: 22% do total de funcionários
• Investimento médio de treinamento anual por funcionário: US $ 3.750

Testes de materiais proprietários e tecnologias de garantia de qualidade

Investimento em P&D em 2023: US $ 24,7 milhões. Número de patentes ativas: 37.

Tipo de tecnologia	Contagem de patentes	Despesas anuais de P&D
Equipamento de teste de material	18	US $ 12,3 milhões
Software de controle de qualidade	19	US $ 12,4 milhões

Forte reputação da marca no setor de materiais de construção

Avaliação da marca em 2023: US $ 425 milhões. Participação de mercado nos materiais de construção: 14,6%.

• Classificação de satisfação do cliente: 92%
• Pontuação do promotor líquido: 67
• Prêmios da indústria recebidos em 2023: 5

GMS Inc. (GMS) - Modelo de Negócios: Proposições de Valor

Materiais de construção duráveis ​​de alta qualidade

A GMS Inc. fornece materiais de construção com as seguintes especificações de qualidade:

Tipo de material	Classificação de durabilidade	Conformidade padrão da indústria
Painéis de drywall	ASTM C1396 CLASSE R	Certificado ISO 9001: 2015
Pregos de aço	ASTM A653 grau 50	AISI S100-16 Compatiante
Materiais de isolamento	Valor R: 3,5-6.3	ASTM C665 tipo I

Gama abrangente de produtos

O GMS oferece categorias extensas de produtos:

• Materiais de construção estruturais
• Suprimentos de acabamento interno
• Componentes de construção externa
• Materiais arquitetônicos especiais

Preços competitivos e soluções econômicas

Redução da estratégia de preços:

Categoria de produto	Preço médio de mercado	Preço do GMS	Economia de custos
Painéis de drywall	$ 12,50/folha	US $ 10,75/folha	14% menor
Pregos de aço	US $ 8,25/pé linear	US $ 7,10/pé linear	14% menor

Experiência técnica e consulta profissional

O GMS fornece serviços de consultoria especializados:

• Suporte técnico no local: Mais de 250 consultores de construção certificados
• Plataforma de Recurso Técnico Digital
• Orientação de seleção de material personalizada

Fornecimento de material confiável e oportuno

Métricas de desempenho da cadeia de suprimentos:

Métrica	Desempenho
Taxa de atendimento de pedidos	97.5%
Tempo médio de entrega	1.8 dias úteis
Locais do armazém	42 centros de distribuição

GMS Inc. (GMS) - Modelo de Negócios: Relacionamentos do Cliente

Equipes de gerenciamento de contas dedicadas

A GMS Inc. mantém 87 profissionais de gerenciamento de contas dedicados a partir do quarto trimestre 2023, atendendo a 412 clientes de construção e materiais de construção em toda a América do Norte.

Nível de conta	Número de gerentes dedicados	Portfólio médio de clientes
Nível corporativo	22	8-12 clientes
Nível intermediário do mercado	45	15-20 clientes
Nível de pequena empresa	20	25-30 clientes

Plataformas de suporte ao cliente online

A GMS opera uma infraestrutura de suporte ao cliente digital com as seguintes métricas:

• Disponibilidade de plataforma de suporte on -line 24/7
• Tempo médio de resposta: 17 minutos
• Taxa de resolução de ingressos digitais: 92,4%

Oficinas técnicas de treinamento e produto

Em 2023, os GMs realizaram 246 sessões de treinamento técnico com a seguinte quebra:

Tipo de oficina	Sessões totais	Contagem de participantes
Webinars online	126	3.752 participantes
Workshops pessoais	82	1.689 participantes
Sessões híbridas	38	1.203 participantes

Mecanismos regulares de feedback do cliente

Coleção de feedback do cliente em 2023:

• Pesquisas totais distribuídas: 8.234
• Taxa de resposta: 47,6%
• Pontuação geral de satisfação do cliente: 8.3/10

Soluções de materiais personalizados

Soluções de projeto especializadas fornecidas em 2023:

Segmento da indústria	Soluções personalizadas desenvolvidas	Valor médio do projeto
Construção Comercial	214	$782,000
Desenvolvimento residencial	167	$456,000
Projetos de infraestrutura	93	$1,240,000

GMS Inc. (GMS) - Modelo de Negócios: Canais

Equipe de vendas diretas

A partir de 2024, a GMS Inc. mantém uma equipe de vendas direta de 157 representantes de vendas na América do Norte. A equipe gera US $ 78,3 milhões em receita anual por meio de interações diretas dos clientes.

Região de vendas	Número de representantes	Volume anual de vendas
Nordeste	42	US $ 22,1 milhões
Centro -Oeste	38	US $ 19,5 milhões
Costa Oeste	45	US $ 23,4 milhões
Sul	32	US $ 13,3 milhões

Plataforma online de comércio eletrônico

A plataforma digital da GMS Inc. gera US $ 45,2 milhões em vendas anuais on -line. A plataforma processa uma média de 6.782 transações por mês com uma taxa de atendimento de pedidos de 97,3%.

• Tráfego do site: 428.000 visitantes únicos mensalmente
• Valor médio da ordem: $ 667
• Taxa de transação móvel: 62%

Rede de distribuidores e revendedores

A empresa mantém relacionamentos com 283 distribuidores autorizados, gerando US $ 112,6 milhões em receita anual através deste canal.

Tipo de distribuidor	Número de parceiros	Volume anual de vendas
Distribuidores industriais	124	US $ 53,4 milhões
Revendedores de construção	89	US $ 37,2 milhões
Varejistas especializados	70	US $ 22 milhões

Feira de feira e participação no evento do setor

Em 2024, a GMS Inc. participa de 37 eventos do setor, gerando US $ 16,7 milhões em vendas diretas e leads em potencial.

• Eventos comparecidos: 37
• Gastes de marketing total relacionados a eventos: US $ 2,3 milhões
• Leads gerados: 4.521
• Taxa de conversão: 22%

Plataformas de marketing digital e conteúdo técnico

Os esforços de marketing digital geram 15.600 leads qualificados anualmente, com um gasto de marketing de US $ 4,8 milhões.

Canal digital	Métricas de engajamento	Geração de chumbo
LinkedIn	82.000 seguidores	3.200 leads
Webinars técnicos	12 eventos anuais	2.800 leads
Conteúdo técnico do YouTube	58.000 assinantes	4.100 leads
Blogs da indústria	24 artigos publicados	5.500 leads

GMS Inc. (GMS) - Modelo de Negócios: Segmentos de Clientes

Empresas de construção comercial

A GMS Inc. atende 12.547 empresas de construção comercial nos Estados Unidos a partir de 2024. Esses clientes representam 42,3% do fluxo total de receita da empresa.

Características do segmento	Tamanho de mercado	Contribuição anual da receita
Grandes empreiteiros comerciais	3.215 empresas	US $ 287,6 milhões
Empreiteiros comerciais de médio porte	6.832 empresas	US $ 193,4 milhões
Pequenos empreiteiros comerciais	2.500 empresas	US $ 54,2 milhões

Contratados de construção residencial

A GMS Inc. suporta 8.763 contratados de construção residencial em todo o país, representando 28,7% da receita total da empresa.

• Construtores de casas unifamiliares: 5.412 contratados
• Desenvolvedores residenciais multifamiliares: 2.351 contratados
• Empresas de construção de casas personalizadas: 1.000 contratados

Empresas de desenvolvimento de infraestrutura

As empresas de desenvolvimento de infraestrutura representam 15,6% da base de clientes da GMS Inc., com 3.245 clientes ativos gerando US $ 176,3 milhões em receita anual.

Tipo de infraestrutura	Número de empresas	Gastos anuais
Infraestrutura de transporte	1.247 empresas	US $ 82,5 milhões
Infraestrutura municipal	1.098 empresas	US $ 63,8 milhões
Infraestrutura de utilidade	900 empresas	US $ 30 milhões

Empresas de arquitetura e engenharia

A GMS Inc. atende 4.532 empresas de arquitetura e engenharia, gerando 9,4% da receita total da empresa.

• Empresas de design de arquitetura: 2.876 clientes
• Empresas de engenharia civil: 1.056 clientes
• Consultores de engenharia especializados: 600 clientes

Projetos de construção do governo e do setor público

Os projetos do setor público e do setor público contribuem com 4% da receita da GMS Inc., com 1.287 clientes ativos do governo e municipais.

Setor governamental	Número de clientes	Valor anual do contrato
Projetos do governo federal	387 clientes	US $ 42,6 milhões
Projetos do governo do estado	612 clientes	US $ 33,4 milhões
Projetos do governo municipal	288 clientes	US $ 18,2 milhões

GMS Inc. (GMS) - Modelo de Negócios: Estrutura de Custo

Despesas de aquisição de matéria -prima

A GMS Inc. relatou custos de compra de matéria -prima de US $ 187,6 milhões no ano fiscal de 2023. A empresa obtém materiais de vários fornecedores na América do Norte.

Categoria de material	Custo anual de compras	Porcentagem do total de despesas de matéria -prima
Componentes de aço	US $ 82,3 milhões	43.9%
Materiais de alumínio	US $ 45,7 milhões	24.3%
Materiais compostos	US $ 59,6 milhões	31.8%

Custos de fabricação e produção

As despesas totais de fabricação da GMS Inc. em 2023 foram de US $ 276,4 milhões, representando 32,5% da receita total.

• Custos de mão -de -obra direta: US $ 94,2 milhões
• Depreciação do equipamento: US $ 62,8 milhões
• Overhead de fábrica: US $ 119,4 milhões

Investimentos de pesquisa e desenvolvimento

A GMS Inc. alocou US $ 53,7 milhões para P&D no ano fiscal de 2023, o que representa 6,3% da receita total da empresa.

Área de foco em P&D	Valor do investimento
Inovação de produtos	US $ 28,6 milhões
Otimização do processo	US $ 15,2 milhões
Tecnologias avançadas	US $ 9,9 milhões

Logística e transporte

As despesas de logística e transporte totalizaram US $ 42,3 milhões em 2023.

• Envio doméstico: US $ 26,7 milhões
• Frete internacional: US $ 15,6 milhões

Despesas de vendas e marketing

Os custos de vendas e marketing atingiram US $ 87,5 milhões no ano fiscal de 2023.

Canal de marketing	Gasto	Porcentagem de orçamento de marketing
Marketing digital	US $ 38,4 milhões	43.9%
Feiras e eventos	US $ 22,6 milhões	25.8%
Vendas diretas	US $ 26,5 milhões	30.3%

GMS Inc. (GMS) - Modelo de negócios: fluxos de receita

Vendas de produtos de materiais de construção

A GMS Inc. relatou vendas totais de produtos de US $ 1,89 bilhão no ano fiscal de 2023, com quebra específica da seguinte forma:

Categoria de produto	Receita ($ m)	Percentagem
Materiais de drywall	872.5	46.2%
Sistemas de teto	456.3	24.1%
Materiais de construção especializados	561.2	29.7%

Serviços de consulta técnica

A receita de consulta técnica para 2023 atingiu US $ 127,6 milhões, representando um aumento de 7,2% em relação ao ano anterior.

Contratos de solução de material personalizado

Os contratos de solução de material personalizado geraram US $ 214,3 milhões em receita, com os principais segmentos, incluindo:

• Projetos de construção comercial: US $ 98,7 milhões
• Soluções de desenvolvimento residencial: US $ 65,4 milhões
• Contratos Industriais Especializados: $ 50,2 milhões

Acordos de fornecimento de longo prazo

Os acordos de fornecimento de longo prazo contribuíram com US $ 342,5 milhões para a receita total em 2023, com durações de contratos que variam de 3-7 anos.

Tipo de contrato	Valor total ($ m)	Duração média do contrato
Acordos nacionais de construtor de casas	156.8	5 anos
Parcerias de construção comercial	185.7	4 anos

Plataforma digital e receita de treinamento

Os serviços digitais geraram US $ 43,2 milhões em 2023, com o seguinte quebra:

• Programas de treinamento on -line: US $ 18,6 milhões
• Plataforma de pedidos digitais: US $ 24,6 milhões

Fluxos de receita total para a GMS Inc. em 2023: US $ 2,617 bilhões

GMS Inc. (GMS) - Canvas Business Model: Value Propositions

You're looking at the core promises GMS Inc. makes to its customers, the things that keep contractors coming back for their specialty building product needs. These aren't abstract ideas; they are backed by the scale of their operations and specific financial outcomes from Fiscal Year 2025.

One-stop shop for a comprehensive specialty product suite

GMS Inc. positions itself as the primary source for a wide array of construction materials, aiming to reduce the number of vendors a contractor needs to manage. This breadth of offering contributed to total Net Sales of $5,513.7 million for the full Fiscal Year 2025. GMS Inc. offers core products alongside specialty items.

The product mix for the full Fiscal Year 2025 included:

• Wallboard sales reaching $2.19 billion.
• Steel framing sales totaling $796.2 million.
• Ceilings sales of $793.3 million, which saw a 14.1% increase year-over-year.
• Complementary products, including tools, fasteners, and EIFS, saw sales increase by 4.6%, driven by acquisitions and pricing.

Rapid, reliable, and specialized on-site job delivery

Reliability on the job site is key to keeping projects on schedule and budget. GMS Inc. supports this with a large delivery fleet and specialized services designed to optimize contractor workflow. They offer specialized services for staging materials directly at the job site, minimizing on-site handling for crews.

The value proposition is supported by technology that allows customers to use an online ordering platform and track their order until it is safely delivered to the required location.

National scale with a local, entrepreneurial service model

The company combines broad geographic reach with localized management, which is a significant structural advantage. This model allows for the consistency of a national player with the responsiveness of a local partner. GMS Inc. executed on this strategy through expansion in Fiscal Year 2025.

The scale of operations as of the end of Fiscal Year 2025:

Metric	Amount/Count	Context
Distribution Centers	Over 320	Across the United States and Canada
Tool Sales, Rental, and Service Centers	Nearly 100	Providing specialized equipment support
Greenfield Locations Opened (FY2025)	4	Summerville, SC; Middleton, MA; Clackamas, OR; Owens Sound, ON
Acquisitions Completed (FY2025)	3	Expanding footprint and product lines

Furthermore, subsequent to the fiscal year end in June 2025, they opened another greenfield location in Nashville, Tennessee, and acquired The Lutz Company.

Technical expertise and tailored solutions for complex projects

Beyond moving boxes, GMS Inc. provides the expertise needed for complex builds. This includes offering expert material take-offs and estimating services, which directly help contractors minimize waste and avoid cost overruns on material quantities.

Contractors also receive project support and consultation, leveraging GMS Inc. industry expertise for guidance on product selection and installation best practices. The strong performance in the Ceilings category, which grew sales by 14.1% in FY2025, suggests successful application of this specialized knowledge in commercial segments.

Safety-first culture, defintely reducing job site risk

Safety is embedded through technology and standardized processes, aiming to reduce the frequency and severity of incidents. GMS Inc. uses an Integrated Risk Management (IRM) system to frequently analyze injury and accident trends and exposures.

The commitment to job site safety is operationalized through:

• FieldID, a cloud-based application for uniform audits and inspections.
• Pre- and post-delivery job site checks.
• A regional network of safety managers ensuring consistent adherence to protocols.

For one subsidiary, GMS SOUTHEAST INC, there were 288 total US inspections recorded in the 24 months prior to November 7, 2025, indicating active compliance monitoring.

GMS Inc. (GMS) - Canvas Business Model: Customer Relationships

You're a contractor trying to keep a tight schedule, and you need your building materials delivered exactly when and where you need them. That's the core challenge GMS Inc. (GMS) addresses through its customer relationship strategy, which is built on scale married to local execution.

Dedicated sales teams providing expert product knowledge

The relationship isn't just transactional; it's consultative. GMS supports its contractor base by offering value-added services that directly impact project timelines and accuracy. These services include on-site take-offs, detailed estimating, and direct job site delivery. This level of support suggests sales personnel are deeply integrated with product specifications and job logistics, moving beyond simple order-taking.

The company's mission statement includes the pillar of Building significant relationships, which underpins this service-oriented approach. This focus is critical in an industry where a single material error can halt progress.

Long-term relationship focus over short-term gains

In the specialty building products distribution space, GMS Inc. knows that contractor loyalty is earned over years, not single transactions. This philosophy is essential, especially when organic sales faced headwinds, with full fiscal year 2025 organic net sales declining by 5.8% compared to the prior year. The company's ability to maintain total net sales of $5,513.7 million in fiscal year 2025, despite market softness, speaks to the stickiness of these established relationships.

The focus is on being a trusted partner, not just a vendor. This is how they manage to keep their Gross Profit at $1,722.0 million for the full fiscal year 2025, even as margins contracted.

Localized service model through more than 50 local brands

GMS leverages a unique operating model that blends national purchasing power with a localized service delivery. This structure is supported by a vast physical footprint, ensuring proximity to the job site, which is a key relationship builder. The company continues to operate a network of more than 320 distribution centers and nearly 100 tool sales, rental and service centers across the United States and Canada. This scale allows the company to maintain its commitment to a local go-to-market focus, which the company executes through its subsidiary companies, which you are looking for to be more than 50 in number.

Here's a quick look at the financial scale these relationships support in FY2025:

Metric	FY 2025 Amount
Total Net Sales	$5,513.7 million
Gross Profit	$1,722.0 million
Adjusted EBITDA	$500.9 million
Distribution Centers	More than 320

E-commerce platform for self-service ordering and tracking

To complement the in-person, expert service, GMS Inc. has integrated technology to improve contractor convenience. Their technology-driven tools allow customers to easily order construction supplies online. This self-service capability is paired with order tracking, ensuring the contractor knows exactly when their materials will arrive, which helps them manage their crews efficiently.

The digital tools are designed to streamline the process from order to delivery, supporting the core value proposition:

• Enable easy online ordering of construction supplies.
• Allow customers to track orders until safe delivery.
• Provide a comprehensive selection in a single order.
• Eliminate unnecessary delays for on-track projects.

Finance: draft 13-week cash view by Friday.

GMS Inc. (GMS) - Canvas Business Model: Channels

You're looking at how GMS Inc. (GMS) gets its specialty building products-wallboard, ceilings, steel framing, and complementary items-into the hands of professional contractors across North America. The channel strategy is all about massive physical footprint combined with direct service capabilities. For the fiscal year ended April 30, 2025, GMS Inc. posted total net sales of $5,513.7 million.

The core of their channel strength is their physical presence. GMS Inc. operates over 320 physical distribution centers in the US and Canada. This scale is a key resource, giving them purchasing power and local reach. They back this up with nearly 100 tool sales, rental, and service centers, which adds a crucial service layer for contractors needing immediate equipment access.

Here's a quick look at the scale of the operation supporting these channels as of fiscal year 2025:

Channel Component	Metric	FY 2025 Value
Physical Distribution Centers	Count	320+
Tool Sales, Rental, Service Centers	Count	Nearly 100
Total Net Sales	Amount	$5,513.7 million
Wallboard Sales (Product Category)	Amount	$2.19 billion
Complementary Products Sales (Product Category)	Amount	Estimated $1.73 billion

Direct engagement with the customer base is managed through a dedicated direct sales force targeting professional contractors. This is the relationship engine that drives volume through the physical locations. To support these sales, GMS Inc. utilizes a specialized delivery fleet for direct-to-job-site fulfillment, which is essential for large, time-sensitive construction projects. They emphasize that their technology-driven tools enable customers to easily order construction supplies online and track the order until safe delivery.

The digital component is evolving, with GMS Inc. offering e-commerce and digital ordering solutions to streamline the process for their core professional segment. While specific digital revenue percentages aren't always broken out, the focus on technology suggests an ongoing effort to make transactions efficient. The overall channel strategy supports the product mix, which saw Ceiling sales increase by 14.1% year-over-year in FY 2025, even as Wallboard sales were $2.19 billion.

The channel structure is designed to maximize local service while benefiting from national scale. You see this in the operational focus:

• Leveraging the 320+ distribution centers for local inventory positioning.
• Using the direct sales force for complex commercial accounts.
• Employing the specialized delivery fleet for just-in-time material placement.
• Integrating e-commerce for routine or smaller-ticket reorders.
• Offering tool sales, rental, and service from nearly 100 centers.

The company's operating model explicitly combines the benefits of a national platform with a local go-to-market focus to generate economies of scale while maintaining high customer service levels. Finance: draft 13-week cash view by Friday.

GMS Inc. (GMS) - Canvas Business Model: Customer Segments

GMS Inc. serves a diversified base of professional customers across North America, combining a national platform with a local go-to-market focus. The customer base is primarily segmented by the type of construction activity they engage in, which directly influences demand for GMS Inc.'s core product lines.

Professional commercial contractors (large-scale projects)

This segment is critical, though it faced significant near-term pressure. Data from the second quarter of fiscal 2025 showed commercial sales dollars declined by 4.4% year-over-year. Furthermore, the multifamily sector, a key component of commercial activity, saw sales dollars drop by 16.9% year-over-year in Q2 Fiscal 2025. Management commentary noted that the largest negative trends came from multifamily and commercial markets. For the full fiscal year 2025, organic net sales for GMS Inc. declined by 5.8%, heavily influenced by these non-residential sectors.

Professional residential contractors and homebuilders

The single-family residential market represents a key driver for future recovery. In the second quarter of fiscal 2025, single-family sales dollars were up slightly at +0.7% year-over-year, though this was below expectations. Management indicated that the single-family market is expected to lead any recovery once interest rates ease. For the first quarter of fiscal 2025, there was a mix shift toward single-family wallboard deliveries, which partially offset weakness elsewhere.

Specialty trade contractors (e.g., wallboard installers)

This group represents the direct purchasers of GMS Inc.'s primary product categories. The financial performance of these categories in fiscal year 2025 illustrates the customer base's activity levels:

• Wallboard sales for the full fiscal year 2025 totaled $2.19 billion, a decrease of 2.9% year-over-year.
• Ceilings sales for the full fiscal year 2025 reached $793.3 million, an increase of 14.1% year-over-year.
• Steel framing sales for the full fiscal year 2025 were $796.2 million, a decrease of 10.8% year-over-year.

Small to mid-sized remodelers (via Pro-market focus)

GMS Inc. supports smaller contractors through its Pro-market focus, often through its complementary product offerings. This category has shown relative resilience. For instance, in the fourth quarter of fiscal 2025, Complementary product sales were nearly flat at $416.9 million, marking the 20th consecutive quarter of per day growth in this category.

The relative contribution and performance of product sales in the fourth quarter of fiscal 2025 highlight the mix of specialized trade contractor demand:

Product Category	Q4 FY2025 Net Sales Amount	Year-over-Year Change (Absolute)
Wallboard	$526.6 million	Decreased 10.1%
Ceilings	$201.0 million	Increased 6.4%
Steel framing	$189.2 million	Decreased 14.2%
Complementary products	$416.9 million	Decreased 0.2%

The company is actively focused on expanding its reach in niche, profocused markets within complementary products, specifically targeting growth in tools and fasteners at twice the rate of core products.

GMS Inc. (GMS) - Canvas Business Model: Cost Structure

You're looking at the hard numbers that drive GMS Inc.'s operational costs as of late 2025. Honestly, for a distributor like GMS, the cost of the product itself dominates everything else. Here's the quick math on where the money goes based on the fiscal year 2025 results.

Cost of Goods Sold (COGS) for building materials (largest component)

The Cost of Goods Sold is the single largest drain on revenue, which is typical for a distributor. For the full fiscal year 2025, Net Sales for GMS Inc. were reported at $5,513.7 million. With a reported Gross Profit of $1,722.0 million for the same period, the implied COGS-the cost of the wallboard, ceilings, steel, and complementary products sold-was approximately $3,791.7 million. This represents about 68.8% of total net sales ($3,791.7M / $5,513.7M).

The Gross Margin for the full year 2025 settled at approximately 31.2%. This margin faced pressure, as seen in the fourth quarter of fiscal 2025 where the Gross Margin was 31.2%, down from 32.3% in the second quarter of fiscal 2022. Steel price deflation was a noted headwind impacting margins during the year.

Distribution and logistics expenses (fleet, fuel, labor)

Distribution and logistics costs are embedded within the Selling, General, and Administrative (SG&A) structure. You see the impact of these operational costs when looking at quarterly SG&A percentages. For instance, in the fourth quarter of fiscal 2025, SG&A expense as a percentage of net sales was 23.6%. This was up from 22.3% in the prior year period's fourth quarter. The second quarter of fiscal 2025 saw SG&A as a percentage of net sales at 22.0%. The increase in Q2 FY2025 was attributed to general operating cost inflation and rent expense, alongside steel price deflation negatively impacting SG&A leverage by approximately 105 basis points.

Selling, General, and Administrative (SG&A) expenses

SG&A expenses cover everything from overhead to sales commissions and logistics labor. For the fourth quarter of fiscal 2025, the absolute SG&A expense was $315.1 million. The company actively managed these costs, implementing strategic cost reduction plans, including workforce reductions and closing distribution centers, aiming for approximately $55 million in annualized cost savings for the full year 2025. Furthermore, in the fourth quarter, an additional estimated $25 million in annualized cost reductions were realized, leveraging technology investments.

Debt servicing costs (Net debt leverage was 2.4 times Pro Forma Adjusted EBITDA)

Managing the balance sheet is a key cost consideration, especially with interest rates being a factor. As of the end of the fourth quarter of fiscal 2025, GMS Inc.'s net debt leverage stood at 2.4 times Pro Forma Adjusted EBITDA. This was up from 1.7 times Pro Forma Adjusted EBITDA a year ago. For the second quarter of fiscal 2025, interest expense saw a significant year-over-year increase of $5.0 million, or 26.4%. The total debt level as of October 31, 2024, was $1.5 billion.

Acquisition integration and technology investment costs

Growth through acquisition is a major part of the GMS Inc. strategy, and these carry integration costs. The full year 2025 net sales growth of 0.2% was primarily fueled by contributions from recent acquisitions. However, these acquisitions flow through to operating costs. For example, the fourth quarter SG&A expense of $315.1 million included a $14 million year-over-year increase related to recent acquisitions. Technology investment is explicitly linked to cost control, as leveraging these investments helped achieve the additional estimated $25 million in annualized cost reductions in the fourth quarter of fiscal 2025.

Here's a look at some key cost-related metrics from recent quarters in fiscal 2025:

Metric	Q4 Fiscal 2025	Q2 Fiscal 2025	Q1 Fiscal 2025
Net Sales (in millions)	$1,333.8	$1,500.0	$1,450.0
SG&A Expense (in millions)	$315.1	$324.2	$315.2
SG&A as % of Net Sales	23.6%	22.0%	Not explicitly stated as % of sales
Interest Expense Change YoY	Not stated	Increase of $5.0 million	Increase of $3.3 million (Q1 FY25 vs Q1 FY24)
Net Debt Leverage (Pro Forma Adj. EBITDA)	2.4 times	2.3 times	2.1 times

The company's cost management focus included specific actions:

• Implemented strategic cost reduction plans aiming for $55 million in annualized savings.
• Achieved an additional estimated $25 million in annualized cost reductions leveraging technology in Q4 FY2025.
• Reported a $42.5 million non-cash goodwill impairment charge in Q3 FY2025.
• Divested its Michigan-based installed insulation contracting business, recognizing a pre-tax gain of $7.4 million.

Finance: draft 13-week cash view by Friday.

GMS Inc. (GMS) - Canvas Business Model: Revenue Streams

You're looking at the core of how GMS Inc. (GMS) brought in revenue for the fiscal year ending in 2025. Honestly, for a distributor, the revenue streams are pretty straightforward-it's all about moving physical product through their massive network of centers. The total picture for FY2025 was a net sales figure of $5,513.7 million.

The business model relies on moving four main buckets of construction materials. Here's the quick math on how those segments contributed to that total, based on the latest filings:

Revenue Stream	FY2025 Sales Amount	Approximate % of Total Net Sales
Sales of Wallboard and Gypsum products	$2.19 billion	39.71%
Sales of Complementary Products	$1.7 billion	30.83%
Sales of Ceilings and Acoustical products	$793.3 million	14.39%
Sales of Steel Framing and accessories	$796.2 million	14.44%

The largest single contributor, as you can see, is the wallboard business. That product line alone accounted for $2.19 billion of the total $5,513.7 million in net sales for the year. It's the bread and butter, but the other categories are critical for margin and market share.

When you look closer at the other product lines, you see where GMS Inc. (GMS) tries to capture more of the contractor's wallet. These streams help balance out the volatility you sometimes see in the core wallboard market. Here are the details on those supporting revenue streams:

• Sales of Complementary Products (insulation, tools, fasteners) hit $1.7 billion in FY2025.
• Sales of Ceilings and Acoustical products were $793.3 million for the full year.
• Sales of Steel Framing and accessories generated $796.2 million.

To be fair, the overall net sales figure of $5,513.7 million represented a very slight increase year-over-year, but the organic sales-what they sold without counting acquisitions-actually declined by about 5.8%. That tells you that while the total revenue number looks stable, the underlying volume and pricing environment was defintely tougher in 2025. The growth you see in the total is heavily acquisition-dependent, which is a key strategic lever for GMS Inc. (GMS) in this environment.

The Ceilings product line actually saw a positive jump in sales, increasing by 14.1% year-over-year, which is a good sign of demand in that specific area, even if the overall organic sales were down. Also, Complementary products, which includes things like insulation, tools, and fasteners, grew by 4.6%, largely due to those same strategic acquisitions. That's how they manage the top line when the core business faces headwinds.

Finance: draft 13-week cash view by Friday.