Faced with a decline in activity, timber merchants are demonstrating resilience, even though cash flow is impacted. Related services and skills development are being implemented to enhance competitiveness. Regarding regulations, the situation is clear on the RDUE (Reduced Duty on Energy Use) but unclear on the EPR (Extended Producer Responsibility).

There is no doubt that timber and wood product merchants have experienced more prosperous times in the past. According to the French Federation of Building Materials Distributors (FDMC), timber business is expected to decline by approximately 3% in 2025 compared to 2024, in a challenging environment for the building and construction market.

“It’s a market that’s holding up, but it’s still declining,” observes Marie Arnout, president of the FDMC (French Federation of Wood Building Materials Industries). “2025 was a complex year,” admits Lydia Bouquet, deputy managing director of Partedis. The financial situation of building material suppliers continues to worsen. “Cash flow is impacted for many companies,” says Marie Arnout.

On the product side, wood joinery, cladding, and raw timber are “preserved,” while interior flooring is facing more difficulties. “The trend is toward heat-treated products and wood decking,” analyzes Marie Arnout. At Dispano, it’s the decoration and furnishing products that are experiencing the sharpest decline. “Flooring, closets, and decorative items are down more. Panels for the commercial sector are slightly less affected,” compares David Cunaud.

Supply Tensions, Concern in the Landes Region

Supply difficulties persist for several wood species. “There are tensions in timber supplies, which is contributing to rising prices. Fewer and fewer logs are available. Sawmills are reducing their sawing capacity rather than starting up new equipment, due to the lack of volume on the market,” adds Baptiste Puthet (Samsé Group). The difficulties are increasing, particularly for exotic woods. “The Washington Convention and supply issues via Brazil are causing problems for our French companies,” notes the president of the FDMC (French Federation of Timber Industries). David Cunaud adds: “Forests are being attacked by bark beetles, and our suppliers are reporting price pressures, which are rising again.” Marie Arnout also raised concerns about the situation in Germany. "Supplies risk dropping from 30 million to 10 million cubic meters because of an insect that attacks pine trees." Better known as the pine wood nematode, this insect also threatens the Landes forest, the Directorate of Food, Agriculture and Forestry warned on November 4th.

Dispano: “We’ve hit a low point”

In line with the FDMC figures, at Dispano, “market volumes are down, between 6 and 7%, a slightly more pronounced decrease than in 2024,” indicates David Cunaud. “Prices, however, are rising again with the return of inflation between 1 and 2%. After a year of deflation in 2024, we’re seeing a return to classic, moderate inflation, which isn’t worrying. But this price increase doesn’t compensate for the drop in volume.”

The new construction market remains sluggish. “In theory, we’ve hit a low point: building permits are picking up again, but construction starts aren’t yet. There’s a longer lag than usual between the two. The new construction sector isn’t recovering as quickly as we’d hoped. We were expecting a recovery by the end of 2025, but it will probably happen more at the beginning of 2026.”

Public procurement remains challenging, particularly in the service sector. “The political situation is discouraging individuals from spending, and uncertainty is also straining local government budgets. While renovation and service sector projects are holding up somewhat better than new construction, the overall trend is downward. Segments targeting individual consumers are the hardest hit, while those related to the service sector are faring slightly better.” Dispano’s marketing director also mentions the impact of European measures: “Europe is taking a more proactive approach to imported products, especially those from China. Anti-dumping laws are driving up prices.”

Samsé: “Renovation is holding up better”

“The economic climate is bleak, as it is for all players in the timber market,” observes Baptiste Puthet, Director of Operations for the Samsé Group. “We are seeing a stabilization of volumes, with some different trends: the new construction market has remained difficult. Products related to new construction (formwork panels and film-faced plywood, for example) have suffered more, as have our clients who are builders of single-family homes. On a more positive note, renovation has held up better, and with it, construction products such as OSB and three-ply structural products. This has allowed us to offset the losses in the new construction sector. Furthermore, the interior design sector has performed well for retirement homes, schools, hotels, and other industries.”

There are also disparities between geographical areas. Tourist and border regions are more resilient, thanks to tourism-related investments. “Overall, specialist retailers are weathering the storm better than multi-specialists. The expertise of their teams and their deep understanding of their customers make all the difference,” says Baptiste Puthet. Regarding pricing, Samsé is seeing a slight increase. We are currently in the midst of negotiations for 2026. Manufacturers want to raise prices. However, tradespeople have a bit more time and, as a result, are comparing purchase prices and leveraging competition.” As for Samsé's own news, “we are finalizing the acquisition of VM Matériaux [May 2024, editor's note], with the completion of the IT system migration on December 31st,” states Laurent Ouvrier-Buffet, CEO of Mauris Bois.

Gaudelas acknowledges a "tight market"

Since the beginning of the year, "sales volumes and prices have been roughly stable compared to 2024, even though there are of course variations between products," explains Pascal Gaudelas, head of the eponymous company. "Some goods need to see price increases. For example, softwood, because there are many bankruptcies among large German producers, and a slightly smaller supply of raw materials on the market." But on the other side, the situation is tense. "The French market isn't doing very well in the construction sector, and that's where it's used, for flooring, framing, structural timbers, etc.," he adds. Regarding the trading side, which is stable in 2025, he "is observing a strengthening of the market at the end of 2025. The cost of products at the point of purchase isn't decreasing."

"The French construction market isn't doing very well, and that's where softwood is used, for flooring, framing, structural elements..." Pascal Gaudelas, CEO of Gaudelas.

Nebopan acknowledges a difficult market, but had anticipated worse.

“We had a good September. Over the first nine months of the year, Nebopan's revenue has increased slightly, by 0.5%, compared to last year on a like-for-like basis. This is driven by rising timber prices, as the purchase index is higher compared to 2024,” explains Christophe Chausson. This revenue growth is somewhat illusory: “Volumes, however, are down by 5%. This is a general trend in the sector, especially considering that general suppliers are experiencing a decline of around 10%,” he adds. Christophe Chausson observes “difficulties with customer credit and tighter margins.” But the situation “isn't so catastrophic. We had anticipated a year of declining revenue. Our four Belgian members – a market that has recovered – and our product mix allow us to weather the market somewhat better.” The trend remains towards the use of wood and wood derivatives, and timber merchants are less linked to the new construction market than generalists.

Outlook 2026: Price war, but signs of recovery

On the French side, Pascal Gaudelas offers a harsh assessment. According to him, political uncertainty will have serious consequences for the behavior of economic actors, including in the timber trading sector. “Interest rates will rise, and France’s sovereign rating is regularly downgraded. It will become increasingly difficult for the government to borrow at low cost. And instead of making savings, the 2026 budget plans to increase taxes. This does not inspire confidence. When our companies are in difficulty, the reflex is to reduce fixed costs and restructure. If interest rates rise again, this will be to the detriment of investment.”

In this context, the outlook for 2026 is “quite complicated,” adds Christophe Chausson. “We are counting on the same budget, without any upturn in activity in the first half of the year. It is difficult to anticipate the evolution of timber prices. We are expecting stability. Caution prevails, as interest rates are rising again, and geopolitical and national political instabilities are taking hold.” The initial trends for 2026 do not suggest a recovery.

“For next year, we are looking at a stabilization,” explains Marie Arnout.

Pascal Gaudelas fears a renewed intensity in the price war. “We will have to make an effort on tariffs in 2026 to gain market share. That’s a prospect that’s emerging. Our profit margin will suffer. We’ll have to find a balance… as usual! But this time, there are really many unknowns, and more and more of them.” He added: “National indicators are not favorable, global conflicts are not doing us any good, and energy costs skyrocketed before returning to normal. Will they explode again tomorrow?”

Dispano, on the other hand, is counting on a gradual recovery in activity. “We expect a rebound in volumes. New construction should regain momentum, and renovation should follow. Even if the municipal elections in March won't be an immediate trigger for public spending, we're aiming for a return to positive growth,” assures David Cunaud. Regarding prices, the distributor anticipates a “moderate price increase.”

However, some signs of improvement are appearing in the construction sector. “We're seeing an increase in building permits issued, even if it remains at a very low level,” emphasizes Lydia Bouquet (Partedis). Authorized housing units “are up 7%, while construction starts are still only showing a 2% increase,” she notes, adding that there are “regional disparities.” Given the political and economic context, “we need to find the resources to bounce back. We have to reinvent ourselves, find new tools and other ways to adapt.”

In general, wood remains very popular and is becoming increasingly prevalent in many applications. "Whether used as a building material, in landscaping, or in interior design, wood continues to be appealing," observes Lydia Bouquet. This living material attracts customers as much for its natural aesthetic as for its environmental qualities. "Wood remains sustainable, elegant, and recyclable; it fits perfectly within an eco-responsible approach. Recognized labels and eco-certifications guarantee that it comes from sustainably managed and monitored forests. This is precisely what the end customer is looking for," she adds.

"Wood, whether used as a building material, in landscaping, or in interior design, continues to be appealing." Lydia Bouquet, Deputy Managing Director of Partedis.

Investments for Gaudelas

The Gaudelas company has invested heavily. In total, nearly €2 million has been injected, despite the still uncertain economic climate. "We have to give ourselves the means to move forward; we have no choice. We set objectives and we try to achieve them. Everything isn't going to stop tomorrow," explains the manager.

On the agenda: renovation and equipping of a building, modernization of the racking, creation of a picking area for tiles/glued laminated timber, covering 1,200 m², for an investment of €350,000. "Gaudelas has also bought a second truck for deliveries, because we need to be able to offer as many services as possible! When there's business, it's immediate, for orders to be fulfilled within four days. So an additional driver will be joining us," Pascal Gaudelas told BOISmag.

On the production side, Gaudelas modernized its mechanized log yard, representing an investment of €1.5 million. “We had two sawmills – one with a trading arm and the other dedicated solely to logging. When electricity costs skyrocketed, we shut down one production site and consolidated everything into one sawmill. The other facility, with the trading arm, was then equipped to create picking areas. Production was also reduced. It made sense to consolidate everything at a single site. We can now produce in one location what we used to do at both.”

These investments provide “greater comfort, improve production quality, productivity, and working conditions. For example, our teams have gone from using manual chainsaws to equipped cabins.”

Another piece of news for Gaudelas: “We were just awarded the Bois de France label in October. We will begin marketing and communicating about this certification, specifically regarding our oak production. More and more, our customers want to know the origin of the wood. They appreciate this certification of guaranteed wood, produced in France,” emphasizes Pascal Gaudelas.

“Since January 1, 2025, timber merchants have been covered by the collective bargaining agreement for the building materials trade. The provisions regarding remuneration and benefits now apply to the entire sector,” adds Marie Arnout, president of the FDMC.

Dispano Returns to Acquisitions

Following Panofrance in 2021, Dispano is back on the acquisition trail with the purchase of SBM, a company with 40 employees specializing in joinery and construction timber, with two sites in the Nantes region. “This marks our return to the acquisition market after Panofrance. SBM complements our existing operations in western France,” explains David Cunaud.

While new members are expected to join Nebopan in 2026, the group of independent businesses “focuses primarily on quality,” states Christophe Chausson. “We target only family-owned companies specializing in timber and wood products trading, with a strong emphasis on participatory management. Everyone needs to have a say. We currently have 26 members, with the ambition of reaching around 30, but no more.”

Services, training, digital: building material suppliers are accelerating their transformation

Between the development of associated services, omnichannel sales, training, and skills development for their teams… BOISmag takes stock. Faced with declining business, building material suppliers are developing more associated services to refine their competitiveness and attractiveness. “Many manufacturers are expanding their range of services, with timber and panel workshops, machining centers for framing and panel cutting, design offices for sizing, inventory optimization, more efficient deliveries…,” lists Marie Arnout. She adds: “Each distributor is looking to differentiate themselves to maintain or regain market share.”

This dynamic aligns with the rise of omnichannel retailing. Digital tools are now offered to both professionals – who find pricing and discounts – and the general public, with increased access to information and institutional communication. The evolution of associated services necessitates "upskilling for teams," emphasizes Marie Arnout. "E-learning is increasingly used."

Partedis, which has 26 sites, has, for example, completed its transformation aimed at vertically integrating its business lines. "We have branches dedicated to roofing, plasterboard/insulation, panels, joinery, and a strong specialization in wood and exterior design," explains Lydia Bouquet. To achieve this, the company is investing in training, particularly through the EBENe program, run by the Nebopan group and Qualiopi certified, which offers short and long modules. "We have invested so that 50% of our teams participate in training," she states.

Furthermore, Partedis recently acquired a new panel machining tool in Clermont-Ferrand for a total of €300,000. For 2026, over €7 million is planned, including significant investments in Brittany. Digital tools are playing an increasingly important role. "We have long used certain sizing software, and to meet our customers' demands, we are investing in new software for sizing, cutting, optimizing cutting plans, and also optimizing panel cutting plans," explains Partedis' Deputy Managing Director.

For his part, Pascal Gaudelas has not yet developed e-commerce. "In the timber industry, it's complicated; shipping and courier services aren't straightforward," he sighs.

At Dispano, digital has become "an essential service."

Dispano continues its work on services. "Digital is progressing strongly: our online revenue has increased by 25%," explains David Cunaud. "It's not yet a major player, but it's an essential service, especially for interior designers and joiners. Websites are faster, search is more efficient, and product descriptions are more precise." The group is also focusing on technical services. "Our strategy remains centered on workshop solutions – processing panels, wood, and doors. We are also developing timber-frame construction, which is suffering from the decline in new construction, but is nevertheless gaining market share in traditional construction."

Dispano trains its teams using digital tools. "We launched a '100% Tutorial' microlearning program to train our employees throughout the year."

Samsé: The E-commerce Site Pays Off

Samsé has four processing workshops "responding to market demand," observes Laurent Ouvrier-Buffet. The e-commerce site, launched four years ago, is showing its effects: online sales now represent 7% of revenue. Panels are the best-selling product online. "These are manufactured items, with well-designed product descriptions. Buying a hardwood log online, on the other hand, is impossible, because the carpenter won't be able to perceive the unique characteristics of the wood," he explains. "For structural timber products in general, sawmills aren't equipped to provide the visuals and technical specifications that are essential for e-commerce," adds Baptiste Puthet.

The Battle for Attractiveness

In terms of training, the Fibopan Academy, active within the subsidiaries of the Samsé Group, is launching two new cohorts of 15 people each to train young people entering the timber industry. “The profession needs to develop its skills,” states Laurent Ouvrier-Buffet. The groups receive 15 days of product training (two to three days per week for six weeks). “It is crucial that the industry focuses on preparing new employees,” he emphasizes. “We suffer from a lack of attractiveness in the timber trade and the timber sector. Construction materials in general, and wood in particular, don’t necessarily appeal to young people graduating from business and management schools. Many prefer to sell cars, phones, or financial services.”

Nebopan Creates a Financial Structure to Facilitate Family Business Transfers and Takeovers

Significant internal work was undertaken within the group in early 2025. As Nebopan celebrates its 30th anniversary this year – an event commemorated on November 26 – its ambitions have been defined according to major challenges and priority actions:

• By 2026, regarding CSR (Corporate Social Responsibility), the goal is for all members to have submitted a sustainability report.

• Creation of a financial structure, "to ensure that our members remain family businesses and within our group. The aim is to facilitate family business transfers and takeovers," explains Christophe Chausson.

• This has already been achieved for years through training programs and seminars: "New Generation," for example, where the emotional aspects of business succession are analyzed. "We support young people through a psychological process, helping them find their legitimacy in taking over their parents' business. The idea is also to provide them with financial leverage, via a structured fund at the Nebopan level."

"The RDUE is the natural extension of the RBUE, which had already transformed the sector. This new decree seems a more acceptable arrangement for everyone." David Cunaud (Dispano).

At EBNe, 350 people to be trained by 2025

EBNe (École Bois Enseignement Nebopan) continues its work, aiming to train 350 unique individuals by 2025. Two formats are offered: a longer program, with one week per month for seven months and 12 trainees per cohort, each cohort sponsored by suppliers (the current cohort is EGGER-Lignalpes); and a two-day course comprised of customizable training modules (cladding, decking, retail, management, etc.) for employees. "Our school emphasizes the importance of specialist knowledge and the concept of knowledge transfer," notes Christophe Chausson. Nebopan organizes working groups around committees – product development, supplier partnerships, and industry-specific committees (IT, HR, marketing, etc.). The goal is "to share common challenges and pool our experiences."

Among current concerns is digital transformation, particularly regarding data, through membership in the CMEM purchasing group. "Our challenge, as a timber merchant, is obtaining and ensuring the quality of data. We struggle to collect it from our suppliers, who are sometimes small sawmills. Digitalization isn't their priority. We therefore need to work with them on these issues."

Panel Processing Workshops

“We no longer consider ourselves distributors. We provide a lot of training, adding value to the products,” emphasizes Christophe Chausson. The Nebopan network boasts 30 panel processing workshops. Six of its members own sawmills. One of them, Delta Bois in Porto-Vecchio, Corsica, opened one in early 2025. Members also include planing mills, workshops for manufacturing traditional timber frames, and more. Finally, “many members are developing online configurators so that customers can independently manage the design and ordering of their projects,” adds Christophe Chausson.

EURD: Implementation Details Pending

The implementation of the EURD, the European regulation against deforestation and forest degradation, appears to be taking shape as BOISmag finalizes this report. “This is the big news, which came at the end of October: the postponement considered by the European Commission was overturned due to political pressure. Lalliard has its storage site in the Drôme region. The application is confirmed for January 1, 2026,” reveals David Cunaud. “Simplifications have been introduced for smaller players. Initially, each of them had to declare the origin of their timber, which would have been cumbersome to manage. Now, the responsibility will fall on the first company that places the product on the European market, whether it is a manufacturer or an importer.” Caution remains the order of the day: “We are still waiting to fully understand what lies behind the wording of the initial reports!”

Dispano nevertheless welcomes this compromise. “We have always been proactive on timber policy. The EU Timber Regulation (EUTR) is the natural extension of the EU Timber Regulation (EUTR), which had already transformed the sector. This new decree seems a more acceptable arrangement for everyone. A grace period until July 1st will allow us to get organized, particularly for our import activity through the CIBM.”

“Professionals are in favor of all these developments, as they will clean up the market and encourage sustainable forest management,” assures Marie Arnout. In France, according to her, the principle is not contested. The concerns focus on “the date and the ease of implementing the system,” she believes. She summarizes the distributors’ mindset as follows: “It is perceived as a necessary constraint. The question is: how do we apply it, how will it unfold over time, and how can we ensure it is simple for businesses?”

“We’re waiting for a decision from the European Parliament on a concrete implementation date. A vote is supposed to take place this week on a possible postponement of six months or a year. It’s surreal!” exclaims Laurent Ouvrier-Buffet. “The debate to make the EU Timber Regulation (EUTR) easier to implement is a good thing. But we’re waiting for the implementation details. We’re ready. The EUTR is quite positive; it allows us to look at the origin of timber and the policies implemented by our industry,” adds Baptiste Puthet. “This regulation limits the risks of importing illegal timber and helps the sector develop its skills and standards. But when will the decision be made? And when will it be effective? We wouldn’t want the answers to come on December 24th and then have to implement it in January! Yet, that’s the scenario we’re heading towards. Let’s not forget that the EUTR is a game-changer in the selection of our partners and the species we use.”

“This is a worthwhile issue that we are working on together within the Nebopan group. But to date, we have adopted a cautious approach, awaiting potential regulatory changes,” says Lydia Bouquet. However, the implementation details raise questions. “We can see that this will require significant development, particularly in IT, the implementation of which is proving complex,” she notes.

“As timber producers and traders, our priority is to market legally produced timber that doesn’t come from deforestation. It’s therefore logical that we have strict controls on timber imports into Europe. I’m quite in favor of this, because we have to stop deforesting indiscriminately,” concedes Pascal Gaudelas. But, he adds, “if we don’t buy a particular species because of the EU Timber Regulation (EUTR), it will end up in China, Indonesia… So, I think we need to manage things, but it’s going to be a long and difficult process. Organizing all these controls can’t be done overnight. Europe shouldn’t put things in place only for us to be penalized later due to import difficulties.” Gaudelas also produces 100% French oak, primarily PEFC certified. “For this part of our business, we guarantee the traceability of our timber,” states Pascal Gaudelas.

EPR: In place, but disparities between eco-organizations

Traders, heavily impacted by the Extended Producer Responsibility (EPR) scheme for building products and materials (EPR PMCB), are experiencing a degree of weariness and frustration with this regulation. “EPR is in place and simpler to implement than the EU Waste Regulation (ERD). But there’s an issue of consistency between eco-organizations, with disparities in the application of the pricing scales. This isn’t right,” emphasizes Laurent Ouvrier-Buffet. For the same product, “depending on the eco-organization, the EPR value will be different; the rules need to be harmonized. Because, as things stand, depending on the product category, one player can be disadvantaged compared to another.” Finally, there’s the issue of collection management, “which involves organizing the flow of waste. When tradespeople dump their waste with us, it generates extra work and a lot of energy,” adds the manager.

After yet another cabinet reshuffle in September, consultations resumed. Political decisions are still pending to resolve certain doubts. "The political situation isn't helping. Some issues, like the Extended Producer Responsibility (EPR) scheme for small and medium-sized industrial waste (SPI), require clear decisions. The Ministry for Ecological Transition has launched a consultation process to make the scheme more sustainable. We're waiting for a decision," explains David Cunaud.

“We’ve been invited to start from scratch,” the FDMC continued. A new set of specifications is currently being drafted. Among the federation’s requests: “The possibility for participating companies to collect waste within a 20-kilometer radius, and raising the threshold for the area concerned to 10,000 m², compared to the current 4,000 m².” On the ground, relations with the eco-organizations are complicated, according to the traders interviewed by BOISmag. While the Extended Producer Responsibility (EPR) scheme for PMCB (Plant Protection and Waste Management) is viewed positively in principle, “It’s a very good idea, fundamentally, to manage waste properly,” admits Lydia Bouquet. But over time, the difficulties are piling up. “There’s no visibility on the rates and obligations. The eco-organizations don’t all charge the same prices,” she stated. “They do not apply identical rates,” emphasizes Marie Arnout, who also mentions operational problems regarding the capacity to deliver the skips.

“In the timber industry, we’re fighting… not to join!” adds Pascal Gaudelas. “Because there’s a problem: we pay more than steel. We’re members of Valobat, recycling products our customers bring us. Between what we charge our customers (eco-tax) and what we pay back (to the organization), it should balance out. But it costs us more than what we charge.” He explains: “The more taxes they add, the more the profit margin is eroded, and it’s the margins that keep businesses afloat. The government wants to tax more and more, but eventually, there’s a risk of killing the goose that lays the golden eggs.”

According to him, “70% of our colleagues have resigned and are no longer members. It’s not right that it’s ending like this. We’re considering leaving ourselves. There’s a lot of red tape, a lot of nonsense.” There is no reason why billing per tonne should be more expensive for wood than for steel.

Dispano, for its part, regrets that the Extended Producer Responsibility (EPR) issue remains unresolved. “We are in the dark,” emphasizes David Cunaud. “We are awaiting government decisions, particularly regarding the PMCB (products and construction materials for the building sector) sector. Many players in the timber industry are opposed to it. We have installed collection bins at our points of sale, as required by regulations, but implementation remains complex. Eco-organizations are struggling to collect the waste. Furthermore, most of our customers receive deliveries and recycle their waste themselves. We do not receive large volumes of waste.”

By Hubert Vialatte

Photo credits: Partedis, ©Joseph Melin Dispano, Gaudelas, ©Poyer Charpente Dispano, ©LALLIARD\Stockeur drome

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