The strategy: Home Depot’s growing emphasis on professional contractors—bolstered by acquisitions such as specialty distributor SRS Distribution and building products and tool supplier GMS—is helping it navigate a challenging environment.

Pro sales outpaced DIY in the quarter, and online B2B growth exceeded overall ecommerce gains. That momentum reflects Home Depot’s effort to expand across the pro value chain, from sales support and project management to jobsite delivery. Tools like its online project management platform, where tens of thousands of projects are launched each week, are driving higher conversion and deeper engagement on complex transactions.

Management is eyeing meaningful revenue opportunities. One key focus is expanding relationships with multifamily construction and property management firms that currently work with only one of its brands, with the aim of serving them across Home Depot, HD Supply, SRS, and GMS. As its national accounts team grows, the company believes it can better coordinate those relationships and capture a larger share of each customer’s spending.

Why it matters: That diversification is valuable at a time when elevated mortgage rates, low housing turnover, and economic uncertainty are prompting many homeowners to delay large renovation projects typically tied to home purchases or sales. Those conditions have pressured DIY demand.

While comparable sales at existing stores rose just 0.4% and total sales fell nearly 4% as consumers tempered spending, Home Depot still gained share and topped analysts’ revenue and earnings expectations. Higher prices supported results, with average ticket rising 2.4% YoY despite a 1.6% decline in transactions.

Despite the headwinds, the retailer reaffirmed the fiscal-year outlook it shared at its December investor day. It expects total sales growth of 2.5% to 4.5%, adjusted earnings per share ranging from roughly flat to up 4% from $14.69 last year, and comparable sales growth between flat and up 2%.

Implications for retailers and brands: In a stagnant housing market, growth is difficult to come by. Retailers and suppliers need to drive share through sharp execution, deep customer relationships, and targeted investments in their pro businesses.

That said, signs of potential relief are emerging. Mortgage rates have begun to ease, which could start to unlock pent-up housing demand. If borrowing costs continue to moderate and transaction activity rebounds, Home Depot is well positioned to capture the upside.

Go further: Read more about Home Depot’s results and other key retailers in Live: Q4 2025 Retail & Ecommerce Earnings Tracker.