Not all construction markets are the same — and neither are the materials they demand. Across the U.S. and globally, regional preferences for building materials are changing due to factors like climate conditions, building codes, housing trends, sustainability goals, and local availability.
For distributors, this regional variability is nothing new — but the pace and scale of change in material preferences is accelerating. As innovations emerge and environmental concerns influence specifications, distributors must evolve their product strategies and operations to stay competitive.
In this article, we break down how and why building material preferences vary by region — and how distributors can adapt their inventory, relationships, and strategy to meet shifting demand.
1. Understand What Drives Regional Material Preferences
Before adapting, it’s critical to understand what influences material choices across regions. Some of the top drivers include:
Climate: Areas prone to hurricanes, wildfires, or heavy snowfall require different structural and exterior materials.
Building Codes & Regulations: Local or state codes dictate insulation values, fire ratings, and structural standards.
Architectural Styles: From stucco in the Southwest to fiber cement siding in the Pacific Northwest, design trends affect material usage.
Resource Availability: Some regions have more access to locally sourced aggregates, lumber, or recycled materials.
Sustainability Mandates: Regions with aggressive ESG policies or green building incentives may require low-carbon or certified products.
Understanding these variables allows distributors to forecast shifts and adjust their offerings before competitors do.
2. Track Regional Data and Trends in Real Time
Distributors should consistently monitor data sources that signal changes in regional material demand. These include:
Housing starts and permits, segmented by project type (residential, multifamily, commercial)
Local government or code updates that require new materials (e.g., higher R-value insulation)
Public infrastructure investments, which often favor durable, sustainable, or domestic materials
Contractor feedback, sales team insights, and manufacturer rep reports
Action Step: Create a regional materials demand dashboard or regular reporting cycle to track product usage trends.
3. Diversify Product Offerings to Match Regional Specifications
Having the wrong products in stock can mean missed sales and frustrated customers. Distributors must build region-specific inventory strategies, especially if serving multiple geographic markets.
Examples:
Southwest: Emphasize concrete masonry units (CMU), tile roofing, stucco, and radiant barriers
Southeast: Stock hurricane-rated fasteners, impact-resistant windows, treated lumber, and moisture-resistant sheathing
Midwest: Focus on OSB, fiberglass insulation, asphalt shingles, and products rated for freeze/thaw durability
Pacific Northwest: Carry fiber cement siding, moisture-resistant framing, and fire-rated cladding
Northeast: Include masonry products, high-efficiency insulation, and energy-efficient windows
Action Step: Segment inventory planning by region or branch, tied to historical sales and projected regional trends.
4. Build Flexible Supplier Relationships
As material preferences shift, being locked into one brand or specification can limit your ability to pivot. Distributors should build multi-source relationships across key product categories — especially those undergoing change.
Why it matters:
New codes or project specs may require alternative products or certifications
Shortages in certain materials (e.g., engineered wood) may require temporary substitutions
Customers may seek greener, lower-emission alternatives that your primary supplier doesn’t offer
Action Step: Regularly assess your vendor mix. Look for suppliers with strong regional insight, flexible MOQs, and sustainable options.
5. Offer Guidance and Education to Contractors
As material preferences evolve, so do the questions from the field. Contractors rely on distributors for both product access and product knowledge — especially when new materials enter the spec list.
Distributors that position themselves as regional building material experts will win loyalty by offering:
Jobsite support and material recommendations
Code compliance insights by region
Installation tips, warranty information, and substitution advice
Product comparisons for traditional vs. emerging materials
Action Step: Equip your inside sales and field reps with updated materials, training, and cheat sheets to help contractors make informed decisions.
6. Use Technology to Align Inventory and Demand
Advanced ERP and inventory platforms allow distributors to track product movement by region and forecast based on market signals. Integrating these systems helps reduce overstocks of declining materials and increases availability of high-demand items.
Technology Tips:
Use branch-specific demand planning
Track trends across product categories at the regional level
Tie material forecasts to project types and permitting activity
Align e-commerce listings with local product preferences and availability
7. Lean Into Sustainability-Driven Shifts
In many regions, sustainability goals are reshaping what contractors are allowed — or incentivized — to use. This includes:
Low-VOC adhesives, sealants, and coatings
Recycled-content or rapidly renewable materials
Products with Environmental Product Declarations (EPDs) or GreenGuard certifications
Locally sourced materials to reduce transport emissions
Action Step: Audit your current offerings and identify which materials meet green building criteria. Promote these products when bidding on projects with ESG or LEED requirements.
Conclusion
Shifting building material preferences by region aren’t a challenge — they’re a growth opportunity. Regional distributors that stay informed, adapt their inventory, and support customers through the transition will earn more trust, expand market share, and future-proof their business.
The key is staying one step ahead: anticipating demand, educating your market, and aligning your strategy with the regional realities of construction.
