The construction materials industry is undergoing a major digital transformation — and at the center of it is the rapid rise of B2B eCommerce. Once dominated by face-to-face sales and phone-based ordering, the distribution landscape is now shifting toward online platforms, self-service portals, and digital quote workflows.
But this isn’t just a tech trend — it’s backed by hard numbers. From transaction volume to customer behavior, the data tells a clear story: contractors and procurement professionals are embracing digital tools at an accelerating rate.
Here’s a look at the key statistics and insights behind the B2B eCommerce movement in construction distribution — and what it means for suppliers planning their next move.
1. B2B Buyers in Construction Are Going Digital — Fast
Contractors and construction firms are increasingly using online tools for product research, pricing, and procurement.
Key Stats:
Over 70% of B2B buyers now expect to research and purchase from a supplier’s website, including in construction and building materials.
47% of contractors under age 45 prefer to place orders through online portals, apps, or email — not by phone.
80% of purchasing decision-makers say they are more likely to buy from a supplier with strong digital capabilities.
What It Means:
The shift to digital is not a future trend — it’s happening now, especially among the next generation of contractors and project managers.
2. eCommerce Sales in B2B Distribution Are Accelerating
Across all sectors of distribution — including building materials — digital channels are now driving real revenue.
Key Stats:
B2B eCommerce sales in the U.S. are expected to exceed $2.3 trillion by 2025, up from $1.7 trillion in 2021.
In building materials distribution, digital transactions have grown 15–25% annually over the past three years.
Distributors with mature eCommerce platforms report 2–3x higher order frequency from digital buyers compared to traditional ones.
What It Means:
A digital sales channel doesn’t just support your business — it can unlock new growth, reduce cost-to-serve, and increase order volume.
3. Self-Service Portals Improve Customer Retention
Contractors value control and convenience. Offering 24/7 access to order history, pricing, and quotes builds trust and repeat business.
Key Stats:
Companies with self-service portals see 30% higher customer retention rates
60% of construction buyers say they would switch suppliers for better online experience and access to documentation
Contractors are 2.4x more likely to reorder from distributors with transparent online tools
What It Means:
Customer loyalty is increasingly built on ease of doing business, not just price or brand.
4. Quote Conversion Rates Are Higher Online
Modern B2B eCommerce platforms allow customers to generate, edit, and convert quotes on their own — speeding up the sales cycle.
Key Stats:
Distributors with online quoting tools report 20–35% faster quote-to-order conversion
Contractors using digital quote builders are twice as likely to complete a purchase within 48 hours
Integrating quoting into eCommerce boosts average order value by 12–18%
What It Means:
Quoting is no longer a manual back-office task — it’s a frontline revenue opportunity when powered by digital tools.
5. Mobile Ordering Is Gaining Ground on Jobsites
With more work being managed from the field, contractors are using phones and tablets to place and track orders on the go.
Key Stats:
Mobile accounts for over 35% of B2B eCommerce traffic in construction-related sectors
50% of contractors say they use mobile devices daily for material procurement
Distributors with mobile-optimized platforms see 25–40% higher repeat purchase rates from jobsite customers
What It Means:
If your platform isn’t mobile-friendly, you’re missing orders and frustrating users.
6. Digital Buyers Expect Personalization and Custom Pricing
Contractors want to see their negotiated pricing, relevant products, and tailored recommendations when they log in.
Key Stats:
73% of B2B buyers expect personalized experiences that reflect their trade, location, and past orders
61% say they are more likely to buy from a portal that offers custom price tiers and account-specific catalogs
Personalization can lead to double-digit increases in conversion rates and basket size
What It Means:
One-size-fits-all platforms underperform. Winning eCommerce tools are smart, segmented, and account-aware.
7. Distributors Are Increasing Digital Investment
Recognizing the ROI, many construction-focused distributors are doubling down on digital tools, integrations, and customer portals.
Key Stats:
Over 55% of mid-sized distributors increased digital investment in the past 12 months
Companies that invested early in eCommerce are seeing 5–10% revenue growth advantage
Digital transformation is now a top 3 priority for distribution executives in 2025
What It Means:
Digital capability is now a core differentiator, not an IT project. The longer you wait, the further behind you’ll fall.
Conclusion
The data is clear: B2B eCommerce is reshaping the construction distribution landscape. Buyers want digital access. Sales teams need digital tools. And distributors that invest in the right platforms are seeing real, measurable growth.
In 2025 and beyond, eCommerce isn’t just a response to changing behavior — it’s a competitive advantage that will separate market leaders from those left behind.
