Contractors have always been time-strapped, cost-conscious, and focused on results. But in 2025, their buying behavior is changing faster than ever — shaped by digital tools, labor shortages, jobsite demands, and generational turnover.
Distributors who want to stay relevant must understand how contractors are researching, selecting, and purchasing building materials today — and how to adjust accordingly. Below are the top 10 insights into how contractor buying behavior is shifting this year, and what it means for your sales, service, and customer experience strategy.
1. Digital Convenience Is Now the Default
Contractors want the ability to browse, order, and track deliveries online — without calling or visiting a branch. E-commerce, mobile apps, and digital catalogs are no longer optional.
What to Do:
Offer self-service options, online reordering, and mobile-friendly access to product data, order history, and invoices.
2. Jobsite Ordering Is Becoming the Norm
With crews moving fast and project managers working remotely, many orders are placed from the jobsite via phone or tablet — not from the office.
What to Do:
Make sure your digital tools are optimized for mobile use. Offer quick reorder features, SMS confirmations, and delivery ETAs accessible from the field.
3. Contractors Expect Real-Time Inventory and Availability
Waiting for callbacks to confirm availability is a friction point. Contractors expect real-time stock visibility — especially for urgent needs or specialty items.
What to Do:
Integrate ERP with your online platform to show current inventory by branch or delivery zone.
4. Fast, Reliable Delivery Beats Lowest Price
Speed and predictability are now more important than price for many contractors. They’d rather pay a bit more and get materials on time than chase the lowest bid.
What to Do:
Invest in logistics efficiency, offer delivery tracking, and promote your on-time performance as a selling point.
5. Buying Cycles Are Shorter — and More Frequent
Contractors are placing smaller, more frequent orders due to jobsite constraints, lean building practices, and fluctuating schedules.
What to Do:
Streamline order workflows and consider flexible delivery windows to handle multiple deliveries per week or even per day.
6. Younger Contractors Are Driving Digital Expectations
A younger generation of contractors is taking on procurement roles — and they expect the same speed, transparency, and ease they get from personal online shopping.
What to Do:
Modernize your customer experience. Clear navigation, saved orders, digital quotes, and online chat go a long way.
7. Loyalty Is Earned Through Service, Not Just Relationships
While long-term relationships still matter, today’s contractors are more results-driven and less brand-loyal if service levels drop.
What to Do:
Focus on consistency: fast quotes, accurate fulfillment, knowledgeable reps, and proactive communication all build trust.
8. Buyers Expect Personalized Pricing and Product Recommendations
Contractors don’t want to wade through irrelevant SKUs. They want personalized catalogs and pricing that reflect their trade, purchase history, and job requirements.
What to Do:
Segment customers by trade, project type, or volume — and use digital tools to offer targeted product selections and price breaks.
9. Product Knowledge and Support Are Still Key Differentiators
Even in a digital world, contractors still value distributors who help them choose the right product, solve a challenge, or avoid a mistake.
What to Do:
Train your team to advise, not just sell. Offer easy access to specs, installation guides, and comparison tools.
10. Transparency and Communication Are Essential
From delivery windows to backorders, contractors want clear, proactive communication. Surprises on the jobsite create delays — and lost trust.
What to Do:
Use automation to send updates and alerts. Be upfront about lead times, delays, and substitutions — and offer solutions quickly.
Conclusion
Contractor buying behavior in 2025 is being shaped by speed, convenience, technology, and results. Distributors who recognize these shifts and align their service model accordingly will stand out in a competitive market.
The key is to be easier to buy from, faster to respond, and smarter about what each contractor needs.
