Over the last 12 months, sustainability has moved from the sidelines to the center of vendor selection in the construction materials industry. From project developers to general contractors and public agencies, buyers are increasingly choosing suppliers based not only on price and performance — but on their ability to support environmental, social, and governance (ESG) goals.
This shift is changing how vendors are evaluated, what documentation is expected, and which products get specified. For distributors and manufacturers, it’s a wake-up call: sustainability is no longer a marketing message — it’s a core requirement for being part of the project.
Here’s what we learned over the past year about how sustainability goals are reshaping vendor selection — and what it means for the future of the construction supply chain.
1. Environmental Product Declarations (EPDs) Became a Standard Ask
Over the last year, more buyers began requiring EPDs and life cycle data to validate material choices — especially on public, LEED, or ESG-driven projects.
What We Learned:
Vendors without EPDs or carbon transparency often lost out during submittal reviews
Products with third-party sustainability credentials became preferred options, even at a premium
Suppliers who pre-compiled EPDs for their top-selling products had a competitive edge
2. “Buy Clean” Legislation and Low-Carbon Mandates Gained Momentum
States like California, New York, and Colorado accelerated “Buy Clean” initiatives, requiring public agencies to select materials based on embodied carbon thresholds.
What We Learned:
Regional policy changes directly influenced material decisions and supplier eligibility
Carbon data is now considered as important as price or lead time on many RFPs
Distributors that stock and promote low-carbon alternatives are becoming go-to partners for public-sector contractors
3. ESG Reporting Began to Influence Procurement Beyond Products
Larger contractors and developers began evaluating vendors based on company-level ESG performance, including labor practices, DEI policies, and supply chain transparency.
What We Learned:
Suppliers with documented ESG policies and sustainability roadmaps stood out
Vendor prequalification processes now include sustainability questionnaires and scorecards
Small distributors that aligned their values with those of their customers gained an edge, even without massive scale
4. Documentation and Digital Access Became Critical to Winning Bids
More customers demanded fast, digital access to product documentation — including VOC reports, recycled content percentages, and compliance certificates.
What We Learned:
Bidders who couldn’t produce sustainability data quickly were often disqualified
Vendors with organized, accessible data portals or product submittal kits moved faster through the approval process
Sustainability support became part of the value proposition, not just the compliance checklist
5. Green Building Programs Drove Material Preferences
Whether targeting LEED, WELL, or local energy codes, builders increasingly selected products based on their contribution to green building points or energy performance.
What We Learned:
Vendors who trained sales teams to speak the language of certification programs were more effective
Products contributing to multiple credits (e.g., energy, material health, regional sourcing) saw increased demand
Distributors with clear marketing around program eligibility helped contractors make faster, more confident decisions
6. Sustainability-First Projects Created Long-Term Relationships
Contractors working on sustainability-focused developments were more likely to build strategic partnerships with vendors that could consistently support ESG goals.
What We Learned:
Vendors that invested in understanding sustainability requirements won more repeat business
Strong performance on one green project often led to referrals and inclusion in future bids
Relationship-building around shared values became a key differentiator
7. Smaller Distributors Found Opportunities in Niche Sustainability Needs
In many cases, smaller regional distributors outpaced larger competitors by specializing in eco-friendly materials, waste-reduction services, or recycled product lines.
What We Learned:
Focused expertise trumped catalog size in green project bidding
Local suppliers with flexible sourcing could fulfill hard-to-find sustainable SKUs faster
Builders valued agility and personal support over brand recognition alone
8. Vendor Selection Became a Risk Management Decision
ESG-conscious clients viewed supplier behavior as a reputational and compliance risk, particularly in public or high-profile projects.
What We Learned:
Contractors and owners screened vendors to avoid future sustainability or labor violations
Transparency around sourcing and ethical practices became part of RFQs and prequalifications
Distributors with a clean, compliant image were seen as safer long-term partners
Conclusion
In the last 12 months, sustainability goals have reshaped how vendors are evaluated and selected across the construction industry. It’s no longer just about being the lowest-cost provider — it’s about being transparent, aligned with ESG expectations, and ready to support project-level sustainability outcomes.
For building materials suppliers and distributors, the lesson is clear: embracing sustainability isn’t just good ethics — it’s good business.
