Contractors in 2025 are buying differently — and it’s not just about price. From how they research products to how they place orders and manage supply risk, contractor behavior is evolving in response to a mix of market forces, jobsite realities, and shifting expectations.
For building materials distributors, these changes are more than trends — they are a blueprint for how to win and retain contractor business in a highly competitive and time-sensitive environment.
Here’s a closer look at what’s driving these behavioral shifts, and how forward-thinking suppliers are adjusting to stay ahead.
1. Labor Shortages Are Driving the Need for Simplicity and Speed
With skilled labor in short supply across the construction industry, contractors are looking for ways to simplify operations, reduce jobsite downtime, and delegate non-core tasks.
What’s Fueling the Shift:
Difficulty finding experienced workers
Rising cost of labor and overtime
Need for faster turnaround on projects
How It’s Changing Behavior:
Preference for ready-to-install, prefabricated, or bundled materials
Distributors who offer delivery to the exact point of use are favored
Increased reliance on digital tools to streamline estimating and ordering
2. Rising Project Complexity Requires More Support from Suppliers
As building codes grow stricter and project scopes expand, contractors are seeking more than just material quotes — they need technical guidance and product education.
What’s Fueling the Shift:
New energy efficiency, safety, and ESG requirements
More custom and mixed-use builds
Greater accountability for specs, documentation, and inspection readiness
How It’s Changing Behavior:
Contractors prefer suppliers that offer submittals, technical data, and code compliance support
Sales reps with product expertise and quick turnaround win more jobs
Loyalty is shifting from “cheapest” to “most helpful and informed”
3. Digital Expectations Have Hit the Jobsite
Contractors — especially younger project managers and foremen — now expect the same digital convenience and transparency they get in their personal lives.
What’s Fueling the Shift:
Increased mobile device use on jobsites
Growth in B2B eCommerce platforms
Frustration with manual processes and phone-based ordering
How It’s Changing Behavior:
Demand for 24/7 access to product info, pricing, and order tracking
Preference for self-service portals, mobile apps, and fast quoting tools
Resistance to suppliers who can’t provide digital workflows
4. Financial Pressures Are Making Contractors More Selective
With interest rates still elevated and margins tighter, contractors are scrutinizing every purchase and looking for suppliers who offer flexibility and financial predictability.
What’s Fueling the Shift:
Higher project financing costs
Pressure to reduce overruns and rework
Tighter cash flow cycles
How It’s Changing Behavior:
Interest in longer payment terms or early-pay discounts
Higher demand for accurate estimating and quote locking
Preference for suppliers who help control project risk
5. Trust and Reliability Now Trump Longstanding Relationships
While brand loyalty still matters, many contractors are willing to change suppliers if they get more reliability, better communication, or faster service elsewhere.
What’s Fueling the Shift:
Unreliable fulfillment from some legacy vendors during supply chain disruptions
Increased use of jobsite scheduling software that demands precision
Performance data becoming more visible and comparable
How It’s Changing Behavior:
Contractors track on-time delivery rates and quote turnaround
Suppliers who consistently execute are rising in preference
New vendors have more opportunity to win business if they deliver well
6. Environmental and Compliance Factors Are Influencing Buying Decisions
Sustainability and compliance goals are increasingly built into project requirements, especially in public and commercial construction.
What’s Fueling the Shift:
LEED, WELL, and ESG targets on more projects
Emissions reporting and product transparency mandates
Contractor demand for fewer compliance headaches
How It’s Changing Behavior:
Preference for materials with EPDs, VOC certifications, and traceability
Expectation that distributors provide submittals and spec sheets up front
Contractors gravitating to suppliers who understand green building requirements
7. Younger Buyers Are Changing the Decision-Making Dynamic
The generational shift underway in construction means more decision-makers are digital-native, research-first buyers who expect a different kind of engagement.
What’s Fueling the Shift:
Millennial and Gen Z professionals moving into purchasing and PM roles
Comfort with digital tools, social proof, and online research
Desire for speed, autonomy, and low-friction interactions
How It’s Changing Behavior:
Less reliance on traditional rep relationships
More attention to digital content, reviews, and case studies
Suppliers that offer intuitive, self-guided experiences are winning more first-time business
Conclusion
Contractor buying behavior in 2025 is evolving fast — driven by jobsite realities, economic pressures, and rising expectations for service, speed, and digital access.
Distributors that want to stay ahead must align with these changes by offering more than materials: real-time tools, expert support, transparency, and operational reliability.
The winners in this environment won’t just be the cheapest or the biggest — they’ll be the suppliers who are most responsive to how contractors actually buy today.
