MORE THAN EVER TO THE TRADE
New research has shown that many tradespeople still use local, independent merchants as their main source of materials. The IPG explains why.
For installers and tradespeople, a good merchant has always provided more than simply a place to collect materials. Product knowledge, stock availability, practical advice and, importantly, relationships with people who understand the realities of the job can all make a real difference to the working day.
New research suggests independent merchants continue to play an important role in the trade.
The TradeBrain Pulse Report Q2 2026, based on responses from 2,362 UK tradespeople, found that 18.3% named local independent merchants as their main source of supply, placing independents second overall. TradeBrain says the finding shows that local relationships still account for a significant share of trade spend.
Local relationships still matter
That strength is not only reflected in where tradespeople spend their money.
When respondents were asked which company best understands their business needs, local independent merchants again ranked second overall, with 11.4% of the vote. This placed them ahead of a number of major national merchant brands.
TradeBrain says the result highlights the continued importance of relationships built at branch level.
This is especially relevant given the make-up of the UK trade. More than half of respondents, 53.3%, are self-employed, while 44.4% are sole traders and 67.8% do not employ anyone else.
For small businesses, time spent sourcing materials is time away from paid work. A local merchant that knows its customers, understands their requirements and can provide reliable advice can therefore offer value well beyond the sale itself.
That kind of support is particularly important in a challenging market. Almost two-thirds of tradespeople, 63.7%, expect rising material and tool costs to affect them over the next year, making this the biggest concern identified in the report. This has risen from 60.3% in Q1.
There is also uncertainty around workloads. Around one-third of respondents say their next project is worth less than £5,000, while 30.6% are unsure of the value of their next job.
According to TradeBrain, this is contributing to more last-minute, project-by-project purchasing, making availability, flexibility and advice increasingly important.
These are areas where independent merchants can be particularly strong. Their proximity to the customers they serve can help them understand local demand, build long-term relationships and provide the personal, knowledgeable service tradespeople value.
More than just price
The research also shows that purchasing decisions are not driven solely by price.
Quality narrowly ranks ahead of price as the strongest buying factor, with availability and service or guarantee also close behind.
And while digital purchasing continues to grow, the physical branch remains central to trade buying habits. Nearly half of respondents, 46.3%, typically purchase the products they need between 6am and 9am, reflecting the importance of early-morning, pre-job buying.
TradeBrain also reports that the proportion of trade spend going online has levelled off, with branch purchasing still accounting for a large share of activity.
Taken together, the findings underline the continued importance of the independent merchant.
In a market where tradespeople are watching costs carefully, buying closer to individual jobs and placing greater value on availability, flexibility and advice, local knowledge and trusted relationships remain highly relevant.
For installers, the independent merchant is not simply somewhere to buy products. At its best, it is a trusted partner that understands the trade, knows its customers and helps them get the job done.
