BMBI: Year 2024 Merchant value sales -4.1% down from 2023, but Q4 eases to -0.5% on year previous

The latest total value sales figures from Builders Merchant Building Index (BMBI) show that sales for Q4 2024 were down -0.5% compared to Q4 2023, as an increase in volume sales (+2.3%) was countered by a fall in prices (-2.7%). With one additional trading day in Q4 2024, like-for-like value sales were -2.2% lower.

Four of the twelve categories sold more in Q4 2024, led by Tools (+8.8%). Value sales of the two largest categories – Timber & Joinery Products (-2.6%) and Heavy Building Materials (-0.2%) – were down year-on-year. Renewables & Water Saving (-8.9%) was weakest.

Quarter-on-quarter

Builders’ merchants’ value sales for Q4 2024 were -13.9% lower than the previous three-month period. Volume sales tumbled -15.6%, while prices were slightly raised (+2.0%). Value sales in just three categories were up compared to Q3 – these were Plumbing, Heating & Electrical (+2.7%), Workwear & Safetywear and Renewables & Water Saving (+1.5%). Timber & Joinery Products (-13.1%), Heavy Building Materials (-14.5%) and seasonal category Landscaping (-30.9%) all sold significantly less. With four less trading days in the most recent period, like-for-like value sales were down -8.2%.

December sales Year-on-Year

Quarter 4 total value sales were given a boost by December sales, which were up +3.0% year-on-year. Volume sales climbed +7.4%, while prices fell -4.1%. Seven of the twelve categories sold more, led by Landscaping (+15.9%), Services (+8.8%), Tools (+8.6%) and Heavy Building Materials (+3.9%). Timber & Joinery Products (+0.1%) was flat.

December sales, Month-on-Month

December value sales were weak compared to November (-32.5%) but this is in line with seasonal trends.

Last 12 months

Total value sales for January to December were -4.1% lower than the same period in 2023. With three more trading days this year, like-for-like value sales were down -5.2%. Volume sales for 2024 were down -4.3% compared to last year, and prices were largely inline (+0.2%). Five of the twelve categories sold more in value, with Workwear & Safetywear (+10.8%), Tools (+6.7%) and Services (+3.0%) faring the best. Renewables & Water Saving (-24.0%), Timber & Joinery Products (-6.4%) and Heavy Building Materials (-5.5%) were weakest.

Chris Fisher, Vice President of the EMEA (LBMH) division of ECI Software Solutions, and BMBI’s Expert for Website and Product Data Management Solutions says:

“Embracing digital transformation is no longer optional but essential for survival and growth. One of the most powerful concepts reshaping the industry is the Endless Aisle — the ability to expand product availability beyond physical inventory by seamlessly integrating supplier catalogues into instore and online platforms.

“Stockouts, fluctuating demand, and unpredictable disruptions have become a new normal in the supply chain. Traditional inventory models force businesses to carry excess stock or risk losing sales due to limited availability. However, the Endless Aisle model allows merchants to sell a broader range of products without physically holding them in stock.

“By leveraging real-time supplier integration, businesses can fulfil orders directly through vendors, ensuring consistent product availability and reducing dependency on single suppliers. This allows merchants to navigate supply chain shocks, optimise procurement and maintain uninterrupted service for customers.

“Being a one-stop shop increases customer lifetime value. Tradespeople and DIY customers prefer to consolidate purchases with suppliers who can meet their complete project needs.

“The Endless Aisle empowers merchants to expand their product mix — new categories, niche products, or specialty building materials. By integrating multiple catalogues, businesses can cater to wider customer needs, driving repeat business and larger order values.

“The Endless Aisle isn’t just a convenience; it’s a competitive necessity in today’s building materials supply chain. By digitally extending inventory, optimising fulfilment, and leveraging supplier partnerships, merchants can maximise profitability and customer retention.”

BMBI Experts speak exclusively for their markets, explaining trends, issues and opportunities. For the latest reports, Expert comments and Round Table videos, visit www.bmbi.co.uk.

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