FOR more than 15 years, Leading Edge has been tracking the UK contract flooring adhesives and smoothing compounds markets through regular in-depth research. As we prepare to publish the latest editions of our reports this November, it feels like the right moment to look back at how far the market has come – and what contractors are telling us now about where it’s heading next.
A market built on loyalty, not price
Since the first report in 2007, much has changed. Brand preferences, installation methods, and supply routes have all evolved – sometimes gradually, sometimes almost overnight. But one constant has been the high level of brand loyalty in the sector.
In our most recent survey in 2022, over half of flooring contractors said they’ll choose adhesives based on familiarity and confidence in performance rather than price. Just 3% cited ‘lowest price’ as the main reason for choosing an adhesive brand, a sharp decline from earlier years when cost was a more common deciding factor.
This trend reflects the reality that for many contractors, adhesives and smoothing compounds are mission-critical products.
A failure onsite can mean disruption, rework, and lost confidence with clients. For that reason, switching brands – even in pursuit of potential savings – remains a major barrier.
System-based installation now the norm
This shift toward trusted brands and system-based installation has been building steadily across our research. In 2007, the idea of buying a complete installation system – adhesives, smoothing compounds, primers and dampproof membranes – from a single manufacturer was relatively uncommon.
Contractors would often mix and match brands based on price or convenience.
By 2018, system use was becoming more prevalent, and by 2022, nearly 80% of projects used a full system approach. Contractors consistently told us they valued the reassurance that comes with compatible products and the backup of a single supplier if something went wrong.
Manufacturers have responded by promoting their complete systems more prominently and providing clearer guidance to specifiers and installers. This move has also aligned with increased use of adhesives and compounds designed specifically for LVT installations, a segment that has grown rapidly over the past decade.
Long-term trends and new influences
Over the years, our research has shown clear shifts in which brands contractors trust and rely on, with some long-established names maintaining strong positions and others steadily gaining ground. These changes often reflect broader trends: the rise of LVT and resilient flooring, evolving specification practices and a growing emphasis on system compatibility.
Supply challenges during the pandemic also highlighted the need for reliable distribution channels and good technical support. Many contractors told us that access to consistent supply and responsive advice were as important as product performance.
In our interviews, we often hear the phrase ‘it’s what we’ve always used.’ That familiarity is hard to disrupt – yet new entrants and challenger brands continue to look for ways to stand out through innovation, service, or sustainability credentials.
What contractors value most
Alongside loyalty and familiarity, performance expectations have continued to rise. Across each wave of our research, we’ve gathered detailed feedback from flooring contractors through more than 100 in-depth telephone interviews. These conversations go far beyond market share figures.
Contractors share what they like and don’t like about different products, and why they choose to stick with established brands or try something new. Product quality, reliability and ease of use have consistently been among the most important factors driving decisions.
This year, the reports will again explore how these priorities are evolving and what contractors see as the main differentiators between brands. From perceptions of technical support to views on value for money and the role of specification, understanding these perspectives is essential for manufacturers and suppliers looking to strengthen their market position.
Updated reports coming this November
We’re also refreshing the design of the publications themselves. While the structure will be familiar – comprehensive tables, trend charts and verbatim contractor quotes – readers can expect an updated layout and expanded sections covering emerging issues in the commercial flooring market.
As always, the reports will include historical data back to 2007, enabling suppliers and manufacturers to benchmark performance over time and spot longer-term shifts. Whether it’s the steady growth of LVT installations, the decline of purely price-led purchasing, or the rise of anhydrite screeds, these insights provide valuable context to inform product development and sales strategy.
Full updated reports will be available in November. To register your interest or reserve a copy, contact Elly Cousins, director, at the details below.
01252 279990
