By Rachael Mahoney, Chief Strategist, Bulk Exchange

Everyone Has “Their Guy” But Is It Still Enough?

Ask any experienced estimator or planner you meet, and they’ll proudly swear they know every facility in their market. They’ve got their guy saved on speed dial, a trusted friend they can call for the “real” price, you know, the one reserved just for them because of years of mutual loyalty, help on late-night disasters, and (of course) rounds of golf and a few lively industry parties.

After decades of partnership, more than a few white-knuckle jobs where everything that could go wrong did, and the kind of relationships only this industry can foster, it would seem obvious you’re always getting the best deal and outcome… right?

We are in an industry where, for centuries, special relationships have been the secret sauce, the key to driving better margins, faster timelines, and fewer headaches. And they will absolutely continue to matter.

But…and this is a big but…compelling new tools and data are showing that sourcing materials and disposal services based only on relationships often leaves serious options, opportunities, and margin sitting on the table.

Especially now, as the industry is evolving at a pace that demands decisions rooted in analytics, not just vibes.

Why the Game is Changing: 4 Big Shifts You Can’t Ignore

1. The Great Retirement Is Coming

Over 70% of the gatekeepers of these valuable relationships are expected to retire in the next 5–7 years (according to construction industry workforce studies). The next generation of builders are digital natives who are growing up shopping and sourcing everything through technology. Handshakes and friendships will always matter, but they’ll be supplemented (and often outpaced) by smarter digital strategies.

2. Materials Are More Complex Than Ever

Sustainability initiatives, evolving material performance standards, and the rise of specialty mixes and engineered solutions mean material selection isn’t just about price or proximity anymore. It’s about understanding availability, environmental impact, and lifecycle performance, all of which require dynamic planning and immediate access to the right data.

3. Weight and Distance Now Matter Even More

When material scarcity hits during natural or manmade disasters, and trucking shortages persist, proximity becomes more than a nice-to-have, it becomes the deciding factor between profit and loss. Delivery logistics are now as critical as material pricing itself to achieving a successful project outcome.

4. Competition is Getting Fiercer (and Less Local)

As the market contracts and consolidates, every bid counts more. You’ll see more non-local competition, and new entrants won’t need the “good ol’ boy” network to lean on. Relationships will still help, but they won’t be the silver bullet they once were.

The Good News: The Well-Prepared Will Win

This isn’t a time to panic.

This is a time to prepare, to lean in, and to capture opportunity while many others freeze or try and wait it out.

Yes, we have been burned before by tech solutions that over-promise and under-deliver. Our industry knows firsthand how “solutions” that don’t understand the realities of heavy civil construction usually fail and fast.

But here’s the thing:

Entrepreneurship and innovation are made stronger by constructive failures. Every lesson from what didn’t work has paved the way for the solutions that now can, especially for those that pay attention and are willing to adjust.

What We’ve Learned and How We Built Bulk Exchange Differently

1. Deep Industry Expertise First

It starts at the top with our founder, Paul Foley, who’s spent his career, 30 years and across three continents, in heavy civil construction. From who we hire, to our loyal investors, we are deep on industry experience.

This industry isn’t just something we serve; it’s part of who we are. That experience ensures we build technology that respects construction’s unique DNA, using tools to enhance, not replace, the roots and relationships that built it.

2. Start Small, Solve Real Problems, Then Grow

Sure, construction is a multi-trillion-dollar industry. The temptation to “go big” immediately is real and it’s why so many ConTech startup’s fail.

We chose a different path:

Start with a specific, painful, solvable problem (material and disposal sourcing), nail it, and then scale thoughtfully from there.

3. Embrace the “We, Not Me” Mindset

Like our customers, collaboration is a core value at Bulk Exchange.

No one moves mountains (literally) or mega-projects alone.

We see ourselves as a true partner, working alongside the industry, not over it.

4. Prioritize Trust and Neutrality

Middlemen and brokers often thrive on secrecy.

We don’t.

Bulk Exchange is neutral, ALWAYS, and for good reason.

We exist to connect supply and demand transparently and level the playing field for everyone.

The Moral of the Story

Honor the roots. Respect the relationships. But embrace the tools that will future-proof your business.

The companies that will dominate this next era of construction won’t be the ones who cling stubbornly to old ways. They’ll be the ones who blend legacy with innovation, who recognize that a handshake and a smart sourcing platform aren’t enemies, they’re allies.

Because getting the best local supplier or disposal option today isn’t about who you know. It’s about what you know, and how fast you can act on it.

The True Definition of Value

Value isn't simply about the lowest price point. True value encompasses performance, longevity, reliability, and increasingly, sustainability. Just as we wouldn't choose a friendship based solely on convenience, we shouldn't select construction materials based solely on acquisition cost.

"The construction materials industry is rapidly evolving beyond the outdated paradigm of choosing materials based on initial cost alone," says Michael Philipps, former President of the National Ready Mixed Concrete Association (NRMCA). "Today's definition of value must include resilience, sustainability, and total lifecycle performance. The cheapest option upfront often becomes the most expensive over time."

In the world of bulk construction materials, value manifests in specific, measurable ways:

Consistent gradation ensures predictable performance across batches. When aggregates maintain uniform size distribution, the resulting concrete or asphalt delivers reliable strength properties.

Cleanliness of materials prevents contamination that can compromise structural integrity. Foreign substances in aggregates can inhibit proper bonding and accelerate deterioration.

Durability translates directly to reduced maintenance costs and extended service life. Materials that resist weathering, abrasion, and chemical attack provide significantly greater long-term value.

Strength determines load-bearing capacity and resistance to failure. Higher-quality materials typically offer superior strength-to-weight ratios, enabling more efficient designs.

Adherence to ASTM and DOT specifications provides verified quality assurance. These standards represent industry consensus on minimum acceptable performance criteria, formed through rigorous testing and real-world experience.

"Quality aggregates are the backbone of resilient infrastructure," observes Karen Hubacz, Chairwoman of the National Stone, Sand & Gravel Association (NSSGA). "When we talk about extending the service life of our roads, bridges, and buildings, we're really talking about starting with materials that meet or exceed specifications. The difference between marginal materials and premium aggregates can mean decades of additional service life."

The Future of Value: Sustainability Meets Performance

The construction industry stands at a critical juncture. Climate change and resource scarcity demand that we reconsider how we define value in building materials. Fortunately, innovation is already providing solutions that harmonize performance with environmental responsibility.

Portland Limestone Cement (PLC) exemplifies this evolution in value. By replacing a portion of clinker with fine limestone, PLC reduces carbon emissions by 10% compared to traditional Portland cement while maintaining equivalent performance. This isn't just an environmental win—it's economically sound, as reducing clinker content lowers production energy requirements.

"PLC represents the kind of innovation that's transforming our industry," says Tom Beck, Executive Vice President of Summit Materials. "We're seeing materials that not only reduce environmental impact but actually outperform their traditional counterparts in many applications. This is the future of construction – where sustainability and superior performance go hand in hand."

Other innovations are rapidly transforming our options:

• Geopolymer concretes utilizing industrial byproducts like fly ash and slag
• Carbon-sequestering concrete that actually absorbs CO₂ during curing
• Mass timber products offering renewable alternatives to steel and concrete
• Recycled aggregate concrete reducing the need for virgin material extraction

"The asphalt industry has long been at the forefront of recycling and material innovation," notes Audrey Copeland, President and CEO of the National Asphalt Pavement Association (NAPA). "Today's high-performance asphalt mixes incorporate recycled materials while delivering longer-lasting, smoother, quieter roadways. This combination of sustainability and enhanced performance is redefining what value means in infrastructure construction."

The true breakthrough is that these sustainable alternatives aren't just "green options"—they're increasingly becoming the highest-performing, most economical choices. Much like LED lighting has surpassed incandescent bulbs in both performance and cost-efficiency, sustainable construction materials are poised to redefine value in the building industry.

Overcoming the Knowledge Gap

The shift toward higher-value, sustainable materials faces one significant obstacle: awareness and access. Contractors, engineers, and project managers often default to familiar materials not because they prefer them, but because they lack information about alternatives and where to source them.

"One of our greatest challenges is connecting innovative products with the professionals who specify and use them," explains Rex Cottle, Executive Director, The National Steering Committee (NSC) - Concrete Industry Management (CIM). "We can develop the most sustainable, high-performance materials in the world, but they only create value when they're actually used in construction."

This knowledge gap represents perhaps the greatest barrier to adopting higher-value materials. How can professionals specify innovative products if they don't know these products exist or where to find them?

Bulk Exchange has emerged as the solution to this critical challenge. As the first and only complete directory of construction materials, Bulk Exchange enables professionals to discover, compare, and source next-generation materials in their local area. This platform bridges the information gap, making it easier than ever to select high-value materials for any project.

By providing comprehensive information on material properties, sustainability metrics, and local availability, Bulk Exchange empowers builders to make truly value-based decisions. The platform transforms the abstract concept of "better materials" into concrete actions: specifying PLC instead of traditional cement, selecting recycled concrete aggregate, or choosing locally-sourced materials to reduce transportation emissions.

The infrastructure we build today will serve communities for decades to come. By leveraging tools like Bulk Exchange to identify and source the highest-value materials, we're not just constructing buildings and bridges—we're creating a legacy of sustainability, performance, and true economic value. For the projects of tomorrow, choosing high-value materials isn't just preferable—it's essential. And now, with Bulk Exchange, it's also achievable.

By Rachael Mahoney, Chief Strategy Officer at Bulk Exchange

We live in a world where we can get a refrigerator delivered tomorrow with the tap of a finger. We can order shoes, sushi, or dog food and track it to our door in real time. Marketplaces have completely reshaped how we buy, sell, and connect.

But if you're an estimator trying to find 15,000 tons of fill or a disposal site for a few thousand cubic yards of contaminated soil?

You're still relying on Google. Maybe a spreadsheet. Probably a few cold calls. And a whole lot of waiting.

It’s wild, isn’t it? In one of the most essential and material-intensive industries on the planet, we’re still using tools that were never designed for us. And it's not just inconvenient—it’s costing us in time, money, and talent.

The Time Sink No One Talks About

Every sourcing professional I know are wildly skilled problem solvers with engineering minds and decades of collective experience. But ask any of them how much of their day is spent just trying to source or dispose of materials for a bid or project, and you’ll get the same eye roll.

“I spend about a third of my day just trying to track people down,” one estimator recently told us. “It’s all Google searches, phone tag, and out-of-date info. It’s incredibly inefficient.”

According to research from Dodge Leads and LetsBuild, it’s not uncommon for planners and estimators to spend 30–40% of their time on this one task alone. That’s 14 to 16 hours a week chasing down answers to questions that should take minutes:

• Who has the material I need?
• Can they deliver?
• What are their gate rates?
• Do they have capacity?
• Who’s the actual person to talk to?

This is one of the most foundational pieces of project planning, and yet it remains one of the least supported by technology.

Heavy Civil Construction: A Critical Industry, Missing a Critical Tool

Heavy civil construction builds the systems our entire world runs on—transportation, water, energy, public works. We are literally moving earth to make progress. But our sourcing workflows are stuck in the past.

"We're using million-dollar equipment, managing hundred-million-dollar projects, and still relying on fax machines and cold calls to move dirt." — Project Executive, Bay Area

Every other major industry has modernized its supply chain. Why haven’t we?

The truth is: we haven’t had a centralized marketplace—until now.

Introducing Bulk Exchange: A Marketplace Built for Us

That’s why we built Bulk Exchange—the first and only digital marketplace designed specifically for bulk materials in heavy civil construction.

This isn’t a directory. It’s a living, breathing, searchable ecosystem where suppliers, disposers, and contractors can:

• Search real-time inventory and gate rates
  
• Find nearby import/export matches
  
• Check site capacity and material specs
  
• Communicate directly with site contacts—no middlemen

It’s the platform our industry deserves: simple, transparent, cost-effective, and built for the realities of civil work. One that saves time, trims costs, and opens the door to a more sustainable, circular economy for construction materials.

How the Old Way Hurts Our Future

If the time suck wasn’t enough, there’s another side to this story: talent.

We’re in the middle of a historic labor shortage. According to the AGC, over 85% of construction firms are struggling to find qualified workers, and the younger generation isn’t exactly lining up to take their place.

Why?

Because we’re asking digital natives to work in analog environments. And frankly, they want no part of it.

“It’s not that I don’t want to work in construction,” a recent construction management grad told us. “It’s that I don’t want to work somewhere that still uses fax machines.”

Our reliance on outdated workflows doesn’t just create inefficiencies, it actively repels the next generation of talent. New grads are used to intuitive, data-driven platforms in every aspect of life. Expecting them to spend half their day chasing gate rates over the phone isn't just inefficient, it's a dealbreaker.

Circular Construction Starts with Visibility

We talk a lot about sustainability in this industry but you can’t optimize what you can’t see.

Without a centralized platform, we’re missing daily opportunities to reuse materials, cut haul distances, and keep resources in motion instead of in landfills. According to our white paper, over 70% of excess spoils are wasted or hauled long distances simply because contractors didn’t have visibility into nearby reuse options.

Bulk Exchange changes that. We’ve seen contractors:

• Cut sourcing time by 60%
  
  
• Avoid 4+ hours of haul time per load

• Save tens of thousands of dollars by matching with local suppliers or disposers in a single click
  

And those aren’t just wins for the bottom line—they’re wins for the planet, too.

It’s Time to Stop Making Phone Calls for Rock

This isn’t just about saving time…it’s about moving the industry forward.

Let’s give our people the tools they need to work smarter. Let’s make it easier to do the right thing, whether that’s reusing materials, shortening hauls, or just getting a job priced faster.

Let’s stop wasting world-class talent on low-value admin work, and start giving them back their time.

At Bulk Exchange, we’re not just building a platform—we’re building a better way to work.

‍Ready to stop wasting time and start sourcing smarter?

🌐 Visit BulkExchange.com and join the platform that’s transforming how the industry moves materials.