New data from FleetNow, a platform that connects buyers and sellers of construction equipment, highlights shifting buyer behavior in the second quarter of 2025. According to FleetNow’s analysis, compact machines are becoming increasingly popular, with significant movement in equipment categories between the first and second quarters.
Boom lifts, scissor lifts, and telehandlers remained the top three categories by total lead count, but there were notable changes in the rankings. Runabouts—compact vertical lifts designed for indoor tasks—entered the top 10 following a more than 100% increase in inquiries compared to Q1. This trend points to higher demand for equipment suited to indoor projects like warehouse maintenance.
Conversely, utility vehicles saw a steep decline, with inquiries falling by over 50%. This drop may reflect earlier bulk purchases or a pause in new acquisitions as contractors face budget limitations.
Although aerial equipment categories still generate the highest total lead volume, mini excavators and skid steers led all equipment in terms of buyer interest per listing. This indicates tighter availability and greater buyer urgency for these compact earthmoving machines.
“Compact machines are moving fast,” said Jill Lackey, marketing manager at FleetNow. “Mini excavators and skid steers are seeing the highest interest per listing. Expect tighter competition and fewer options the longer you wait.”
This shift is especially noticeable in the lead-to-listing ratio, which tracks how quickly listings are generating inquiries. Equipment like mini excavators and skid steers are seeing faster response times relative to the number of available units.
FleetNow’s data also reveals that a sizable portion of buyers are considering shipping and financing options before making a purchase, suggesting that many are nearing final decisions.
“We’re also seeing more buyers come in already thinking about shipping and financing,” Lackey said. “Around 11% are asking for shipping quotes, and 4% are exploring loans. That kind of behavior usually means they’re close to buying.”
The company recommends that buyers act early in Q3 to ensure they secure the equipment they need before supply constraints and scheduling delays intensify.
For sellers, FleetNow advises prioritizing clear, detailed listings and fast response times to inquiries. “Buyers are comparing listings—but they still tend to move forward with whoever gets back to them first and gives them everything they need to make a decision,” Lackey explained. “That means recent photos, a walkaround video, maintenance records, and a fresh inspection report. Some dealers even offer a short-term parts-only guarantee, which goes a long way in closing the sale.”
Sellers are also encouraged to promote in-demand categories such as mini excavators and skid steers as these machines continue to attract significant buyer interest.
FleetNow’s insights are based on detailed lead data that tracks buyer inquiries against equipment listings across multiple platforms. The company uses a variety of criteria to compile these figures, including total lead counts, lead-to-listing ratios, and buyer behaviors such as shipping quote requests and financing inquiries. The data reflects trends in both the number of buyer inquiries and the urgency of those inquiries, providing a clear picture of which equipment categories are receiving the most attention.
The construction equipment market is seeing a growing preference for compact, versatile machines as contractors respond to tighter budgets and changing project needs. With higher buyer urgency for mini excavators and skid steers, both buyers and sellers are advised to act quickly to navigate a competitive market. Understanding these trends will help ensure better decision-making in the second half of 2025.
FleetNow gathers data based on buyer and seller interactions on its platform, using factors like lead volume, response times, and buyer activity across various equipment categories. The platform analyzes these trends to give contractors insights into the most in-demand equipment.
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