Q & A: Gary McWilliam
5 February 2021
Gary McWilliam is managing director of The Hire Supply Company (HSC) which is based in Nottingham and has another large distribution warehouse and team serving Greater London. It is one of the UK's largest tool hire industry distributors and this year the business is celebrating its 20th anniversary.
How’s business?
Business at the moment is good. We are selling a decent mix of winter products. We forward-ordered goods from Europe and the Far East that we would normally sell in January and February to arrive in December, before the transition period for Brexit finished, so that we would have stock available in case of delays at customs. This appears to have worked well for us, except that during January we sold a lot of stock that we would usually expect to sell in February! A good problem to have, I suppose.
What products are in particular demand at the moment?
Due to the recent snow falls, flooding and the drop in temperatures, heaters, dehumidifiers, lighting and pumps are all selling very well.
What are you most proud of in the past 12 months?
If we are talking about work, then I would have to say it is the resilience of my co-directors and our employees. Everyone has been touched by furlough to some extent but it is the way that, as a company, we have just got on with the job of supplying our customers, keeping our service levels up and being there when the phone rings. It was very rewarding to have been involved in supplying products like lights and power distribution equipment for use in Covid testing centres and now, potentially, for vaccination centres.
What is the biggest challenge facing your business or the wider industry?
Stock availability and prices. It has not been reported widely enough that UK businesses are finding it difficult to get goods in through the ports post-Covid and post-Brexit. Anyone importing is facing exorbitant container freight charges and lengthy delays. The costs are almost four times what they normally are, cannot be absorbed by the importer and will have to be passed down to customers. I believe it will be temporary and we will reverse this when prices stabilise. I hope our customers understand that we are not making any more money by charging more for a small, select range of core products: we are just trying to recover some of the extremely high costs imposed on us.
Have there been other challenges?
I do think that mental health will continue to be a big issue as we continue under national lockdown restrictions, and when we come out of it or go back to local Tier regulations. People in all professions and all walks of life have had to cope with an unprecedented situation. The mental anguish and anxiety has been immense for many.
Moving forward, what’s the biggest opportunity?
There are still plenty of opportunities within our industry, mainly around innovation such as battery-powered products, as well as energy-saving and labour-saving equipment. We are launching three new products this year which will provide these benefits to hire companies and end users. We also have four R&D projects on the go, which again will bring benefits to our customers and, we believe, set us apart from our competitors.
What was your first job and how did you get into this industry?
My first full-time job was with a UPVC window manufacturer in Bulwell, Nottingham. Then I moved around a bit, but eventually ended up working for an engineering tools merchant. After a short while, I was head-hunted and asked to manage a business selling equipment into the hire industry. This was back in 1995 and the company in question was Hire Products Ltd, or HPL for short.
Who or what inspires you?
I am inspired by people who take risks, people who show confidence and strength of character no matter what, and who believe in what they are doing 100% whether it is in business, sport or any other sphere. I am a firm believer that it is better to have tried and failed than to have never tried at all.
What annoys/frustrates you?
My big annoyance is drivers who don’t use the indicators in their cars. Millions of pounds must be spent on designing and engineering that little control on the steering column to tell everyone what you intend to do, but many people just don’t use it. My main frustration would be that life in general is running away from me [Gary turned 50 years young last year], so I need to make every day count. It’s hard at the moment due to Covid, but I look forward to when we can and to making the most of every opportunity.
How do you relax after a hard day?
Probably not the most entertaining of answers. I just get home, eat tea, chat with the family and get in front of the TV. If it’s been a particularly challenging week, then some deep breathing exercises to ease the shoulders - and a glass of Bacardi - puts me in a better frame of mind.
What was your favourite school subject?
English. We had a great teacher. There was also a girl in class who always got 29 or 30 out of 30 for our weekly essays. I think I managed to beat her once.
If things had been different, what other career might you have chosen?
I originally wanted to be a chef in the Army but that didn’t work out. I also once thought about becoming a police dog handler. I love dogs and grew up with them at home as a kid.
What’s the best piece of advice that you’ve ever been given, or that you would pass on to others?
I was once told by an old salesman I worked with: “If you have nothing to say – say nothing.” Basically, once you have said your piece and done your sales patter, stop talking because after that you are just babbling. I also particularly like the saying, “Nothing worth having comes easy,” and I think you can apply this to all aspects of life.
Tell me a surprising fact about yourself.
I have four tattoos and one of them is a Chinese proverb which translates as, “We make or break ourselves.” I had it done whilst I was caring for my grandad who was suffering from vascular dementia. I looked after his wellbeing and finances for a couple of years and it was the most emotional, but also rewarding, time. Seeing someone you love disappear slowly is so cruel, but occasionally we were able to chat about his life and experiences. I will always treasure those memories. The decision to keep going to see him, despite any apprehension about what state his mind might be, was probably the best decision I have ever made. We choose what makes or breaks us.
Do you follow a particular sport and/or team?
I follow Nottingham Forest - which I think is still just about classed as sport! We are not doing very well at the moment.
What new skill or interest would you like to learn?
I would like to learn poker, not for any grandiose reason but just to be able to win a few hands. I don’t have an inclination to learn a new skill, but I am very impressed by anyone who can play a musical instrument. It must be great to be able to sit down at a piano and just play something.
What are you most looking forward to once life returns to normal?
Meeting up with family and friends and going to the pub and restaurants, and being free to make decisions on a whim - maybe even having a holiday.
What’s the secret of success?
Hard work, belief, attitude, honesty and a good slice of luck.
Finally, is there anything you would like to add about the business, the current trading outlook or future plans?
The Hire Supply Company started trading in July 2001 and since that date I have been fortunate (mostly) to have been regarded as its figurehead. But this sometimes means that my co-directors, who set the business up with me, don’t get the recognition they deserve. Without Mark Richards (FD) and Kevin Lever (ops director) cajoling me to join them 20 years ago, I would have missed out on so many adventures and experiences. Also, Dan Musson (sales director), who joined the company back in 2007, has been instrumental in product design and bringing new additions to the range. He is extremely well known throughout the industry for his unique sales techniques and legendary sense of humour. The four of us rub along well and hopefully will continue to do so for a few more years!
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