MKM builds its tool hire presence
30 June 2023
The independent builders’ merchant MKM Building Supplies has expanded steadily since its foundation in 1995 and is now introducing tool hire at a growing number of its locations throughout the country.
The business was founded in Hull by Chairman David Kilburn who had previously been with Jewson. MKM currently has 118 branches, more than 50 of which were opened in the last five years. Kate Tinsley was appointed as CEO in 2020, having held a similar position at the Buildbase group of companies, including its Hirebase activity.
Lee Armsby joined MKM as Business Development Manager in January 2022, having had prior experience with Jewson, Hirebase and Hewden, and is overseeing the tool hire rollout. The first merchant branch to add hire was Norwich last September, with the most recent being Blackpool (pictured) as reported previously. There are 13 others at Berwick, Bromsgrove, Chester, Edinburgh, Glasgow, King’s Lynn, Leamington Spa, Leeds, Lincoln North, Manchester Central, Norwich, Perth and Weymouth.
As Lee explained, “Each of our locations typically has two Branch Directors who drive growth forward. MKM then backs them with what they need in terms of equipment, staffing and other resources but they decide how to develop the business and are accountable for that.”
If a Branch Director believes tool hire would be a good fit at their location, they can reach out to Lee to explore the possibilities. “I’ll help them with finding the people, the equipment, the workshop design and other facilities, and get it operational,” he said.
Lee added that MKM pays particular attention to making each branch welcoming and efficient. “First impressions count and we want to be like the Waitrose of builders’ merchants. Each location is typically around 15,000 sq ft with a certain amount of yard space and has impressive kitchen and bathroom showrooms, with local knowledgeable experts.
“We also make sure there is a good number of personnel to deal with customers and enquiries: our Lincoln North facility, for example, opened with 22 people which is perhaps double what some other merchants would have.”
The Blackpool tool hire activity exemplifies MKM’s approach. The overall merchant facility is run by Business Directors Darren Whiteside and Joe Keane, who each have more than 30 years’ industry experience. Although they are supported by the Hull Central Support office, they decide how the branch is managed, from sourcing staff levels and vehicles, to the services offered. They choose what will deliver the best local results.
“For us, tool hire is the final piece in the jigsaw,” Darren told me. “Our customer base chiefly comprises tradesmen, small to medium contractors and ‘white van’ workers undertaking construction and landscaping projects and they have quickly welcomed the new service.”
It’s clear that MKM places a high priority on people and recruitment. Darren, whose industry experience includes working with Jewson, already knew Matt Taylor when he invited him to become Tool Hire Manager at Blackpool and believed him to be ideal for the role, having previously worked with Jewson and Smiths Equipment Hire. Similarly, Tool Hire Assistant James Worthington was with Jewson.
The dedicated tool hire team also includes a driver and a fitter, with more appointments expected as business grows. However, other members of the 34-strong Blackpool staff will help out as necessary, such as by fielding enquiries at busy times.
“We have more staff than the industry norm and it pays dividends,” said Darren. “Builders are often busy and don’t want to hang around. They are welcome to stay for a brew – and we have promotions like free hot dogs on Wednesday mornings – but if they want to be on their way again quickly we need to have people ready to serve them and answer phone calls. Everyone here is happy to pitch in and it builds a strong team.”
Darren and Joe decided in January to add tool hire at Blackpool and they discussed with Lee the necessary layout of workshops and the design of a mezzanine floor for extra storage, as well as choosing the appropriate fleet profile. While there are obviously core bread-and-butter items, other equipment has been added to reflect the local customer base.
“We are strong across all merchant areas but plumbing and heating are particularly successful for us, so we have added items like flue gas analysers, core drills, central heating flushers and pipe freezers,” said Darren.
Other fleet additions have included compact dumpers, compaction plates, generators and trash pumps from Altrad Belle; mini excavators from JCB; transformers and gardening equipment from Hire Supply Co; Husqvarna cut-off saws; Bosch breakers; Paslode nail guns; Dragon Equipment crushers and lifters; Westermann weed brushes from SPA Machinery; and Euro Towers mobile access towers, amongst other items.
Certain hire products reflect MKM’s merchant experience, such as large porcelain tile cutters from Rubi. Supplies of natural stone from countries like India were disrupted by Covid-19 and less expensive porcelain flooring tiles from Italy and Spain have been proving more popular.
MKM is also establishing a network of rehire partners for items outside its standard fleet.
Like the other MKM branches offering tool hire, the Blackpool facility has added a portable wash bay from Odour and Dust Solutions for cleaning equipment without requiring an interceptor tank.
Darren said that the new tool hire operation at Blackpool has taken off quickly. “One contractor told us it’s made a huge difference to him in terms of convenience and time because he can get everything he needs in terms of materials and equipment in one visit, on a single invoice.”
Lee added: “There’s no real secret to what we are doing. You just get the right people and the right equipment with good working facilities and a decent salary, and if you let them get on with it, they’ll do their best for you.”
Photos: above, JCB; below, Alan Guthrie
