This October, MKM Building Supplies celebrates 30 years in business.
Starting with six people in a shed in Hull in 1995 to 135 branches plus specialist business Oceanair today, MKM has grown into the UK’s largest independent builders’ merchant with turnover set to reach £1.1bn this year. It’s a story that is shown to combine resilience, innovation and a commitment to people-first leadership — while it can also be seen as offering a glimpse of where the merchant sector is heading.
MKM’s beginnings are rooted in a leap of faith. When founder David Kilburn was made redundant at the age of 50, he and co-founder Peter Murray decided to take a chance. They began as a tight-knit original group of six – David, Pete, Janet Murray, Linda Kilburn, Andy Beet and Richard Taylor – all of whom shared the same determination to do things differently.
“We had no credit accounts, no customer base and plenty of competitors who said we wouldn’t last three months,” David remembers. “One supplier gave us six months to pay — that kind of faith we’ve never forgotten.”
Orders were celebrated with the clang of a fire bell in the warehouse. For Andy Beet, joining at just 26 years old, the energy was infectious: “The camaraderie was real. Those little wins felt enormous. That sense of shared ownership made it special.”
That spirit evolved into MKM’s ownership-style branch model, where local directors have autonomy and a financial stake in their branch. What began as an experiment quickly became “the company’s heartbeat” — and its key differentiator in a competitive sector.
Today, MKM’s 135 branches plus Oceanair operate under the same principle: empowerment. Each Branch Director decides their stockholding, fleet and credit terms based on their local market. “It’s what makes us different,” says CEO Kate Tinsley. “Branch Directors make decisions in real time, rooted in their community, and that keeps us close to our customers.”
For the wider industry, MKM says its success demonstrates how decentralised models can attract entrepreneurial talent into merchanting and foster loyalty at a time when recruitment is a major challenge. “It’s not just a job,” says Andy. “When you give people real responsibility, they live for it.”
Industry shifts: digital and modern branch environments
The merchant landscape has transformed dramatically since 1995. Customers expect more — influenced by retail, e-commerce and delivery apps. MKM has responded with significant investment in both digital and branch experience.
Kate explains: “When I joined in 2020, our digital offer was almost non-existent. Now we’re building a platform that will in time outperform competitors.”
Branches, too, are evolving. Modern MKM sites offer retail-style showrooms, seamless digital integrations and enhanced delivery tracking. Its “branch of the future” is designed to combine the efficiency trade professionals need with the kind of customer experience today’s buyers increasingly expect.
Sustainability: from Cheltenham to the Future Homes Standard
As sustainability moves centre stage in construction, merchants have a critical role to play. MKM has made clear commitments to cut carbon and promote greener building solutions. Its new Cheltenham branch is a landmark: built to BREEAM Excellent standards, fully electric with solar PV, air-source heating and intelligent energy management, the site achieves operational carbon net zero for its energy use.
Rachel Constable, MKM’s Head of ESG, is pragmatic: “We know construction has a significant carbon footprint, but we’re not shying away from it. Cheltenham is a great example of what’s possible — but it’s just the start.”
MKM also reports that it is “foregrounding sustainable products online,” making it easier for customers to find Future Homes Standard-ready materials. From heat pumps to permeable paving and biodiversity products, the independent merchant states it is “helping the industry build greener.” Its acquisition of Oceanair strengthens this position, adding specialist HVAC expertise, technical design support and accredited training for low-carbon heating.
The company’s progress has been recognised with a Silver EcoVadis Medal, placing MKM in the top 15% of companies globally for sustainability performance.
Attracting new talent
As the Builders Merchants Federation (BMF) continues to lobby for government support to “Get Britain Building Again,” opportunities in training and apprenticeships are growing. Accordingly, MKM is keen to showcase merchanting as a career of choice.
“It’s a meritocratic industry,” says Kate. “No one cares what school you went to — it’s about how you perform. That’s why so many people have built brilliant careers here.”
For MKM, the ownership model is seen as a magnet for ambitious individuals who want to run their own business. Furthermore, at branch level, apprenticeships and graduate schemes provide a gateway for the next generation. Combined with the company’s culture of recognition — every Branch Director standing to applaud the winner of Branch of the Year — it’s a sector narrative that counters outdated perceptions.
Since 2020, MKM has grown from 73 branches to 135 plus Oceanair. The ambition now is 250 branches within a decade – roughly 10 a year – and a turnover set to match that growth.
Kate, however, is clear on the priorities for the organisation. She said: “We’re a collection of local business, so it’s not the big number that excites me. What matters is being number one in every local market we serve. That’s when you know you’re making a real difference.”
Thirty years on: people first
For David, the proudest achievement is cultural. “We always said everyone is welcome here. We want people to be happy coming to work in the morning. That culture is my proudest achievement by far — passionate people doing the right thing.”
MKM’s journey is one the business considers can be a lesson the industry as a whole can take from: embrace change, adopt innovation, and pursue growth — but never lose sight of the people and relationships that underpin long-term success.
