CASE STUDY: NMBS
CIOB, have championed better, more inclusive workwear for women in the industry, and people from different cultural and religious backgrounds too.
CASE STUDY NMBS: A
EXHIBITION AND SO MUCH MORE
Buying group NMBS offers a wide sure of support to bring together independent builders merchants and building materials suppliers.
pril is when buying group NMBS holds its annual exhibition, bringing together suppliers and merchants for two days of
purchasing and networking.
To expand its reach within the independent merchant sector, workwear provider Portwest joined NMBS in 2018, and now benefits from the full range of NMBS marketing and networking programmes, such as quarterly workwear promotions and marketing support, as well as attendance at the exhibition. Traditionally associated with industrial supply chains and corporate uniforms, the family-run workwear business is now addressing shifting expectations, from budget-driven bulk buying to performance-led products that are built to last. “The NMBS Exhibition is where we see a lot of momentum,” Luke Armstrong, retail sales manager at Portwest, says. “Face-to-face time with members allows us to have real conversations and understand the real-world challenges merchants and their customers are facing. NMBS has made a big difference to our visibility in the merchant world.”
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As part of its growing relationship with independent merchants, Portwest is also now reshaping how its ranges are presented. For example, to help navigate its extensive range, Portwest adapted its 821-page brochure into the Builders’ Merchant Catalogue, a 121-page tool featuring the products that sell best at the counter, such as PPE, high-vis, footwear and core workwear.
“We wanted something that made sense to merchants and was simple to navigate around,” says Armstrong. “This isn’t about pushing more products, it’s about giving merchants the confidence to stock what their customers actually want and understand what products are available.”
If the shoe fits
Demand is growing for higher quality, better- fitting and longer-lasting workwear across the construction sector. Earlier this year, the British Safety Industry Federation launched a national campaign promoting the importance of high- quality PPE. Multiple industry groups, including the Considerate Constructors Scheme and the
“We’re hearing it all the time,” Armstrong says. “Tradespeople are fed up with trousers that split within weeks or boots that are uncomfortable after a few hours. They want kit that’s fit for purpose, not just the cheapest on the shelf. The challenge is helping merchants supply people easily, with the right support and products, all while meeting the margins they need for their businesses.” Over the past year, Portwest has added 146 new products to its range. But this development hasn’t been driven by seasonal updates, fashion trends or technical gimmicks. Instead, it comes from feedback from end users working long hours outdoors in challenging environments.
Product upgrades have also focused on durability. In a market where some businesses choose items based on the lowest upfront price, Portwest is seeing more contractors switch to better-quality garments that last longer. By investing in better kit, fewer replacements are needed, safety compliance is improved, and the staff wearing the workwear are more satisfied. Another key area of change has been around sustainable alternatives. Sustainability has often felt like a luxury, but Portwest’s Planet range aims to make it an achievable reality. “There’s definitely more awareness about sustainability now,” says Armstrong. “Contractors bidding for public-sector work are being asked about their supply chain and carbon impact, which includes their workwear. As a result, merchants are getting questions from their customers. I will admit, not all of the industry is there yet, but appetite is growing and we’re making it easier to find solutions that meet this growing interest.”
Portwest’s technical sales managers provide a lot of in-person support to end-users, helping them to specify the right products for particular jobs or environments. These site visits are done in partnership with the independent merchants and always route any resulting business through them. As a result, Portwest makes merchants an extension of their sales team who can provide opportunities that would otherwise be difficult to secure. “Sometimes it’s just about being in the room and spotting the issues,” Armstrong adds. “If a contractor has a safety requirement or a uniform issue, we can help solve it, and we bring the merchant in as the supplier along the way. That’s what builds loyalty and confidence on both sides.”
That confidence also extends to customisation. Because Portwest owns its factories and handles
www.buildersmerchantsjournal.net April 2026
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