COMPANY FOCUS: NAVIGATOR
LEADING THE WAY IN PLUMBING DISTRIBUTION
Navigator MSL is setting its sights on structured expansion, broader product ranges, and a renewed commitment to service and supply chain strength. Fiona Russell Horne went to find out more.
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s a company, the plumbing fittings and heating products distributor Navigator MSL has always taken the long view. Privately owned, the business has grown through consistent reinvestment and sustainable development. Much of the growth was under the tenure of Andrew Smith, who spent over four decades at the company, culminating in 20 years as managing director. The company is now the UK’s largest distributor of fittings and accessories, primarily copper and brass, with a projected turnover in the £30m ballpark for this year. Metal fittings and components account for around 80% of that total, with approximately £25m from fittings alone.
A new managing director, Tim Manton, joined in June, bringing eight years’ experience from Toolbank and a remit to introduce more structure, develop new product categories, and guide the business through its next phase of growth.
“The company has grown successfully under Andy’s leadership,” he explains, “but it’s reached a stage where it needs to evolve. My role is to strengthen our structure and explore complementary product groups, particularly in plastics and other new materials.” Navigator’s main facility, located just off the A6, between the A1 and M1, holds something like 3 months of stock at any given time. This allows the company to maintain an availability rate of 98-99%, and 99.7% across its top 500 lines, ensuring next-day delivery nationwide. “Merchants value the fact that we can supply next-day, whether that’s to an individual branch or a national distribution centre,” says Manton. “It’s that mix of flexibility, stock depth and responsiveness that makes us stand out.” Navigator employs around 50 permanent staff, supported by a temporary workforce that brings the total to just over 60. Administrative offices in Colchester and Leigh offer geographical support. Both locations came along with strategic acquisitions, and a commitment to retaining the experienced teams.
The company prides itself on the strength 32
Left: Tim Manton, managing director at Navigator
Right: Navigators HQ in the UK
of its long-term supply chain relationships. All of the company’s fittings and accessories are currently imported from the Far East, through manufacturing partnerships that in some cases stretch back decades.
“We’ve built extremely strong, enduring relationships with our factories,” Manton explains. “Our business depends on that trust, and it’s what allows us to deliver consistent service, quality and performance.”
Lean operating structure A dedicated representative in China manages all product inspections and factory audits on Navigator’s behalf. Manton says that, combined with a lean, efficient operating model, this approach means the company can offer competitive pricing without compromising on quality.
Navigator’s customer base includes independent merchants, national chains, and buying groups across the UK. Its sales operation combines internal and external teams, operating out of all three offices, with regional sales managers and two national account managers, one focusing on buying group relationships, and the other on major national accounts. “We can deliver bulk directly into national distribution centres or smaller quantities straight to branches, depending on the customer’s needs,” he explains. “That flexibility gives merchants the best of both worlds.” Navigator also offers the capability to own- brand for customers where volumes allow. “As long as it makes economic sense, there’s very little we can’t do,” he adds.
In recent years, Navigator has significantly expanded its partnerships with all the major buying groups, strengthening both presence and customer access. The company’s five-year growth plan is clear: to more than double its current size.
“We’re on a steady and sustainable growth curve,” Manton says. “Based on recent performance and the strength of our partnerships, that’s a realistic target.” The business is also diversifying. Alongside its established Far East partnerships, Navigator is developing supplier relationships in Europe and the UK. Emerging product categories such as renewables, PPE, workwear, fixings, handles, and consumables are being actively explored. “If we have the logistics, relationships and service capability, there’s no reason why customers shouldn’t buy these products from us too,” he says. “We need the right people with the right expertise to support our expansion and focus on service,” says Manton. “Leading the way means strengthening our teams, enhancing our systems, and making sure we can deliver on our promises as we grow.
“If I were a merchant, I’d want to work with a supplier that simplifies supply for my business,” he concludes. “We have the buying power, stockholding and expertise to do just that. That’s what sets Navigator apart. Our offer is about ease and quality of service, efficiency, agility and reliability. We’re building on what’s already strong, our good people, good products and good relationships. The rest will follow.” BMJ
www.buildersmerchantsjournal.net December 2025
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