MERCHANT FOCUS
that time we’ve doubled in size and everything seemed to come around at the right time.” With a new space to represent the extent of their supply and demand, they began investing in more stock and transportation. Mattu says, “The new space has allowed us to hold more stock and we can supply more lines”. More space means more growth and the duo continued to expand their products.” As it stands, they are a team of 17 staff members which includes Kul Mattu, Ram Johal and Karm Johal. Karm is the finance director who has bought the business and finance knowledge to the business since the day the business expanded in Lordswood. The other members of the team include accounts and administration, the yard staff, drivers and over the counter staff. Service is a pivotal part of their business. The counter staff are incredibly knowledgeable with 30/40 years under their belts, says Mattu. “My father was also in the trade and dealt with those at Vincent’s. Kevin, our manager, he owned Vincent’s at one point. He started there when he was 16. We’ve retained Alan, assistant manager there, and Simon and a lot of the old staff which in return has given us very knowledgeable staff with years of experience.”
Regarding other independent merchants in the area, Mattu recognises that they aren’t alone in the competition. “In Medway there are more independants than nationals.” Like their name, the focus is offering a decent trade price to all and become a ‘one- stop-shop’ for local builders, landscapers,
and developers. “We want to give everyone a competitive market”, says Johal. “That’s where Payless Merchants came from, where business’ change, we wanted to offer one decent trade price and we felt you get more chance of winning the orders”, adds Mattu. Building relationships with customers works by allowing staff to trade within a previously agreed margin but using their discretion. “Builders are the busiest people in the world. We will do the deal there and
then and that’s us allowing counter staff to make that call and decision.” Looking to the future, they both have further plans to expand and develop. “Our plans for next year are opening another site in Kent and expanding out”, Johal says. “We feel we’ve got a bit more scope to grow it now because of the extra space. Even though the shops are a fair size we are in talks to extend the current space. With the competition, we feel we need to keep the finger on the pulse.” Talking to the customers is key, Mattu says. “We’ve got a few new lines and new ideas that we are looking at.” New racks for tools provide a refresh for the shop floor and prevents them from becoming too stale or static. Working with the NMBS has allowed them to deal directly with a lot of suppliers.
BMJ
The future appears bright for Mattu and and Johal , “We’re pleased with how far we have come and hope that all the work we have put in will continue to reap benefits for the business. It has taken time, effort, and help from those we’ve built relationships with but were happy to be where we are and continue to make progress as Payless Builders Merchants.”
www.buildersmerchantsjournal.net January 2020 17
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