MERCHANT FOCUS: MKM
AB: The strength of those relationships can’t be overstated. I’ve been best man at a customer’s wedding, that says it all. The business has always been about more than bricks and mortar; it’s about trust and shared journeys.
Kate Tinsley: What’s really unique is that we haven’t lost that ethos as we’ve grown. David and I have become great friends, and that’s because we’ve both got incredibly similar values. He built something very special, and my role has been to balance growth with staying true to that vision.
BMJ: Where do you see the business going next? KT: When I joined in 2020 we had 73 branches and £470m in sales. We’re now at 135 plus specialist business Oceanair. We’ll hit £1.1bn turnover this year, and within the next five or six years we’ll be through £2bn. On top of that, our pipeline — 10 new branches a year for the next decade — could add another £1bn to the top line. But the truth is, the big number isn’t what excites me. What matters is being number one in every local market we serve and giving local people the opportunity to run their business.
We’re clear on our priorities; people, leading customer service, new branches, expanding our product range and doing the right thing. All while keeping the MKM culture.
BMJ: The phrase “do the right thing” crops up a lot. What does it mean in practice? DK: It means looking after your people and your customers properly. Do that, and the rest follows. AB: It also means supporting local communities. From the beginning, MKM branches have had the freedom to back local causes that mean something to them and their customers and staff. For us, it has never been about ticking boxes, it’s always about being part of the community you trade in. In the 30 years of trading, we’ve raised over £5m in fundraising, sponsorship and donations.
BMJ: Looking back, what moments stand out for you? DK: For me, it’s not one milestone, it’s lots of little ones. Every time someone backed us to open a new branch. Our annual awards night, there’s a serious competitiveness between branches, but there’s just as much mutual respect. We
Above: MKM CEO, Kate Tinsley
want every single one to feel proud. And every time I’ve thought: we’ve built something that genuinely changes lives.
KT: That competitiveness is such a powerful driver. Our Directors want their branch to be the best — but it’s never about knocking others down. In fact, it’s the opposite. They’ll pick up the phone and ask, How did you get your dream team? What’s driving your success right now? and share what they’ve learned in return. It’s collaborative as much as it is competitive, and that’s rare. One of the reasons it works is that branches rarely overlap in terms of customers. We’ve walked away from opportunities if it meant interfering with a branch’s existing customer base, because protecting those relationships matters more.
AB: The early days will always stick with me. The long hours, the first time we hit a sales target we thought was impossible. It was hard work, but the camaraderie made it unforgettable.
KT: For me, it’s seeing the culture endure. Thirty years in, MKM still feels like a family business, even though we have 135 branches plus Oceanair and billions in turnover ahead of us. That’s rare, and it’s something that I will never take for granted.
BMJ: Finally, what do you hope MKM will be celebrating in another 30 years? DK: That we stayed true to ourselves. Size and scale mean nothing if you lose sight of your values.
October 2025
www.buildersmerchantsjournal.net
Above: Central Support 30 Years re-creation
RECOGNITION THEY NEVER EXPECTED
In 2023 and 2024, Kilburn and Tinsley were recognised in the King’s Honours list, with a CBE and OBE, respectively. Kilburn says: “It’s not the kind of thing you ever expect. Having my family there made it special, but really it’s about the whole MKM story. The award is only possible because of the people who’ve built this with us.” Tinsley adds: “My dad was so proud, which meant the world to me. He’d served in the Grenadier Guards, so for him – and my mum in a way - there was a real sense of honour and tradition in seeing their daughter recognised in this way. But more than that, it feels like recognition for the culture we’ve built at MKM and the achievements of the people who make it what it is.”
KT: I want to retain our culture and give opportunities to local people to grow their businesses and look after local people.
AB: And that we kept the spirit alive. It might not be a fire bell anymore, but I hope there’s still that same buzz every time an order comes in. Because that’s what MKM is all about.
BMJ 29
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