From Driver to Director, Mark Nottingham at Travis Perkins shares insight from his 40+ years in the Builders Merchant industry – discussing the positive changes in the areas of Diversity and Digitalisation, and why customers should always come first.

Where did you start your career?

I have worked in the industry for forty years – joining Travis Perkins when they acquired the Independent Merchant I was working for in the late 80s. I started out in the yard, but my first week was spent working with a sales representative – ringing customers & trying to sell products. Then in my second week, the Yard Foreman drilled into me that if a customer got out of his van and I wasn’t standing next to him ready to sell then I’d failed!

I hated my first two weeks at work. But it taught me customers were the reason I was there, and my job was the same as every other colleague – we were all there to sell stuff. That lesson has stayed with me all this time.

What has changed most in the industry over your career?

So much has changed over the years. When I was a Driver, we would unload products by hand due to access or quality of the crane. Now we have so many types of vehicles to meet customer requirements such as moffats and rear mounted cranes. Technology has moved on significantly and we’re keeping up with the demand from customers wanting to order online. This demand is only set to increase.

We are now an industry attracting so many great people from a far more diverse workforce which is such a rewarding step forward. With all genders in almost every job role from Drivers to Managing Directors, and we have colleagues from such a wide range of ethnic backgrounds and disabilities. Everyone is made to feel welcome and part of the team. This was not the case in my early years and is such a welcome transformation.

What’s been the highlight of your career so far?

The highlight of my career was becoming Regional Managing Director in 2001 and being responsible for about 180 Branches working with a team of about 7000 colleagues. I think I have always remained humble and treated all with respect and dignity, we are all one team, and we win together.

What advice would you give to someone starting out in the industry?

My advice to any new starters in the industry would is

“Come to work each day with a great attitude, make a difference and remember that customers are our day job – they are the reason we are here. Customers and suppliers will become your friends which will make your job rewarding. Aim as high as possible – you are in control of your journey so it’s up to you to realise your potential”.

What advice can you give leaders when managing businesses and teams through times of uncertainty?

The pandemic has hurt so many businesses, but the vast majority of Builders Merchants have come out of the other side even stronger. We are a very fortunate industry; our lockdown was short, and many builders carried on. During the pandemic it was critical that we gave strong and clear leadership, many colleagues were uncertain and were looking for help and direction.

We tried very hard to communicate on a regular basis on what’s being done, what needs to be done and what help was needed. It was a time for some bold decisions and using lockdown time to fix some of the things that you would never normally get around to.

What’s next for you?

I am now enjoying semi-retirement and working two days a week supporting Travis Perkins on some new initiatives which is very exciting. I have also taken up playing golf, so I hope I can use this to keep in close contact with many of my work friends.

Tell us about your career so far?
After leaving University in Leeds I didn’t really have a plan. I studied Sport and Business Management then worked in an estate agent for a couple of years before spending a year travelling the world – which I’d recommend to everyone!

I then had the opportunity to join GCS where I have now worked for 5 years. I haven’t looked back, I love working within the recruitment industry and especially like working with the people within our specialist sectors across construction and merchants.

Why did you join GCS
I was looking for a new role and I was put in touch with Mike Parry, Managing Director at GCS. He sold me the dream of working in recruitment and helping find people new jobs! I was keen for a new challenge and after learning more about recruitment I realised there would never be a dull day.

After speaking with Mike I knew that GCS would be the right place for me to develop and be part of a growing business.

What are your main responsibilities at GCS?
Over the years my role has changed. Originally, my job was to source & screen candidates for the vacant roles briefed into GCS from clients. Building and maintaining good relationships with candidates is important given the niche sector and it’s what I enjoy most about the job. It’s always a good day when you can tell someone they have been successful in securing a new role!

In regard to sectors, I specialise within Builders Merchants and Equipment Hire companies and predominantly recruit for sales, management and engineering roles.

What kind of roles are you recruiting for?
Given the recovery and fast movement in the market right now, it’s no surprise many companies are investing in new talent within their sales teams. We have a number of internal sales, account management and business development roles available across the country at all levels.

It’s a candidate market right now so if you are looking to move jobs, please get in touch. There’s a lot of demand for talent within the sectors at the moment so now is the time to secure the new job and salary package you might be looking for.

What’s the best thing about working at GCS? 
GCS is also a really nice place to work – we’re given the trust and independence to manage our own days but help and support is always there when needed.

The best thing about my role securing new jobs for people! Being able to find the right person for our clients’ needs is important so it is always a great feeling when this happens.

What do you get up to outside of work?
Sport pretty much takes over outside of work however my girlfriend, Maisie and I are expecting a baby later in year which we are very pleased and excited about! At the moment, I play rugby at Wilmslow Wolves and try my hand at golf occasionally! Mike and I play tennis together too which can get quite competitive but I usually win!

During COVID-19 many of our friends, colleagues and peers within the Construction & Building Supply sectors have been affected by redundancies. As specialist recruiters in these areas, GCS acted by pledging their recruitment services, free of charge, to help as many people as possible back into employment. GCS completed the pledge recently by getting 21 people back into employment for 2021. 

Michael Parry, GCS Managing Director explained; “The reasons we decided to launch the initiative were two-fold: Firstly, we were inundated with calls from great people in our sector, not used to finding themselves out of work, who found themselves in quite serious dire straits. Secondly, last year there was a very real sense of coming together within society, and this was equally prevalent within our sector.

A lot of our clients were making very generous charitable contributions and we wanted to do our bit.  We were in a unique position where we could really help some of those suffering due to Covid related redundancies.  If we were able to get a few people back into employment whilst helping fill critical roles for our clients free of charge, we were happy – we wanted to give back to our sector!”

Many businesses took part or supported the GCS Pledge – Travis Perkins, Huws Gray, GAP Group, Sunbelt Rentals, The Bradfords Group, Encon to name just a few. The Builders Merchant Federation also kindly supported GCS in spreading the message and whilst also helping run a similar scheme in the CLC’s Construction Industry Talent Retention scheme.

One of the final few pledge placements were made with Huws Gray, a leading independent builders merchants in North Wales & the North West. Huws Gray employed 2 people as part of the initiative and Terry Owen, Huws Gray Managing Director said;

“GCS reached out to us about their pledge to get people made redundant due to the pandemic back into employment.  To offer up their time and resources without charge I found highly commendable, and we were happy to support this worthwhile initiative.  I am pleased to say we have our GCS Pledge candidates working for us and we’re really happy with these new hires.”

Having recently completed the pledge GCS want to thank everyone who supported the initiative. Michael Parry commented;

 “We are pleased we’ve contributed to help our sectors recover from the impact of COVID. 21 people isn’t a huge number, but we know it meant a huge amount to those few.  I would like to say a big thank you to the BMF for endorsing the pledge, thank you to all those businesses that supported the initiative and of course, a big congratulations to those people who have successfully embarked on their new career via the GCS Pledge of 21”

GCS Associates is proud to champion International Women’s Day 2021 and promote the on-going growth in diversity across our specialist sectors. We ask Cath Mullin, Regional Director at The Bradfords Group a few questions on her experience achieving success in the Building Supplies industry, and what advice she has for women entering the workforce today.

Where did you start your career?

I began my merchanting career in 1997 as a management trainee with Travis Perkins.  I only intended to take the job for 2 years as it gave me a HND in Business and saved me the time and money of going to University!  After a short amount of time, I realised how much I enjoyed the industry.  I was recognised by senior management and was given the opportunity to move into external sales, quickly progressing to sales management.  In 2013 I successfully applied for the Sales Director position in Travis Perkins South West & Wales Region.  I thoroughly enjoyed my time at Travis Perkins but moved on shortly after a restructure.  I joined Bradford’s in 2016, initially as a Sales Director and have since moved into a Regional Director role, covering my home patch of Devon & Cornwall.

What attracted you to this sector?

Initially I was attracted by the management trainee scheme but having now completed 24 years in the industry, I can safely say what keeps me firmly attracted to builders merchants are the people – colleagues and customers.  Every day is varied and has its challenges, but I have a great network of friends and colleagues who are there to help when needed.  Being female has never impeded my ability to progress whatsoever.

What advice did you receive early in your career that has stayed with you?

Go with your gut instinct, don’t procrastinate in taking decisive action.  Enjoy every day and find a positive in every experience.  There will always be ups and downs, but it is your gift to make each day count.  Have a great attitude and ask questions, this will develop knowledge and bring confidence to your future roles.

Are their challenges or opportunities in working in a male dominated, or what’s perceived to be a male dominated sector?

‎In this industry, experience and knowledge counts. In my early days, people would be inquisitive and ask “how does a young woman like you end up in a place like this?”. As time goes on and you prove yourself through hard work, commitment, and determination; people stop asking that question. ‎

‎The experience and knowledge develop confidence, your reputation begins to proceed you and people recognise that. I have never approached a situation thinking what my male counterparts would do, you approach it based on your experience, learning and personal development.

Leading people is the same regardless of industry, so if you can develop this talent – you’re winning!‎

Have you ever had a mentor?

I’ve never had one officially, however an old boss, who retired years ago, has always been on hand for guidance and support, when needed.  Equally my current friends and colleagues in both my present and previous employment have always been great in this area.

How important is Diversity and Inclusion to The Bradford’s Group?

Hugely important.  We have many young women working in our business and not just the stereotypical admin roles, most of my great sales teams include women and they are certainly a match for their male counterparts!!

On International Women’s Day, what is the most important message you want to send out to young women thinking about their careers or is there anything else you’d like to share?

Be Brave, Be Confident.  Stay strong and determined and anything is possible.

Ask questions and think about the people at the centre of every decision your make.  Find your way to be the best people person you can, and this will help in absolutely any career you choose.

As part of our Senior Leadership interview series, we interview Andrew Harrison. Andrew has a distinguished career spanning 41 years working within the Merchant Industry. With a wealth of senior leadership experience behind him, Andrew shares his views on careers and leadership in the Merchant Industry.

Where did you start your career?

I left school with two career options. Should I join a growing supermarket business called Tesco or join a local Builders Merchant called Graham Reeves? I think we can all guess the route I chose. In my career, I have only ever worked for 3 businesses over 41 years. Firstly, Graham Reeves for 9 years, secondly Sharpe and Fisher for 10 years, who were then bought by Travis Perkins. I worked across various Travis Perkins group owned businesses, building my career and experience until now, when I retire from my role as Chief Executive Officer of the groups Plumbing & Heating businesses.

I never looked back, the merchant industry is a great industry to work in and gives people, no matter what their background, a real opportunity to succeed through hard work and dedication.

In the past few years I’ve also held various non-executive director roles, most notably the Builders Merchant Federation which was a great pleasure to be involved in.

What has changed most in the industry over your career?

The internet, without a doubt. It’s changing the way we all have do business and it has made pricing hyper visible. We live in the age of the disruptor – Amazon, Screwfix, etc. and digitalisation has made a huge impact on the way buyers behave. Simply, it has made selecting and buying products easier and more convenient for the customer.

There’s no doubt that COVID-19 has accelerated the move to online trading for most merchants, maybe moving the industry on by five years in just twelve months, that pace of change is unlikely to ease off.

What’s been the highlight of your career so far?

Quite simply, the people I’ve worked with have been the highlight. It’s one of the few industries where people can come into an organisation from college or school get great support and industry backed training and, with the right attitude, can go right to the top if that’s what they want.

Over my career, I have taken real pleasure in developing people and helping them succeed. And it’s great to watch these careers grow and progress over the years.

What advice would you give to someone starting out in the industry?

I would not hesitate in recommending anyone, regardless of background, to come and work within one of the many areas that the Merchant Industry has to offer. And it’s not just careers within the branches I’m thinking about, but also IT, Finance, Multichannel, Marketing, HR, Legal, Supply Chain, etc. These are important roles in helping a modern merchant be successful.

Regardless of education or background if you come into merchanting and work hard you will be rewarded. And those who have real drive and an entrepreneurial spirit (and a bit of luck) can rise to the top or start their own business.

What advice can you give leaders when managing businesses and teams through times of uncertainty?

Across my career, I’ve been through various recessions and times of uncertainty and, from experience, I believe there are 3 main things to focus on during times of crisis.

1.Stay focused on your customer. Understand what they need and adapt to provide that product or service. And this is true even in business as usual. Supply and demand changes so much, it’s so important to understand when to change to suit the market.

2. Your people are key. Keeping your teams motivated and engaged is vital, but I cannot stress enough the importance of good, honest communication. COVID-19 again has changed the way we all communicate, and good use of video calls can help greatly, especially with remote teams.

3. Manage your cashflow carefully. Costs need to be rigorously controlled and managed during harder times and if you can invest for the future, do so.

What’s next for you?

I’m excited to be joining the team at Lords Trading Group as a non-executive director starting in March 2021. And I’m sure I’ll stay involved in an industry that I love and hopefully make a difference.