Martyn Rees Reflects on the Past, Present and Future of Merchanting
County Building Supplies has grown significantly since its early days. What do you think has been the key to that success?
“It’s simple, we are a people business. Be yourself, care about both customers and staff, and go that extra mile. When you open a new branch, make sure you have local staff and give them the opportunity to put their stamp on it. Customers should consider it their branch and see it as part of the local community, with local staff.”
The industry has evolved considerably over the years. What are the biggest changes you’ve seen?
“Consider I started as a very green 16-year-old nearly 58 years ago. Where do you start?
No computers, no IT of any sort. H&S hardly existed; the yard foreman used to cut asbestos sheets with a saw.
We may find it a bit onerous now, but when you see what things were like, there was clearly a real need to change how we worked.
Everything was done by hand, no forklifts, no crane offload. It was exhausting, but boy were you fit, and all for the princely sum of £4 10 shillings (50p) a week!”
How do you see the role of independent merchants compared to national competitors?
“A lot of nationals are now owned by private equity and, in my opinion, have lost their soul. It’s all about money, not service, not staff, just profit. As independents, we are passionate about our business and most work day to day in it, not from some far-off office, not always in the UK.
I believe manufacturers realise the place we have in the industry. If we had all been swallowed up by the big boys, they would have the same situation as suppliers to supermarkets, with just a very few customers that can dictate the market.”
Looking ahead, what do you see as the biggest opportunities for the business and the industry?
“An opportunity and a threat: internet sales. As an industry, we have thousands of crane offload vehicles and unsurpassed knowledge, but we don’t shout about it; we need to make the general public aware.”
In an increasingly digital world, how important is personal, face-to-face contact in building trust with customers?
“Absolutely vital. Personally, I have been calling once a week on two customers now for nearly 53 years, and several others for 30–40 years. It’s an absolute pleasure to visit them, even though every Thursday I have to get up at about 5:45am to make sure I catch them before they leave for the office.
If you can’t hear banter and laughter on the trade counter, something’s wrong. Most customers and staff have nicknames. It’s definitely the best industry anyone could be in.”
What keeps you motivated?
“Meeting people, having a laugh, and still coming up with new ideas, I’m still as enthusiastic as when I started all those years ago.”
What’s been the most challenging change you’ve had to adapt to in the industry?
“Red tape — too much to mention. Even though governments for years have said they will cut it down, it never gets any less.”
What do you like most about your role?
“Meeting people, thinking of new ideas, and never stopping.”
If you could give one piece of advice to the next generation entering the industry, what would it be?
“Be yourself, get involved, don’t be afraid of coming up with ideas, take every training opportunity, and have fun in everything you do.”
County Building Supplies’ journey is a testament to the power of long-term thinking, strong relationships, and a willingness to evolve. As the industry continues to change, County Building Supplies remains focused on adapting while keeping its customers and service at the heart of everything it does.
