This October marks 30 years since MKM Building Supplies opened the doors to its very first branch — a modest 5,000 sq ft unit on Stoneferry Road, Hull. Fast forward to today, and MKM is the UK’s proper independent builder’s merchant, with 135 branches (and counting), a £1.1 billion turnover, and a reputation that goes far beyond bricks and mortar.
But for MKM, it’s always been about more than numbers. As CEO Kate Tinsley puts it: “We’re a collection of local businesses. What matters isn’t how many branches we have – it’s being number one in every local market we serve. That’s when you know you’re really making a difference.”
A Yorkshire success story
It’s a journey that started right here in Hull. In 1995, David Kilburn, then 50 years old and recently made redundant, joined forces with friend Peter Murray to launch something new. “There was no grand plan for hundreds of branches,” David says. “It was about building the best merchant in the region — something based on trust, service, and strong relationships.”
There was no fleet, no yard, and no credit accounts. Just six people, a shed, and an idea. “We had a fire bell in the warehouse,” recalls Andy Beet, now Beverley Branch Director and one of MKM’s original team. “Every time we got an order, someone would ring it and we’d all cheer. The camaraderie was incredible.”
Competitors predicted they’d be bust within months. Banks turned them down. But a handful of loyal suppliers took a chance — including one who gave them six months to pay. “That kind of loyalty stays with you,” says David. “It became the foundation of everything we built.”
The big idea that changed everything
The defining moment came just a year later. David offered Geoff, a trusted ex-colleague, a 25% stake to run MKM’s second branch in Driffield. Soon after came Scarborough and Grimsby. Word spread fast.
“It was like The Bush Telegraph,” says David. “The ownership model wasn’t a grand plan — it was just a good idea that worked. But looking back, it was the most fortuitous decision I ever made.”
That model — where local Branch Directors have autonomy and a financial stake in their branch — remains at the heart of MKM’s success. “When you give people real responsibility, they live for it,” says Andy. “That’s why the culture works.”
Powered by Hull
Hull remains MKM’s beating heart, with Central Support still operating from the original Stoneferry site, albeit significantly expanded to house the growing team. Investment in Hull includes a strengthened property team, a new digital and marketing capability, and the operational backbone behind the company’s next growth phase — aiming for 10 new branches a year and £2 billion turnover within the decade.
And in 2021, the company’s connection to the city took centre stage with the renaming of Hull City’s stadium to the MKM Stadium — a proud moment for a business that’s never forgotten its roots.
David himself has long been a familiar face in the city — not just through MKM’s support of Hull City AFC and Hull Kingston Rovers, but through his personal contributions to the region. From backing local charities like Run For It and Hull Children’s University, to mentoring young people and championing entrepreneurship through initiatives such as For Entrepreneurs Only, his impact stretches far beyond business.
“Hull gave us our start,” says David. “And we’ve always tried to give something back.”
More than just building supplies
That ethos — of doing the right thing — runs through everything MKM does. The business has raised over £5 million for local causes through branch-led fundraising, sponsorships and donations. Its Cheltenham branch, built to BREEAM Excellent standards, achieves net zero for operational carbon and showcases what the future of merchanting could look like. In 2024, MKM also became the first UK merchant to launch bulk bags made from 100% recycled and fully recyclable material.
But perhaps the clearest sign of MKM’s values is in its people.
When Kate Tinsley became CEO in 2020, the business had 73 branches and £470 million turnover. Today, that number has nearly doubled. And yet, as she reflects: “MKM still feels like a family business. That’s rare, and it’s something I’ll never take for granted.”
For Andy, it’s personal. “I’ve been best man at a customer’s wedding. My wife and I have been out for dinner with customers who’ve become lifelong friends. You don’t find that everywhere. It’s built on trust.”
Recognition — with humility
In 2023 and 2024, both David and Kate were recognised in the King’s Honours list — a CBE and OBE respectively. “It’s not the kind of thing you ever expect,” says David. “But it belongs to the whole MKM story — to everyone who’s built this business.”
Kate adds: “The proudest part for me was sharing it with my dad, who served in the Grenadier Guards. For him, there was such a sense of honour and tradition. But more than that, it feels like recognition for the culture we’ve built and the people who make MKM what it is.”
What’s next?
The ambition is clear: 250 branches. A £2bn turnover. But not at the expense of the culture.
“We want to stay true to what’s made us successful,” says David. “Size and scale mean nothing if you lose sight of your values.”
Andy agrees: “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.”
With its heart still firmly in the city where it all began — MKM’s 30-year journey is a masterclass in building a business that lasts, by putting people first.
And in David Kilburn’s words: “We always said everyone is welcome here. That culture is my proudest achievement — my lifetime’s work.”