THIS OCTOBER marked 30 years since MKM Building Supplies (MKM) opened the doors of a modest 5,000 sq ft rented unit on Clough Road in Hull.
Founded in 1995 by David Kilburn, then 50 and recently made redundant, and his long-time friend Peter Murray — the ‘M’ in MKM (Murray Kilburn Merchants), MKM has grown from a start-up of six colleagues and a fire-bell in the warehouse which was rung each time an order came through, to 135 branches plus specialist business Oceanair and turnover of £1.1 billion.
Along the way it has weathered recessions, changed the traditional rules of merchanting with its branch director ownership model, raised over £5 million for local causes, achieved BREEAM-certified branches such as Cheltenham and pioneered 100% recycled, fully-recyclable bulk bags — all while staying true to a simple founding principle of “doing the right thing.”
David recalls the early months: “When you’re trying to sell a vision that doesn’t exist yet, passion is your only real currency. We had no yard, no fleet, no credit accounts and plenty of competitors saying we wouldn’t last three months. We celebrated every order by ringing an old fire bell in the warehouse — that sense of camaraderie and belief was what got us through.”
The turning point came in 1996 when David invited his former colleague Geoff to take a 25% stake in the new Driffield branch.
Similar partnerships followed in Scarborough and Grimsby — an approach David describes as “my most fortuitous decision.”
“Word spread fast — like The Bush Telegraph,” he says, “Good people wanted the opportunity to run their own branch, and when you give them real responsibility, they live for it.”
That branch director model — giving local leaders autonomy to set their own prices, choose their own stock and have a financial stake in their branch — remains the heartbeat of MKM today.
Andy Beet, now Beverley branch director and one of the original six, was just 26 years old when he joined the business: “It felt like a risk at the time, but the energy was infectious, and those little wins felt enormous. Thirty years on the spirit is still there — I’ve even been best man at a customer’s wedding. It’s about more than transactions; it’s about trust — and trust lasts.”
MKM’s culture of ownership, respect and recognition is visible at its annual awards night when, as David puts it, “Every branch director in the room stands to applaud the winner of Branch of the Year. Yes, there’s real competitiveness, but just as much mutual respect.”
Since 2020, MKM has been led by CEO Kate Tinsley, who joined when the business had 73 branches and close to £470 million turnover.
Under her leadership the network has almost doubled to 135 branches plus Oceanair, turnover has passed £1.1 billion, and the company is aiming for 250 branches within the next decade — around ten openings a year — with turnover to match.
Kate says: “We’re a collection of local businesses. What excites me isn’t the headline number of branches but being number one in every local market we serve. Our branch directors make decisions in real time, close to their customers, and that’s what keeps MKM special. Growth matters — but never at the expense of our culture.
“Our focus is clear and consistent: people, leading customer service, strong product and stock availability, digital innovation and doing the right thing. Those five pillars underpin every decision we make. As we grow, they keep us anchored to what has always made MKM different.”
In 2023 and 2024, David and Kate were each recognised in the King’s Honours list — a CBE for David and an OBE for Kate.
David says: “It’s not the sort of thing you ever expect. It belongs to the whole MKM story — to everyone who’s built this business.”
Kate added: “The proudest part for me was sharing it with my Dad, who served in the Grenadier Guards. For him there was a deep sense of honour and tradition. More than anything, it feels like recognition for the culture we’ve built and the achievements of the people who make MKM what it is.”
MKM’s three-decade journey has been marked by resilience in challenging times — from riding out the 2008 financial crisis by keeping staff and vehicles in place so that the company was ready for the upturn, to investing in digital transformation and sustainable branches.
The company’s Cheltenham branch, built to BREEAM Excellent standards, achieves net-zero operational carbon through solar PV, electric heating and smart energy management.
Meanwhile, the Oceanair specialist business strengthens MKM’s capability in low-carbon HVAC, providing technical design support and accredited training.
Customer expectations have evolved dramatically in the past three decades.
Trade professionals now look for retail-style showrooms, seamless digital experiences, real-time delivery tracking and more sustainable choices.
MKM is responding with what it calls the ‘branch of the future’ — sites that combine the efficiency trade customers need with the customer experience today’s buyers increasingly expect.
Kate says: “Modern merchants must do more than simply stock products. Our branches of the future blend strong local service and expertise with digital tools, sustainability and a welcoming environment. It’s about making it easier for our customers to do business with us, whether that’s in-branch, on-site or online.”
As MKM enters its fourth decade, its heart — and its Central Support team — remain rooted in Hull. In 2021 its commitment to the city was celebrated when the home of Hull City AFC became the MKM Stadium.
David reflects, “We always said everyone is welcome here. We want people to be happy coming to work in the morning. And that culture is my proudest achievement — my lifetime’s work — passionate people doing the right thing.”
See page 13 of our October/November 2025 issue on our Back Issues page.
