The firm’s national sales director on fine margins, being patient, his dislike of modern glass towers and his wife’s ‘unbelievable’ meat pies
Why did you choose construction as a career?
Having played football at a semi-professional level, I harboured hopes of playing professionally, but it wasn’t to be. Instead, I went to a polytechnic where I studied to become a quantity surveyor and worked in this role for a while in the civil service before moving into the merchant sector.
What are you most proud of in your career to date?
The fact that I have built a career in the sector over such a long period – 48 years all told – is an achievement in itself these days. More specifically, being part of the team which bought, built up and then sold on the Warrington Slate business to Grafton was a major milestone in my career.
What has been the biggest challenge of your career to date?
With the Warrington Slate buy-out, I was responsible for organising the finance for the initial purchase, which was very challenging with a lot of learnings – but of course owning a business always comes with its own challenges each day.
If you could change one thing about the industry, what would it be?
Making a fair margin is a challenge for everyone. I would love to see a scenario where everyone – manufacturers, suppliers and customers – can make a decent margin. At the moment, bad debt in one business can impact the entire supply chain. Currently, many companies work on margins that are too fine, so debt of this kind is a real problem.
What is the most helpful advice that you have been given?
Treat people as you would wish to be treated. This has proven especially important as over my career I have seen individuals move from customer businesses to suppliers – and vice versa. You never know when you might encounter someone again in your career, but if you have treated them respectfully then you will have their respect if your paths cross again.
Name your favourite building in the world?
I am a huge admirer of 1930s architecture, so my favourite would have to be the Empire State Building, which was completed in 1931. It has a unique history and was a vast undertaking in terms of the steelworks and techniques employed, which were revolutionary at the time – and came with unique challenges given the small space they had to work in.
Which famous building do you most dislike?
Many of the modern glass towers lack character for me, and I am also not a fan of the Louvre pyramid. For me, it does not sit well with the historic buildings around it.
Which famous building do you wish you had worked on?
The pyramids in Egypt represent an amazing feat of construction and I would have loved to have been a part of that, to understand the movement of materials and how the entire project was undertaken without modern equipment.
What single piece of advice would you give to someone starting out in your profession?
Be patient and show resilience. In our sector it is important to live the experience, learn and gain expertise. Trying to move too quickly won’t help you in the long term.
Who do you most admire in the construction industry?
I admire anyone who sticks to their task and fosters good relationships with others. I have worked alongside some great people – the team at Warrington Slate when I was in my 20s stands out, as does Steve Thomas of Huws Gray, who was someone who always acted with great integrity and respect for others.
What is it like being you (and doing your job)?
I consider myself very fortunate as the team around me have been together a long time, accumulating a vast breadth of experience, and are very supportive of me and each other. It says it all that I could have retired by now but I keep going – I love the interaction and mentoring younger people making their way in the sector.
Do you have a life philosophy?
Be good to people – inevitably they will be good in return.
What do you think your best quality is?
I am fair and open-minded, and always listen to the opinions of others. I am also a team player – it’s always “we” not “I”!
What trait do you most dislike in yourself? And in other people?
I still occasionally get annoyed if things don’t happen that should have done – it can be hard just to brush things off.
I struggle with people who stamp on others to get where they want to be. It doesn’t always last – and they are inevitably not well placed if things go wrong.
Name three things that you like
- Family: my children and grandchildren mean the world to me.
- Sport: I love football and have been captain of my golf club but I enjoy all the big sporting events.
- Socialising: I have a good network of people that I see regularly from sports clubs and even people I was at school with 50 years ago.
Tell us about a secret skill that we don’t know you have
Perhaps not a skill – but I was a director, and for a while chairman of Stockport County FC. Managing the expectations of fans who had enormous passion for their club was a huge challenge, but very rewarding.
What is your most prized possession?
I own a watch that was given to my father by his own father and so has huge sentimental value. It is still worn on special occasions.
Early bird or night owl?
Years ago, I would have said “night owl”, but these days I am very much an early riser.
What is your favourite food?
My wife’s meat pie is unbelievable – it’s always cooked on special family occasions so is associated with wonderful memories.
What would your superpower be?
I would just love to be lucky!
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