THS – Francis Kirk and Sons Ltd
Fastener Specialist since 1868 and the development of a New Trade Counter
Francis Kirk and Son Ltd was founded in 1868 and the company is widely acknowledged as an expert in the engineering and fastenings business. With their extensive stocks of engineering products and a highly experienced and knowledgeable staff, the company serves a broad range of customers both nationally and internationally.
Since 1989 Francis Kirk (Socket Screws) has been incorporated into the FK Group of companies and has been a major supplier of socket screws made by Unbrako and Holokrome. More recently, due to its ISO9001 rating, it has been appointed the sole European supplier of Durlok anti-vibration bolts.
The company aims to stock the highest quality fastener product ranges as well as other engineering requirements from premium brands such as Gedore, Draper, Makita, Dormer, Stanley and Philidas
One of the main reasons why I visited the modern, purpose-built Manchester office and 24000 sq foot warehouse complex on a 1.5 acre site, was to talk to Tom Kirk, the Business Development Manager, about the newly refurbished Trade Counter business. This development is so new that, metaphorically, the paint is barely dry, but it seems that already the signs of a flourishing business are present.
Tom is the main driver behind revitalising the trade counter business. He noticed that the large warehouse had a lot of underused potential and set about designing, developing and building a new mezzanine floor and refurbishing the older counter area. This now has a slick and uncluttered look where there is enough space for customers to select freely from a range of products from the extensive displays. The modern look and feel of the area was a conscious choice to plug into the way in which both passing trade and established customers shop for their needs these days.
As Francis Kirk and Son have been long standing THS members, Tom told me a great deal about how various suppliers were chosen to fit the profile of the new venture.
Tom was keen to promote work and safety-wear, a range of power tools and a good choice of specialist products with an engineering bent. To this end he arranged an intensive two day “interview” process in which various suppliers were invited to come to Manchester and discuss the opportunities available. From the thirty-five companies that were invited, eight or nine were chosen as having suitable product ranges and willingness to work within the constraints of a trade counter business. Quality and business philosophy were important factors too, as Francis Kirk and Son has an enviable reputation to maintain.
Trying to second guess purchasing decisions is very difficult as most traders know, but Tom decided that initially he would opt for a “Top 50 Products” strategy and his keen and cooperative suppliers adopted a “tell us what you want” attitude that was very helpful in bringing in initial stocks. Since the opening of the new Trade Counter in the last week of January this year, there has been a significantly greater understanding of stocking levels required and what sorts of products sell best.
For example, Tom found that there has been a massive interest in clothing, shoes and gloves, to the point where two ranges of clothing are now stocked. The two ranges find favour with high-end and medium-end users for a variety of reasons, but as Tom says, “If it sells, I will stock it”.
He has also found that some customers return again and again for relatively small numbers of specialist fixings. He continues to stock these, despite having to order in bulk, because he knows that regular customers will purchase from the counter since they know that Kirks will not run out of the supplies they need.
Choosing a power tool range could have been a potentially tricky issue because there are so many good brands to choose from. But, having made the choice of stocking Makita tools, Tom is satisfied that next day guaranteed delivery, flexibility and reasonable margins from Makita has made sound business sense.
Some local advertising on the theme of “Try Kirks first for all your engineering supplies” coupled with a new website design has meant that, five months on, the trade counter is proving a worthwhile investment for Francis Kirk and a handy place for local trades to purchase supplies.
In a more general way, Francis Kirk and Son has to deal with many of the same issues that other retailers face. For example, the use of integrated computer systems that track stocks, sales, orders and prices. The company has been computerized for at least twenty years using a well-established computer company. However, recent developments in the stocking decisions and also the availability of new software, meant that Francis Kirk decided to upgrade their system. Starting on 1st January this year, the new system was started and in Tom’s words, “the first two months were hell” as the 17 staff got used to it. Six months on, the system is well embedded and is proving to be easier, quicker and hugely more efficient than the old one. It also provides an opportunity for the company to develop and optimize its website and release some of the sales and marketing potential that the website offers.
The vast majority of Francis Kirk and Son’s turnover is in the famous ranges of fastenings it stocks. Forty percent of this turnover is to export markets. Kirk’s has several high profile key accounts in Europe that are regular customers. In order to maintain these accounts Kirk’s has had to maintain a firm grip on the quality of the fastenings it sells, and in fact it aims to improve the quality threshold wherever possible by using reliable sources and world-wide purchasing power. I was quite surprised to find that reliable sourcing of high quality fastenings can be quite problematic – even in times of economic downturn. However, with all of its combined experience and expertise, Francis Kirk and Son manages to keep its customers satisfied.
This expertise is reflected in the staffing. Francis Kirk and Son is a family orientated company where individuals are approachable and the personal touch is valued. The combined years of experience in the small staff team runs into hundreds of years. Staff turnover is very small and staff are clearly valued highly – the website has a photo of each staff member and their role within the company. Staff members are able to have formal and informal input into stocking decisions and have regular product training, where necessary, from company reps. Technical knowledge and experience is very good and this has played a role in the growth of the business due to customers liking expertise and efficiency.
This expertise also leads to good communication with customers and their needs and this has led to the company being able to gain many profitable contracts. As an independent distributor Francis Kirk’s objectives has always been to offer the finest quality engineering products and solutions, giving stability and security to the engineering industry. This allowing the ethos to be Value, Quality & Integrity.
Francis Kirk and Son has been a THS member almost from “the off” and thus has a unique perspective on the past, present and future of THS. New initiatives from Nick Swash get a thumbs-up, especially the new opportunities provided by the idea of a contracting group. Other improvements have also found favour. These include the promotions website on which members can put together their own offers and run them without incurring the carriage charges that sometimes happened under the old Toolstop arrangement.
THS also opens doors onto products in which smaller retailers might not able to compete. For Tom Kirk, this gives scope to stock the Trade Counter with goods at a reasonable margin and still remain competitive with much larger retailers.
Specialist shows in Stuttgart and other places around the world are where Francis Kirk and Son not only exhibit, but also visit in order to keep up-to-date with the fastenings business.
Overall, THS is seen as a “good thing” because whether you are a large, medium or small company, you can take what you want out of it and it will help your business. Francis Kirk’s do believe that the independents, however big, will only survive long term when they are actively involved in a group purchasing system, such as THS, whose reputation and professionalism is second to none. It opens so many doors to a wide diversified supply chain without a huge capital commitment and allows them to compete for the multinational accounts.
From what I observed, Francis Kirk and Son is a very focused company. The wide expertise available is used shrewdly, not only on the established business, but also with an eye on the future. The business premises are extremely well presented, both “front of house” and “back office” and will provide opportunities for expansion or change if necessary. Situated in an easily accessible part of the Greater Manchester area it can communicate easily with its customers by rail, air or road.
So For any of your Engineering needs, no matter how big or small, TRY KIRKS FIRST…
