In an industry long dominated by men, women are increasingly taking leading roles across builders’ merchants and their supply chains, from branch management to national account leadership.
This International Women’s Day, conversations on the Howarth 1840 podcast highlight not only the challenges faced by women entering the sector, but also the strategies and mindsets helping them thrive.
How to succeed as a woman in merchanting
Success in a traditionally male-dominated sector often comes down to three things: confidence, preparation, and resilience. Lauren De Meester, national account manager at Soudal, emphasises the importance of knowing your product and your role:
“If you’re prepared and confident about your capabilities and your knowledge about your products, then you can be assertive about it.”
Alice, assistant branch manager at Howarth’s Derby branch, highlights persistence:
“Don’t tell me I can’t do something. I’ll show you that I can.”
Resilience is key too. Rebecca Hughes, marketing director at Talasey, recalls her early career challenges:
“I was new in my role, and I felt like a rabbit in headlights during a boardroom meeting. But it was a brilliant learning curve. Since then, I always make sure I have all the facts and am ready to demonstrate what I can do.”
For women entering merchanting today, the advice is clear: be prepared, believe in your skills, and don’t be afraid to stand your ground. 
How the industry is evolving
Over the past decade, the industry has made significant strides towards inclusivity. Lauren notes:
“When you walk into a merchant now, almost every branch has at least one woman, if not two. It’s refreshing to see women in a range of roles, from admin to external sales.”
Rebecca adds that cultural attitudes are changing too:
“Old-school comments about what women should wear or how they should behave are less common now. The focus is on getting the job done and respecting everyone in the room.”
Alice also sees tangible improvements in workplace facilities and support:
“We had a sanitary bin installed in our branch for the first time last year. It’s a small change, but it shows the industry is listening and adapting.”
What more can be done to encourage equality
While progress has been made, there is still work to do. Both Lauren and Rebecca stress hiring and promotion should be based on skill, experience, and potential, not gender. Lauren says:
“When a CV passes your desk, do not look at gender. Look at someone’s actual CV. Equal chances are about opportunity, not identical treatment.”
Industry-wide initiatives are also helping to drive change. The BMF’s Making a Material Difference and the Construction Inclusion Coalition’s Elevate forum are designed to attract women to merchanting and support their development once they are in the industry.
Rebecca reflects on the broader benefits of a mixed workforce:
“It’s about bringing different perspectives together. Women and men approach problems differently, and having that mix makes the job more successful.”
International Women’s Day is a moment to celebrate achievements, but it’s also a reminder that skill, drive, and confidence are what define success in merchanting. Women in the sector today are breaking down barriers, inspiring others, and helping the industry evolve.
By hiring for merit, promoting inclusivity, and supporting initiatives aimed at attracting women, builders’ merchants can continue to move towards a truly balanced, thriving workforce.
