This episode of The UK Flooring Podcast sits down with Gary Hosey, leadership coach and EQ-i Master Trainer, for a straight, practical chat about emotional intelligence, and why it matters more in flooring than most people realise.

Because whether you’re a one-person band or running a team of 20, the job is still people. Customers with expectations. Staff with personalities. Pressure, stress, and those awkward conversations you keep putting off until they blow up. Gary breaks emotional intelligence down into the real-world stuff that actually helps: how you communicate, how you handle stress, how you make decisions, and how you build trust without turning into a pushover.

One of the biggest takeaways is simple but brutal: if you want better outcomes, you need better conversations. Gary explains why “being interested, not interesting” changes sales chats, customer trust, and how your team responds to you.

What You’ll Learn in This Episode:

What emotional intelligence actually means, and the five key areas that sit underneath it (self-awareness, self-expression, interpersonal skills, decision-making, and stress management).

Why trust is the real foundation of repeat work, and how to build it without giving everything away for free.

A simple shift that improves customer conversations fast: ask better questions, find out what matters, then deliver that experience.

The difference between leading 5 people and leading 20, and why “doing it all yourself” stops scaling being possible.

Why feedback gets avoided, how it piles up, and how to make it normal before it turns into conflict.

How to develop supervisors and key people around you so leadership is shared, not chaotic.

Memorable Quote:

“Be interested, not interesting.”

Speaker Information

Gary Hosey

Leadership Coach and EQ-i Master Trainer

https://www.garyhosey.com/

LinkedIn: https://uk.linkedin.com/in/garyhosey

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Spotify: https://open.spotify.com/show/59DLhGPVKNtVoS656EYtxq

Apple Podcasts: https://podcasts.apple.com/gb/podcast/the-uk-flooring-podcast/id1606720642

Hosted on Acast. See acast.com/privacy for more information.

Recorded in the Cockerill & Co Darlington HQ, this episode of The UK Flooring Podcast sits down with Ben Wain, business consultant, property investor, husband and dad, for a straight conversation about what it takes to run a flooring business when the bar keeps rising.

Ben shares his route from leaving school and working behind bars, into sales, then an 18 year career in retail leadership, before stepping into consultancy. That background gives him a rare mix of frontline reality and big picture thinking, and it shows in how he talks about people, performance, and the gap between “busy” and “well run”.

The thread through the episode is simple: customers now expect a joined up experience, and if your systems, showroom, website and team are not aligned, you will feel it. Ben breaks down what “Amazon level” expectations look like in flooring, why new businesses can leapfrog older ones, and how to approach tech and AI in a way that helps you sell, deliver, and keep standards high, without turning your brand into generic noise.

What You’ll Learn in This Episode:

Why customer expectations are higher than ever, and how that changes the way flooring businesses need to operate

What “omnichannel” actually means for flooring, and why your website and showroom have to match

How newer businesses can move faster, and what established businesses must fix to avoid falling behind

Why “race to the bottom” pricing is a trap, and how it quietly kills profitability

How to think about speed, service and communication as part of what customers pay for

What Ben sees as the biggest challenge in the industry, finding, keeping and developing fitting teams

How to build structure and accountability without micromanaging everything

Practical ways to use AI tools like ChatGPT for planning, training, systems, and management support

The biggest mistake people make with AI, and how to stay authentic while still moving quickly

Memorable Quote:

“Customer expectation is so high, you can very quickly get left behind.”

Speaker Information

Ben Wain

Business Consultant and Property Investor

https://www.linkedin.com/company/wain-consultancy-coaching/

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Hosted on Acast. See acast.com/privacy for more information.

Recorded live at Momentum 26 in Newcastle, this special episode of The UK Flooring Podcast is Martyn Cohen from Cockerill & Co, delivering a straight-talking keynote on leadership, team performance, and what it actually takes to scale without burning yourself out.

Martyn’s background is rooted in leading teams at scale, from smaller groups to large operations, and he pulls those principles into the reality of running a flooring business. The thread running through the whole talk is simple: results come through people, and if you want consistent performance you need a repeatable way to create clarity, ownership, and accountability.

At the centre of the keynote is a practical framework Martyn calls the FLOOR model: Focus, Leadership, Ownership, Observation, Results. It’s a five-part checklist for driving performance that you can apply immediately, whether you are leading installers, sales, ops, or a growing management team. He also covers goal-setting that actually sticks (including SMART targets), how to adapt your leadership style to different people and situations, and how to coach rather than rescue, so your team improves instead of waiting for you to step in.

What You’ll Learn in This Episode:

Why performance starts with focus, and how to give your team a clear target to aim at

How to create clarity on “what good looks like”, so people can execute without constant checking

How to set SMART goals that actually drive action, not vague intentions

The leadership styles that matter in the real world (and when to direct, coach, support, or delegate)

How to build ownership and accountability, without slipping into micromanagement

Why observation matters, giving people autonomy while still keeping standards high

How to use simple coaching structures (including the GROW approach) to develop people over time

How to measure performance properly, and then do something with what the numbers are telling you

Why trust and reputation are hard to replace, and how strong execution protects both

A practical prompt to leave with one commitment you can implement immediately

Memorable Quote:

“You can’t outspend trust.”

Speaker Information

Martyn Cohen

Keynote recorded live at Momentum 26 (Newcastle)

Cockerill & Co

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Hosted on Acast. See acast.com/privacy for more information.

Recorded live at Momentum 26 in Newcastle, this special episode of The UK Flooring Podcast is Sarah Cockerill’s keynote, delivered to a room full of flooring business owners who probably did not come for “a talk about numbers”. Sarah opens with a confession that will feel familiar: she is not naturally a numbers person, and she actually hates them, but she has learned that the right numbers, looked at consistently, will tell you the real story of your business.

She takes you back to where her relationship with money started (Yorkshire upbringing, Barclays in the family, bags of pub receipts on the living room floor), then brings it right into the messy middle of running a flooring business. A knock on the door from HMRC (a £20k CIS bill) kicked off a chain reaction that lots of owners will recognise: trying to “sell your way out” of a cash problem by pushing turnover, getting bigger, adding people, and hoping the money sorts itself out. Sarah is very clear, that approach nearly cost them everything.

From there, the keynote becomes a practical reset. Sarah breaks down what actually went wrong (overtrading, losing control of cash flow, treating the business account like a personal purse, and letting systems lag behind growth), then gives a simple framework to stop it happening to you. No accounting lectures, just habits: keep all finance data in one place, use separate bank pots (especially for HMRC), pick one tool, pick one report, learn a small set of key numbers, and ask for help the moment you do not understand something.

What You’ll Learn in This Episode:

• Why “numbers tell a story”, and how to read the story without being an accountant
• The real danger of chasing turnover to solve a cash problem, and why it feels right in the moment
• The HMRC CIS bill lesson, and what it revealed about cash flow and control
• The three silent killers Sarah points to: overtrading, losing control of cash flow, and treating the business bank account like your own purse
• Why growth is not the problem, but growth without systems is
• How to simplify your finances fast: one inbox (accountant email), one place for data, and a set time to deal with it
• Why separate bank pots matter (including a dedicated HMRC pot), and how it removes panic from the business
• “Choose one tool”, and stop mixing spreadsheets, software, and half-finished systems
• The power of one report (year-to-date, month-by-month) to spot patterns quickly
• How department coding helps you track where profit is really being made (or lost), and why that matters when you run multiple services
• A simple way to hunt “profit leakage”, and identify the small gaps that quietly drain profit over time
• The most important rule if you are confused by any of it: ask someone who understands, and learn through consistency

Memorable Quote:

“Numbers tell a story.”

Speaker Information

Sarah Cockerill

Keynote recorded live at Momentum 26 (Newcastle)

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Hosted on Acast. See acast.com/privacy for more information.

Recorded live at Momentum 26 in Newcastle, this special episode of The UK Flooring Podcast is Tom Cockerill’s keynote, delivered to a room full of flooring business owners who came for more than the usual product talk. The theme is simple but uncomfortable: hesitation to decision, and how avoiding the hard calls quietly caps your growth.

Tom shares the personal side first, a Christmas Eve health scare that forced a decision he would have handled very differently years ago, then pulls it back into business. From building a flooring company to nearly hitting the two million mark and still feeling stuck, he unpacks what was really holding him back: confidence, discomfort, and the habit of making “easy hard decisions” (spending money, signing leases) while dodging the ones that hit your gut.

This keynote is a push to stop waiting until you feel ready. Not with hype, but with practical frameworks you can actually use: ask what the worst case scenario is, make big decisions quarterly, and run your daily ops fast and repeatable. If you have been putting something off because it feels awkward, this episode will feel like it is aimed directly at you.

• Why hesitation is rarely “just your personality”, and how it quietly limits business growth
• The difference between decisions that look bold (stock, leases) and the ones that actually move you forward
• A real, high stakes example of decision making under pressure, and what changed for Tom over time
• How pushing into discomfort builds genuine confidence, without the ego or “Billy big bollocks” act
• The “worst case scenario” question, and why it cuts through overthinking fast
• Why customers do not just buy from people, they buy from experts, and how confidence affects sales in the first few seconds
• A simple operating rhythm for business owners: big vision slow, daily ops fast and repeatable, then repeat every quarter
• How raising your personal standard (doing what you said you would do) raises your business standard too

“What is the worst that can happen?”

Tom Cockerill

Keynote recorded live at Momentum 26 (Newcastle)

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Hosted on Acast. See acast.com/privacy for more information.

Recorded at the start of a new year for The UK Flooring Podcast, this episode sits down with Stuart, Founder and Managing Director of Make an Entrance, a UK manufacturer and retailer specialising in bespoke entrance matting and logo mats for both commercial spaces and homes.

From an unexpected early career in music to building and scaling businesses, Stuart shares how Make an Entrance has grown from traditional coir matting roots into a modern UK-made operation, supplying everything from residential orders to major brand projects.

One of the most meaningful parts of this conversation is the company’s partnership work with HM Prison services, centred on rehabilitation and skills development. Stuart explains how structured, supervised work and training can help people build confidence, learn practical skills, and improve employability after release. It’s a grounded, human look at doing business with purpose, while still maintaining high standards and quality control.

What You’ll Learn in This Episode:

• Stuart’s journey into business, and the surprising route that led him into matting and manufacturing
• How Make an Entrance moved from selling online to investing in UK-based production and why that decision matters
• The heritage side of the trade: traditional coir matting, craftsmanship, and what customers still value today
• Logo mats, commercial projects, and how retailers can make matting an easy add-on sale
• The rehabilitation partnership: why skills, routine, and training can genuinely help people rebuild their lives
• The realities of running a small UK manufacturer in 2026, including cost pressure and growth challenges
• Stuart’s biggest lesson: knowing your numbers, making decisions faster, and staying focused

Memorable Quote:

“I don’t want to be sat at 60 thinking, I wish I’d had a go at that.”

Guest Information

Stuart

Founder & Managing Director, Make an Entrance

Business enquiries: [email protected] (FAO Stuart)

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast/

Hosted on Acast. See acast.com/privacy for more information.

Tom’s in the studio with Sarah joining over Zoom for the final episode of 2025. It’s a proper look back at what the year actually involved, from client experiences and big trips, to the health scare that hit hard, and the reality of launching the National Flooring Awards (plus Momentum) at speed.

What’s Inside:

The 2025 rewind: quarterlies, training, community, and the moments that defined the year

“Costa del Tees”: kayaking, raft building, and why experience days shift mindset fast

Morocco: Mount Toubkal, Marrakesh, and why that trip stands out

The health scare: hospital reality, perspective, and the support that showed up

The Keswick Killer: the charity challenge, the graft, and raising thousands for stillborn baby charities

Flooring Show Harrogate: meet ups, live recordings, and more episodes coming next year

National Flooring Awards: independent judging, tight scoring, and why “pay for a trophy” is not the game

Momentum: building a business summit alongside the awards, speakers, logistics, and pressure

Alliance: why they cut non engaged clients, and what the community offers in real terms

2026 direction: fewer episodes, higher quality, and bigger guests

Memorable Quote:

“There’s nowhere to hide when the judging is done properly.”

Guest Information:

Sarah Cockerill (Mrs C)

Cockerill & Co

Momentum 2026: The Flooring Business Summit and National Flooring Awards

Tickets and National Flooring Awards nominations are live!

Date: Saturday 3 January 2026

Venue: Crowne Plaza Newcastle Upon Tyne, NE1 3SG

Timings: Momentum Summit 9:30am to 5:00pm | National Flooring Awards 7:00pm to late

One day. One industry. Unlimited momentum.

Get your ticket now:

https://www.cockerillandco.co.uk/momentum

Next National Flooring Awards date mentioned in the episode

Friday 19 September 2026

Majestic Hotel, Harrogate (The Ballroom), in partnership with The Flooring Show

Hosted on Acast. See acast.com/privacy for more information.

Big news, Martyn Cohen is officially joining Cockerill & Co. After a decade plus leading sales and ops across major flooring names, then launching MC Growth Consultancy earlier this year, Martyn is bringing his people first approach into the community. In this episode Tom digs into why he said yes, what he has learned helping retailers, commercial contractors and manufacturers, and how he will add firepower for our members in 2026.

Former senior leader at Headlam and Carpetright, now growth consultant working across retail, commercial and manufacturing. Known for building high performing teams, fixing recruitment bottlenecks, improving buying terms, and making complex installer set ups work in the real world, HMRC included.

• The announcement, why Martyn is joining Cockerill & Co, and how the partnership works
• From redundancy to momentum, the first 8 to 9 months of MC Growth Consultancy
• The £2 to £3 million ceiling, when systems, people and process become the growth lever
• Two magic moments, franchise results and a commercial client that needed to scale capacity before sales
• People first performance, recruitment done right, culture, and honest conversations that avoid formal performance cases
• Third party fitter networks, pricing, VAT, HMRC headaches, and how to stay on the right side of the line
• Buying power, where the hidden points are in supplier terms, and why a thirty minute call can save tens of thousands
• Unplanned services that now matter, recruitment search, interview support, and prep for sale or full business exits
• Why the Cockerill & Co community works, who not how, and proof from peer results, not pitch decks

• Growth is usually blocked by capacity and capability, not just leads or orders
• Recruit well, train well, support well, and you will keep good people
• Buying smarter puts profit straight to the bottom line, many miss it through sheer busyness
• Community beats going it alone, the right room saves time and money
• If we cannot add value, we will say so, the goal is impact, not invoices

• Independent retailers who want to scale without losing sleep
• Commercial contractors hitting operational limits
• Manufacturers building UK routes to market or fitter ecosystems
• Owners preparing to sell in the next two to three years

00:00 Welcome back, and the announcement

02:00 Martyn’s journey, redundancy to consultancy

06:30 Early wins, franchise systems and commercial capacity

11:45 Risk, reputation, and why the pipeline kept growing

14:30 What Martyn brings, people, recruitment, HR and culture

18:30 Installer networks and HMRC, lessons from Carpetright

21:30 Buying power that moves the P and L

24:30 Recruitment as a service, interview help, and search

26:30 Prep for sale, valuation thinking and finding buyers

29:30 Why the community matters more than the features

33:00 Values, saying no when it is not a fit, doing the real work

39:00 How to get involved and next steps

• Watch on YouTube
• Listen on Spotify
• Listen on Apple Podcasts
• Cockerill & Co, join the community or request a consult
• Connect with Martyn on LinkedIn

Want a straight talking plan to grow, sort your people challenges, or unlock margin, reach out and we will set up a proper call.

Host, Tom Cockerill

Guest, Martyn Cohen

Produced by The UK Flooring Podcast

Hosted on Acast. See acast.com/privacy for more information.

Recorded as an exclusive bonus episode, this lively conversation lifts the curtain on the wild, chaotic and genuinely inspiring journey of Sam and Brad, better known as The Bald Builders.

From selling building materials online long before the industry was ready, to losing everything, sleeping in a caravan and an office, then rebuilding it all through sheer graft, relentless consistency and a camera phone, this episode captures a story you simply would not believe if it were not true.

Today, the Bald Builders juggle National Breakfast Radio on Fix Radio with filming social content, running their own building projects, and growing a loyal online community who tune in every morning and every evening without fail. But the path to get here involved failed businesses, being wiped out by a forty thousand pound hit, living hand to mouth, and taking on jobs they should never have taken simply to survive.

Packed with honest detail about how they rebuilt their lives and careers from nothing, how they grew their platform from forty thousand followers to a multi platform powerhouse, and what it really takes to stay relevant online in a crowded trade space, this episode is a rare look at the real story behind one of the UK’s most recognisable social media duos.

What You Will Learn in This Episode:

The true origin story of the Bald Builders

From an online builders merchant that launched fifteen years too early to losing everything in a single blow.

Why consistency still beats every algorithm trick in the book

Two videos every single day for eight years and how that discipline shaped their entire career.

How they accidentally discovered social media as a lifeline

Hiding their page during the hardest year of their lives, only to relight the fire when everything fell apart.

The moment they realised flowscreed could save them

A chance encounter on a job that turned into a complete pivot for their business.

Why being yourself matters more than being polished

Sam explains why authenticity lasts longer than viral hacks or gimmicks and why the trade sees through fakery fast.

The business model that changed their lives

No clients, no chasing invoices, just building and selling their own projects while filming everything they do.

How Fix Radio became a central part of their brand

A breakfast radio show built for tradespeople and why it works perfectly with the Bald Builders way of life.

Memorable Quote:

“People watch us because we are exactly the same on camera as we are off it. You cannot get caught out if you never pretend.”

Guest Information

Sam Hughes - The Bald Builders

Content creators, builders, presenters at Fix Radio

Fix Radio Breakfast: Monday to Friday, 6 till 9am

🎧 Fix Radio

https://fixradio.co.uk/

🎟 Momentum 2026 – The Flooring Business Summit and National Flooring Awards

One day. One industry. Unlimited momentum.

📅 Saturday 3rd January 2026

📍 Crowne Plaza Newcastle Upon Tyne, NE1 3SG

Hosted on Acast. See acast.com/privacy for more information.

Title: Cut my arm off and you’ll see flooring in my veins 

Recorded live at the Flooring Show 2025, this powerful conversation dives into the incredible career journey of Mark Ewart, founder of Apple Flooring, one of Essex’s most respected independent flooring retailers.

From major setbacks to remarkable comebacks, Mark walks us through his story, from early days in Dixons and Comet to navigating redundancy, launching multiple flooring businesses, battling serious health issues, and ultimately building Apple Flooring into a two-showroom powerhouse with a passionate team, loyal customers, and a thriving reputation.

Packed with honest insights into the real challenges facing retailers, the rise of “men in vans,” supplier frustrations, why client experience matters more than ever, and how Apple Flooring built a model based on simplicity, transparency, and everyday low pricing, this episode offers a rare and inspiring look at what it takes to grow (and sustain) a successful flooring business in 2025.

• Mark’s full journey: redundancy, reinvention, and the birth of Apple Flooring
• 
  
• The rapid growth from a home office and two containers to two premium showrooms
• 
  
• The REAL costs of running a retail flooring shop (and why “men in vans” are hurting the industry)
• 
  
• Why exclusivity agreements and display stand pricing frustrate retailers
• 
  
• How Mark built a “one price fits all” model that keeps margins simple and customers loyal
• 
  
• Why Apple Flooring invests heavily in people, training, fitters, showrooms, and brand consistency
• 
  
• The secret to world-class customer experience (espresso included!)
• 
  

“Cut my arm off and you’ll see flooring in my veins, when it’s your own business, it becomes a different animal.”

Mark Ewart

Founder & Managing Director – Apple Flooring

🔗 Website: https://www.appleflooring.co.uk/

🎟 Momentum 2026 – The Flooring Business Summit & National Flooring Awards

One day. One industry. Unlimited momentum.

📅 Date: Saturday 3rd January 2026

📍 Venue: Crowne Plaza Newcastle Upon Tyne, NE1 3SG

⏰ Timings: Momentum Summit 9:30am – 5:00pm | National Flooring Awards 7:00pm – late

🎫 Get your ticket now: https://www.cockerillandco.co.uk/momentum

🎫 Get your ticket now: https://www.nationalflooringawards.co.uk/

Where to Find The UK Flooring Podcast:

Website: https://theukflooringpodcast.co.uk/

Instagram: https://www.instagram.com/theukflooringpodcast/

Facebook: https://www.facebook.com/theukflooringpodcast

Hosted on Acast. See acast.com/privacy for more information.