Entrepreneurial Spirit & The Detail Behind The Retail At CCS McLays

In retail, one size never fits all. Different brands need different solutions when it comes to packaging, bespoke signage, specific garment hangers, and their logo on almost everything. Before 2005, it was either make-do with generic versions or spend big on tailored ones from multiple suppliers. That was the driving force that led to Ian Hall creating CCS McLays.

He had the idea of being a new kind of partner to retailers. One that puts them in the driving seat. Sourcing and supplying all the items they need but don’t sell, while meeting their needs on costs, quality and sustainability.

With around £85 million revenue in 2024-25, they’re now the exclusive provider of retail consumables, packaging and catering supplies to some of the world’s household brands, all from their base in Cardiff.

Beyond being a key resource for in-store essentials, CCS McLays strategically advises retailers, and quick service restaurants on maximising business value at scale. This includes optimising areas like packaging, print and point of sale (POS), as well as refining procurement, supply, logistics, and delivery. By reviewing everything from sourcing consumables to delivery frequencies, clients often uncover hidden opportunities for cost savings and efficiency.

The business also leads innovation campaigns, such as the recent launch of Seal2Go – tamper-proof packaging for food delivery services, showcasing their ability to meet evolving market demands.

Paul Andrews spoke to founder Ian Hall and his son, Matthew, about their family business journey to date and their plans for the future.

Ian jointly owned a similar independent business prior to setting up CCS McLays. This business was sold to a PLC and Ian stayed with the new owners for a number of years, developing his expertise in the niche sector in which they operated, looking after the needs of retailers.

Over the years his network had grown and working with a number of colleagues that shared his vision, he set up his own business in July 2005. As Ian explains, “I liked the retail sector and even today find the sector exciting."

"My biggest challenge when starting out was confidence, especially after such an extensive period as a Managing Director in my previous role. It took a while but as the business grew, so did my confidence and now I am optimistic about the future and have banished the fear of failure.”

The business began with a desire to succeed and a passion, albeit driven by a fear of failure to ultimate success. Ian and the team had good connections and were soon meeting the needs of half a dozen clients. “We knew them well, understood their needs and began to provide solutions to meet them,” adds Ian. “In the early years we may have been slightly too reliant on a few key customers but that has certainly evolved to a growing, diverse mix of retailers that we serve all over the globe,” he continues.

Like many family businesses on the start of a journey, sourcing new business is all about being in the room to have a conversation, something that Ian and the team worked at from day one.

“My role changed from running a business and a team within a PLC environment to focusing on external sales and growing the business,” continues Ian, “with a key turning point in our journey being appointed the contract to work with Hugo Boss back in 2009. Even today, it is fantastic to work with such a global, luxury brand but it started out with them believing in us to deliver what they needed, all from a small business based in Cardiff,” he adds.

“We were engaged in a competitive tender process and beat off over 100 competitors for the contract and I have to be honest and say that there was a hint of trepidation when we won the work, but we have continued to meet their needs, and they remain a key account for us to this day.”

Ian and the team appreciated the needs of their customers from the very outset, thinking like retailers to assess their needs and exceed expectations. “Our team were brilliant,” continues Ian, “and we were always aware of trends and changes in the retail world which meant we could embrace the changes successfully with our clients. It feels like being part of a family and the people who started the business are all still with us today. They have made the business what it is today, a sector leader. Attracting like-minded colleagues along the way, keeping the clients happy and winning countless new clients.”

Today, Ian is joined in the business by his son, Matthew, working full time in the business after returning from Australia and a previous stint in the firm. As Matthew explains, “I worked in an account support role for 18 months before taking two years away from the family business playing rugby in Australia and retuning to a role in marketing and business development in 2017. It was a great opportunity for me to learn all about the company through the initial account support role, and I believe that having that exposure to a different department within the company gave me a good understanding from the outset. The longer-term focus for me now as a marketer within the company is to ultimately attempt to make it easier for buyers to think of us and buy from us.”

Family businesses by their very nature are based on the relationships within them, especially between family members, and Ian and Matthew are acutely aware of this and work to ensure that they achieve a good balance, discussing things directly and dealing with difficult conversations openly when they need to.

This is a close relationship as demonstrated by Ian flying out to Australia to watch Matthew play club rugby in Perth, although it was not the family experience they were hoping for with Matthew picking up an injury early on within the game!

Matthew has a degree and a master’s degree in marketing which have been beneficial to the business. As Matthew continues, “marketing is essential for any organisation, but my role is somewhat in its infancy to CCS McLays and despite being one of the largest independent businesses in our sector we are not known to everyone, and we are continuing to try and grow our reach whilst developing new opportunities.”

“People like dealing with us because of who we are. We make sure our customers, and their needs are at the heart of the relationship. It’s easy to say, but we actually deliver - and our customers respect us all the more because of that,” he adds.

The inclusive and supportive culture that CCS McLays have built very much extends across the entire team - creating a strong sense of belonging that applies to all staff, not just family members. This collaborative environment is a key part of how the business continues to grow and innovate, underpinned by the strength of the wider team.

Ian and Matthew have a great team of people around them too. “Our CFO is a long-term friend and fundamental part in supporting and driving the business too and works with us on our growth agenda which includes two acquisitions – Dempson and TPSG Packaging (formerly The Premier Supply Group) - in the past couple of years and plenty of further opportunities,” adds Ian.

“We are keen to grow and some of the acquisitions have been strategic, vertically integrating other businesses in our sector into the business which helps manage risk and also means we have control over the manufacture of what we sell,” explains Ian.

As Matthew adds, “These acquisitions have further enhanced our global delivery and we now have a fantastic network of warehouse and distribution points to supply our global customers including operations in France, Germany, the USA, Canada, Dubai and China.”

For a family business that started out with a black book approach, the role of marketing and business development is now truly appreciated. As Ian adds, “I have to be honest and admit that I have gone full circle on the whole area of marketing and can really see how it is helping drive our growth and providing us with new and exciting opportunities too.”

This is a business that has come a long way but also wants to achieve more and is acutely driven and focused on doubling their size in the next three or four years. Listening to Ian and Matthew, it is easy to believe that their vision will become a reality.

We look forward to following their entrepreneurial journey as it continues.