UK Metals Expo Q&A: All Steels director Tom McDougall

All Steels commercial director Tom McDougall will do all he can to encourage positive sentiment when he attends the UK Metals Expo at the NEC Birmingham. 

McDougall will discuss the steel market’s key challenges and opportunities as part of the ‘Carbon Steel Market: Navigating Trends and Price Dynamics’ panel discussion. The debate will be hosted by MEPS International's head of price analysis and forecasts Kaye Ayub at midday on September 11 – the first day of the two-day event. 

MEPS has also expanded its presence at UK Metals Expo 2024, where its team of steel price researchers and analysts will be located on stand B50. Click here to book a meeting with one of MEPS’s steel market experts, and discuss the industry’s key topics in person.  

While McDougall acknowledged that a “lack of demand” is the main hurdle faced by the sector in 2024, he asserted that he will do all he can to share a sense of positivity at the UK Metals Expo, which takes place on September 11-12. 

Read on for our first Q&A profile article introducing one of eight panellists, who will be taking part in two MEPS debates at the event. 

How did you start your career in the steel sector? 

My father, Laurence McDougall, owns All Steels but I started my career in the sector working with a neighbouring stockholding company called Tomrods. Initially, I was a picker at the business’s warehouse in Knaresborough, sourcing hollow sections and merchant bar for builders and steel companies. I worked my way through the ranks to become works manager and at that point, Tomrods decided to shut the Knaresborough site and I was moved to an expanded Tomrods facility at Thirsk, where I helped to ensure everything was operating as it should. After that, my role progressed and I became heavily involved in the logistics side of the business.  

How did you progress to the job you have today? 

In 2017, Tomrods and All Steels, which had been sister companies, decided to go their separate ways. It was at that point I joined the commercial side of the All Steels business. I started as a sales admin but became business development manager before moving on to my current commercial director role about four years ago. Some of the main considerations in my current role are how we position ourselves in the market and the perception of All Steels. I am normally the one that attends events. It’s important for the business that we are present and are perceived as a knowledgeable and approachable partner.  

What is the most rewarding part of your job? 

That face-to-face relationship building. I’m perhaps a little old-fashioned in that I’d much rather pick up the phone or have a meeting than send an email. It was tough during the Covid-19 pandemic but things are back to normal now and I love the opportunities presented by events like the UK Metals Expo. The steel industry is made up of really good people. Selling steel is not like being a car salesman, where you might only sell a vehicle to a customer every three to four years; in this industry, you get to know your customers well and you can build a reputation for making life easier for them over time. I want people to know they can call me and I’ll solve their issues. That’s what I strive for. Genuinely, I also have a huge passion for the steel industry, especially long products, where the volumes are small but the opportunity is greater. 

What is the biggest day-to-day challenge faced by your business? 

The problem we face is the same as any business right now, a lack of demand. Right now, it is tough and the bigger you as a business the harder it can be. There are overheads to cover, the cost of projects is very high and the cost of finance is slowing down activity in the sector. As a business, we are doing our very best to meet the needs of our customers. Ultimately, the more projects that get off the ground, the stronger the sentiment and the momentum in the market. 

Do you foresee a standout ‘hot topic’ for the UK Metals Expo? 

I think the same concerns remain for many businesses. There will be a lot of talk about the Carbon Border Adjustment Mechanism (CBAM) and the impact of Tata’s closure of its blast furnaces at Port Talbot. For us, the UK CBAM still holds uncertainty – there’s been very little detail so far – but we’re confident that we can navigate any legislation that comes in. If I’m honest, we’d probably be happiest if the UK CBAM aligned very closely with the EU version. That would make most sense. 

What do you hope to take away from the event? 

Expanding our customer base isn’t our key aim, it’s really about being on hand to offer advice and also being seen as a prominent business that people feel comfortable partnering with. Being part of the MEPS panel debate is also really important to me, personally. It’s great to feel that my opinion is valued by the market.