Great conversions begin with great conversations
Introduction
SM UK was founded 25 years ago as a provider of electrical safety solutions for HGV operators. Customers in this sector have come to rely on SM UK as an organisation that protects their O Licences, ensures legal compliance, and fosters safe operating cultures. As technology has advanced, so too have SM UK’s services.
As the business has expanded over the years, it has become evident that many HGV customers also operate large numbers of LCVs. While these vehicles are not subject to the same legal regulations as larger vehicles, reputable organisations have sought solutions that reduce risk and improve efficiency and working conditions. As the large vehicle business continues to thrive, SM UK now applies the same safety culture to a wide range of products and services for LCV operators. This includes everything from retrofitting equipment to complete, bespoke vehicle conversions.
Essential Fleet Manager Magazine was pleased to sit down with Tom Fenton, Van Conversion Divisional Manager at SM UK, to discuss how this facet of the business has evolved and gained the trust of many of the UK’s leading LCV fleet operators.
Interview
Q: How have the skills, experience, strengths, and knowledge developed in the HGV business contributed to the high quality and service levels in the LCV division?
Decades of experience in HGV safety and technology have laid the groundwork for the high standards currently seen in our van conversions. Many of our team members began their careers in the HGV sector or as engineers, meaning we truly understand the realities of fleet operations. Drawing on this expertise, we take a consultative approach to every project, ensuring each van is practical and compliant—whether it’s a straightforward racking system or a fully equipped mobile workshop.
Q: Can you summarise how your range of LCV conversions has expanded and prompted the need for the larger premises that opened two years ago?
Demand for high-quality, work-ready vans grew rapidly, leading us to broaden our range of Turnkey conversions. Today, this includes crew cabs, welfare vans, mobile workshops, and integrated onboard power solutions, all designed to be operational from day one. In 2024 alone, 450 van conversions were completed, with 250 being full turnkey solutions.
Rapid growth highlighted the need for additional workshop space—now totalling 50,000 sqft—to streamline production, manage large fleet rollouts, and maintain quick turnaround times without compromising quality. By overseeing each conversion from start to finish, we ensure a hassle-free process that upholds the highest standards of efficiency, safety, and compliance.
Q: As the Van Division has expanded, notable organisations have recognised the quality of its products and services. This includes your designation as an approved Ford Pro Converter and MAN Preferred Partner. What are SM UK’s main strengths that have contributed to this status?
Recognition as a Ford Pro Converter and MAN Preferred Partner reflects the standards we maintain in every conversion. These partnerships result from years devoted to quality, compliance, and a customer-focused mindset. Our builds conform to Ford and MAN’s rigorous factory standards, with full Type Approval ensuring compliance with stringent UK safety regulations. Beyond the initial installation, we also offer extensive aftercare and warranty support. Therefore, customers know they’re not just purchasing a conversion, but investing in long-term reliability and a trustworthy partnership.
Q: How have recent advancements in vehicle technology, equipment, and materials expanded the range of benefits for your customers?
Ongoing developments in vehicle technology and materials have paved the way for safer, more innovative, and more efficient van conversions. Crash-tested steel racking is central to our safety approach, while lightweight, high-strength materials enhance fuel efficiency without compromising payload capacity. We have also adopted onboard power solutions that reduce idling and emissions, along with real-time telematics and intelligent storage setups that ensure fleets operate at peak performance.
These innovations are only possible thanks to our trusted supplier partnerships, which ensure we maintain manufacturer-approved standards. As a result, we offer a suite of practical solutions that enable businesses to operate more safely and sustainably.
Q: It is crucial that you ensure your conversions adhere to the highest standards of safety and sustainability. How do you choose suppliers and materials that fulfil this requirement?
A value-engineered mindset drives our selection process. Every component and material must be fit for purpose—neither over-engineered nor lacking in durability. We partner with trusted suppliers such as Modul, Sortimo, System Edström, and Rhino Products, ensuring that crash-tested steel racking and eco-friendly onboard power solutions serve as the foundation of our builds. Meeting UK Type Approval standards is also essential, instilling confidence in customers that their vehicles are road-legal and built to last.
Q: Your in-house skills and key suppliers mean you provide a true “one-stop shop” for LCV conversions. How does this benefit the customer, and how does it contribute to your high service levels?
A fully managed, turnkey approach creates a stress-free experience. Every step—from vehicle sourcing to final delivery—occurs in-house, relieving customers of the burden of coordinating multiple suppliers. By designing conversions that meet specific operational requirements—whether a crew cab, welfare van, or mobile workshop—clients receive customised, work-ready vehicles on time and to the highest standards. This streamlined process enhances efficiency, ensures compliance, and improves fleet performance with minimal hassle.
Q: You have an extensive consultation process with customers. What considerations ensure the best possible outcomes during that consultation?
Great conversions begin with great conversations. Instead of forcing one-size-fits-all solutions, we explore each customer’s daily usage, challenges, and goals. Detailed 3D designs enable clients to visualise layouts and suggest adjustments before work starts. Looking ahead is also essential: we consider future growth, potential regulatory changes, and emerging technologies. By listening carefully and planning collaboratively, we deliver conversions that align with operational needs, not just a standard product.
Q: What are the main challenges customers face when balancing rising vehicle prices with the front-end costs associated with conversions needed to meet the highest standards in safety and sustainability? How are these challenges overcome?
It can be daunting to reconcile the upfront costs of safer, more sustainable conversions with the pressures of rising vehicle prices. Our customer-first approach addresses these challenges directly by tailoring conversions to specific requirements and budgets. Rather than overengineering, we concentrate on value engineering—maximising durability and efficiency without unnecessary extras.
Flexible finance options allow clients to spread costs, while our crash-tested steel racking, energy-efficient power solutions, and lightweight materials together reduce fuel usage, emissions, and long-term wear. An industry-leading warranty provides peace of mind, demonstrating our commitment to safety and quality, and that we stand by our work.
Q: An organisation’s quality and reputation inevitably depend on retaining a skilled and committed workforce. What steps do you take to ensure that you attract, train, and retain an exceptional team?
A highly skilled and motivated workforce underpins every successful conversion. Continuous training keeps our engineers up-to-date with emerging technologies and regulations. Many senior figures began on the shop floor, carrying that hands-on knowledge forward as they advanced into leadership roles. This career development approach retains valuable expertise and ensures that management fully understands each job’s demands, providing greater clarity and confidence for customers.
Apprenticeship and progression programs cultivate new talent, while a culture of innovation, competitive compensation, and opportunities for professional development foster an engaged, high-performing team.
Q: How do you support and service customers after vehicles have been delivered, and how do you keep customers informed of market developments that may meet their future requirements?
Supporting customers doesn’t stop once a van leaves our workshop. Every conversion comes with comprehensive warranties covering electrical installations, racking, and onboard power solutions. UK-wide servicing and aftercare further minimise downtime, with our expert team ready to assist whenever maintenance, upgrades, or advice are required.
Looking ahead, we also keep clients informed about regulatory changes, evolving emissions standards, and new fleet technologies. Whether adapting to compliance updates or transitioning to electric vehicles, we aim to future-proof every conversion so that businesses remain prepared for whatever comes next.
Q: Considering the momentum toward net zero, what do you believe will be the main drivers of change in vehicle conversion requirements in the coming years, and how will you continue to adapt?
The push for net zero is already reshaping the commercial vehicle industry, and electric or hybrid fleets are quickly becoming standard. By incorporating EV-friendly designs, lightweight materials, and onboard power solutions, we assist fleets in maintaining efficiency and compliance.
Stricter safety regulations are a significant driver, especially regarding the protection of drivers and vulnerable road users. Our solutions address these concerns with crash-tested steel racking, camera systems, proximity sensors, and high-visibility markings. Rising fuel and vehicle costs encourage businesses to improve efficiency, leading to a growing demand for modular racking, telematics, and innovative storage layouts.
Emerging technologies—such as AI-driven driver assistance and real-time fleet analytics—are set to further transform the sector. Instead of merely reacting, we invest in future-oriented solutions, ensuring our customers remain at the forefront of safety, sustainability, and overall fleet performance
Customer Story: Zenith working with SM UK
Dave Rider, Maintenance Service Director, Zenith
The commercial vehicle division of Zenith, one of the UK’s largest fleet solutions providers, manages more than 50,000 vehicles on behalf of a wide range of customers. These vehicles often support vital services; consequently, supporting operations and ensuring minimal disruption is a huge priority.
As part of this essential requirement, Zenith engaged in a replacement programme for its Roadside Maintenance fleet. Essential Fleet Manager Magazine spoke with Dave Rider, Maintenance Service Director at Zenith, about the background that led to the selection of SM UK as the trusted conversion partner and the highlights of the positive process along the way to the delivery of this large and complex vehicle requirement.
Q: What were your primary requirements in selecting a conversion partner and how did SM UK meet these needs?
At Zenith, our fleet of mobile service units must be quality-built and high-specified to ensure our colleagues can fix vehicles roadside and reduce our customers’ vehicle off-road time.
To achieve this, SM UK has become an essential partner for Zenith’s Commercial division, offering a one-stop shop for vans and conversions, including ancillary equipment. They offer competitive pricing and supply vehicles that perfectly match our complex needs, meeting tight lead times and agreed deadlines.
In total, we currently have more than 150 mobile service units in our fleet—64 of which have been provided by SM UK—with another 35 in the pipeline to further enhance our already market-leading offering.
Q: Could you run through the vehicle features and specifications? How did SM UK’s “one-stop shop” and single invoice approach combine with your needs to ensure the best possible experience?
The working conditions of our colleagues are absolutely crucial. They spend a lot of time in the vans, so we need to ensure that the van is of high specification and quality and that they have the tools to do their jobs to the best standard possible.
Each vehicle comes fully equipped, including branded racking, night heaters, a hot hand wash, compressors, and onboard inverter power and inverter welders. Our vehicles also include solar panels, which help us meet our net-zero targets.
Q: SM UK prides itself on a collaborative and consultative approach. What benefits has this had in interpreting operational needs into workable, efficient, and quality solutions?
Our relationship with SM UK is one of collaboration and consultation. The company works closely with Zenith, and more importantly, the engineers who operate the vehicles daily, to ensure that drivers are happy in their vans and have the right equipment to do their jobs to the highest standard possible.
SM UK understands our requirements—no matter how big or small—and is able to propose true solutions to any problems presented. The fact that the SM UK colleagues are from a commercial transport background, with a number of the team working as field engineers, helps as they have the knowledge of what is required and how they can truly assist with our queries.
Q: How does SM UK ensure that your top priority of quality is met throughout the process, from the selection of equipment and materials to the finished vehicles?
SM UK is an approved installer for most major racking convertors and has its own electricians, which ensures everything is done in-house rather than outsourced. The team communicates at every stage of the process, with in-person and video updates provided throughout. This gives Zenith the opportunity to view the build throughout, allowing for tweaks and changes to be accommodated.
Q: How would you summarise the quality of service provided by SM UK before, during, and after the process?
SM UK has delivered at every step of the process in all 64 vehicles they have supplied—from engagement at entry level and agreeing spec and pricing right through to delivery of the vans. However, the SM UK team’s post-delivery customer service is truly exceptional. They’re on hand to address any problems in a quick and timely manner, which ultimately means that downtime is reduced.
Customer Story: Cadent working with SM UK
Matt Fitton, North West Fleet and Logistics Manager, Cadent
Cadent operate, maintain and innovate the UK’s largest gas distribution network, spanning across Cumbria to North London and the Welsh Borders to East Anglia, transporting gas and keeping 11 million homes warm, safe and connected. Operational activity includes responding to gas emergencies to keep customers safe from potential dangers and repairing and replacing gas pipelines to minimise leakage and ready the network for the transportation of greener gases. To support these essential emergency and repair services, Cadent have a large and diverse fleet of over 3,000 vehicles.
Q: When considering the design of the outgoing vehicles, how helpful and proactive was SM UK in suggesting improvements?
SM UK was extremely helpful and proactive with their approach to our vehicle conversion. Together, we reconfigured a design previously completed 13 years ago. SM UK offered innovative design solutions, incorporating new technologies with engineer’s requirements. The process included a number of face-to-face design days and team meetings with our dedicated engineering teams.
Q: Once the prototype had been created, how did SM UK remain engaged with you and your teams to identify opportunities for further improvement?
Tom and the team at SM UK had direct contact with our Lead Engineer for this project, Dan Blair, who helped design and develop the conversion. Dan is a Lead Engineer for one of our repair teams and works in the vehicle daily. Alongside this, Tom had regular check-ins with me to ensure the vehicle was performing as required.
Q: Would you say that the success of this project is a combination SM UK’s consultative, flexible approach and leading technical skills that ensure a great solution?
Absolutely, the personal approach provided by SMUK allowed us to always have the project under close control. Their desire to provide innovative solutions was refreshing and resulted in the end result being of a high standard.
Q: What would be your overall summary of how SM UK has succeeded in meeting your needs?
SM UK provided us with a full turn-key solution for our vehicle conversion. They gave us an honest and personable experience, providing key design alterations and understanding of our industry’s requirements. We have a very diverse fleet and SM UK’s approach and willingness to understand our requirements resulted in a product our engineers are proud to use each day.
Working with SM UK
If you want to explore how SM UK can help with your vehicle conversion needs, please contact us to schedule a free design consultation with our Van Conversion Team.
Our customer-focused approach allows us to customise our conversions to fit specific needs and budgets. Instead of over-engineering, we prioritise value engineering—maximising durability and efficiency while avoiding unnecessary extras.
Let’s begin planning how our tailored solutions can enhance your fleet operations. By designing conversions that address particular operational demands—be it a crew cab, welfare van, or mobile workshop—our clients receive customised, ready-to-work vehicles delivered on time and built to the highest standards.
Above, you’ll find testimonials from our valued customers. We’re confident their experiences will demonstrate how partnering with SM UK can significantly improve your fleet operations.
We collaborate with industry-leading conversion specialists as suppliers. Our vehicles are successfully used across some of the UK’s largest fleets. However, we’re always looking for new clients to expand our reach.
Our conversions stand out in the market, and we would love to work with your organisation.
Book your free design consultation with the SM UK Van Conversions team today.
Visit us at: smuk.co.uk
Contact us on: 0845 388 3816
Email us on:enquiries@smfleet.co.uk
This feature was published in Essential Fleet Manager – Issue 3(2025) read it here https://online.fliphtml5.com/bynsc/smgb/#p=13