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Gray & Adams News SUMMER 2021

In This Issue > Investing in our facilities > The BIG Interview with Paul Marrow from Samworth Brothers Group > Building strong relationships: Robert Burns Ltd ISSUE 14 | SUMMER 2021

Introduction

Contents Introduction from Joint Managing Directors, James and Peter Gray Building for the future: Investing in our facilities in Fraserburgh

4-5

Gray & Adams reaching for duo of Northern Star Awards

Post Covid-19: A brave new world? By Andrew Brown, Sales Director (Doncaster)

The BIG Interview, Paul Marrow, Samworth Brothers Supply Chain Building strong relationships: Robert Burns Ltd and Gray & Adams

At Gray & Adams we value relationships. The business has been family run since its inception and it strives to include every single employee as a member of the wider Gray & Adams family. With this in mind, in this Summer 2021 edition of the Gray & Adams newsletter, we speak to our customers (many with similar values to our own) as we seek gain an understanding on what is driving their businesses forward, the unique challenges they face and discuss the strong relationships we have built with them over the years.

8-9

10 - 11

Customer Case Study : Stewarts of Tayside

Building a partnership to be proud of: Gray & Adams and McConaghy’s Refrigerated Distribution

Proud Partnership: Armstrong Logistics and Gray & Adams

Though social distancing is still in place, in 2021 we have found that all kinds of communities have come together throughout the Covid-19 pandemic. It is this sense of togetherness and partnership that Gray & Adams has always worked hard to build with its customers.

14 - 15

Valuing our customers: Dawsongroup and Gray & Adams

Staff Spotlight: John Smith

Staff Spotlight : Stewart Massie

Staff Spotlight : Mike Tait

Customers with a lasting legacy: John Mackirdy Ltd and Gray & Adams

Innovation remains at the heart of Gray & Adams, and with innovation, comes investment and improvements which leads on to announce the successful rejuvenation of our facilities at Fraserburgh (Page 4 & 5). Forward thinking team members also help us to drive innovation and we thank Andrew Brown, Sales Director (Doncaster), for his thought leadership contribution in this edition (Page 7), where he gives us food for thought on the post Covid-19 supply chain. Gray & Adams also wish to announce the exciting news that the business has been nominated as finalists for two prestigious Northern Star Business Awards (Page 6). An example of a long term valued customer that has seen many changes over the years showcased on this edition’s cover. Robert Burns Ltd further discusses in an article (Page 10 & 11), the long-standing relationship the business has with Gray & Adams. This edition also sees case studies and interviews with other valued customers from across the UK such, as Stewarts of Tayside (Page 12), Dawsongroup (Page 16), and Armstrong Logistics (Page 14 & 15).

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Proud Partnership: Armstrong Logistics Page 14-15

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Post Covid:

A brave new

world? Page

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We are also delighted to bring you this edition of the BIG Interview, which features Paul Marrow from Samworth Brothers Supply Chain (Page 8 & 9) and we speak with a long term customer, John Mackirdy Ltd (Page 20), who have their 4th generation of Mackirdy at their helm, to discuss the importance of longevity within their business. As ever, it is the people behind the Gray & Adams name that drive our values and we wish to honour their contribution by introducing three Staff Spotlights to this edition, (Pages 17, 18 & 19). We speak with John Smith, Stewart Massie and Mike Tait about their roles within the business and would like to take this opportunity to thank them for their contribution.

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We would like to thank each and every one of our team for their unwavering commitment to Gray & Adams, and to our customers. JAMES AND PETER GRAY JOINT MANAGING DIRECTORS

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Building for the future: Investing in our facilities in Fraserburgh As part of an ongoing investment in developing its facilities, Gray & Adams, the UK’s market-leader in the manufacture of specialist temperature controlled and bespoke vehicles, has completed phase one of a large-scale project at its Fraserburgh site in order to further improve and increase its manufacturing capabilities.

Founded in 1957, Gray & Adams is a long-established, family-owned business with over 750 employees and multiple operational sites throughout the UK and Ireland, based out of a head office and main production facility in Fraserburgh. The brand-new unit is a 10-bay multifunctional facility with four overhead cranes, roller shutter doors at each end and an additional lean-to with plant equipment installed. The site can be used to offer greater flexibility to the manufacturer, allowing for the build any of its high-quality products – from Double Decks and Urban Trailers to Single Decks and Lifting decks. It is also, given the challenges of operating according to Government Guidance on Covid-19, completely self-contained, with its own showers, offices, toilets, and canteen, as well as having its own internal and external stores. This new building will support with creating large volume orders, concentrated into one area on site and creating greater efficiency overall in the build process.

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The project is phase one of a multi-phase investment project for Fraserburgh, which will also see the development of a new facility for its accident and repair shop, which oversees repairs for motor cars and light commercial vehicles. This phase will also centralise heavy car repairs onto the same site and will build on the company’s foundation, as a Body Repair Shop, honouring the roots of the business. This move will then release additional facilities in the main production plant for a future phase of redevelopment. Overall, this investment supports improved and increased manufacturing capacity for panel development – a vital part of the Gray & Adams build process – and will also increase efficiency through creating streamlined productions, allowing for more improvements which will further support the wider Gray & Adams Group. Gray & Adams’ Managing Directors, James and Peter Gray, said “Given the circumstances we are living and operating under, investing in our business and our employees, will enhance our manufacturing capabilities as well as creating new opportunities for our people. The development of this new facility has already led to increased employment in the area with the creation of 15 new roles in the business and is the first part of our phased approach to developing our Fraserburgh site. Our investment will allow us greater flexibility in the manufacturing process as we move into phase two of the development project and beyond, as we move through 2021 and into 2022, our 65th year in operation.”

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Gray & Adams reaching for duo of Northern Star Awards Gray & Adams has been shortlisted as a finalist for two Northern Star Business Awards categories, Business of the Year and Family Business of the Year.

Peter Gray, Joint Managing Director adds his comments regarding the nominations, “The Northern Star Business Awards is a great initiative for showcasing successful businesses who are based or were established in the region. The directors at Gray & Adams are delighted to be selected in not one but two categories, we would like to thank all our staff, customers and suppliers for their support that has allowed us to be spotlighted for Business of the Year and Family Business of the Year. We would like to extend our congratulations to other nominees and wish them the best of luck for the awards night.”

Joint Managing Director, James Gray, commented on the nomination, “We are delighted to have been recognised in these two categories, particularly the Family Business of the Year category as we have been family run since our inception and every effort is kept in the business to instil those family values throughout all our depots. We have members of staff that have been with us for decades and we value their knowledge and expertise that has helped shape the business into what it is today.” The Northern Star Business Awards aims to celebrate businesses in North-East of Scotland and their achievements. Organised by the Aberdeen & Grampian Chamber of Commerce, the 2022 awards will take place in February and feature finalists from a wide range of industries and sectors.

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Post Covid-19: A brave new world? By Andrew Brown, Sales Director, Doncaster At the same time, our logistics providers are facing a serious shortage of drivers, putting up wages and therefore cost at an unsustainable rate. One thing is for sure, all our weekly shops will be rising in price by £15 to £20 per week – not good news for a nation with many of its population already reliant on food banks to make ends meet.

Had you been walking down a street in May 1945 and asked the average man or woman if the carnage of the last six years would lead to massive and irreversible changes in society, the chances are they wouldn’t be able to tell you. Twenty years on, historians would point to massive social change; the NHS, nationalisation, the cold war, a nuclear arms race and much more. As we hopefully reach the end of the pandemic, we could ask the same question... and again only history will tell.

At Gray & Adams, we are not immune from these global storms. Demands for our products are unprecedentedly high... but so is the pressure on raw material prices necessary to produce the product at our manufacturing sites. We face many difficult challenges and decisions over the coming months, but rest assured we will work closely with our customers to meet these new challenges and try to navigate this new world together.

However, we live in unprecedented times. Covid-19, Brexit, the disruption of global trade and a tilt in the balance of power to the east have all combined to create the perfect storm. Whether its cement for your patio, fence posts for your boundary or microchips for manufacturing, it seems everything is in short supply. The combined result is a massive hike in prices and inflationary pressures not seen in the world since the late 1970’s. In the automotive sector, we watch aghast as raw material prices rocket on a daily basis. Long term price security is a distant memory. As steel, aluminium and other related prices spiral out of control, one does not dare to think what will happen when currently dormant giants like Boeing and Airbus fire back into life and add more demand to the already overstretched material supply industry.

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The BIG Interview Paul Marrow, Operations Director at Samworth Brothers Supply Chain For this edition of our BIG interview, we were thrilled to be able to sit down with Paul Marrow, Operations Director at Samworth Brothers Supply Chain (part of the Samworth Brothers Group).

The business operates out of four chilled distribution sites (Leicester, Penrith, Callington and Bristol), seven days a week, 24 hours a day. We have a reputation with retailers for providing the highest levels of on-time delivery performance within the chilled food market. Our figures speak for themselves: 97% on-time service levels; 70% of our volume is day one for day one; 99.9% pick accuracy. Each week, our warehouses handle over 25000 pallets and pick 950,000 cases. 3. How long has Samworth Brothers Supply Chain been working with Gray & Adams? The Samworth Brothers Group has been working with Gray & Adams for over 30 years, whilst SBSC has probably been working with them since around 2001. I’ve got trailers on our fleet which are at least 12 years old, which says a lot about their reliability and build quality. 4. What have been the impacts of Covid-19 for Samworth Brothers Supply Chain? Apart from the obvious closures, furlough, and changes during the pandemic, we have had some interesting learnings too. Although fresh food sales declined a bit, we found growth in other areas of the business, such as baked goods and products which sustained cooking at home. Overall, we were able to remain very consistent in our operation. We were also extremely fortunate to have great processes and mechanisms in place to protect us - our team really came together and adapted well to the new safeguarding measures to ensure it was as straightforward as it could possibly be.

1. Can you tell us a bit about your role at Samworth Brothers Supply Chain? I’ve worked in the Transport, Logistics and Supply Chain industry for over 30 years and have been with Samworth Brothers for the last four years. As Operations Director, I look after around 560 staff as we work to distribute Samworth Brothers Group products to chilled food retailers, manufacturers, and other distributors across the length and breadth of the country.

5. How do you feel your business aligns to the Gray & Adams business? Samworth Brothers is a family company, and our values are really important to us - It’s hugely valuable to find businesses which are similar. Gray & Adams and some of our other longstanding partners have worked alongside us for many years and that really tells you something. For us, it’s simple - We ask for honesty and transparency. If it’s not going to be good, tell me. The world isn’t perfect, and we don’t need it to be, it’s that trust that’s the main thing for us.

2. What services do Samworth Brothers Supply Chain provide? Samworth Brothers is a fourth-generation family business with a range of businesses and brands, operating from well invested and modern food manufacturing and retail sites across the UK. Since 1998, Samworth Brothers Supply Chain has been in operation, providing high quality, cost effective, temperature-controlled distribution services to companies within the Samworth Brothers Group, including brands such as Melton Mowbray, Ginsters and Soreen.

6. What are the key innovations in the industry in 2021 from your perspective? I think we’re on an interesting journey towards sustainable innovation now. Electrification is undeniably part of the solution, and the ambitions are admirable, though I don’t think there’s enough research into large commercial vehicles

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yet to fully support the Government plans for carbon and particulate emissions reductions targets. I’ve also been impressed by the growth in partnerships to further electrification as part of the journey – Fantastic to see some of the big companies working together to find solutions to help move things forward more quickly. There are other remarkable innovations which are going to happen too, like autonomous driving - It’s just a matter of when! 7. How does Samworth Brothers Supply Chain ensure it always stays at the forefront of industry innovation? We attend seminars, events, keep our eye on social media, industry sites and magazines – all those channels help us to do our research and keep learning. However, we also reach out to our trusted partners such as Carrier Transicold, Volvo, Mercedes and Gray & Adams, for expertise, advice and guidance. They have worked with us for a long time and often know us better than we know ourselves.

For example, we recently collaborated with Gray & Adams on a lighting system underneath our trailers to help the driver see the area on the ground around the trailer as they reverse. This not only prevents damage to the vehicle, but it also helps to keep pedestrians away from the area whilst reversing so it has multiple safety angles. Between us, we’ve developed something that adds value across several key elements for our operation and this is a big part of the reason we have such a long-standing relationship. 9. How important is sustainability when considering the specifications of your fleet and how does Gray & Adams help you to achieve this? We’re ambitious as a business and sustainability is a big consideration for us. We never shy away from strategic decisions which can help us reduce our carbon footprint and our impact on the environment. There are a few things in play when we’re looking at how our fleet can meet this expectation. With the pending Government plans for removing tax relief on red diesel, we’re looking for ways to reduce usage. With Gray & Adams we’re looking at electric fridges, better insulation, improved waste management, innovative engineering or advances in electronics.

8. You recently placed multiple double decks and twin member orders, as well as several brand-new e-Cools – what has driven these purchases for your business? In terms of Double Decks, they make up the largest percentage of our fleet. We have 240 trailers and 71 are double decks. We’re one of the highest independent users of double decks in the UK and we think they are a fantastic product.

10. Are there any other key drivers which will impact how your fleet evolves moving forwards? Our fleet has several priorities but must always provide the highest level of safety and efficiency whilst protecting vulnerable road users. We have our own driver training academy, and all drivers are scored using telematics and analytics packages so that we can manage continuous performance improvement and retrain when necessary.

We are proud to be a forward-thinking business which has sustainability at the forefront of our thinking and reduced carbon is therefore very attractive to us. We had planned on new trailers and when the Vector E-Cool came on the market we changed our plans and looked for revised capital to allow for that investment. Having also invested in six new Volvo trucks, we’ll be very proud to see our new Gray & Adams Vector eCool trailers on the back.

Fleet consistency is also important to us – we don’t have a mixed fleet as we found that drivers were often habitual by nature. For example, if we change the number of steps down from the cab of a truck, we found that small accidents were more frequent. Consistency in our fleet helps to prevent those unnecessary health and safety issues.

Given the many supply chain issues that are prevalent across the automotive industry globally, we are always looking for sound commercial judgements that, in this case, have been influenced by Gray & Adams’ support. They give us guidance and counsel on what’s new in the market, greater economical returns, ways to reduce carbon, driver aids and, importantly, how to keep people safe.

11. Finally, your thoughts about the overall service and aftercare received from the Gray & Adams team? The service is fantastic, really. We have our own on-site engineering team, and they work exceptionally well with Gray & Adams - really great collaborative work and they’re very clear and easy to work with. I would have no complaints about the products, service or aftercare!

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Building strong relationships: Robert Burns Ltd and Gray & Adams Long term Gray & Adams customer, Robert Burns Limited, based in Broxburn, West Lothian has been purchasing Gray & Adams trailers since the late 1980’s. We caught up with Robert Burns, Managing Director, to talk about the long relationship between the businesses. Efficiency and service is important to Robert, and he has built his business around being able to deliver added value to his customers. The team was delighted when one of their largest customers, a popular discount supermarket, reported that they had a supplier service level on 100% on 100,000 pallets of product that they delivered last year.

Robert Burns Ltd began life in 1984 with founder and MD, Robert Burns, driving one truck before expanding in the late 1980’s. In the early days, the business was involved in export meat products from British abattoirs to all over Western Europe before finally refining the business and focusing on UK wide transport. Today, Robert Burns Ltd, delivers consumer ready meat and fish products to supermarkets across the UK.

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Robert tells us,

“I bought my first refrigerated trailer from Gray & Adams in 1988, I can remember that the fleet number was RB100 and it was built bespoke for me. At the time, the tractor unit I had was a four-wheel tractor unit with two axels, so I needed the axels on the trailer to be brought forward in order to balance the weight when the meat product was hanging from hooks inside. It did mean there was a larger overhang in the back but I was delighted with it and it was part of my fleet for 7 years.” With both businesses having decades of experience, over 3 for Robert Burns Transport and almost 6 for Gray and Adams, they have seen many changes over the years and as we look to the future, we are always interested to see what factors drive our customers forward and what innovations and challenges on the horizon they foresee, when discussing this with Robert Burns, he gave us some great insight.

He continued, “I’ve now bought around 130 trailers from Gray and Adams, some of them double deck trailers so the relationship has been a really positive one. I always think the team, especially the late Jim Gray Snr, has a fantastic “engineering head” and they are always willing to listen to their customers and accommodate specific customer requirements into the trailer.”

He explained,

He then said,

“In terms of my customers, it will be Amazon, we already serve some Amazon smart shops in London and we believe that in a few years’ time they will be competing with the major supermarkets. In terms of industry innovation, it is electric vehicles and trailers which are going to be a big change in the way we work and some more research into how it will best serve long distance hauliers is a must for it to be adopted across the industry.

“I think one of the reasons that the relationship has lasted so long between the two companies is that our values are very similar. Both businesses are family run that take pride in their people. I’ve had some drivers with me for 12-15 years and I know that it’s the same with Gray and Adams. I’ve bought trailers from Fraserburgh which is how I’ve came to know Peter Gray and laterally, the Dunfermline depot through Calvin Morrice. The Dunfermline depot is where I get the majority of aftersales service and repairs for my fleet as it’s nearby. The quality of the build of the trailers is excellent, you definitely feel that it is a quality product you have just paid for! My oldest working Gray & Adams trailer is 14 years old! I have a fleet of 70 trailers at the moment and the majority are Gray & Adams built.”

The challenges that I foresee going forward is that there will be a big skills gap for drivers within the next 5 years, we, at Robert Burns Ltd try to give as many opportunities to young people as possible, as is the case with Gray and Adams, but unfortunately we have found that Covid-19 has impacted the amount of people taking HGV training and sitting the test which will have an impact going forward.” To find out more about Robert Burns Limited, visit, robertburnsltd.co.uk

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Customer Requirement Stewarts of Tayside had been working with a Gray & Adams competitor to supply their temperature controlled trailers on a long term basis as a vehicle that was lightweight was important to them. However, in 2017, they were contacted by Gray & Adams (Fraserburgh) to advise that the innovation in Gray & Adams engineering meant that a lighter weight trailer could be supplied that would not compromise on the robust quality of build that Gray & Adams have become synonymous with. Working Collaboratively The customer purchased the first trailer from us in 2017 which suited their needs and they now, four years later, operate a fleet that is solely Gray & Adams built. When discussing the new but strong relationship with Stewarts of Tayside’s Transport manager, Jim Winn, he told us, “I’ve been aware of Gray and Adams for a long time, they were a recognisable brand so when they contacted us to let us know that they could accommodate our needs, we were excited to try them out. Having worked with the competitor for so long, we were impressed by not only the quality of the build, which results in a greater longevity, but the level of aftersales service we receive from the G&A team.

Customer Case Study: Stewarts of Tayside

The Dunfermline dept is just a few miles from us, which is a major selling point. Previously, when a trailer had to go back to the manufacturer for repairs when we were using another supplier, it was off road for a long time which had a knock on effect on the wider business but this has been completely mitigated through our relationship with Gray & Adams”

Gray & Adams have worked with Stewarts of Tayside since 2017. Established in 1930, Stewarts of Tayside are a grower and supplier of soft fruits and fresh produce to UK major supermarkets. The company require robust, light weight, temperature-controlled transport that will facilitate the safe delivery of their delicate produce to their customers.

Added Value With a fleet that is completely Gray & Adams built, Stewarts of Tayside are a valued customer for Gray & Adams and the business is delighted to build a strong relationship with them. Of the added value he receives, Jim Winn tells us, “I’ve already seen the value of using Gray & Adams in regard to fleet sustainability and longevity. We would normally look to get around 5 – 7 years of life out of our trailers before moving on but with the quality of the build with Gray & Adams trailers, I can see them surpassing this which is fantastic” Our customer says “I’m delighted with Gray & Adams and the service they provide as well as the quality of their product. The sales team at Fraserburgh are helpful and really understand our requirements.” JIM WINN TRANSPORT MANAGER, STEWARTS OF TAYSIDE

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Building a partnership to be proud of: Gray & Adams and McConaghy’s Refrigerated Distribution McConaghy’s Refrigerated Distribution from Ballymoney in Country Antrim have been in operation since 1992 and has been purchasing bespoke, temperature-controlled vehicles from Gray & Adams (Ireland) since 1998. Originally, the team had seen Gray & Adam’s industry-renowned products on the road or in operation with hauliers and were impressed at their robust and sturdy build quality. This led them to engage with the Gray & Adams team and they have been working collaboratively for over 20 years. The brief given to Gray & Adams for their most recent purchase was for a high specification 26 tonne GVW rigid mounted on a new Renault T series chassis which included a full high roof sleeper cab. Features on the rigid body include an 18-pallet capacity, underslung refrigeration unit due to the high cab, internal variable stow bulkhead, fully retractable tail lift and some additional side and rear marker lights.

too. We can’t wait to get this new vehicle out on the road and showcasing our business.”

In order to enable the fitting of the rigid body to the chassis, the Gray & Adams team created a bespoke solution for McConaghy’s which met this unprecedented requirement. Working closely with the local Renault dealership, Gray & Adams were able to request the repositioning of the fuel tanks and an uprated front axle capacity during the vehicle production phase to accommodate the refrigeration unit.

“The customer service we have received from Gray & Adams over the years is outstanding. From the day we started building this new rigid, they invited me to the workshop several times to check in at every stage to ensure we are happy with each element of the build. Being kept involved and having an open and honest style of communication gives us complete transparency throughout. Aside from our belief in their products, the trust we have in the Gray & Adams team is largely because of the way they do things – they do things the right way and this creates added value within our partnership.”

Richard McConaghy, Managing Director at McConaghy’s Refrigerated Distribution, explained more about the relationship between the businesses, “Gray & Adams products are the best in the industry that we have come across – especially their rigid body. The attention to detail and build quality is exceptional, their products are robust, and they hold temperature well. These are all things that we highly value and expect from the investments we make in our fleet. Gray & Adams products are also extremely hard-wearing, easy to maintain and durable. We’re running one rigid which is 13 years old and it’s still performing really well.” “As businesses, we have a similar philosophy around quality and service and we both operate around the ethos that we never overpromise and underdeliver. The quality of the Gray & Adams build also translates to the look of the product and it is a great advertisement for our business. We are always noticed for our excellent customer service, but we also stand out for the way we present our fleet and drivers

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Proud Partnership: Armstrong Logistics and Gray & Adams Gray & Adams’ customer, Armstrong Logistics, are a growing UK business working primarily within the discounter supermarket sector, and they have recently just placed a large order of 40 Gray & Adams trailers this year. We caught up with Operations Director, Neil Watton, to talk about the successful relationship between our businesses. trailers that are not Gray & Adams built, they just don’t last as long, and they can’t handle as much knocking about!”

Armstrong Logistics has been a thriving UK business for 26 years and have managed to stay fully operational throughout the Covid-19 pandemic. The business has grown significantly over the years, growing from 1 site to 4. Armstrong have recently moved their HQ to a new site that boasts 50 loading bays to maximise their customer capacity, and operational efficiency. The business is robust, efficient and forward thinking which makes them an ideal match to their customer base. This means, when choosing a partner to build their trailers, they looked to Gray & Adams.

Both businesses pride themselves on their customer service and Armstrong Logistics felt that using companies with similar values in their supply chain would contribute towards the reputation for customer care that is at the core of their operations. When discussing this, Neil gave us some further insights, “Apart from the quality, I keep coming back to Gray & Adams because I feel that their customer service is first class and it’s something that we at Armstrong also try and emulate.”

When discussing the value that Gray & Adams trailers have brought to the business, Operations Director, Neil, tells us, “I’ve worked for Armstrong for around 7 years now and prior to that I was in the logistics team at Aldi so I’ve always been aware of Gray & Adam’s trailers and the quality of the build, quite frankly they would be my first choice for refrigerated trailers. The longevity is second to none and I can regularly get 10 – 15 years out of a G&A trailer which makes them worth every penny in my opinion. I’ve been in this industry for a long time and whenever we’ve used other

He goes on, “I’ve found the sales team to be really friendly and they treat you like a trusted partner which is great. I’ve been to trade shows and visited their stand over the years and even the times where I wasn’t placing an order, they still treated me as a valued part of their business and it’s those sorts of touches which make me want to deal with them again and again. We’ve just placed a large order of 40 trailers, the biggest so far but I can’t see any reason why I wouldn’t go back for further orders over the coming years”.

www.gray-adams.com

When discussing the future for the logistics industry, Neil provided some comments from Armstrong’s perspective, “The landscape that we are operating in has changed significantly over the last couple of years, with Brexit and the Covid-19 pandemic being the main factors. We have been fortunate enough to remain fully operational throughout but one thing that may be a challenge to the logistics industry going forward is a potential skills gap forming with drivers. We offer driver training to try and attract as many people to the industry as we can and encourage logistics as an attractive career option, especially to young people who may be struggling to get their foot on the career ladder post-pandemic”. He continues, “It’s something we need to consider when looking to the future of our business. Another thing that is important to us is the security and safety of our fleet, this is a key driver for us when we are renewing and purchasing. The business is moving away from curtainsiders and looking at more solid-sided box vans as the way forward and for that, Gray & Adams is the best option. The rigids are very robust, durable and we don’t have the worry of security of the load being compromised on the journey like you would with a curtainsider. It gives us and our customers peace of mind”. To learn more about Armstrong Logistics, please visit armstrong-logistics.co.uk

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Valuing Our Customers: Dawsongroup and Gray & Adams Throughout its history, Gray & Adams has served a diverse range of customers within the UK and created bespoke solutions for each customer’s individual needs. Our customers can range from local businesses to large multi-site groups but our level of service, quality, and customer centric values are consistent for each of our valued partners, and we are incredibly proud to be part of the journey to those who have grown over the years. found that Gray & Adams trailers are of a more robust quality and their longevity supersedes other manufacturers which is why they are always a first choice for us. Out of around 1600 trailers that we are currently operating, over half of them are a Gray & Adams which shows that we see them as valued partner in our supply chain”.

Long term Gray & Adams customer, Dawsongroup, is a fantastic example of growth. From a small family run business starting in 1935 to the large multinational group they are today. Most well-known for its core business, and what it was founded on, truck and trailer rentals, Dawsongroup has stayed true to its people centric values throughout the years.

When discussing the key drivers in the industry going forward, Gray & Adams is always interested in hearing what the key innovations and challenges will be from our customers’ perspective. John was happy to provide insight from his point of view.

To discuss the relationship between our businesses, we sat down with John Fletcher, Managing Director. Dawsongroup has built and grown the business on values of service excellence and innovation, so when choosing partners to work within its supply chain, Gray & Adams was an obvious choice.

He told us, “Businesses are looking at decarbonisation in a more urgent way and this will only increase going forward. New innovations to meet environmental goals are important to us and our customers and we want to do what we can to help our customers reduce their carbon footprint as well as our own. In terms of what that means for refrigerated transport, new innovations around electric vehicles are something we are very interested in, and we know that Gray & Adams are highly involved in bringing this technology to their customers in the UK.”

Of the relationship, John tells us, “I’ve worked with Dawsongroup for over 20 years starting in a regional role before ultimately progressing to MD and the relationship with Gray & Adams was established long before I joined the business. Apart from being a recognisable brand that is synonymous with quality, the reason that the relationship has been so long standing is because our businesses both put the customer at the forefront. Because we have put our customers at the core of everything we do, it’s important that we choose partners in our supply chain that also do business the same way. The level of customer service we receive from Gray & Adams is second to none, we feel really valued and this echoed throughout both the sales and aftersales process.”

He then says, “On the flip side there are always challenges that we can foresee on the horizon and one of which is the shortage of HGV drivers which will be reflected all over the UK. One way I believe we can mitigate this is ensuring efficiency and doing what we can to enhance vehicle footprint in order to reduce the number of journeys that vehicles are making. This, again, is another example for why we would choose Gray & Adams to work with, as the market leader in temperature controlled double deck trailers, they offer a robust solution with a well-established product with proven benefits”.

He goes on, “Dawsongroup serve many different sectors, therefore every time we go to Gray & Adams for a new order, it can be completely different from the last or something totally bespoke but nothing phases the G&A team no matter what the request! Commercially, it’s important for us to have trailers in our fleet that can capture the best possible resale value down the line, so the longevity of the trailer is always taken into account when choosing to purchase. We’ve

To find out more, please visit dawsongroup.co.uk

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Staff Spotlight: John Smith How Long have you been working with Gray & Adams and what is your day-to-day role? I qualified as a chartered accountant in 1986 and I started with Gray & Adams in 1993 so 28 and a half years in the business so far! My role is company secretary for Gray & Adams Ltd and I also oversee the accountancy work for Gray & Adams Dunfermline depot. My role is to ensure that the financials are all running smoothly and all necessary submissions to government bodies are presented in a correct and timely manner.

What attracted you to the company initially? I was looking for a new role at the time as I was living in Fraserburgh and had a long commute to my previous job. I was ideally looking for something closer to home in order to find a work-life balance that worked for me and my family. The job came up at Gray & Adams, I applied, and the rest is history!

Tell us about your greatest achievement whilst working for Gray & Adams I wouldn’t pinpoint one thing that was a great achievement, but I will say that the accounts and financial team here at Gray & Adams does a fantastic job of adapting to change, for example we have always been adaptable to new programmes and systems that improve efficiencies in all areas of the business.

If you could do someone else’s job (at Gray & Adams) for the day, whose would it be and why? I would be really interested to take on the role of a Salesperson, just for one day. The role would really take me out my comfort zone and it would be interesting to speak to a range of customers, meet new people and explain the features and benefits of a Gray & Adams trailer.

The turnover has more than trebled and employee headcount has doubled since my first day which is fantastic but in my role it’s important to keep abreast of any impacts of this growth in order to assist smooth and successful operations of the business.

What is the best thing about working for Gray & Adams? I’ve been with the business for 28 and a half years now so they must be doing something right! My original reason for joining the business back in 1993 was to reduce my daily commute to work but my circumstances have now completely changed as I have moved house over an hour’s drive away meaning that I travel 2 hours a day when in the office, but I now don’t see this is as an issue as I enjoy my role and working with the business so much.

What current innovation impresses you the most and why? Gray & Adams have always been synonymous with innovation, and I’ve always been impressed with the customer first concept, if a customer needs something, the team will always do their best to accommodate it or explore different ways the product can add value to each one of their customers.

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Staff Spotlight: Stewart Massie Tell us about your greatest achievement whilst working for Gray & Adams I don’t want to single anything out as I wholeheartedly believe that every single achievement within Gray & Adams has been the result of the team pulling together and concentrating their efforts on a single goal. Each individual success has had a team of people behind it to make it happen and that’s one of the reasons that I’m incredibly proud to work for Gray & Adams.

What current innovation impresses you the most and why? As a member of the sales team within Gray & Adams, I understand that customers rightly believe us to be at the forefront of innovation, it is one of our values so it’s important that we keep exploring new ways of doing things and new technologies. One thing that I think is incredibly important across the industry, and across the world, is carbon reduction. Gray & Adams believe it is important to help our customers reduce their carbon footprint as well as reducing our own, therefore the team is excited to see the introduction of all electric fridges and it will be interesting to watch their development over the coming years.

How Long have you been working with Gray & Adams and what is your day-to-day role? I’ve been with the company for a total of 28 years and I’m the Sales Manager here in Fraserburgh, a role that I’ve occupied for the past 20 years. The role not only involves looking after a very loyal group of G & A customers dotted around the UK but also overseeing all aspects of our Group sales function from producing quotations, assisting our sales team in their day to day enquiries, processing orders, producing build specifications, invoicing and generally providing customers with the service they expect when they come to Gray & Adams with a requirement. It’s a fantastic role to keep you occupied and always throws up a few challenges along the way.

If you could do someone else’s job (at Gray & Adams) for the day, whose would it be and why? I don’t have an HGV license but I would quite fancy taking on the role of an HGV driver for the day. I think having the opportunity to deliver a finished trailer to one our discerning customers which has met their exact specifications, and seeing their reaction when it comes through their gates would be fantastic!

What is the best thing about working for Gray & Adams? The best thing about working for Gray & Adams, I would say, is the sense of family values and being part of a team. Everyone is working toward one common goal and supportive of one another and it’s that sort of atmosphere that makes coming to work so enjoyable as well as having the opportunity to work for a market leader!

What attracted you to the company initially? Good pocket money while I was still at school! I was born and brought up in Fraserburgh and during the school holidays, my friends and I would take summer jobs at Gray & Adams, whitewashing the factory walls whilst the manufacturing facility was closed for the summer shutdown. Several years later, Jim Gray Snr approached me to discuss taking on a role in sales within the company.

www.gray-adams.com

Staff Spotlight: Mike Tait How Long have you been working with Gray & Adams and what is your day-to-day role? I’m the Repair Shop Manager and I’ve been with Gray & Adams for 14 years. I manage a team of 8 on the repair shop floor who are all exceptional at what they do. The team normally sees an average of 5 repairs per week and the work can vary between side wall damages or full refurbishment of a trailer to extend the product lifecycle. After our team completes a refurbishment on a trailer, we normally find that the customer will get on average, an extra 5 years out of their Gray & Adams product.

What attracted you to the company initially? I was already aware of Gray & Adams as in my previous role, I worked for Mercedes-Benz in Aberdeen, and we occasionally supplied parts to Gray & Adams in Fraserburgh. I originally applied for a role in the purchasing department. If you could do someone else’s job (at Gray & Adams) for the day, whose would it be and why? I couldn’t answer that question as I really enjoy my role and the team I work with is exceptional so I wouldn’t want to leave it even for one day!

After a couple of interviews, the directors decided with my background, I would be better suited to the Repair Shop Manager role, and here I still am 14 years later!

Tell us about your greatest achievement whilst working for Gray & Adams The team that I work within are heavily involved with refurbishment and those can be very large jobs at times. One project that I remember as being a great achievement for our team was the refurbishment of 24 14-cell custodial vehicles to extend their lifecycle and the team completed this within 14 months which was fantastic. Customer satisfaction is key for us, get this right & the rest will follow.

What is the best thing about working for Gray & Adams? The best thing about working for Gray & Adams is the people. As the repair shop manager, it’s important that I communicate and draw on resources from other departments such as purchasing, drawing office, technical, transport and shop floor. The team also felt safe and our individual situations were respected when returning to work throughout the Covid-19 situation. The management team have been fantastic in that respect.

What current innovation impresses you the most and why? I’m always really interested to see what innovation is coming next and where we can go with looking towards the future. One innovation that I thought was fantastic was the double deck trailer, considering it would increase efficiencies and the number of journeys on the road for our customers. Although, I think some drivers are still getting used to them, as the repair shop have seen a few trailers which haven’t quite made it under a low bridge and need a little work to get them back on the road!!

www.gray-adams.com

Customers with a lasting legacy: John Mackirdy Ltd and Gray & Adams As a family run business, Gray & Adams understands the values of customers whose successful operations have also been handed down through the generations. John Mackirdy Limited are one such customer, with a long and proud history, and stellar reputation, Gray & Adams is keen to deliver excellent service, as well as quality trailers, to keep John Mackirdy Ltd driving forward.

John continued, “When considering purchasing a double decker trailer, we were given the use of a demonstrator. One of the main challenges here in Rothesay is our location, our drivers can either get to the mainland by ferry, or, an alternative route that takes our drivers under a low bridge, 16ft to be exact. I wanted to make sure before purchasing, that a double decker trailer would be able to take this alternative. It was close, but it did fit! However, we asked the sales team to lower the overall height on our order by 100mm, just to make sure! We always find that Gray & Adams are more than happy to accommodate these requests.” John also tells us that the relationship with Gray & Adams will continue when renewing and replacing his fleet.

With a fourth generation generation Mackirdy at the helm, current Managing Director, John Mackirdy, spoke with us about the service he receives from Gray & Adams.

“I wouldn’t go anywhere else, and I would always recommend them to any other haulier. The standard of service and quality of the build is first class and long may the relationship continue.”

John tells us of the point he became aware of Gray & Adams,

For more information, please visit johnmackirdy.com

“When we first began to service the supermarkets, there became a need within the business to operate temperaturecontrolled trailers, but I knew I was looking for something bespoke. I was at a trade show and spoke to a competitor of Gray & Adams and told the salesman I was looking for a tri axle trailer, twin evaporators with a tail lift and the salesman told me that wasn’t what I wanted. The next stand at the same trade show I visited was Gray & Adams and when I presented my request to them, I was met with an enthusiastic response. When the first bespoke trailer was built and delivered to me, I was so impressed with it I immediately ordered another one! The service has always been first class and the team always deliver on lead times.” John then explained to us what factors were important when choosing to work with Gray & Adams, “We really value how innovative the team at Gray & Adams can be when helping us overcome any challenges in our operations. Coming from a small island population, the double decker trailers have been really valuable to our business as we are still able to commit to the same service level without purchasing further tractor units and recruiting from the mainland.”