Marshall Trading 35th Anniversary Feature

SEPTEMBER 25, 2011

12-PAGE SPECIAL

2. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

Free delivery redefined industry

IT ALL BEGAN with an entrepreneur’s vision and quest for financial independence.

Thirty-five years ago John Marshall saw an opportunity in the local building materials sector that was not being capitalised on by the existing local businesses at the time.

“Business was done completely different in those days compared to how it is done today. Back then customers had to go down to Bridgetown to the lumber yards, to purchase their materials. Once that was done, they would then have to come outside and negotiate with the independent freighters to get the goods home. This would sometimes take up the entire day. The attitude of the big lumber yards was that the customer had to come to them. The customer had to do most of the work, including negotiating and paying to get their goods home.”

Having gone through this very frustrating and time consuming process many times, Mr. Marshall recognised the glaring need to offer the customer a better overall service. Knowing that this could be his chance to be his own boss and chart his own destiny, he decided to take the plunge, and Marshall Trading with FREE DELIVERY ISLANDWIDE was born.

Operating from his home at East Point in St. Philip, the business was very much a one man show. Mr. Marshall said “for the first few years I would go out on the road, take the orders, come back in, pick the goods and then deliver them myself”.

With the personalised service, things quickly began to grow as customers became more aware of the new FREE DELIVERY ISLANDWIDE service.

“At first people couldn’t believe it. They thought there was no way that the prices did not include delivery. They could not believe they

FOUNDERS John (left) and Betty Marshall with CEO of Marshall Trading, Hugh Blades. (GP) was right in their backyard, so to speak.

By this time of course, the landscape of the Even in those days, the company strived to local building materials and hardware sector make deliveries “next day”, thus allowing were rapidly changing. The older, more builders to ensure that work sites always had established businesses that refused or had been materials to work with. This high level of slow to adapt to the changing needs of the “reliability” is what has helped maintain the customer, were beginning to struggle or get out success of the company through the years to of the business. Marshall Trading however, this day. was flourishing, and had become one of the In 1985, Marshall Trading opened a second major players in the business. By this time outlet in Wildey, and began to expand more into other companies were beginning to follow the hardware side of the business. The business Marshall’s lead offering FREE delivery and was big enough to be importing most of the putting salesmen on the road, so competition inventory from overseas, and manufacturers’ was on the rise. representatives of hardware items in the The challenge was to always keep one step plumbing, electrical and sanitary ware ahead of the competition, and to do this Mr. categories came calling, looking for local Marshall said he regularly did lots of research representation on the island. for the best and most innovative products Mr. Marshall recalls that he was pleasantly available on the market. He also insists that to surprised that they were chosen to be the local maintain the competitive edge, he constantly representative for brands like Shires Sanitary looked for ways to cut costs without cutting Ware and Teka sinks. “They could have gone quality, coming up with efficient ways to with one of the bigger hardware stores, but they maximize on shipping and buying when the were so impressed with what they saw us doing Continued on next page and chose Marshall Trading instead.”

were getting such value.” Once they realised it was real though, they became hooked and by 1978 the business had grown so much that his wife Betty joined the business, on a full time basis managing the office and accounts.

They had originally opened an office in Dunford House, Fontabelle, Bridgetown, where customers from that side of the island could come in and place or call in their orders for delivery, but soon moved to Upper Collymore Rock as they required additional accommodation. Marshall also began to have multiple sales reps selling on the road.

Among the first items stocked were doors, galvanized sheets and lumber, which were purchased from local suppliers, marked up and sold to customers in the area. Soon Marshall was importing lumber and steel, and two large warehouses were built on the land in his backyard at East Point. “People were getting permission to build on the land in St. Philip in those days because the soil was not as fertile as in other parishes”, and Marshall was able to take advantage of that because the warehouse

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Marshall Trading 35th Anniversary.

SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011. 3.

CEO sees bright future for company WHEN AUTOMOTIVE ART acquired Marshall Trading from John and Betty Marshall in 2006, Hugh Blades, a co-founder of Automotive Art, found himself with yet another new and exciting challenge.

He says: “We were looking to diversify our business and were very excited at the opportunity Marshall Trading presented because there was a huge opportunity to leverage each other’s strengths. Here was a company with a solid 30-year track record, a compliment of staff who had been with the company for much of its life and a very loyal customer base, looking for new ownership to take it to the next level. We felt that our dynamic growth culture, combined our operational experience and technological strength, gave us a competitive advantage.”

Having spent 16 years implementing the complex systems and operational procedures required to run a successful franchise around the region, Blades was the obvious man for the job. Neither was he a stranger to the building materials business, having worked with his father and uncle, Barry Blades, at Blades & Williams, after having finished a successful career as a local and regional jockey.

Blades remembers: “Job No. 1 was to implement new procedures and computer systems, which would streamline the business, allow for greater operational efficiencies and position the company for future growth. It is

never easy learning a new system, but the staff quickly embraced it once they realised how much easier it made their job.

“With our IT systems we can check stock and sales in real time. This allows us to greatly improve customer service, as the team doesn’t have to waste valuable time searching for stock and making sure that the right quantities are there. Customers can receive accurate answers to their questions quickly and make their decisions in real time. Time is money for everyone these days, and as the technological infrastructure continues to develop locally, we plan to maximise the use of our IT resources to improve customer service even further.”

Five years on, Blades is confident the company has reaped tremendous benefits from accomplishing “Job No. 1”.

“Nobody could have predicted the gravity of the recession we currently find ourselves in,” he said. “Our systems and procedures have prepared us well, and is a major contributor to us having weathered the storm so well thus far.”

With the systems in place, it was time to employ strategies for growing the business. The local building materials sector has become a very competitive landscape during the last building boom, and to grow it is very important to maintain your competitive advantage by identifying the opportunities and running with them.

Strong legacy on which to build Automotive Art, having successfully developed a chain price was right. of retail stores in Barbados and When asked what kept the Caribbean, were looking to Marshall Trading in the game diversify their business while the majority of the interests into other segments of competition failed, Mr. the local market.

Marshall replied: “We kept our Hugh Blades, one of the business lean and mean!” founding partners of the Mr. Marshall is proud that Automotive Art franchise, and he was able to diversify the now CEO of Marshall lumber business away and out Trading, said: “We were very of Bridgetown, thus giving excited when the opportunity several St. Philip residents the to purchase Marshall Trading opportunity for steady came along. We felt that with employment close to home. our dynamic growth culture In December 2006, John and strength in using and Betty made the decision to technology as a competitive sell the business and fully advantage, we would be able to enjoy the fruits of their many capitalise on the legacy the years of hard work. At that Marshall family had built over time the shareholders of the first 30 years.”

• From Page 2.

In the past five years, despite the significant economic challenges, the management team has continued to forge the Marshall Trading of the future.

Mr. Blades added: “Marshall’s reputation was built on offering customers the best service at the best value, and we work hard to maintain that every day in this highly competitive environment, where costs are always increasing.”

While the construction industry continues to experience serious challenges, Mr. Blades feels that the business is well positioned to continue into the future.

Marshall Trading was the first to offer FREE DELIVERY ISLANDWIDE, and has always looked to satisfy its customer’s needs with products and services that are innovative and superior in quality and value. The company has introduced its own SUREBUILD brand to the market and it has been well received as customers trust Marshall Trading to provide quality products of superior value, even with commodity items like nails.

As the economy becomes tougher, customers continue to search for ways to stretch their limited dollar further. Marshall Trading’s promise is to continue to find ways to deliver value, without compromising quality and service.

So, what does the future hold for Marshall Trading?

“We are very excited about the future,” said Blades. “We fully recognise that as the pace of life continues to increase, consumer habits are significantly changing. Customers have no time to waste, they need to be able to satisfy as many of their needs in one space, as fast as possible. We have begun adapting our model to meet those needs.

“In the past five years we have significantly increased our product offering and we continue

HUGH BLADES CEO, MARSHALL TRADING

(GP)

to make additions every day. We have more than doubled the retail store space at our Wildey location, and in March of this year, we opened another retail store and lumber yard next to Automotive Art in Welches, St Thomas.

“So, in addition to our ability to deliver orders islandwide, we now have three locations where customers can come for their home improvement and maintenance requirements.

And, we remain committed to delivering this convenience with the value that Marshall Trading is known for.”

Blades feels confident that “with the dedicated team we have in place, when meshed with our strong operational structure, Marshall Trading will be able to achieve the goals we set for ourselves now, and well into the future”.

4. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

THROUGHOUT its 35-year history Marshall Trading has been very fortunate to have had many of the same people on its team.

Winston (Erick) Grazette has been with Marshall Trading for the past 31 years. He has visited work sites and businesses selling Marshall Trading’s building materials and hardware products around the island. “Selling has been my life,” Erick said. “I love meeting people and dealing with customers, and being bond assistant in 1989 and eventually to the Marshall Trading sold, but always took a keen able to satisfy their needs.”

Erick recalls “we were the first to offer free key position of East Point warehouse manager interest in learning more about products the in 1993, a position which he currently holds. company sold. delivery, and it really shook things up. It East Point accounts for the lion’s share of He credits Adrian Stuart as always being a changed the way business was done”.

Marshall Trading’s deliveries daily, and so mentor to him, taking him under his wing and He insists though: “Once other companies Dick’s role is critical to ensuring that customers sharing his knowledge about products. jumped on the band wagon and began to offer This willingness to learn lead to Cardon’s free delivery too, our customers still remained get their orders on time.

He says: “I enjoy dealing with people and promotion to bond assistant, then shortly after loyal to us because of the level of customer being able to satisfy their needs no matter what that to hardware store clerk in 1991 and service we were able to maintain”. the challenge.” eventually to sales representative in the Wildey Erick believes his friendly and affable Desmond Hunte joined Marshall Trading store in 2003, a role he has performed for the personality has won him many loyal customers in 1983 as a truck bond assistant working in the past eight years. over the years, along with the fact that he will yard and loading trucks.

He has continued to expand his knowledge always go the extra mile to satisfy his During his 28 years with the company of the wide range of hardware items that customer’s needs.

Desmond has pretty much done everything Marshall Trading stock, and has himself “My customers asked of him. He has worked in the yard, become the person whom customers and team know they can call me organising stock, driven pretty much any piece members turn to for information on solving anytime – day or night of truck or mechanical piece of equipment their plumbing, electrical – and I will do my best that came through the gates, whether it was or other home to make sure we the forklift or the heavy duty Hiab truck maintenance issues. deliver what they need used to move containers.

“I love working with in as timely a manner Desmond has even assisted in the customers and enjoy as we can, and I feel building and maintenance of the bonds and being able to help them comfortable that we buildings at East Point. His manager, Dick fix their home and have a team that can Forde, recalls: “It’s always good to know building maintenance deliver on those WINSTON ‘ERICK’ that you have people like Desmond on the issues.” promises.”

GRAZETTE team who can be counted on at short notice Sonia Barnett performs He also adds that to help solve a problem in the yard or make the very important role with his many years an emergency delivery to a customer. You of managing the of experience in the building industry he is accounts of Marshall willing and able to provide valuable advice and can count on him to get whatever task he is Trading’s many recommendations to home owners and builders given to be done.”

CARDON THOMAS Another senior member of the Marshall customers, a position she on the best way to accomplish their objectives.

Trading Team is Adrian Stuart.

“There’s nothing I feel more proud about Adrian joined the than seeing a finished project, and knowing company 27 years ago as that even in some small way, I helped a a van driver. He was customer to achieve their dream of having a soon able to obtain his home to call their own.” heavy goods licence and Eustace “Dick” Forde joined the after three years with the Marshall Trading team on January 6, 1984 company he was as a bond/truck assistant. Determined to promoted to truck driver, climb the ranks within the company and a job that he always improve his lot in life, Dick focused on what thoroughly enjoyed. was necessary to get to the next level.

“I loved driving the “I realised that if I wanted to progress, I trucks because I liked had to show I was capable of more interacting with the responsibility,” he recalls. customers, and it also “The orders used to come in requirements DESMOND HUNTE allowed me to move all for lumber by the square foot, and it was throughout Barbados. There isn’t a place in normally the more senior staff members who had to work that out. I was able to do the math Barbados I don’t know how to get to, and this is important to make sure the customers get easy and then load the lumber on the truck their deliveries in a timely manner.” myself without having to wait on anyone to Adrian has always been willing to do what give me the details.” was asked of him, and coupled with a Once the management team recognised he willingness to learn about the many other was consistently using his initiative, he was aspects of the business, he was soon promoted given more responsibility and promoted to to bond supervisor, a key role he currently truck driver in 1987.

However, knowing he wanted to go further, occupies.

While he deals more with the management Dick continued to of inventory today, Stuart still helps out in demonstrate to the many other areas when required, and has been company’s a mentor for many management team new employees. that he could handle His extensive whatever tasks were knowledge about the assigned to him. wide range of products He remembers vividly the days when Marshall Trading stock, is constantly “we would start out early by having to go tapped by team down into the port to members and customers alike, and EUSTACE ‘DICK’ collect lumber shipments, and then he is always willing to FORDE share with those have to come up and offload the stock, reload all the trucks and willing to learn. Adrian is another one of go out making deliveries to customers around ADRIAN STUART Marshall Trading’s the island. Many days it was well after dark valuable assets. when we arrived back at East Point, and then Cardon Thomas joined Marshall Trading we would get up the next morning and do it all as a truck/bond assistant at Wildey in August over again.”

1987. Having worked in construction before, Knowing he had the potential to take on additional responsibility, Dick was promoted to Cardon had some knowledge of the products

Long servers ‘prized assets’

began preparing for 24 years ago when she joined Marshall Trading as an assistant cashier at the Wildey office.

With her strong leadership and interpersonal skills, Sonia was quickly given additional responsibilities which saw her fulfilling multiple roles in sales and accounts during her career with the company.

“These different positions allowed me to get to know many of the customers, and I like interacting with people.”

When the company was acquired by Automotive Art in 2006, Sonia was given the key role of managing customer accounts, a job that is not for the faint hearted.

When managing customer payments and credit limits, not only is there a huge responsibility in safeguarding the company’s cash flow daily, there is also a need to be extremely sensitive to the customer’s needs and issues.

There are a lot of balls to juggle at one time, and communication is critical to success.

She says: “I feel proud to know that 24 years later I am still working with the same customers I met when I first joined Marshall Trading. It means that we at Marshall Trading are doing the right things to keep them coming back”.

CEO Hugh Blades SONIA BARNETT noted: “We trust Sonia implicitly with this huge responsibility because we know she has strong relationships with our customers and will always recommend solutions that are in the interest of both the company and the customer at all times.”

Marshall Trading 35th Anniversary.

SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011. 5.

Road warriors second to none THIRTY YEARS AGO Marshall Trading changed the way in which the local building supplies sector operated by offering FREE DELIVERY ISLANDWIDE. While this helped the company to significantly grow its business, it wasn’t long before its competitors started to offer the same service.

To keep one step ahead of the competition, Marshall Trading had to ensure that the FREE delivery was also the best delivery.

Throughout the years, the company has been proud of the on-time delivery record it has been able to maintain, and the thousands of

ON-THE-ROAD SALES REPRESENTATIVES: (from left) David Mason, Bernard Waithe and Winston (Erick) Grazette. (GP)

SHAUN ALLEYNE WHOLESALE REPRESENTATIVE (GP)

customers who have remained loyal to the company throughout the years is testament to that.

For this to happen it takes a

dedicated team who all share the same goal – always deliver on what we promise and do not promise what we cannot deliver.

“We have built up a solid track record of being able to deliver goods ‘next day’, and we aim to keep it that way in order to stay ahead,” says Dick Forde, East Point Warehouse Manager. “We are not always perfect, but when we make mistakes we learn from them and look not to repeat them again.”

Deliveries are made from

both the East Point and Wildey locations. The warehouse at East Point takes up more than five acres of land, and accounts for the majority of deliveries the company makes around the island daily. Wildey warehouse handles the balance.

Both locations are staffed by dedicated teams of bond assistants and truck drivers, many of whom have been with the company for more than ten years, so they have intimate knowledge of the

Barbadian road network.

Deliveries, of course, cannot be made without customer orders. In addition to customer sales representatives who take telephone orders from our three locations, Marshall Trading has an experienced team of four road sales representatives who visit customer’s building sites, offices and hardware stores around the island.

Collectively, they average more than 20 years of experience in the business,

and they have willingly shared their vast knowledge and experience with Marshall Trading’s customers over the years.

Winston (Erick) Grazette has covered the western side of the island for 31 years, while Bernard Waithe looks after the eastern and southern areas. David Mason manages the company’s larger key accounts and the company’s container rentals, while Shaun Alleyne covers the multitude of hardware stores around the island.

6. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

Location, location, location WELCHES TEAM: (from left) Carlton Gittens, Latoya Gardiner, Daniel Christie, Natalie Rochester, Trevor Applewaithe and Kendra Walton.

Missing are Shawn Jones and Rommel Thompson.

At right: The new Welches store. (GP)

EAST POINT RETAIL STAFF: (from left) Tracey Miller, Tanya Nurse, Karen Trotman and Dick Forde.

Missing is Jason Risbrook. (GP)

WILDEY RETAIL TEAM: (from left) Paula Husbands, Cherry Ann Bailey, Cardon Thomas, Francina Mendes, Janelle Perch, Maria Denny, Carlyn Mose and Paul King. (GP)

WILDEY WAREHOUSE AND DELIVERIES STAFF: (from left) Evan King, Grantley Gardener, Swane Mayers, Jamal Thompson, Keion Harding, Jerome Straughn and Sherwin Massiah. Missing is Ezra Fenty, Adrian Stuart, Rudolph Smith, Joel Marshall and Kiersten Denny . (GP)

Marshall Trading goes West IN MARCH of this year Marshall Trading opened its new retail store in Welches, St. Thomas. Located in the building previously occupied by Automotive Art, and now the third sales outlet for Marshall Trading, this latest move has positioned the company more into the mainstream side of the local hardware and home improvement business.

When asked about the new opening, Hugh Blades, CEO of Marshall Trading said: “The opportunity for Marshall Trading to open a new retail location in the busy Warrens area was one that could not be missed. For 35 years Marshall has built its reputation by offering exceptional value and customer service to Barbadians building and renovating their homes.

“We’ve traditionally been focused on the building materials and lumber delivery side of our business. With our new Welches retail store we are looking forward to offering that same level of value and service to customers. We want our customers to feel that no matter the size of the project, Marshall will work with

them to achieve their goals while saving them money. Every day we continue to stock additional items in our store, so customers don’t feel they have to shop around. Even if we don’t have a product in store, we’ll work to source that product and then deliver it to the customer’s home through our island wide delivery service.”

In addition to a complete range of building materials, plywood and lumber, the hardware store also stocks a comprehensive range of plumbing, electrical, tools, doors, windows, lawn and garden and other hardware. The store also has the capability to mix the full range of both Harris and Berger paints.

The store is headed by Trevor Applewhaite and is supported by a dedicated team of eight sales and warehouse staff.

Marshall Trading Welches is open from 7:30 a.m. to 6 p.m., Monday to Friday to cater to those customers and contractors who may need to do their shopping first thing in the morning or after work on an evening. The store is also open from 8 a.m. to 5 p.m. on Saturdays.

Together through the Years

35

Ye ar s

GROWTH is something that every company is always striving to achieve. For Marshall Trading, the opening of various locations throughout the island was one way to facilitate this goal.

In 1976 when the company started, it operated out of a yard in East Point, St Philip. For the first nine years of the business this was the only location Marshall Trading operated. As the business grew, the scale of the operation significantly expanded with the addition of several warehouses, and today is one of the island’s largest lumber yards under cover.

EAST POINT WAREHOUSE AND DELIVERIES STAFF (From left) Eustace (Dick) Forde manages the company’s operations Patrick Vaughan Snr, Alan Aker, Dave Brathwaite, Desmond at East Point, which still handles the bulk of the company’s Hunte, David Hunte, Keith Waithe, Anthony Murrel, Irvin deliveries and is ably supported by 26 team members, almost Gittens, Jamar Crookendale, Shawn Brathwaite, Ulric half of the company’s total staff complement. East Point also Goodman, Roger Inniss, Hugh Williams, Michael Mason and has a small hardware store stocking a wide range of hardware Shane Belgrave. Missing are Austin Browne, Patrick Vaughn items primarily geared towards contractors.

Jnr, Emmerson Garnes, Clarence Cummins and Peter Newton.

By the time 1985 rolled around, the company began to adopt a more retail focused business model which found them opening a second location in Wildey, St Michael.

Moving closer to the central location of Bridgetown would help drive more foot traffic into their retail business, allowing for further development of the Marshall Trading name.

In January 2010, the company made the decision to expand more into the hardware retail operations, and more than doubled the retail selling space at the Wildey location. “We recognised that to maximise service to our customers, we needed to significantly expand our product offering,” said CEO Hugh Blades.

“The response from our customers to the expansion has been fantastic.

Previously, our customers only came to us for cement, steel, lumber and plywood. Now they know that we offer a much wider range, and that they can come to us and find most of what they need for their home building and maintenance projects.

“We’ve also significantly expanded our garden and outdoors sections as we recognise this is a big area for home care and improvement”. The Wildey store is headed by Francina Mendes, and is supported by a sales team of nine, many of whom have been with the company for over ten years. Sherwin Massiah and Adrian Stuart head up the warehouse and delivery side of the operation, and they are supported by a team of 15 dedicated warehouse and delivery staff.”

In addition to the core building materials, plywood and lumber, the hardware store also stocks a comprehensive range of plumbing, electrical, tools, doors, windows, lawn and garden and other hardware. The store also has the capability to mix the full range of both Harris and Berger paints.

We have had the honour to work with Marshall Trading over the years as both of our companies contributed to the quality of life in Barbados.

We wish the Management and Staff at Marshall Trading continued success.

We Congratulate

Marshall Trading

35

th

on their

Anniversary

and we wish them continued success

Simpson Motors Ltd. Warrens, St. Michael, Barbados, W.I., BB22026 Tel: (246) 417-7777 | Fax: (246) 425-2889 | www.simpson-motors.com

8. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

Strong internal foundations WHEN PEOPLE THINK of Marshall Trading they think of FREE DELIVERY ISLANDWIDE or cement, steel and lumber on bright yellow and black delivery trucks.

Behind the products, services and free deliveries, there is a small, capable administrative team who keep things flowing smoothly. The team pool their years of experience with their relevant area of responsibility to get the job done.

Grace Rowe joined Marshall Trading in 2007 as inventory manager after spending more than 30 years in the inventory control department of Dacosta Mannings.

Grace oversees inventory integrity, tracking shortages and adjustments, ensuring that system reporting levels for inventory are accurate.

Marshall Trading operates a perpetual inventory stock management system so our operations are never closed to customers for stock-taking purposes. This accuracy of stock level is critical to ensuring that stock outs are minimized and that the correct quantities are ordered by the purchasing department at all times.

It also allows sales representatives to communicate the most current inventory levels to customers, so they can better manage their stock requirements.

The task of ensuring that Marshall Trading’s retail stores are always stocked with the right amount of product at the right price falls to William Branch.

William joined the company almost two years ago. Previously he worked at Automotive Art for nearly 20 years as purchasing manager.

He has been intimately involved in developing the extensive tool portfolio which includes Draper tools, Black and Decker and Dewalt.

Since joining Marshall Trading, he has significantly developed his knowledge of the other critical hardware categories, such as plumbing and electrical, and has assisted the team in broadening the range of products offered in the expanded retail operations over the past 18 months.

He works with the sales and inventory teams to make sure Marshall Trading’s stores are adequately stocked with the products that

THE ADMINISTRATIVE STAFF work behind the scenes to keep things running smoothly at Marshall Trading: (From left) Lianna Maynard, Grace Rowe, William Branch and Sonia Barnett. Missing is Joy-Ann Carrington.

Inset: Henderson Williams. (GPs) customers need for their home building and maintenance projects.

Before the products – which are imported from all around the globe – reach the stores they first have to clear Customs and Port Authority.

To ensure a speedy arrival, Marshall Trading contracts the services of Henderson Williams to manage the company’s numerous shipments.

Hendy has more than 25 years of experience as a customs broker, and can always be counted on to make sure things go smoothly.

Joy-Ann Carrington manages all of the accounts payables for Marshall Trading.

She plays a critical role in ensuring that the vendors who supply inventory, supplies and services to Marshall Trading are paid on time.

Her role is important for the day-to-day management of the company, ongoing vendor and supplier relations as well as the company’s long-term financial strength.

Sonia Barnett manages the customer

accounts for the company. Having worked with Marshall’s customers for the past 24 years, most of them are very familiar with her and she works very closely with them on a daily basis to ensure payments are made in a timely manner and that accounts are up to date and in order.

Every office needs someone to make sure everything runs smoothly — a “Jack of all trades” — and that responsibility falls to Lianna Maynard.

Having been with the company for about ten years, Lianna is familiar with the ins and outs of the business and is called on to make sure that all the materials the company uses daily are up to standard and are kept in good supply.

However, her expertise goes farther than that as she can often be found filling in for many of the other staff when they are out of office.

She also supports the road sales team by inputting orders and assisting customers with stock queries.

Lianna is yet another one of Marshall's valuable assets.

8. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

Strong internal foundations WHEN PEOPLE THINK of Marshall Trading they think of FREE DELIVERY ISLANDWIDE or cement, steel and lumber on bright yellow and black delivery trucks.

Behind the products, services and free deliveries, there is a small, capable administrative team who keep things flowing smoothly. The team pool their years of experience with their relevant area of responsibility to get the job done.

Grace Rowe joined Marshall Trading in 2007 as inventory manager after spending more than 30 years in the inventory control department of Dacosta Mannings.

Grace oversees inventory integrity, tracking shortages and adjustments, ensuring that system reporting levels for inventory are accurate.

Marshall Trading operates a perpetual inventory stock management system so our operations are never closed to customers for stock-taking purposes. This accuracy of stock level is critical to ensuring that stock outs are minimized and that the correct quantities are ordered by the purchasing department at all times.

It also allows sales representatives to communicate the most current inventory levels to customers, so they can better manage their stock requirements.

The task of ensuring that Marshall Trading’s retail stores are always stocked with the right amount of product at the right price falls to William Branch.

William joined the company almost two years ago. Previously he worked at Automotive Art for nearly 20 years as purchasing manager.

He has been intimately involved in developing the extensive tool portfolio which includes Draper tools, Black and Decker and Dewalt.

Since joining Marshall Trading, he has significantly developed his knowledge of the other critical hardware categories, such as plumbing and electrical, and has assisted the team in broadening the range of products offered in the expanded retail operations over the past 18 months.

He works with the sales and inventory teams to make sure Marshall Trading’s stores are adequately stocked with the products that

THE ADMINISTRATIVE STAFF work behind the scenes to keep things running smoothly at Marshall Trading: (From left) Lianna Maynard, Grace Rowe, William Branch and Sonia Barnett. Missing is Joy-Ann Carrington.

Inset: Henderson Williams. (GPs) customers need for their home building and maintenance projects.

Before the products – which are imported from all around the globe – reach the stores they first have to clear Customs and Port Authority.

To ensure a speedy arrival, Marshall Trading contracts the services of Henderson Williams to manage the company’s numerous shipments.

Hendy has more than 25 years of experience as a customs broker, and can always be counted on to make sure things go smoothly.

Joy-Ann Carrington manages all of the accounts payables for Marshall Trading.

She plays a critical role in ensuring that the vendors who supply inventory, supplies and services to Marshall Trading are paid on time.

Her role is important for the day-to-day management of the company, ongoing vendor and supplier relations as well as the company’s long-term financial strength.

Sonia Barnett manages the customer

accounts for the company. Having worked with Marshall’s customers for the past 24 years, most of them are very familiar with her and she works very closely with them on a daily basis to ensure payments are made in a timely manner and that accounts are up to date and in order.

Every office needs someone to make sure everything runs smoothly — a “Jack of all trades” — and that responsibility falls to Lianna Maynard.

Having been with the company for about ten years, Lianna is familiar with the ins and outs of the business and is called on to make sure that all the materials the company uses daily are up to standard and are kept in good supply.

However, her expertise goes farther than that as she can often be found filling in for many of the other staff when they are out of office.

She also supports the road sales team by inputting orders and assisting customers with stock queries.

Lianna is yet another one of Marshall's valuable assets.

Marshall Trading 35th Anniversary.

IT IS every company’s dream to have employees that fully believe and support the goals and values of the organization they work in.

Nothing is of greater value than a team member who consistently exceeds expectations and displays true commitment and dedication to the company and their job.

There are several employees at Marshall Trading who have gone above and beyond what has been expected of them through the years.

David Mason joined the Marshall Trading team in 1991 as a Truck/Bond Assistant.

David notes that he was brought up to never accept the status quo, to always keep pushing to new levels and his story is one that shows how hard work, enthusiasm and drive can pay huge dividends and get you where you want to be.

“I have always realized that if I could show my managers that I could do more, they would

DAVID MASON (GP)

The Management and Staff at Arawak Cement Congratulate

Marshall Trading on reaching its

35th Anniversary

SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011. 9.

Employees have secret to success give me more responsibility.”

He has always shown a commitment to do whatever it takes to satisfy the customer, because that is what is key to both his and the company’s success.

Commitment to his job saw him promoted to truck driver/office sales clerk in 1995.

Knowing that he had the willpower and drive to continue to grow in the company, he pushed and in 2000 was promoted to sales representative at East Point, with additional responsibilities for backing up East Point Warehouse Manager Dick Forde.

This allowed him to interact with many of Marshall Trading’s customers and when the position of road sales representative for the company’s key accounts became available, he jumped at the opportunity and has never looked back.

“His energy and commitment to his customers and delivering the best customer service he can every time, has enabled David to consistently grow his sales over the past three years,” remarked Sales Director, Philip Mayers.

“He has done this in an extremely challenging business environment. David never gives up. When one door closes, he goes looking for another to open.

“He is excellent with his customers, and they know they can depend on him to deliver for them. If he has to go out on a weekend and deliver the goods himself sometimes, he has

done that on occasion. With his willingness to never settle for second best, I see nothing but continued success for David in the future. He is truly a valuable asset to the company.”

of the business in 2004.

In 2006 Sherwin moved to the key position of inventory coordinator, where his strong leadership and organizational skills were critical in safeguarding the company’s assets.

Sherwin Messiah was employed by There was also a three-month stint on the Marshall Trading on February 6, 1987. Initially Wildey Sales floor at Christmas 2010, where joining the team as a truck/bond assistant, hard Sherwin put his product knowledge, gained work saw him promoted to truck driver in during his 24 years in the company, to good 1991. use helping customers with their building and Having demonstrated his willingness to maintenance solutions. consistently go the extra mile, Sherwin was When one of the positions he truly coveted promoted to merchandiser on the retail side became available in March 2011, he quickly jumped at the opportunity.

Hugh Blades remarked: “The position of bond supervisor at Wildey became open due to the transfer of team members to the newly opened Welches Store and having seen what an excellent job Sherwin had done with the inventory and on the sales floor, I felt he was the right man for the job”.

Sherwin is grateful for the opportunity he has been given and is thoroughly enjoying his new job and the new challenges it brings. His “can do” attitude and strong leadership and people skills are sure to make him successful now and well into the future.

He is of great value to the organization and is truly an inspiration to many of his fellow team members.

SHERWIN MASSIAH (GP)

• Continued on next page.

10. SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011.

Marshall Trading 35th Anniversary

Richard moves on to higher calling ON JUNE 30, 2011, Richard Field retired after nearly 22½ years of service with Marshall Trading.

Richard joined the company as a road sales representative responsible for servicing the numerous hardware stores around the island. He sold the many hardware brands which Marshall Trading had agency representation for over the years, for example Shires Sanitary ware, TEKA sinks and in recent years he also played a pivotal role in driving the distribution of the company’s SUREBUILD brand of nails, ladders and wheelbarrows.

At a reception held to celebrate his years of service, Philip Mayers, Sales

Director for Marshall Trading, remarked: “When I joined Marshall Trading two years ago, I knew nothing about the building materials and hardware business, and Richard was one of those people who taught me the intricacies of water closets, hinges and galvanise pipe fittings. He was always willing to share his knowledge to those willing to learn. For that I am most appreciative.”

Shaun Alleyne has been recruited to follow on where Richard left off, and he knows he has some big shoes to fill, but is more than up for the challenge. He brings prior experience in the business having worked at Tuleja Lumber for the

past few years.

Richard has retired from Marshall Trading so he can answer to another calling. While others might delight at the thought of going home and relaxing after a lifetime of hard work, Richard has other plans to fill his day. He will now be focusing all of his efforts full time on God’s work, continuing to spread the Word and help those more in need than himself. For this we commend him and wish him all the best with his future endeavours. We would like to thank Richard for his many years of dedicated service. Richard will be missed by all at Marshall Trading — staff and customers alike.

Quality staff company’s core important support role.

For all of the road sales representatives and many Marshall Trading on October customers, Karen is the 18, 1993, as a sales clerk at “go-to” person for helping to the East Point Warehouse. complete any challenging Shortly thereafter, she was tasks. She has excellent promoted to sales organizational skills and will representative, the position she never make a promise she still holds today. cannot keep.

In addition to taking phoneWhen issues arise, she in orders from customers, applies her sound Karen also plays the key role communication skills to of supporting Dick Forde in quickly resolve them. coordinating the daily “It is quite amazing to see deliveries at East Point. how many balls she manages She has excellent people to juggle on a daily basis”, skills and loves the challenges said CEO, Hugh Blades. “I am that come with this very constantly amazed at how she

From Page 9.

•Karen Trotman joined

gets it all done, and I can always count on her to help me with issues.”

Karen says she loves the different challenges that her job brings every day, and she enjoys working with the many loyal customers with whom she has dealt with over her 18 years at Marshall Trading.

It’s what drives her to deliver her best every day.

When asked about these success stories, Hugh Blades remarked: “Our people are what make our company strong. Their many years of commitment to helping Barbadians from all walks of

KAREN TROTMAN life achieve their dreams of home ownership have been commendable. Their drive and dedication will firmly position Marshall Trading for whatever challenges or opportunities that may come our way in the future.”

FROM LEFT: Hugh Blades, CEO, Richard Fields and Philip Mayers, Sales Director. (GP)

Marshall Trading 35th Anniversary.

THE KITCHEN is always one of the centrepieces of a home and also accounts for one of the more significant costs when building a house.

It often reflects the personality and lifestyle of the homeowner and so attention to detail is key when designing this area.

Always looking to create new value propositions for its customers, Marshall Trading has recently introduced the SUNCO line of kitchen cabinets to the local market.

Available in toffee or traditional white, the quality of the cabinet is Sunco’s main selling feature.

Using a selection of only the finest woods and materials, the cabinets are then manufactured and assembled using traditional craftsman techniques. The result is a high-quality all-wood box cabinet at an exceptional price that will exceed your expectations.

Marshall Trading stocks cabinet boxes in many different dimensions, which allows homeowners the flexibility to customize their kitchens.

In the past two years that Marshall Trading has been selling the kitchens, the company has yet to find a customer who has not been satisfied with the finished quality and amazing value of the final product.

Marshall Trading’s team of Charles Allen and Krystle Mendes work tirelessly to ensure that customers receive the kitchen of their dreams.

From layout and design to installation, they work closely with customers to ensure everything goes smoothly.

Charlie has numerous years of experience in the building industry – having owned his own contracting business and managed one of the island’s largest woodworking shops.

He brings a wealth of experience in the manufacturing and installation of kitchen cabinets to our business.

SUNDAY SUN SPECIAL. SEPTEMBER 25, 2011. 11.

Team can cook up your dream kitchen

CHARLES ALLEN and Krystle Mendes (far left) work with customers to ensure their kitchen specifications are met. At left, Krystle demonstrating the in-house design software to provide a rendition of a kitchen based on a customer’s specifications.

(GPs)

Krystle works with customers on the design and layout of their kitchens, using the in-house design to bring life to their plans and specifications.

This software can produce a rendition using the dimensions specified by customers so they can have an idea how their kitchen will look and make any adjustments prior to installation.

Sunco cabinets are modular, come pre-assembled and can be easily installed by any experienced carpenter.

Marshall Trading can also support customers’ installers or, should the customer require, manage the installation of the kitchen cabinets. The team can also provide recommendations on the sourcing and installation of countertops for the kitchen cabinets.

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