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C OMMENT & OPINION REFLECTING ON 40 YEARS IN THE INDUSTRY


Neil Lawrence, managing director of Gibbs & Dandy talks to BMJ about his 40 years in the builders merchant industry.


How did you get started in the merchanting industry? A friend went to work for Gifco in London and called to say there was a vacancy, so I applied and started there  role was a sales assistant in the castings department, selling down a phone line.


What appealed to you about the industry?


Initially it was simply a paying job and I needed the money! I think this is typical of how many people   the appeal of relationship 


What roles have you had? I’ve done every job other than mill hand and lorry driver! I’ve worked in the yard, as a shop assistant, moved from shops to showrooms and transferred  role as branch manager and then being an area manager,  management and decided this was the direction in which I wanted my career to head.


 merchant industry jobs teach you?


      can’t get it delivered, say so! I was working with a very    afraid of letting people know  answer.


How has the industry changed over the years? It’s more professional now, 


BMJ January 2018


more aware of training people properly.


Also the arrival of digital  for instance pricing is now more visible.


What hasn’t changed   the importance of great   


What do you think have  changes? How have they impacted you?


 which had a big impact on me and my career was the     and then the international consolidation with Saint- Gobain.


 of view, the internet has made everything instant   


What have you enjoyed most about this industry?      career.


Also, being able to


develop and mentor people  involved in developing     


What have you enjoyed least?


 and the game playing that goes on in big companies,


  doing it.


Politics is part and parcel  it’s the people who don’t   interests, that I enjoy the least.


What lessons have you learned that have stuck the most with you?


Early in my management      be treated. I have the most respect for the people who  career.


People like to say that       will!


  the rest is only a moment   do change some people’s worlds. I’d hope that my legacy is the people that I’ve  the years.


How do you think the industry will continue to develop?


It will become more led  will become slicker and     


What are the challenges   


 kills the category, taking     operate in.


We may think it isn’t easy         chain.


What advice would you give someone thinking about merchanting as a career? Why?


 stress re that it really is a     looking for people to join   available. And don’t be   available at an international  as Saint-Gobain.


Also, one of the most important things is to remember to enjoy   for 90% of my career I’ve  wanted to go to work. I really believe that doing a job that I love makes me 


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