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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