FANAKA - Safal MRM Foundation 4th Quarter.pdf · FANAKA A publication of ... Justus Mwangi MANAGING...

FANAKAA publication of Mabati Rolling Mills / 4th Quarter 2015

Building Life Partnerships the MRM Way

READY TO ROLL

Also in this issue:

MRM Graduate Trainee Program

CSR: Mabati Medical Centre Upgrades

MRM Breaks Ground for New Colour Coating Line

FANAKA 4th Quarter 2015 3

Highlights

Ready to Roll: New

Line at Mariakani4

4

6

8

12Milestones for Mabati

Medical Centre6

8 MRM Graduate

Trainee Program 12 Building Life

Partnerships - Cecypo

MRM has announced a significant investment in a new state-of-the-art Colour Coating Line at its Mariakani Coating Complex.

The Mabati Medical Clinic at Mariakani has achieved two major milestones this year. In April, it became a 24-hour facility and in October opened a modern Diagnostic Centre.

MRM’s Graduate Trainee Program seeks to grow promising graduates who have the potential to achieve leadership positions and improve business performance.

MRM is always keen to embrace and nurture partnerships with organizations that have a shared vision for the business. We look at the case of Cecypo Ltd.

FANAKAThe contents of this publication may not be reproduced without consent from the Editor-in-Chief. Opinions expressed in Fanaka are not necessarily those of Mabati Rolling Mills Limited.

Mabati Rolling Mills Limited P. O. Box 271, 00204, Athi River, Kenya

Tel: + 254 (020) 6427000Cell: + 254 (0) 722 205164, + 254 (0) 733 622068

Email: [email protected]: www.mabati.com

EDITOR-IN-CHIEFJustus Mwangi

MANAGING EDITORHarry Njagi

CONTRIBUTORSJustus Mwangi, David Kimathi

Getrude Obinchu, Julius OchiengLinda Koskei, Rittah Okello

PUBLISHING AGENCYNorthwest Ventures Limited

(www.northwest.or.ke)

4 FANAKA 4th Quarter 2015 FANAKA 4th Quarter 2015 5

COVER STORY COVER STORY

Mabati Rolling Mills has announced a significant

investment in a new state-of-the-art Colour Coating

Line at its Mariakani Coating Complex. The ground

breaking ceremony of the new line took place on 21st October 2015

and was graced by Safal Group Directors, Business Heads from

various Safal Group Companies, invited guests and the MRM staff.

The plant will be able to produce over 100 000 metric tons of colour

coated steel per annum. This newly installed capacity will provide

Kenya with the highest standard and diversity of colour coated steel

roofing to fulfil future demand.

Said Dr Manu Chandaria, Chairman of Mabati Rolling Mills

Limited at the occasion: “This investment signifies the long term

commitment that MRM demonstrates in Kenya and the East African

region. The new plant will not only increase employment for young

This investment signifies the long term commitment that MRM demonstrates in Kenya and the East African region. The new plant will not only increase employment for young Kenyans but will also promote and drive technological advancement in our economy.“

Dr Manu ChandariaChairman, Mabati Rolling Mills Ltd

Breaking New Ground: New

Colour Coating Line Coming Soon

Kenyans but will also promote and drive technological advancement

in our economy which is critical in creating a commercially sustainable

and vibrant manufacturing sector”.

The new Colour Coating Line represents a major investment with

cutting edge technology sourced from Korea, an acknowledged global

expert in this field. The line will be built to the highest standards

of energy efficiency and environmental compliance, underlining

the Group’s focus on ensuring sustainability in all its operations.

Construction at Mariakani is already underway.

Before the official launch, the board of trustees of the Safal

MRM Foundation and invited guests witnessed the opening

of the Mabati Medical Centre’s new Diagnostic Centre. (see page 6)

Dr and Mrs Manu Chandaria at the ground-breaking ceremony of the new plant in Mariakani

Dr and Mrs Manu Chandaria pose with guests at the ground-breaking ceremony

Meanwhile, 2015 Sales Up...This year has been a good one for the sales team with turnover increasing

significantly over last year’s figure, reports Head of Sales, Mr Abhijeet Gupta. Dumuzas continues to do well both in domestic and export markets. The sales for coloured products has also been encouraging, buoyed by the strong support coming from the Marketing Department. In 2016, more emphasis will be put on matt finished coloured roofing sheets to increase consumption not only in the high end segment but also within the lower middle class. There has been increased competition in the market especially in imports but MRM continues to stand strong with quality and affordability being the main drivers of the good results seen in 2015.


CORPORATE SOCIAL RESPONSIBILITY

New Milestones for Mabati Medical Centre MariakaniCentre becomes a 24 hour health facility and opens a Diagmostic Centre

Safal MRM Foundation, Kenya, held a colourful opening of the Mabati Medical Centre Diagnostic Centre at Mariakani on 21st October 2015. The Centre was officially opened by the immediate former Health Cabinet Secretary James

Macharia. Mr Macharia was accompanied by Kilifi Governor Amason Kingi, Safal MRM Foundation Chairman Dr Manu Chandaria and his wife Mrs Arunaben. Others were trustee Mr D.P. Shah and his wife Mrs. Damuben Shah. Mr Andrew Heycott, also a trustee, was also present. The opening was witnessed by more than 200 invited guests drawn from public and private sectors.

Cabinet Secretary Macharia lauded the importance of public-private partnerships while Governor Kingi commended MRM. “Investments made by MRM are an indication that investors have confidence in Kilifi County”, he said, adding that the noble venture would help many access quality healthcare.

Chairman Dr Chandaria noted: “We are not only offering quality primary health care but are now making it possible for the nearly 40,000 patients who visit our centre annually to have access to diagnostic services comprising laboratory tests, digital x-ray and ultrasound facilities.”

Earlier in the year, Mabati Medical Centre began operating on a 24-hour basis to serve the growing needs of the local community.

The Mabati Medical Centre is a project of MRM-EIB Trust providing primary healthcare to the residents of Mariakani and the surrounding areas, most of whom cannot afford quality medical service.

Initially opened by Mabati Rolling Mills Ltd (MRM) in 1999 to serve employees, the Centre was quickly opened to the local community due to lack of health facilities at Mariakani, where MRM’s main manufacturing plant is located. It has remained one of the focal points of Mabati Rolling Mills’ Corporate Social Responsibility engagements.

Since then, the Mabati Medical Centre has been providing affordable primary healthcare to the residents of Mariakani and Kaloleni. The Centre charges a nominal fee of just Ksh 300 for consultation, treatment and drugs. In most cases the cost of the medicines is more than the fee charged.

“The actual number of patient visits has been steadily increasing over the years”, says Mr. Norman D’Souza, the Centre’s Administrator.

BY DAVID KIMATHI


A view of the busy Mabati Medical Centre at Mariakani that provides primary healthcare to residents of Mariakani and the surrounding areas. A fully equipped diagnostic centre is now operational.

continued on page 11

Head of Marketing (Coils)

IN FIGURES...

1999 Year when Mabati Medical Centre was established

300 Current cost of consultation and treatment in Ksh

35,000 Average number of patients handled in one year


GRADUATE TRAINEE PROGRAM GRADUATE TRAINEE PROGRAM

It is said that the backbone of any organization is human resources. No matter how exciting, innovative or unique an organization’s products and services are, they are likely to

have minimal impact on the desired end user if the organization suffers from deficiencies in human capital.

At Mabati Rolling Mills (MRM) and indeed the entire Safal Group, this mantra is well acknowledged and internalized. MRM management understands that in order to achieve the company’s objectives, there must be a continuous injection of not only experienced employees into the company but also of young and fresh individuals who can be molded to become the pillars of the organization tomorrow.

In this respect, MRM has been at the forefront of this key process of staff recruitment and development through its Graduate Trainee Program (GTP). The GTP is a strategic program intended to tap the best minds from institutions of higher learning and induct them into the MRM family where they are trained and nurtured into professionals who fully understand all aspects of the company’s operations.

Mr Julius Ochieng is one of the MRM managers under whom this docket falls. As Human Resources Manager (Roofing and

Business Continuity: How MRM’s Graduate Trainee Program Nurtures Staff

Steel), Mr Ochieng is part of the team that is tasked with scouting for potential trainees and taking them through the process of becoming MRM employees.

“Our concept is about developing talent in Africa”, says Mr Ochieng. “As you know, our chairman (Dr Manu Chandaria) is passionate about helping the society through various programs. But we are also looking at how the company and the entire group can benefit from these programs.”

“From time to time, we have openings in the company and there are certain challenges associated with hiring personnel from outside. It takes time to get the right persons with the desired mix of skills, experience and attitude”, explains Ochieng on why MRM decided to tap fresh graduates and train them.

MRM partners with universities to hold career fairs for the students. According to Mr Ochieng, these forums are not only used to inform the students of the opportunities available at MRM but also to serve as career guidance sessions where students can form a vision of their future.

The response to this gesture of reaching out to students has been overwhelmingly successful and generated excitement

among students in various universities. For example, in 2015, as many as 758 applications were received. But the process through which those accepted are taken is so rigorous that only the very best end up being absorbed by the company. Among the 2015 applicants, only 23 finally made it into MRM. Prospective trainees are taken through a battery of tests to assess multiple parameters. These include group and individual assessments on such attributes as personality, aptitude and ability to fit within the working environment. Ultimately, the successful applicants are subjected to a formal interview by a panel from Management.

The lucky few who eventually get to become MRM trainees are welcomed at the company and dispatched to various divisions for orientation. According to Mr Ochieng, it is important for

758 Number of applicants in 2015

IN FIGURES...

23Number that made the final cut

Mr Julius Ochieng, MRM’s Human Resources Manager (Roofing and Steel), talks to Fanaka in his office.

Training gets underway at MRM Athi River

MRM Career Fairat Universities

Students Apply

Eligible CandidatesShortlisted

Evaluation Within a Group Setting

Personal Evaluation - Extensive Aptitude

Tests

Personality Assessment

Formal Interview by MRM Management

Deployment

Orientation (Circulation in all Departments)

Specialization

The Graduate Trainee

Program at a Glance


the trainees to first understand the business value chain – from sourcing of raw materials to the moment the final products get to the customer. “They have to understand how the various functions are interconnected”, he says. The trainees are then exposed to the commercial aspect of the business where they do actual sales and learn to relate with customers. They are then taken through the process of converting their knowledge into

Now meet Angela Nyambura Gachago, one of the lucky applicants in 2015. She is a fresh graduate of the University of Nairobi where she earned a Bachelors degree in Electrical and Electronic Engineering.

Visibly excited and full of enthusiasm, Angela has nothing but praise for the MRM Graduate Trainee Program.

“It’s been one of the best learning experiences”, she says, adding that the environment at MRM is conducive, the people are social and management personnel are ‘easygoing’. “Unless one tells you so and so are managers, you can’t tell”.

She is currently doing her rounds in the company and recently moved to the Marketing Department after a stint in Production. Angela is quick to add that her mind is set on Engineering where she hopes to eventually settle. However, the young trainee is ready to lend a helping hand in any department if called upon to do so. “If I go to any department and find that there is something that needs to be done, I would be willing to offer my input to get the job completed”, she says.

On the rigorous selection process, Angela feels that it’s worth it, noting that the evaluation personnel make the candidates feel valuable and no one is made to feel like a failure even when they don’t make the final cut.

She speaks highly of MRM products, saying she has come to learn that the company’s products are of very high quality and that quality is the buzzword in the plant.

revenue for the company beginning from creation of demand to collection of revenue.

By the time they are through with the training, they will have experienced all aspects of MRM operations and can now settle in any of their chosen specialties be it in Marketing, Human Resources, Engineering, Customer Service or other departments.

What the Trainees Say

GRADUATE TRAINEE PROGRAM

Business Continuity: How MRM’s Graduate Trainee Program Nurtures Staff

continued from previou spage


“The actual number of patient visits has been steadily increasing over the years. We treat around 35,000 patients in a year and we expect more patients to come to our Centre as we commission the diagnostic centre and open on a 24 hour basis.

Norman D’SouzaCentre Administrator

Dr and Mrs Manu Chandaria join immediate former Health Cabinet Secretary James Macharia (2nd left) and Kilifi Governor Amason Kingi (left) and other dignitaries in cutting the tape to officially open the new Diagnostic Centre.

We treat around 35,000 patients in a year and we expect more patients to come to our Centre as we commission the diagnostic center and open on a 24 hour basis.”

The five most common diseases treated are HIV/AIDS, Upper Respiratory Tract Infections, Skin Infections, Malaria and Urinary Tract Infections.

MRM holds Medical Camps each year in collaboration with the Lions Club of Mombasa Pwani. About 1500 patients

receive treatment and medicine on these occasions. Those requiring cataract operations are operated on at the Lions Eye Hospital in Mombasa at no cost.

To reduce mother and child mortality, MRM runs an Immunization/Vaccination program in collaboration with the Kilifi County health authorities where Antenatal, Postnatal and Family Planning Services are offered to mothers and couples.

To manage HIV/AIDS, MRM has an agreement with Mkomani Clinic Society, who own the Bomu Clinic, to offer free VCT services and ARV therapy. In addition, there is a feeding program to cater for those suffering from HIV/AIDS.

The Centre realizes that it cannot run such a project without the assistance of donors. It is grateful to its many donors for their generous contributions that have made it possible to provide a healing touch to the sick. More donors are always welcome. For those who would like to partner with MRM to support this worthy service, kindly contact Mr. Norman D’Souza on email, [email protected] and arrange a visit to the impressive Mabati Medical Centre.

continued from page 7


Building Partnerships with Distributors: Cecypo Limited

Cecypo Limited has been a major MRM partner in the distribution network for over 30 years. What has kept the supplier’s bond with MRM strong after so many years? Fanaka sought the answers from the company’s management.

The goal of any business enterprise is to maximize returns for its shareholders.

To achieve this goal, the business must engage in sound practices that endear its products or services to the target market. At the same time, the business must embrace and nurture partnerships with various other organizations that

Why decades old firm has Chosen to Remain with MRM

are necessary for its continued existence. These may include financial institutions, insurance providers and suppliers. The test for management is to identify and maintain relationships with only those partners that have a shared vision for the business and are therefore willing to go an extra mile in providing support.

That is the kind of decision Cecypo Limited, a major distributor of building materials in Western, Nairobi and Central regions, had to make. For over 30 years, Cecypo Limited has been one of Mabati Rolling Mills’ (MRM) exclusive partners. The business was established in Kisumu back in 1975 and a sister company, Cecypo International Limited, created in Nairobi in 2012. In Kisumu, Cecypo Limited serves Nyanza and Western regions from two outlets while Cecypo International Limited covers Nairobi, its environs and Central parts of the country from its base at Alpha Centre. The management consists of Mr Ravindra Patel as Chief Executive, while Mr Mittun Patel and Kushal Patel are directors. Mr Vinesh Rajgor is the General Manager.

Like most other hardware dealers, Cecypo stocks a wide range of building materials. These include floor tiles, paints, timber products, sanitary ware and roofing products. In the roofing section, Cecypo has made a firm decision to stick with MRM, stocking various products including Dumuzas and Galsheet Resincot.

Fanaka sought to know why the company prefers to deal exclusively in MRM products. “We have been selling MRM products for more than 30 years”, says Mr Mittun. “We have stayed with them because they have a wide range of products,

are consistent in supply and make products that are of superior quality”.

He says that although competition is very stiff and competitor products are often priced lower, Cecypo is firmly focused on MRM. “We believe in quality, consistency and customer satisfaction, which ultimately are the factors that win the day”, he says, noting that customers who prefer not to compromise on quality will always go for MRM products. He notes that MRM products always move although like in any other business there are changes from season to season. Cecypo customers include wholesalers, retailers and consumers. “Every customer is accorded the same superior service.”

Cecypo places a high premium in its partnership with MRM, which has grown and strengthened over time. “With time, we have learnt from MRM and grown with the company and its products”, points out Mr Mittun. “We often share ideas on improvement with each other.”

So what are the prospects of Cecypo bringing on board competitor products? Mr Mittun does not see any chance of such an eventuality. “We dedicate our valued time to MRM and its products and therefore it would be difficult to do the same for non-MRM brands”, he concludes.

PARTNERSHIPS PARTNERSHIPS

Cecypo Limited’s showroom and shop in Kisumu City


At MRM Customer Service, we don’t just focus on delivering the product but also on developing strong bonds with our customers. We are doing this by engaging our customers more on a daily basis to help us understand them better and keep up with their changing needs.

We have engrained service excellence attitude in our customer service staff such that in everything they do, they ask themselves, “Where is the customer in this?”

We have designed frequent training for our customer service staff so as to serve customers in an outstanding fashion.

Great addition to the Sales Office

This year we have made changes on how we deliver services to the customers by ensuring that we have a modern waiting area for the customers, equipped with magazines and TV. They are also served with tea as they wait to be attended.

We also provide lunch to drivers who are loading their trucks over lunch hour at our premises.

Happy employees, happy customers

Good customer service begins with happy employees. As the Chinese proverb says, “A man without a smiling face must not open a shop”.

To achieve this we have created a lounge area for the customer service team to take a break, relax, watch TV and read newspapers.

Our Journey

We continue to ensure that there is consistency in our service delivery. We want to give our customers the best experience possible, personalize our service to meet customer needs and create unique experiences.

Customer Service is Attitude and Action!

BY LINDA KOSKE

Customer Service Coordinator

Fundi Training Reloaded

MRM has embarked on an aggressive campaign to train roofing artisans (fundis) in the country. The training is aimed at

enhancing roofing skills among fundis using MRM products as well as creating awareness of emerging trends in the industry. Numerous training sessions have been conducted in various parts of the country including Kisumu, Meru, Nakuru, Nairobi, Eldoret, Busia, Mombasa, Kakamega and Kiambu. The training is mostly done in conjunction with the National Construction Authority (NCA). Over 1000 fundis have been trained.

Counter sales staff of authorized MRM distributors are also trained on MRM product attributes during these events. Among distributor staff who have undergone the programme include Cecypo, Tuffsteel, APEX Steel, Chandaria Brothers, A.N. Isaac, Mega Marketing, Fairdeal, Ouru Superstores, Kiandu and Elephant Hardware in Njoro.

In 2016, the fundi training programme will include a reward scheme for fundis buying and using our various products. Gifts will include appropriate apparel and tools, bicycles, motorbikes, phones and airtime. The scheme will be open to all fundis in the country working in the roofing sector.

JUSTUS MWANGI

Product Manager

Mr Mehul of Cecypo International Ltd (kneeling) poses with fundis after a training session in Nairobi.

Mr Justus Mwangi of MRM welcomes fundis to a training session in Meru.

A section of fundis who underwent training in Kakamega. Raring to go: Kakamega fundis at the end of their training.

FUNDI TRAINING CUSTOMER SERVICE

MRM is committed to giving customers the best experience possible. To do this, the company has improved the sales office and customer care staff lounge.


MRM PROFESSIONAL SERIES - KISUMU MRM PROFESSIONAL SERIES - NAIROBI

Priya Chana, Mombasa Service Centre Manager (left), is pleased to meet a guest

Dinner is served!

Head of Marketing-Roofing, Harry Njagi (right) and Steve Kiruhi, Sales Manager (Projects) enjoy the proceedings

The Chief Guest addresses participants

Registration time

Time to do a jig!Entertainment galore

Guests are welcomed at the registration desk

IQSK Chairman QS Andrew Mandere admires some MRM products

Pleased to meet you! Guests catch up as MRM Business Head (Roofing & Steel), Mr Santosh Shridharan, looks on

A guest receives her MRM goody pack

MRM PROFESSIONAL SERIES - MOMBASA

Head of Marketing (Coils), David

Kimathi, makes his remarks

Mariam El Maawy, Principal Secretary Ministry of Land, Housing and Urban Development, speaks at the event

Head of Sales Abhijit Gupta (seated left) and other guests

Guests admire

some MRM

products that w

ere on display

A section of the guests who attended the event

Guests chat away the evening

Harry Njagi (left), Leonard

Mbogo and Rittah Okelo


SAFETY IN THE WORKPLACE SAFETY IN THE WORKPLACE

The Basics of

Safety in the Workplace

1. Be Aware of Your Surroundings

This step requires knowing the particular hazards of your job or workplace. Once you’ve learned these risks, you are able to keep clear of potential hazardous areas, and potential hazardous situations. Also, always be alert of machinery.

2. Keep Correct Posture to Protect Your Back

If you work at a desk, keep your shoulders in line with your hips to avoid back problems. If you’re picking things up, use correct form so your back doesn’t get hurt. Avoid stooping and twisting. If possible, always use ergonomic designed furniture and safety equipment so everything you need is within easy reach.

3. Take Regular Breaks

So many work-related injuries and illnesses occur because a worker is tired, burned out and not alert to their surroundings. Taking regular breaks helps you stay fresh on the job. One trick to staying alert is to schedule the most difficult tasks when your concentration is best, like first thing in the morning.

4. Use Tools and Machines Properly

Take the proper precautions when using tools, and never take shortcuts. Taking shortcuts is the leading cause of workplace injury. It’s a huge safety risk to use scaffolding as a ladder or one tool in place of another for a specific job. Using tools the right way greatly reduces the chance of workplace injury.

5. Keep Emergency Exits Easily Accessible

In case of an emergency, you’ll need quick, easy access to the exits. It’s also recommended to keep clear access to equipment shutoffs in case you need to quickly stop them from functioning.

6. Report Unsafe Conditions to Your Supervisor

Your supervisor needs to be informed about any workplace safety hazards or risks. They are legally obligated to ensure their employees have a safe working environment and will take

care of the unsafe conditions and make them safe for you and your coworkers.

7. Use Mechanical Aids Whenever Possible

Instead of attempting to carry or lift something that’s really heavy in an attempt to save a sliver of time during your workday, take the extra minute to use a wheelbarrow, conveyor belt, crank or forklift. Too many injury risks are involved with trying to lift something that weighs too much.

8. Stay Sober

Around three percent of workplace fatalities occur due to alcohol and drugs. When a worker’s ability to exercise judgment, coordination, motor control, concentration or alertness is compromised, this leads to any number of risks for workplace injury and fatalities.

9. Reduce Workplace Stress

Stress can lead to depression and concentration problems. Common causes of workplace stress include long hours, heavy workload, job insecurity and conflicts with coworkers or managers. Take your concerns about workplace stress to your supervisor to see how they might help you address them.

10. Wear the Correct Safety Equipment

If you’re not wearing the correct safety equipment for a task, you may get injured. Depending on the job, equipment like earplugs, earmuffs, hard hats, safety goggles, gloves or a full-face mask greatly reduce the risk of workplace injury.

It’s up to facility managers and business owners to get their employees onboard with workplace safety efforts, encouraging them to become active members in the process. Share with them the workplace injury statistics and the inherent risks their job presents to them on a daily basis. Provide incentives that reward them for exemplifying great workplace safety behaviour. These simple initiatives really do make all of the difference.Workplace safety cannot exist on best

practice guidelines and policies alone. A safe working environment is based on how well the people, in both management and on the factory floor, adhere to and communicate safety standards.

“ The foundation of any successful workplace safety effort is one that encourages employees to identify unsafe behaviours and

opportunities for improvement while also making well-informed safety decisions during daily routine tasks. Here’s the ‘Top 10 Workplace Safety Tips Every Employee Should Know’ to help you inform your own workers and create a workplace safety environment based on shared responsibility:

Charles Ojaide


LEISURE LEISURE

How well do you know MRM and its products?

In which year was MRM incorporated in Kenya?

A. 1960B. 1950C. 1985D. 1961

Silicon offers attribute in ZincAL coating. A. StrengthB. BondingC. ShiningD. Lubricity

TRUE or FALSE: Trimflute (an exclusive MRM product) offers complex, heavy weight and low cost fixing capabilities.

Which of the following is NOT an MRM service centre in Kenya? A. Athi RiverB. KisiiC. ThikaD. Marsabit

TRUE or FALSE: You can only buy pre-specified colours and lengths of mabati from MRM.

Which of the following tile profiles are available at MRM?A. ZentileB. OrientileC. Lifestile D. ElegantileE. All the above

TRUE or FALSE: ALL tile profiles can come with a supreme stone coated finish.

TRUE or FALSE: MRM has a presence in all counties in Kenya.

Which of the following is MRM prefab housing ideal for?A. ClassroomsB. DormitoriesC. Residential staff quartersD. Toilet blocksE. All of the above

A standard block of 4 prefab classroom units from MRM costs approximately:A. Kshs 2,500,000.00B. Kshs 4,000,000.00C. Kshs 10,000,000.00D. Kshs 800,000.00

TRUE or FALSE: Covermax is an MRM box profile sheet that can be used for wall cladding and roofing.

1

2

3

4

5

6

7

8

9

10

11

12

13

14

15

Check your score on page 24...

QuizWhich of the following components in DUMUZAS does NOT give it the anti-corrosion capabilities?A. AluminiumB. ZincC. SiliconeD. Silver

Which among these is not an MRM product?A. CovermaxB. SafdeckC. MakutiD. Lifestile

In which of these Countries does Safal Group NOT operate?A. KenyaB. UgandaC. GhanaD. South Africa

Which of the following is NOT available from MRM?A. Roof sealants and closuresB. Underlay insulationsC. Light gauge steel roof structures D. Heavy steel sections and purlinsE None is available F. All are available


At the first encounter, Geoffrey Momanyi’s relaxed demeanour may be misconstrued to mean he

is laid back and merely happy to blend in the Mabati Rolling Mills’ vast family. One could not be more wrong. Beneath this façade is an aggressive and ambitious career salesperson who is driven by the desire to keep his products at the top by vigorously defending his territory and expanding his reach to all corners of the region.

At MRM, Geoffrey is Area Sales Manager, Eastern Region. This effectively puts him in charge of a number of counties. They include Machakos, Makueni, Kitui and parts of Kajiado and Garissa. He has his job cut out for him.

On a day to day basis, Geoffrey is out there in the field visiting distributors of MRM products to get to know how they are faring on and if they require any kind of support from him or the Head Office. He is MRM’s key link in the region, advising distributors and even retailers on various aspects of business, engaging them in promotions, transmitting their orders and helping them with technical advice where possible. Geoffrey also visits sites where MRM products are in use to see firsthand and offer any insights to help customers.

So how do people receive his products out there?

“MRM is a very well known brand”, says Geoffrey. “The marketing has been excellent and has resulted in greater uptake of the company’s products.” But he acknowledges that there is no business without its challenges. “One of the challenges is availing our products to every corner of the region including the remotest areas. There is also competition from other brands”.

However, Geoffrey says he has managed to expand the market and achieve turnovers previously unattained. He gives an example of Galvanized versus Aluminum Zinc coated roofing products saying that when he joined MRM, most

STAFF PROFILE STAFF PROFILE

Passion is Area Sales Manager Geoffrey Momanyi’s Other Name

What does it take to be designated Area Sales Manager of one of the biggest players in the construction industry tasked with growing sales in an expansive region amid tight competition? It takes passion and personal drive. And these are the two ingredients that make up Geoffrey Momanyi.

customers were largely using the former and a competitor had made major inroads in the market. “But we were able to transition consumers to Aluminum and open numerous outlets, thereby claiming the biggest market share. We are now the leaders in that market, having moved from below 100 MT to 549 MT as of last month. In the colour category, we have managed to move from below 30 MT to 100 MT. To me, this is the emerging market for DUMU Zas as consumers are rapidly changing to Aluminum Zinc Coated sheets.”

Geoffrey advises his clients to give their customers a wide choice of products. “But many of them increasingly prefer to stock MRM products due their quality and higher demand. Our products are present in at least 90 percent of the outlets.”

He is happy with the sales trend and reveals that he has managed to consistently meet his targets since the year began. In return, MRM has appreciated his service. “The company has a great incentive scheme for performers and I’ve been a beneficiary”, he discloses.

When he is not carrying the MRM flag out there, Geoffrey, a married father of four and a graduate of Egerton University, is visiting his family upcountry or catching up with friends over a drink. He is also a keen soccer player and occasionally indulges in the sport. Clearly, a well balanced man!

Born in NyamiraEducated at Kisii High School and Egerton UniversityPrevious Employer Kisii Bottlers LtdTitle at MRM Area Sales Manager, EasternFamily Married with four childrenLeisure Visiting family, friends and playing soccerQU

ICK

BIO

We were able to transition consumers to Aluminum and open numerous outlets, thereby claiming the biggest market share.

“Geoffrey MomanyiMRM Area Sales Manager, Eastern Region

Geoffrey’s territory streches from (clockwise) Namanga in Kajiado, to Machakos and Makueni among others.


STAFF NEWS

1. D 2. D 3. C 4. B 5. C 6. True

7. D 8. F 9. False 10. E 11. True

12. True 13. E 14. A 15. True

0-2

3-5

6-8

9-11

12-13

14

15

Answers

Quiz

New Team Members at MRM

Graduate Trainees(Roofing)

It was a good beginning to the month of August for our Kisumu Service Centre team member Asman Abawo. Asman welcomed a son, Ehtisham Asman, on 4th August 2015. MRM wishes the family all the best as they bring up young Ehtisham.

It’s a boy!

Michael Muthigani , Head of Service Centres

Angela Gachago George Kimanga Peter Ayoro Walter Simotwo Tracy Tunge

James MainaMaureen CosmasHarriet AtienoEsther GitauChristopher Munga

Emma KimaniWendy Owade Winnie Mutinda

Paul Nderitu, Area Sales Officer (Central)

Martha Njubi, Area Sales Officer (Nairobi)

Graduate Trainees(Coil)

STAFF NEWS

Evelyn Kanyua Ayier William Ayier Michael Inziani Wesley Korir Kibet Nicholas Mbatha

Gladys Njeri Antony Mate Lorraine Otieno


REFLECTIONS

I was trying to describe courage from my own per-spective – rather than simply quote a dictionary definition. I got stuck on variations of the title

of this piece, but they all sounded so familiar that I wasn’t confident that it was an original thought, so, I “Googled” it. It turns out that there are pages of “Just because…” quotes. There were 47 “right-and-wrong” quotes and one that came close – “Just because it’s moral doesn’t mean it’s right” which noted that while you may think your facts are obviously right, the other side will believe that their (opposing) facts are right as well.In our culture the images we conjure when we hear “courage” often start with references to physical cour-age. We learn about courage from the examples we

hear about firefighters rushing into a burning build-ing to save innocent victims, of police risking life and limb fighting crime and the military examples of heroism on the battlefield. In the business world, courage is often associated with doing what one believes in even when others think it foolish. We talk about the courage of risk takers - people in business who risked everything to pursue a dream. These people are often characterized as courageous in their pursuit of a vision of a “new world”, like Steve Jobs’

risking everything on an untested, emerging technol-ogy based on his belief that home computing was a “game changer”. He demonstrated the courage of his conviction that the future would reward those who brought new technology (computers) to new markets

(our homes).

But, most commonly, courage is about choosing between right and wrong. That

is often referred to as “moral courage” – the courage to do what is right, even if/when the cost of doing so may be high. We learn about moral courage in the examples of people who stood up for

what they believed in. National heroes are

Courage: Just because it’s right doesn’t mean it’s easy

REFLECTIONS

often celebrated for both their physical and moral courage – be it Dr. Martin Luther King, Jr. in the US or Nelson Mandela in South Africa, both daring to risk everything in order to draw attention to a societal wrong. Most of us are not called upon to muster that level of courage in our day-to-day lives. For us, courage is often in the mundane. It is about how we choose to deal with the ordinary, day-to-day decisions we

are called upon to make. It is about how we judge the decisions and actions of those around us. And, most importantly, it is about the “rightness, fairness and goodness” of those decisions, the actions that re-sult and the consequences of those actions. Courage

comes into the decision-making equation because it not always easy to

make the right choice. Typically, that is not because we fail to recog-

nize or differentiate what is right. It is because we are tempted not to choose it. Many times we are deterred from doing what we be-lieve is right, because doing what is right is more diffi-cult or poses the greater risk. In our complex and demanding world, we often seek the simpler

and/or safer solution. We may select the solution that is easier to articulate and defend. We may select the simple versus the complex or the straightforward ver-sus the convoluted to save time and/or money. We may settle for the obvious right answer rather than seek the subtler, better right answer simple because once we find an “acceptable solution” we stop looking for a “better solution”. Or we may simply stop look-ing because the answer we found is within our grasp and poses little in the way of risk or challenge. It may be “good enough” and that is all we think we require. Often, the process we employ is “rationalization”. I have heard it described as “…the lies we tell ourselves to give us permission to do what we know is wrong.” In so many cases when we do a post mortem on un-ethical choices, the “facilitating process”, the line of reasoning that permitted us to do what we knew to be wrong, was a rationalization. It takes courage – moral courage, the courage of one’s convictions – to invest the time and ego in searching for the most ethical right answer rather than settling for the easiest right answer. That is different from physical courage. The risk of not rising to the chal-lenge to be morally courageous in the workplace is rarely about our physical wellbeing. It is about our ethical wellbeing and the ethical wellbeing of those we lead. True, some jobs demand physical courage. There are often risks of physical harm in the workplace. But even in a physically safe situation, we all face ethical risks. And we need to understand that facing those risks, head on, with a commitment to doing the right thing, takes courage. We also need to recognize that our organizations are often unwitting co-conspirators: inadvertently tempt-ing us, leading us to select the easier right answer with their systems of demands and rewards. They demand so much, so fast, that deliberation and the investment in seeking the better right answer may seem to cost more than we believe we can afford.

“Many times we are deterred from doing what we believe is right, because doing what is right is more difficult or poses the greater risk.“

(Recommended by Gertrude Obinchu, Learning, Training & Development Manager - Athi River)

Frank J Navran© 2013 Navran Associates

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