TMR Sales & Service Ltd.

64 logistically, that you have the sub-contractors, the crane equipment, etc. in place, whenever you need to put the actual unit onto, in most cases, a commercial building. It’s very detailed and all depends on the size of the project and site location and conditions. They can take from four weeks to a few months, or longer. All the project management is done in-house.We have several project coordinators that will effectively manage each individual project; see it through from the planning and design phase, right through to the installation phase.” Units installed by TMR are imported from the U.S., Europe, and the Far East. The length of time for procurement depends on the item. If it’s in stock in the U.S., delivery takes about two weeks. If it has to be built at the factory, it could take eight weeks lead time, or more. From the Far East, delivery could take four months from the initial procure through the manufacturing and shipping process Planning has to be carefully done, taking into consideration project deadlines and equipment requirements. TMR also offers maintenance contracts for clients to prolong the operating life of the equipment. Contracts vary from one to two years depending on specific customer needs. According to TMR Finance Manager, Rotchell Roberts, “We have a small sales team, but we are embarking on a program where every employee in the field becomes a salesperson. Essentially, if you go out to repair or service equipment, and you see there’s a need for the customer to have another piece of equipment, then you can notify that client and come back and give that lead to our sales team.We have primary bankers for financing. In most cases, especially for large projects, TMR will negotiate any mobilization fees or upfront deposits, so some things are financed to an extent TMR SALES & SERVICE LTD. 65 throughout the project, but usually it’s covered in the costing of the various contracts.” IT Manager,Wayne Sobers, weighs in on the Company’s competitive advantages, stating, “We are the largest company of our type in Barbados, although there are other companies that do various other kinds of related services. Basically, we distinguish ourselves by the type and quality of work we do. The TMR brand is synonymous with quality. People generally find that, even though we may be a bit expensive, the quality and care in the work our technicians provide tends to be better than what most other companies in the region are providing now.” Training is an ongoing process. Some workers require certification in order to operate equipment. TMR also provides other in-house skills training, health & safety – the whole gamut. As in most countries, the availability of skilled labor is an issue in Barbados. Paula Pitt, Director of Human Resources notes, “We have an arrangement with the National Training Board, where we have apprentices that we train for two or three years, depending on their level of experience. For the most part, we retain those apprentices as employees. At the end of the program, they’ll be integrated into our culture and understand how to technically do the work and they’ll know our customers. It’s really quite unique.”While every customer is important, two long-term business relationships are especially notable. Sagicor