NS Employees on Diversity - Marty J. Fava

A Diversity Interview with Marty J. Fava

Marty J. Fava, of Quebec, Canada, has an international perspective on diversity in the marketplace. As Norfolk Southern’s national account manager for paper, clay and forest products, his work touches on people and companies on both sides of the border. An experienced railroader, Fava worked 14 years with Canadian Pacific, before joining NS in 2000.

How would you describe the Canadian marketplace?
The Canadian marketplace is not as much in the consciousness of the America people as, say, the Mexican marketplace. Canada has one-tenth the population of the U.S., and yet we are each other’s largest trading partners. In terms of the overall North American marketplace, “free trade” is exactly that. Commerce flows easily and steadily among Canada, the U.S. and Mexico.

What does this mean for NS employees?
Awareness of our customers and their cultures is always helpful. In the case of Canada, most Americans are surprised to learn that we are a part of their daily lives. One small example: Did you read a newspaper this morning? Roughly 40 percent of newsprint in the U.S. came from Canadian trees. The next great Canadian commodity might be fresh water. That’s been in the news a lot lately. Some people are calling it “the new oil.”

Your customers have both Canadian and U.S. ties?
Most of my customers are Canadian companies. But recently there have been a number of consolidations in which those companies acquired paper mills formerly owned in the U.S. So again, a broad awareness of cultures benefits us.

How does being bi-lingual help you conduct business?
I speak French and English. English is the language of commerce, but French helps me communicate effectively with several of our customers. Here’s something to think about. At NS we are starting to produce some of our sales and promotional materials in Spanish, for our Mexican and other Latin American customers. As our international business grows, we might need to start printing materials in French and other languages, too. �

What are NS’ business prospects in Canada?
The manufacturing sector is doing well, and the economy is thriving. Norfolk Southern has definite brand recognition in Canada. We are known as a reliable and trustworthy carrier. Our prospects for more business here are good.