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Brooklyn,____ incMore Than Fish Storymanufactured, such as the Iron smokin^ovens built by Brooklyn ironworker JohnLeisenheimer.GRATEFUL FOR SERVICESKorchin%u2019s business is successful becausesmoked salmon has %u201cbecome a gourmetfood for many young people,%u201d he says. But,he is also positioning himself to do morebusiness %u2014 and maybe seek more financing.He carefully compliments Wallace for theservice NatWest has provided.Wallace who makes similar visits four orfive times a month, rates this one as a success. Gelormino adds, %u201cIt%u2019s this follow-upthat is key. It really makes the differencebetween us and our competitors. If you do agood job for your customers, they will thenbecome your best marketers.%u201d ThroughMarshall Smoked Fish Company, Gelormino has already found new customers inthe fish processing industry, she says.Another key member on the NatWestteam in the Brooklyn operation is PhilipStenger, vice-president and manager of theMontague Street Office. A banker for 33years, he started his career with BankersTrust Company, managing the same Montague Street office since 1969. (NatWest purchased this operation from Bankers Trustin 1984 and most of the staff came with it.)Stenger%u2019s deep experience as a managerhere were essential for NatWest to be ableto make gains in the competitive Brooklynmarket and its easy to why. Walking alongthe short street, he seems to know everyoneas he tosses a casual hello to shopkeepers,store owners and shoppers, all people hehas worked with for so many years.%u201cPhil%u2019s been here since 1969,%u201d sums upWallace, %u201cthat%u2019s how you serve a marketplace.%u201d Not just a banker, Stenger is an active member of the community. He hasbeen the president of the Brooklyn Club,chairman of the Council of Regents of St.Francis College, and is a member of theboard of directors of BrooklynworksmiUion people in the borough, being on thestreet with Stenger conjures up the imageof the small town banker. With help fromhis wife, he plans fishing excursions for thebank%u2019s clients and golfs %u201cwith the potentialcustomers.%u201cBranch people have to participate in thecommunity they work in,%u201d explains Stenger,%u201cand the commitment NatWest has made tothe community has made me feel very comfortable. In London you will see a NatWeston every comer and I think that%u2019s what theywould eventually like to see here.%u201dStenger has seen the borough throughsome rough times and credits BoroughPresident Howard Golden with bringing theborough back to healthy economic conditions through economic revitalization projects he has fostered over the recent years.As the borough comes back to betterhealth, the bank is changing too. Part of thereorganization that Stenger is helping tooversee is a structuring of personnel so thatthe branches can better meet the needs oftheir clients. %u201cBrooklyn Heights will soonhave personal bankers for some of thewealtheir clients while others will concentrate more on their customers%u2019 needs,%u201d hesaid.Stenger%u2019s long-time knowledge of community affairs and Gelormino%u2019s in-bom intuition of cusotmers%u2019 needs, are creating ateam at NatWest that is carving out astrong place in Brooklyn%u2019s economy. AsWallace heads back to Manhattan after hisafternoon in Brooklyn, he says he is happywith what he sees happening in his place ofbirth. %u201cWhile you%u2019re gone, you%u2019re not totallygone from Brooklyn,%u201d he says. %u201cI think people dug the grave for Brooklyn long beforethere was cause for a funeral. I like what Isee happening here now.%u201d %u2014 Rob TaylorMarshall Fish Company, 23 AnthonySt., Greenpoint, Brooklyn, sells its products to restaurants and grocery storesall over the metropolitan area, includingKey Food and Food Town Grocery Stores.The privately held company had sales ofapproximately $17 million last year andexpects to reach |20 million during thecurrent year.'You%u2019ve gotthe savvyto runyour grow ingb u sin esslik e nobodyelse.We've got the savvy to help you likenobody else. Manufacturers Hanover Trustis here to provide all the sophisticatedresources you could possibly need. Plus theperson-to-person involvement of a bankerwho is not only your neighbor, but a realteam player who can make things happen.To learn more, please contact your localManufacturers Hanover Representative.M ANUFACTURERS HANOVERThe Financial Source* for The Growing Business.Smoked salm on is sliced before being shipped to custom ers not only in Brooklyn, butnationwide. (Brooklyn, inc/Kirk Photo)Where There's Smoke, There's Marshall's FishMarshall Smoked Fish Company beganproducing smoked fish and herring, andthen selling the products to restaurants andgrocery stores around the country in 1904.The company, one of three major producersof smoked fish in the borough, was foundedby the family of the current company president, Mortimer Korchin.Smoked fish was a staple item in the dietsof the East European immigrants who arrived in New York at the turn of the century. As many headed to Brooklyn, theborough became the major center for smokedfish production. Marshall%u2019s is considered thelargest producer in the country.The company produces more than adozen kinds of smoked fish and is the soleimporter of beluga sturgeon from the Caspian Sea. It also produces a pickled herringthat Korchin says %u201cis a product of the oldworld customer.%u201dThe Pacific Ocean provides much of thesalmon smoked in Marshall%u2019s AnthonyStreet facility. Arriving frozen in Brooklyn,the fish is hung overhead to dry before being smoked for 24 hours in a chamber thancan hold as many as 2,000 sides of salmon.The variety of smoked salmon Marshallprocesses includes a Scotch-style smokedfish cured in identical methods to thoseused in Scotland. While the company imports Scottish salmon from the British firm,H. Forman & Sons%u2014the imported versionoutsells the Brooklyn produced salmon%u2014Marshall%u2019s maintains that the domestic fishis just as good as the imported one andcosts less.In addition to salmon, the companysmokes trout, sturgeon, chub and whiting.In recent years, the popularity of smokedfish has Increased. Korchin identifies thisgrowth with the %u201crise of young people%u2019s purchasing power and change in tastes.%u201dm e company s products are avaiiabie inboth Key Food and Food Town grocerystores.%u2014R.T.Proudly servingthe heart ofBrooklynfor over60 yearsBROOKLYN MANHATTAN JAMAICA GLEN OAKSFulton Street 14th Street Jam aica Avenue Union Turnpikeat Bond Street at Broadway at 169th Street at 259th StreetJune 26,1986, Tha Phoanix/Brooklyn.lnc Section Two, Pago 5