Few companies can match The Plaza Group’s record for business expansion. Between 1997 and 1998, the company’s gross revenues increased from $2.7 million to $92 million. This growth, combined with the company’s unique approach to the chemical marketing business, has earned the CEO, Randy Velarde, the title of 1999 Entrepreneur of the Year, the ninth annual award given by Hispanic Business Magazine.

The Plaza Group, which is headquartered in Houston, is a full-service marketing company that represents low-cost or otherwise niche producers of petrochemicals. These manufacturers either do not maintain a sales force of their own or have decided to outsource this function for efficiency. “Manufacturers are focusing on what they do best,” says Velarde. “Many suppliers in our industry have decided that what they do best is make products.” In contrast, The Plaza Group deals only with sales and customer service. Two-thirds of its staff members work directly with customers, taking orders, tracking their progress and following up on concerns.

It is this commitment to customers and to building successful relationships to which Velarde credits the success of The Plaza Group. It seems his customers agree. Client Kirk Hazlip, director of purchasing for Huntsman Corp., says of the recent award, “This isn’t an accident. It’s not because Velarde is lucky. He does all his homework. He’s not a haphazard negotiator. And he’s a trustworthy fellow. He’s the kind of guy you would buy a car from.”