FEBRUARY ���6 MOVE IT LIKE... ANDREW MAY THE TECH ISSUE M.D. OF DHL FREIGHT FREE to subscribe SAMSUNG'S 'SAFETY TRUCK' Putting tech at the heart of fleet safety ELECTRONIC DATA EXCHANGE John Good Shipping give us the low down BIFA AWARDS SPECIAL UK forwarders take the plaudits
The tech issue. Move it Like... Andrew May, DHL Freight Market intelligence for the freight forwarding industry.
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FEBRUARY ���6
MOVE IT LIKE...
ANDREWMAY
THE TECHISSUE
M.D.OF DHL FREIGHT
FREE
to su
bscr
ibe
SAMSUNG'S 'SAFETY TRUCK'Putting tech at the heart of fleet safety
ELECTRONIC DATA EXCHANGEJohn Good Shipping give us the low down
BIFA AWARDS SPECIALUK forwarders take the plaudits
2 FORWARDER magazine February 2016
CON
TEN
TS
DHL FREIGHTYOUR PARTNER FOR OVERLANDTRANSPORTS IN EUROPE
With a UK network providing next day pallet freight delivery services from one pallet to Full-Truck Loads, we deliver industry leading next day delivery performance to our customers.
From Full-Truck loads and Less-Than-Truckloads to Intermodal and Rail transportation across the Eurasian Land Bridge – at DHL Freight we are dedicated to provide you with the best overland transport solutions adapted to your industry speci�c needs.
Winner: Panalpina World Transportwww.panalpina.com
Specialist Categories Cool Award Sponsored by:
American Airlines Cargo
Winner: Kuehne + Nagelwww.kuehne-nagel.com
Extra Mile Award Sponsored by: Descartes
Winner: Moto Freightwww.motofreight.com
The following organisations and individuals have been recognised by the British International Freight Association as the ‘best in industry’ in the Freight Service Awards 2015 competition. The Winners
British International Freight AssociationRedfern House, Browells Lane, Feltham, Middlesex TW13 7EP United Kingdom
Winner: Panalpina World Transportwww.panalpina.com
Specialist Categories Cool Award Sponsored by:
American Airlines Cargo
Winner: Kuehne + Nagelwww.kuehne-nagel.com
Extra Mile Award Sponsored by: Descartes
Winner: Moto Freightwww.motofreight.com
The following organisations and individuals have been recognised by the British International Freight Association as the ‘best in industry’ in the Freight Service Awards 2015 competition. The Winners
British International Freight AssociationRedfern House, Browells Lane, Feltham, Middlesex TW13 7EP United Kingdom
Winner: Panalpina World Transportwww.panalpina.com
Specialist Categories Cool Award Sponsored by:
American Airlines Cargo
Winner: Kuehne + Nagelwww.kuehne-nagel.com
Extra Mile Award Sponsored by: Descartes
Winner: Moto Freightwww.motofreight.com
The following organisations and individuals have been recognised by the British International Freight Association as the ‘best in industry’ in the Freight Service Awards 2015 competition. The Winners
British International Freight AssociationRedfern House, Browells Lane, Feltham, Middlesex TW13 7EP United Kingdom
FORWARDER magazine February 2016 15Rygor, The Broadway, West Wilts Trading Est, Westbury BA13 4JX. Tel: 0844 499 0836. www.rygor.co.uk
Whatever your business, you need tough trucks that you can rely on. Trucks that go beyond what’s required, whatever the application. Welcome to the Mercedes-Benz and FUSO range. Driven by efficiency, each and every truck – from 3.5 to 250 tonnes – is tried and tested to deliver. On performance, fuel consumption and every other aspect of cost of ownership and operation.
At Rygor we are committed to keeping you on the move with our extended opening hours and Blue Chip Response Technicians. We have a Zero Tolerance on Downtime policy and we accept VOR into our workshops and will start work within two hours. So you can trust in the fact that we’re up to the job, whatever the challenge.
Up to the job. Whatever it is.
www.rygor.co.uk or call our team on
08444 995 286 today.
For details of our fantastic offers, please visit...
16 FORWARDER magazine February 2016
Comprehensive European coverage stretching from
Malaga to Moscow is being offered to customers
through a new partnership between Transmec Group
and Eurogate Logistics.
Combining both companies’ road and rail transport networks,
the relationship will establish a streamlined service for businesses
looking to move goods throughout Europe and further afield.
Transmec Group is particularly strong in western and southeastern
Europe whilst Eurogate specialises in freight transport to and from
central Europe and Russia.
Our geographical coverage dovetails perfectly, enabling us to
offer customers a complete service at highly competitive rates,
John Simkins, General Manager, Transmec UK
Between them Transmec Group and Eurogate Logistics have 50
offices throughout the continent, including Istanbul, Budapest,
Bratislava, Warsaw, Moscow and the Russian city of Samara, a
gateway to central Asia.
The partnership follows a successful collaboration in Romania
where Transmec is the receiving partner for goods carried
by Eurogate Logistics, specialist freight forwarder with
headquarters in London.
In addition to road and rail, both companies offer air and sea
freight services as well as warehousing.
The partnership is a win-win situation for customers. Not
only will they reap the rewards of our expanded geographical
coverage, but they will also benefit from our combined
expertise and our ‘can-do’ attitude.
Adam Nagy, Managing Director, Eurogate Logistics
With headquarters in Italy, Transmec Group has a 300-strong
European fleet, employs 900 people and has a turnover of
400 million euros. Its UK operation has depots in Redditch,
Bradford and West Thurrock, employs 150 people and has a
turnover of £30 million.
Established in 1990, Eurogate Logistics employs 175 people across
a network of 19 offices and has a turnover of 65 million euros.
TRANSMEC LAUNCHES
NEW PARTNERSHIPWITH EUROGATE
INDUSTRYNEWS
FORWARDER magazine February 2016 17
SIMPEX expressONLINE CALCULATOR
AN EASY-TO-USE CALCULATOR FOR EUROPEAN EXPRESS CARGO
VISIT WWW.SIMPEX-EXPRESS.COM OR CALL 0121 782 4444 FOR A DEMONSTRATION
1 PALLET
£4202 DAYS
1 PALLET
£3802 DAYS
2 PALLETS
£5653 DAYS
3 PALLETS
£6403 DAYS
1 PALLET
£1901 DAY
2 PALLETS
£4852 DAYS
2 PALLETS
£3253 DAYS
1 PALLET
£3202 DAYS
1 PALLET
£2902 DAYS
WWW.SIMPEX-EXPRESS.COM115 UK COLLECTION POSTCODES • 15 EUROPEAN COUNTRIES
1-4 PALLETS • 2 EXPRESS TRANSIT TIMES
Artwork final.indd 1 16/03/2015 18:04
18 FORWARDER magazine February 2016
London, UK, 4th August 2015: One of the UK’s largest
independent shipping companies, John Good Shipping, has
moved its London operations into the recently opened
London Gateway Logistics Centre.
John Good Shipping, founded in 1833, has chosen to move to the
new hub to increase efficiencies for its clients whilst capitalising on
the huge opportunities for the company to further develop its ship
agency and freight forwarding activities in London and the South
East. The move comes as the company announces the consolidation
of its Brentwood and Tilbury offices as part of its strategic goal to
create a larger, more streamlined central hub at DP World London
Gateway, with over 5000 sq ft of high-tech office accommodation.
The location of London Gateway Logistics Park enables John Good
Shipping to get closer to its customers whilst offering an enhanced
range of facilities, warehousing and other value added services.
The capacity of the London Gateway’s first distribution centre,
encompassing 16,800 m2 (180,834 sqft) of distribution and logistics
space, and 2,300 m2 (25,000 sqft) of office space, assists John Good’s
growing portfolio in freight forwarding and customs clearance.
We are delighted to welcome John Good Shipping to the London
Gateway Logistics Centre, which is adjacent to Britain’s new deep sea
port. It is more exciting news following on from the recent official
opening of the centre. John Good Shipping is a valued tenant and a
very professional organisation. Their choice in using London Gateway
Logistics Park is a testament to the benefits of locating shipping
companies at what is set to become the UK’s largest logistics hub. Two
weeks ago, I had the pleasure of officially opening the London Gateway
Logistics Centre and I am pleased to announce that the building is already
eighty percent full. This is great news as we have plans to expand and we
are now talking to potential clients of phase two of the development.
Sultan Ahmed Bin Sulayem, Chairman, DP World
We are delighted to base ourselves at London Gateway
Logistics Park. It is a fantastic location for trade. This is absolutely
the right decision for our business and will ensure we can continue
to deliver efficiencies to our customers. Our clients will benefit
from more efficient UK supply chain technology, which delivers
products to markets faster, more efficiently and reliably.
Alan Platt, Managing Director, John Good Shipping
DP World London Gateway is located 25 miles from Canary
Wharf and is located closer to two-thirds of the UK market
than other ports that can handle the world’s largest ships. The
application of new technology has enabled supply chains in the
UK to become faster, more efficient and more reliable.
INDUSTRYNEWS
JOHN GOOD SHIPPING
MOVES TO NEW LONDON GATEWAY LOGISTICS CENTRE
Considering the dynamics of today’s trade markets, it is essential for businesses to have smooth-
running supply chains as they have become your greatest competitive advantage. Panalpina is
up to the challenge by providing you end-to-end logistics solutions as well as tailored services.
Our dedicated team of supply chain professionals is ready to turn their passion into performance
so that your supply chain moves seamlessly and with optimal control.
Leading international freight forwarder, Rhenus Logistics UK,
is calling for the government’s cabinet committee to act now
on its decision for a third runway at Heathrow. In the light
of the latest postponement which has put back the final vote until
summer 2016, Rhenus argues that this delay could hinder British
manufacturers looking to export to the continent. This, coupled
with the UK’s chronic lack of export route capacity could have
significant impact on manufacturers’ ability to move goods efficiently.
The crisis in Calais is continuing to dominate news and because there
are limited routes for exporters and importers to and from UK
shores, the situation is unlikely to resolve itself in the near future. All
UK sea ports are operating at maximum capacity which has resulted
in spoiled goods, missed deliveries and even penalties for drivers
facing opportunistic migrants. A number of hauliers have already
begun adding surcharges to road freight as fuel and time costs have
soared despite the fall in oil prices, something Rhenus has not put
into practice. However without other viable routes available, logistics
service providers and manufacturers alike are effectively stuck in limbo.
As a result of this, air freight volumes are increasing dramatically
at Rhenus. However, airport routes are also limited and are
experiencing high volumes, further limiting opportunities for export.
If Heathrow were to open a third runway, pressure would be taken
off UK roads and sea ports and would allow faster and more efficient
deliveries to both mainland Europe and further afield.
The government has set British companies an ambitious target
of exporting £1 trillion worth of exports per annum by 2020.
However, in order to achieve this, the UK needs serious investment
in infrastructure. We are experiencing an increasing demand for air
freight as UK ports continue to operate at maximum capacity. So, in
order to fulfil this we have opened a new facility at Heathrow which
will improve air freight efficiencies and provide a significant gateway
to the EU and beyond.
It’s unfortunate to see British manufacturing levels decrease by 0.4%
in November, however the logistics sector will soon begin to struggle
to ship this volume of goods through the existing channels despite
the downturn. The UK is renowned for quality manufacturing and
it’s imperative we meet the government’s export targets to sustain
our economic growth. However as Heathrow’s cargo capacity still
lags behind Frankfurt, Schiphol and Paris it’s becoming increasingly
obvious to both manufacturers and logistics providers that there is
simply no capability to move any additional goods which will result
in stagnation. The postponement has been a blow, yet we hope the
final decision will be made to go ahead with the building of the third
runway next summer which should allow us to steadily increase
volumes in line with target.
David Williams, Managing Director, Rhenus Logistics UK
Rhenus Logistics currently operates a national network of depots,
delivering around 220,000 consignments each year for more than
9,000 clients in the UK. Providing a fully comprehensive logistics
solutions service, the freight forwarding giant also offers additional
specialist services including: customs and excise advice, full tracking
and tracing, document management and express shipment worldwide
using its wholly owned network.
HEATHROW URGENTLY NEEDS 3rd RUNWAY
SAYS RHENUS LOGISTICS
FORWARDER magazine February 2016 21We offer bespoke solutions and packages. Call us today to see how we can help.E: [email protected] T: 01375 659120
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22 FORWARDER magazine February 2016
REGIONAL FOCUS
The Panama Canal was a project of biblical proportions when
it opened in 1914. At the lower tip of Central America,
engineers created the world’s largest man-made lake by
building the world’s largest dam.
It was the largest construction project in history, literally involving
moving mountains to link the world’s oceans. Yet for all its grandness,
the canal has become too small. An increasing number of container
ships, tankers, and even cruise ships no longer fit through the canal.
The canal’s administrators and Panama’s politicians responded with
a $5.25 billion plan to expand it. ‘The Panama Canal route is facing
competition,’ said President Martin Torrijos. ‘If we do not meet the
challenge to continue to give a competitive service, other routes
will emerge that will replace ours.’ After a decade of financing and
construction, the expanded lane is scheduled to open in April 2016.
Part 1: History of the Panama Canal
Cutting a canal through Panama would connect the Atlantic Ocean
to the Pacific Ocean. Passenger, cargo, and military ships would no
longer have to travel around the southernmost tip of South America.
The 51-mile route shaved nearly 8000 miles off the journey between
the coasts of North America.
Europeans had been dreaming of building a canal through Panama
ever since early explorers failed to find a water passage to the Indies.
At one point during the California Gold Rush, the Panama Rail Road
Company became the most highly valued company on the New York
Stock Exchange.
The French got in first. A French company built the Suez Canal in the
1860s, linking the Red and Mediterranean Seas. A decade later, the
government-backed Panama Canal Company invested $400 million
to start work.
That effort was a total disaster. Nobody was prepared for
tropical conditions, and over 20,000 builders and engineers
died of yellow fever and malaria. The company abandoned the
project, and scandal rocked the country. People later discovered
that French politicians had accepted bribes to keep quiet about
the company’s troubles even as they encouraged families to
invest for the glory of France.
Then the Americans took over. The U.S. Secretary of State
authorized buying out the project for $40 million. Colombia, which
owned the land around the project, originally rejected a treaty
that that gave America sovereignty over the canal in perpetuity.
In response, President Roosevelt dispatched the USS Nashville to
support separatists to declare independence in Panama. Those
separatists gave him the terms he sought.
Photo: Creative Commons
FORWARDER magazine February 2016 23
The American effort was initially little better than the French.
But they didn’t give up, and instead made two big changes. First,
engineers abandoned an effort to dig a sea-level canal. Instead they
designed a ‘bridge of water’: a series of enormous locks that would
raise and lower ships by 85 feet for them to pass through. Second,
they realized the importance of health and battling disease. The
efforts entirely transformed the Canal Zone. As PBS reports:
and installed plumbing. They sprayed pesticides by the ton. Entire
towns rose from the jungle, complete with housing, schools,
churches, commissaries, and social halls.
Part 2: Business on the Panama
Historian David McCullough has noted that the canal project was
remarkably free of corruption, graft, and delay. It even finished early,
opening six months ahead of schedule.
Unfortunately that was a time of war, when world trade was in
decline. An average of only five ships a day passed through the canal
over its earliest years. At first it served military interests better than
commercial ones: 33 ships of the U.S. Navy sailed from the Atlantic
to the Pacific in July 1919.
THE HISTORY & FUTURE OF
THE PANAMA CANAL
24 FORWARDER magazine February 2016
REGIONAL FOCUSThe Second World War changed everything. Traffic doubled from
seven thousand ships a year to 14,000, and in 1966, workers installed
lights that allowed ships to navigate the channel 24 hours a day.
The Panama Canal shaped ship design. The largest ships that can
navigate it became the global standard: the Panamax. Up to 1988, the
largest container ships were all Panamaxes, and through World War
II, the U.S. Navy built its ships to Panamax. Its Essex class aircraft
carriers—built from 1941 to 1950—had deck-edge elevators that
folded up to fit through the canal.
Panamax also became a standard for ports, which designed their
harbors to fit ships no larger than a Panamax. This not only shaped
the size of docks and the depth of the harbor, but also the height of
bridges over rivers, the size of the cranes used to unload containers,
and the capacity of cargo that ports can handle.
By the early 2000, the Panama Canal had become a bottleneck. It
couldn’t deal with the very large container ships that were starting
to become standard: A Post Panamax Plus, which debuted in 2000,
can hold up to 8,000 TEUs, but it can’t fit through the canal. Today’s
largest, the Triple-E, can hold as much cargo as six Panamaxes.
While Panamax (or smaller) ships represent 80% of the container
ship fleet, they only carry 55% of its cargo—an amount expected
to drop to 40% by 2030.
Part 3: The Expansion
Panama planned the expansion when growth prospects in Asia and
the Americas looked rosy, and the financial crisis already forced canal
administrators to reduce their estimates of increased toll fees. The
expansion will make it cheaper to ship cargo straight from Asia to
the East Coast, but for products like shoes and t-shirts, the lower
cost may not be worth the extra time it takes to sail through Panama.
Increasing the physical size of ports is not enough to
accommodate New Panamax ships. Taller ships need taller
cranes to unload cargo, and bigger ships and more cargo
mean ports need more warehouses and more rail and
highway links.
The canal expansion has also sent people scrambling beyond
East and West Coast ports. American railroads are increasing
capacity in expectation of more cargo.
Shipping companies have built vessels that won’t fit through
even the new locks. And so Panama is already considering
another $17 billion expansion that would make it as wide as
the Suez Canal.
In addition the current expansion has had a cost overrun of
$1.5 billion. Administrators have already announced higher
tolls to try to cover it, and that has led shipping companies
to ask whether the Suez Canal or American railroads can
offer a better value.
The canal also faces competition in Central America. A
Hong Kong-based company has signed an agreement with
the Nicaraguan government to build a canal. Guatemala and
Honduras plan to build a ‘land bridge’ of railroads and highways.
Panama’s politicians and administrators are optimistic for
now. They’re hoping that expansion will turn the country into
a regional hub like Singapore. In any case, Panama’s 4 million
inhabitants are benefitting from the paradoxical implications
of canals: That they turn the smallest places on earth into
the biggest players for trade..
Sanne Manders, COO, Flexport
FORWARDER magazine February 2016 25
Hazcheck Online is a web-based system for shippers and freight forwarders to check their dangerous goods shipments against the IMDG Code. This system checks stowage, segregation and packaging requirements and produces a dangerous goods note which can be sent to a shipping line. ADR checks can also be made when the shipment is under a combined IMDG Code/ADR journey. Having the correct information on the Dangerous Goods Note can make the difference between having your shipments rejected or them leaving on time. Prices start from GBP 102 for an annual subscription. Computer download version also available. Free trials. www.hazcheck.com
IMDG Code e-learning is web-based training, developed in collaboration with the International Maritime Organization, for all shore side staff involved in the handling and transport of dangerous goods by sea. We offer several levels of training in accordance with the requirements of the IMDG Code including a course specifically for freight forwarders. All course material is available online and a course completion certificate is provided. Courses are set up on an administrator system for management of any number of courses on a local, regional or global level. Prices start at GBP 56 per course.Free trial. www.imdge-learning.com
Compliance, efficiency and safety in dangerous goods transport
Shipping Dangerous Goods by sea?Stop your shipments from being rejected at the dock!
Time is money!
Exis Technologies is a leading global supplier of systems for the management of dangerous goods in sea transport and
web-based training courses for the transport industry. For over 25 years major container lines, ferry operators, freight
forwarders, ports and shippers have been relying on Hazcheck Systems from Exis for regulatory compliance, efficiency
and safety in their global operations.
We can save you time and money with our Dangerous Goods compliance systems and IMDG Code training courses. All based on IMDG Code Amendment 37-14 which became mandatory on 1 January 2016.
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EXIS JANUARY 2016 ADVERT.indd 1 21/01/2016 08:52
26 FORWARDER magazine February 2016
ASK THEEXPERTS
Each mode of transport has its own regulatory
agencies that include dangerous goods as part of
their remit. The International Maritime Organisation
(IMO) and the International Civil Aviation Authority (ICAO) are
both specialized agencies of the UN and take on a global role.
In European member states, and in some other countries around
the world, dangerous goods transported by road are covered
under the European Agreement concerning the International
Carriage of Dangerous Goods by Road (ADR). Each signatory
country adopts ADR into its own legislation – sometimes with
country-specific variations. This also applies to the regulations
concerning the International Transport of Dangerous Goods by
Rail (RID) and the International Carriage of Dangerous Goods
by Inland Navigation (ADN).
The USA (in the form of 49CFR), Canada (TDG Regulations)
and Australia (The Australian Dangerous Goods Code) each
have their own in-country multi-modal variations.
The Model Regulations on the Transport of Dangerous
Goods are issued by the UN every two years. First published
in 1956, the Model Regulations set out recommendations
that the regulators for each transport mode are expected
to adopt and they are intended as a basis for the national and
international regulations.
Each year, the International Air Transport Association
produces the IATA Dangerous Goods Regulations, which
incorporates the Technical Instructions and the many State
and Operator variations. The first Edition of the DGR was
released in 1953 and it is recognised by airlines worldwide as
the primary user-friendly reference for shipping dangerous
goods by air.
How to stay onside
Even with the regulations to hand, it can be very time-consuming to
determine how a shipment should be classified, packed or marked.
Furthermore, generating the documentation correctly can be a
laborious process with many pitfalls along the way.
Failure to get any of these crucial applications 100% correct can
lead to shipments being snagged or significant fines being imposed.
Labeline has a simple-to-use software solution in DGOffice. Once
logged in, the user can enter the UN Number or the Proper
Shipping Name of any product and will be just three clicks away
from information such as Special Provisions, Placarding, Labelling,
Packing Instructions, Segregation, Limited Quantity and Excepted
Quantity thresholds.
Incorporating 34 languages and multi-modal legislation from around
the world, DGOffice will make the calculations then generate the
required transport documentation for any allowable product or
mixed consignment – wherever it is destined for, by any mode.
What is it?
The recent deadly series of explosions at the Port of Tianjin
highlighted the importance of classifying and labelling clearly and
storing products correctly: 'China state media reported that at least
the initial blast was from unknown hazardous materials.'
Labels and markings are the most obvious means to determine the
hazards of the material that is contained inside any vessel or package.
It is therefore important that all labels and placards are correctly laid
out and applied in accordance with the regulations.
WANT TO KNOW MORE?For more information or to make use of Labeline's services, give them a call on
+44 (0)870 850 5051
FORWARDER magazine February 2016 27
The labels should be resistant to abrasion and weather conditions
and possess adhesive properties to withstand the rigours to which
they will be exposed in transit.
Various requirements apply for different modes but they are clearly
specified in IMDG, which states that all hazard identification labels
and placards must be durable and still be identifiable on packages
after three months’ immersion in sea water.
Lithium batteries
Unusually, ICAO and IATA will be introducing some changes to the
regulations mid-term. They were deemed too safety critical to wait
until 2017 and include some that relate to lithium batteries.
There are many other requirements relating to lithium batteries that
can be difficult for shippers to comprehend. Furthermore, there will
be a raft of more significant changes in 2017.
Any person handling dangerous goods by air must be able to
demonstrate that they have had training that is commensurate with
their role. Geoff Leach, the current Chair of the IATA Lithium
Battery Workshop, is Labeline’s trainer for their CAA-accredited
course: Safe Transport of Lithium Batteries by Air.
Our experts this month...
Labeline International Ltd. is one of the world’s leading dangerous
goods compliance providers and the UK’s only authorised distributor
for the Dangerous Goods Regulations for all modes. The company
is a major supplier of fully compliant hazard and handling labels, a
specialist provider for the world-renowned DGOffice software and
a provider of specialist training courses.
Richard Shreeve, Key Account Manager, Labeline International
MODESLTL (groupage), PTL (part load) & FTL (full load)China rail & multimodal | Control Tower | LLPCustoms | Door to more | Cargo Insurance
AWARDSFinalist in the FTA Multimodal Awards
as Road Freight Operator of the Year
ANDREWMAY,DHL FREIGHT
ANDREWSAYS...
I didn’t always
succeed in what I
was doing, but if you
keep going and you’re
determined enough
you will succeed.
Staff development is a crucial element of DHL’s
plan for the next two-to-fi ve years. We met with
Andrew May, Managing Director of DHL Freight, at
the Hemel Hempstead terminal to hear what he has planned
for the freight and logistics industry.
Andrew started his career working for a wholesale
pharmaceutical distributor called Uniphar. This is where he
cultivated his expertise in the transport arena. Soon after,
he began work in Dublin for a software company, but he was
always waiting for something like DHL to come along. Lo and
behold Andrew came in to DHL as a business controller for
the global forwarding division in Dublin about ten years ago.
When I began I had one person reporting to me, and after
a while that grew to 15.
Since then he’s held the reigns as CFO in Ireland and as
cluster CFO in the UK and Benelux. In March 2015, Andrew
took up the role as MD of DHL Freight UK with a view to
driving further growth and enhance margins.
Every day brings a diff erent and exciting challenge and
I’m proud of the direction in which the business is going.
Andrew May photo: Richelle Lewtonwww.richellelewton.wix.com
44 FORWARDER magazine February 2016
How did the opportunity at DHL come about?
I came into DHL as a business controller for the global
forwarding division in Dublin about ten years ago. At this
point we were going through the acquisition with Exel and
eff ectively the company doubled in size. When I began I had
one person reporting to me and after about eighteen months
that grew to fi fteen.
DHL Freight was a separate organisation in Ireland. In order
to realize a number of synergies we went into a consolidation
process to bring Freight and Global Forwarding together.
At that time I was dealing with the MD of the UK. A year
or so after that, I received a call to say we were forming a
cluster with Belgium and the Netherlands and there was a
position for a CFO – so I spent two-and-a-half years working
across the cluster.
In March 2015 I was asked to take on the role of UK Managing
Director and I haven’t looked back!
How has the role been going so far?
It’s been brilliant. Every day brings a diff erent and exciting
challenge and I’m proud of the direction the business is going.
We’re delivering a great customer experience today and I
plan to further enhance that in 2016.
What makes DHL Freight unique? What sets it apart from your competitors?
We pride ourselves on quality of service…when people
pick up the phone they have a certain expectation; the bar
is set really high. We have a closed ‘yellow and red’ freight
network providing next day delivery services across the
UK off ering various features such as ADR delivery, AM or
Timed. This network coverage extends to the whole of
Europe and further afi eld!
We have passionate employees at DHL Freight UK focused
on handling our customer’s goods in the right manner fi rst
time and every time.
You need knowledge, you need passion and you need
the right attitude. If you’re missing any one of these
ingredients you won’t be successful. You need happy staff
to have happy customers.
MOVE ITLIKE...Q
Q
Q
A
A
A
What are the primary values of DHL?
In line with Deutsche Post DHL Group’s strategy for 2020,
‘Focus, Connect, Grow’, DHL Freight UK will Focus on the core
things that make us successful, such as focusing on developing
markets like eCommerce. We will Connect further with
our employees through our engagement initiatives and
customers, to deliver a great work environment and a great
customer experience. At DHL Freight we believe that happy
employees lead to happy customers. And thirdly, Grow
in markets segments such as the retail, automotive and
consumer sectors in the UK amongst others. My ethos is:
Happy employees + happy customers = great results
What is the most important thing DHL are focusing on at the moment?
Staff . That’s the key thing that I’m working on. We
want to drive employee engagement, staff development,
and active leadership. That’s across the board from
drivers to customer services. An engaged team across
all functions leads to a great customer experience.
In regards to staff , do you have any development plans? What are you aiming to achieve in terms of growth?
In 2015 we introduced a number of employee
recognition initiatives that recognized great service
and dedication in all functions of our company.
Prior to 2015 we had some really positive employee
opinion feedback but I felt we could take things a
step further through further recognizing the stars in
our business. We’ve rolled out a number of diff erent
initiatives at DHL Freight to help our staff become
more involved and invested. We launched a portal
called PassOnThePassion.com that allows you (or the
customer) to nominate a colleague or supervisor, who
has gone the extra mile in their day job or perhaps
delivered a project that has really made a diff erence
either to a customer, function or charity.
We’ve had a phenomenal response! We gather
around 60-80 nominations a month, each of our
nominees receive a nominal reward and from that
we award three special recognition awards for Driver,
Sales Person and Employee of the month.
ANDREWSAYS...
I have a three-year
vision and I’m going
to work towards it.
Q Q
Q
A
A
A
FORWARDER magazine February 2016 45
How did the opportunity at DHL come about?
I came into DHL as a business controller for the global
forwarding division in Dublin about ten years ago. At this
point we were going through the acquisition with Exel and
eff ectively the company doubled in size. When I began I had
one person reporting to me and after about eighteen months
that grew to fi fteen.
DHL Freight was a separate organisation in Ireland. In order
to realize a number of synergies we went into a consolidation
process to bring Freight and Global Forwarding together.
At that time I was dealing with the MD of the UK. A year
or so after that, I received a call to say we were forming a
cluster with Belgium and the Netherlands and there was a
position for a CFO – so I spent two-and-a-half years working
across the cluster.
In March 2015 I was asked to take on the role of UK Managing
Director and I haven’t looked back!
How has the role been going so far?
It’s been brilliant. Every day brings a diff erent and exciting
challenge and I’m proud of the direction the business is going.
We’re delivering a great customer experience today and I
plan to further enhance that in 2016.
What makes DHL Freight unique? What sets it apart from your competitors?
We pride ourselves on quality of service…when people
pick up the phone they have a certain expectation; the bar
is set really high. We have a closed ‘yellow and red’ freight
network providing next day delivery services across the
UK off ering various features such as ADR delivery, AM or
Timed. This network coverage extends to the whole of
Europe and further afi eld!
We have passionate employees at DHL Freight UK focused
on handling our customer’s goods in the right manner fi rst
time and every time.
You need knowledge, you need passion and you need
the right attitude. If you’re missing any one of these
ingredients you won’t be successful. You need happy staff
to have happy customers.
MOVE ITLIKE...Q
Q
Q
A
A
A
What are the primary values of DHL?
In line with Deutsche Post DHL Group’s strategy for 2020,
‘Focus, Connect, Grow’, DHL Freight UK will Focus on the core
things that make us successful, such as focusing on developing
markets like eCommerce. We will Connect further with
our employees through our engagement initiatives and
customers, to deliver a great work environment and a great
customer experience. At DHL Freight we believe that happy
employees lead to happy customers. And thirdly, Grow
in markets segments such as the retail, automotive and
consumer sectors in the UK amongst others. My ethos is:
Happy employees + happy customers = great results
What is the most important thing DHL are focusing on at the moment?
Staff . That’s the key thing that I’m working on. We
want to drive employee engagement, staff development,
and active leadership. That’s across the board from
drivers to customer services. An engaged team across
all functions leads to a great customer experience.
In regards to staff , do you have any development plans? What are you aiming to achieve in terms of growth?
In 2015 we introduced a number of employee
recognition initiatives that recognized great service
and dedication in all functions of our company.
Prior to 2015 we had some really positive employee
opinion feedback but I felt we could take things a
step further through further recognizing the stars in
our business. We’ve rolled out a number of diff erent
initiatives at DHL Freight to help our staff become
more involved and invested. We launched a portal
called PassOnThePassion.com that allows you (or the
customer) to nominate a colleague or supervisor, who
has gone the extra mile in their day job or perhaps
delivered a project that has really made a diff erence
either to a customer, function or charity.
We’ve had a phenomenal response! We gather
around 60-80 nominations a month, each of our
nominees receive a nominal reward and from that
we award three special recognition awards for Driver,
Sales Person and Employee of the month.
ANDREWSAYS...
I have a three-year
vision and I’m going
to work towards it.
Q Q
Q
A
A
A
46 FORWARDER magazine February 2016
In regards to company culture, in what way are you trying to improve that?
The culture at DHL Freight revolves around employees,
quality and customer satisfaction! I try to get round to
every single terminal at least twice a year. This way I am
close to the business, can directly share the strategy
and focus areas with the employees and at the same
time receive feedback from their end. The sessions are
interactive and allow me to get a real feel for day to day
challenges and our staff ’s motivation.
That must really motivate the staff when they see you!
It does. The teams feel comfortable in sharing their
views on life, DHL and their ideas on how we can make our
business even greater!
Employee opinion is really important. We take what they
say and we build on that. We launched idea weeks: we take
people’s ideas to see what we can do better or diff erently.
The top 3 ideas receive a monetary award and then we put
them into action.
Have you found that people have a better work ethic since this has been in place?
Our busiest terminals are now achieving great results on
our employee feedback surveys. These results are refl ected
in our effi ciencies across the board.
With the market changing and the way people are buying you’re going to need to move out of the box quick. Is that going to be through growing internally or acquisition?
Internally. We have a unique footprint in the UK that
allows us to look towards new product development and
the regular transience of demand. In 2016 for example, we
plan to launch several new products tackling growth in the
retail sector for example or consulting customers on their
Customs requirements. We are the UK market leaders when
it comes to coverage, service and innovation.
What are DHL’s specifi c requirements and priorities when it comes to transporting its products (optimal conditions?)
We place great value on quality in everything we do, be it
equipment, trainings, network, etc.
We have a large internal team for health and safety. We’ve
fi tted vehicles with front and rear cameras to give the drivers
peace of mind by improving safety for everybody. A lot of
vehicles have analytical software installed that we can use to
download delivery route performance and further optimize
our fl eet performance. This is how we’re making drivers
more effi cient, the technology is measuring every aspect of
the drive. DHL Freight are continuing to invest in equipment
that allows us to be effi cient and thus reduce our carbon
footprint and promote safe driving behavior. We are an ISO-
accredited company which takes its commitment to Health
& Safety very seriously by investing in various training and
incorporating safe systems at work.
MOVE ITLIKE...
A
A
A
A
A
Q
Q
Q
Q
Q
Have you seen any issues with the current European status? Have there been any problems with shipping?
For the UK, as it’s an island, [the] transport / supply
chain is more complex than mainland Europe.
There are positive signs that the UK is starting to
re-invest in many of its industries. We see positive
development coming from some sectors. As DHL
Freight, we are investing in line with these market
improvements and are prepared for growth.
What’s next for DHL Freight? Two-to-fi ve-year plan?
I have a three-year vision and I’m going to work towards
it. The key is happy employees and happy customers; we will
invest in our business accordingly in order to achieve this and
ultimately achieve sustainable growth.
If you were to give advice to someone who is aiming to make a career for him- or herself in freight forwarding, what would it be?
I wanted to become the manager of the department I
worked in. I set targets that I could achieve. It’s all well and
good that you want to be the chairman of the board, but you
need to set tangible short term targets in order to realize your
longer term ambitions.
I didn’t always succeed in what I was doing, but if you keep
going and you’re determined enough you will succeed.
ANDREWSAYS...
Happy employees
+ happy customers
= great results.
A A
A
Q Q
Q
Photo: Richelle Lewtonwww.richellelewton.wix.com
FORWARDER magazine February 2016 47
In regards to company culture, in what way are you trying to improve that?
The culture at DHL Freight revolves around employees,
quality and customer satisfaction! I try to get round to
every single terminal at least twice a year. This way I am
close to the business, can directly share the strategy
and focus areas with the employees and at the same
time receive feedback from their end. The sessions are
interactive and allow me to get a real feel for day to day
challenges and our staff ’s motivation.
That must really motivate the staff when they see you!
It does. The teams feel comfortable in sharing their
views on life, DHL and their ideas on how we can make our
business even greater!
Employee opinion is really important. We take what they
say and we build on that. We launched idea weeks: we take
people’s ideas to see what we can do better or diff erently.
The top 3 ideas receive a monetary award and then we put
them into action.
Have you found that people have a better work ethic since this has been in place?
Our busiest terminals are now achieving great results on
our employee feedback surveys. These results are refl ected
in our effi ciencies across the board.
With the market changing and the way people are buying you’re going to need to move out of the box quick. Is that going to be through growing internally or acquisition?
Internally. We have a unique footprint in the UK that
allows us to look towards new product development and
the regular transience of demand. In 2016 for example, we
plan to launch several new products tackling growth in the
retail sector for example or consulting customers on their
Customs requirements. We are the UK market leaders when
it comes to coverage, service and innovation.
What are DHL’s specifi c requirements and priorities when it comes to transporting its products (optimal conditions?)
We place great value on quality in everything we do, be it
equipment, trainings, network, etc.
We have a large internal team for health and safety. We’ve
fi tted vehicles with front and rear cameras to give the drivers
peace of mind by improving safety for everybody. A lot of
vehicles have analytical software installed that we can use to
download delivery route performance and further optimize
our fl eet performance. This is how we’re making drivers
more effi cient, the technology is measuring every aspect of
the drive. DHL Freight are continuing to invest in equipment
that allows us to be effi cient and thus reduce our carbon
footprint and promote safe driving behavior. We are an ISO-
accredited company which takes its commitment to Health
& Safety very seriously by investing in various training and
incorporating safe systems at work.
MOVE ITLIKE...
A
A
A
A
A
Q
Q
Q
Q
Q
Have you seen any issues with the current European status? Have there been any problems with shipping?
For the UK, as it’s an island, [the] transport / supply
chain is more complex than mainland Europe.
There are positive signs that the UK is starting to
re-invest in many of its industries. We see positive
development coming from some sectors. As DHL
Freight, we are investing in line with these market
improvements and are prepared for growth.
What’s next for DHL Freight? Two-to-fi ve-year plan?
I have a three-year vision and I’m going to work towards
it. The key is happy employees and happy customers; we will
invest in our business accordingly in order to achieve this and
ultimately achieve sustainable growth.
If you were to give advice to someone who is aiming to make a career for him- or herself in freight forwarding, what would it be?
I wanted to become the manager of the department I
worked in. I set targets that I could achieve. It’s all well and
good that you want to be the chairman of the board, but you
need to set tangible short term targets in order to realize your
longer term ambitions.
I didn’t always succeed in what I was doing, but if you keep
going and you’re determined enough you will succeed.
ANDREWSAYS...
Happy employees
+ happy customers
= great results.
A A
A
Q Q
Q
Photo: Richelle Lewtonwww.richellelewton.wix.com
48 FORWARDER magazine February 2016
M&A FOCUS
Wincanton plc, a leading provider of supply
chain solutions in the UK and Ireland, today
announces that it has signed a conditional
agreement to dispose of the operations of Wincanton
Records Management ('WRM') to Restore plc ('Restore') for
an enterprise value of £60m, on a cash and debt free basis
(the 'Disposal').
Background and Rationale
WRM provides a full suite of document storage and associated
scanning and shredding services. With over 14 years of
experience and operations covering the whole of the UK, as
well as having a significant presence in the Republic of Ireland’s
records management market, it provides a blue-chip customer
base with support for the entire records management cycle.
The business currently employs 167 employees who will
transfer to Restore upon completion of the Disposal.
For the year ended 31 March 2015 WRM generated
EBITDA (Earnings Before Interest, Tax, Depreciation and
Amortisation) of £5.4m and operating profit of £3.5m on
total revenue of £22.4m. As at 31 March 2015 gross assets
were £22.2m.
The disposal realises material value for the Group and will
enhance the focus on the Group’s existing logistics operations.
The Group will use the proceeds primarily to reduce the
average level of net indebtedness to below two times
EBITDA. Reducing net indebtedness to below this level is
an important step in ensuring the long term stability of the
Group for all stakeholders.
Details of the Transaction
The consideration from the Disposal (before transaction costs) will
be payable in cash upon completion and will be approximately £55.7m,
which is after deductions for retained working capital of £2.4m and
certain tax costs of £1.9m. Restore will fund the transaction by
means of a placing and a new net debt facility.
Restore is one of the UK’s leading records management and
commercial relocation providers. Restore has two divisions:
document management and relocations. It provides safe and secure
services in document storage, online and tape storage, document
shredding, office relocation, IT relocation and IT asset disposal.
The transaction is subject to, inter alia, the approval of Restore’s
shareholders for the proposed placing.
Financial Effects and use of proceeds
The full year impact of the Disposal on the Group’s financial
performance for the year ended 31 March 2015 would have been
a reduction in operating profit of £3.5m and, after the benefits
of reduced interest charge, a reduction in profit after tax of
approximately £1.3m.
Net cash proceeds, after transaction costs, will be used primarily
to reduce debt. Under the Group’s banking arrangements c. £11m
will be due for mandatory prepayment as a result of the transaction.
A contribution of £7m will be made to the Wincanton Pension
Scheme from the proceeds. The remaining proceeds will be used to
further reduce net bank indebtedness.
FORWARDER magazine February 2016 49
The Board’s focus on reduction of net debt has resulted in a
balance of £57.6m as at 31 March 2015, down from £107.6m
as at 31 March 2013. Across the same period average net debt
has fallen from £201m for the year ended 31 March 2013 to
£136m in the year ended 31 March 2015.
It is expected that as a result of the transaction the ratio of
average net debt to EBITDA will reduce to under two times
which is an important step for the Group.
The disposal of WRM realises material value for the Group
and allows us to make significant progress in reducing average net
indebtedness, strengthening our balance sheet and providing greater
capacity for future investment. Wincanton will be stronger, with a
clear focus on its core skills and capabilities in logistics operations.
Restore has a strong reputation in the records management business.
I would like to thank all of our WRM colleagues for their dedication,
professionalism and service to our customers, which has resulted in
the creation of a great business. I am confident that the agreement
we have reached with Restore presents an exciting opportunity for
their continued success.
Adrian Colman, Chief Executive of Wincanton
DISPOSAL OF WINCANTON
RECORDS MANAGEMENT
50 FORWARDER magazine February 2016
WANT MORE?Further information can be found at www.maltacourt.com
M&A FOCUS
Operating from its transport depot in Székesfehérvár,
close to Maltacourt’s Forwarders Plaza complex on
the outskirts of Budapest, Mili-Cargo specialises in the
international distribution of chilled and ambient loads. Running one
of the youngest fleets in the industry Mili-Cargo is able to satisfy the
ever-increasing environmental demands of multinational companies,
such as its clients Unilever, FeVita and FrieslandCampina
Boasting a fleet of 50 trucks, revenues in excess of €6m and a team
vastly experienced in international supply chain, Mili-Cargo will
add significantly to the growing capabilities of Maltacourt both in
Hungary and across the EU.
István Madarász founded the business and continues as Managing
Director, bringing with him over 25 years of freight and transport
management expertise to Maltacourt.
This acquisition adds tremendous capability to our business,
buoyed by the services we can already offer following the acquisition
of Prime Logistics last year. Our portfolio of services is continuing
to grow as we strengthen the Maltacourt brand in Europe. Having
worked with István in the past, I’m particularly pleased to have
him on our team .
Paul Szeman, Managing Director of Maltacourt Hungary.
István remarked, We are delighted to be working with Maltacourt,
we’ve seen them grow and to now be a part of that is really exciting.
I look forward to combining our strengths and capabilities to bring
significant value to our existing and new customers .
Maltacourt has been driving growth within it’s Hungarian business
over the past 12 months extending it’s capabilities beyond freight
forwarding into specialist road distribution with Lorriers Kft,
a specialist carrier of pharmaceuticals and medical gases that it
acquired in September 2014, the distribution of perishables with
the acquisition of Prime Logistics and this latest transaction
giving the business a fleet of over 100 vehicles.
Annual revenues have grown from €5.9m in 2014 to a run
rate of €17.5m giving growth of 196%.
The acquisition of Mili-Cargo, combined with the existing
resources brought about by the Lorriers and Prime deals, has
brought a substantial increase to the scope of services and
capabilities now available to Maltacourt Hungary Kft, both
through the CEE region and the rest of Europe.
We are delighted to be announcing the completion of
this acquisition. We have been strategically expanding our
service offering, deepening our capabilities and growing the
business assets. We set out just over a year ago with a plan
to significantly grow our Hungarian business and I’m thrilled
with the success so far. We’re an ambitious business and we
hope to share further exciting news in the coming months.
Matt Beech, Chief Executive, Maltacourt
To find out more information about Maltacourt and its group
• UK-based import and export customs clearance company with speciality in personal effects
• Clients primarily professional relocation-specialist companies
• BIFA and Institution of Export member
• Badged at all UK major ports – Felixtowe, Liverpool, Tilbury etc.
• Retirement driven sale after 30+ years in the industry, happy to undertake non-compete
• No debts / long term liabilities attached to the operation
• Fully experienced team in place to continue the business under new ownership
• The business is primarily import biased (99%)
Company ref. 158824FM
Key Business features:
• Multimodal forwarder operating in a prime location of New York established over 25 years ago
• A sale is sought to facilitate the retirement of the Directors; however, both are willing to commit to a handover period to guarantee the ongoing success of the business
• 11 full-time employees
• Main trade routes: China, South East Asia, Europe, India
• A diverse spread of longstanding clients limiting risk to the buyer
• Over 100 live trading accounts last year
• I.A.T.A. and TSA approved, Licensed by the Federal Maritime and Federal Motor Carrier Safety Administrations and are C-TPAT members and Dangerous Goods certified
IS THIS OF INTEREST?
GET IN TOUCH +44 (0)1454 275 931
COMPANIES
FOR SALE
FORWARDER magazine February 2016 55
SELLER OF THE MONTH
AWARD-WINNING AIR & OCEAN
FREIGHTFORWARDER
COMPANY SUMMARY:
AIR 21%
OCEAN79%
IMPORT84%
EXPORT16%
FINANCIALS Turnover £8m+
Gross profit £1.4m+
Net profit £400k
GET IN TOUCH +44 (0)1454 275 931
Ref. 01598FM
Company ref. 01598FM
Key Business features:
• Award-winning South East-based freight forwarder that has achieved considerable year-on-year growth organically
• Strong management team to remain in place upon the owners' exit
• 80/20 split on import/export. The business is predominately ocean and air freight
• Full IATA licence and member of BIFA
• Currently undertaking 800–900 jobs per month
• Warehousing facilities on site
• 97% controlled business representing over £7.8M turnover
• Only £100,000 over 90-day payment terms average 45 days
• All clients are commercial (no freight forwarders)
56 FORWARDER magazine February 2016
M&A FOCUSCOMPANIES
SOUGHTMANCHESTERFORWARDERSOUGHT
MIDLANDS EXPORTAIR/OCEANBUSINESS SOUGHT
Company ref. 08174FM
After successful transactions being made in the past three years
a leading UK privately owned and managed forwarder is looking
to purchase a Manchester forwarder to strengthen its Northern
operation. They are specifically targeting companies with a turnover
range between £2m and £20m for acquisition; however, they will
consider smaller forwarders with a niche or loyal client base.
Preferred criteria:
• Air/ocean freight a major activity of the business
• Owners willing to commit to a handover period or remain with the business
• Relatively asset light & with a strong and consistent profit
• The ideal acquisition will specialise in air/ocean freight
Company ref. 08023FM
My client is the UK division of a large European company who is
looking to grow their UK business through acquisition. They are
specifically targeting export-orientated companies for acquisition.
Ideally with a turnover range between £2m and £10m with a team of
upwards of five people.
Preferred criteria:
• Air/ocean freight a major activity of the business
• The vendor will be someone who is looking for a controlled exit, e.g. retirement
• Using agents not group network – controlling own business/accounts
• Broad client base - not dependant on one key account
IS THIS OF INTEREST?
GET IN TOUCH +44 (0)1454 275 931
FORWARDER magazine February 2016 57
BUYER OF THE MONTH
INTERNATIONALLOGISTICS GROUP
GROWING BYACQUISITION
Company ref. 05579FM
Company sought overview:
• Air & ocean service providers of high interest to this group
• Location is not of high importance. However, North West, Heathrow and Midlands would be in high demand to the group
• A diverse spread of clients established over a number of years or more concentrated contractual business
• Balance sheet with a positive level of capital but without large amounts of tangible assets (vehicles and property)
• The majority of trading clients should be owned by the seller, long term network business would be considered
• Owners who are happy to commit to a handover period to guarantee the ongoing success of the business
• Shareholders looking to release capital but remain and be part of a larger group of very high interest
FEATURES SOUGHT:
MODE Air and ocean
FINANCIALS Turnover £5m–100m
Gross profit 12–20%
Net profit £250K–£5m
GET IN TOUCH +44 (0)1454 275 931
Ref. 05579FM
58 FORWARDER magazine February 2016
RECRUITMENTFOCUS
The company began in 1973 in Windsor, where they were
primarily case makers and export packers. This led to their
becoming involved in freight forwarding. They then moved
to a warehouse in Egham then to a warehouse and office facility in
Ashford. They then moved to a warehouse in Shepperton where
they employed ten staff members.
Over the years, due to good practice and an excellent team, and the
building of a reputation for providing an excellent level of service, the
business continued to grow to a level where they realised that they
had outgrown the premises in Shepperton. If they were to remain
competitive and successful and continue to grow, newer larger
premises were required. After extensive research and looking for
premises in May 2015 they purchased and moved to a new facility
in Hook, Hampshire. Here they were able to substantially increase
their operations area. Incorporated into the building is an extensive
dexion-racked warehouse for storage and a purpose-built export
case manufacturing facility, to meet customer requirements.
Through customer service and in depth freight knowledge they have
been able to increase the head count significantly on their operations
staff as well as drivers, warehousemen and export packers.
They ship via road, sea and air, supporting their international freight
forwarding services with logistic consultancy, full export packing
on customer site and off site globally. In addition they offer their
customer the ability to utilise over 500,000 sq. ft. of UK warehousing
and distribution service. They can move anything, anywhere, anytime,
cost effectively.
To them, every project is personal. Their clients come to them
not just because of the efficiency of their processes and their global
reach, but because they can deal with an experienced, dedicated
person, a dedicated account manager available at any time 24 hours
a day, seven days a week.
They have an innovative, cost-effective approach to project
shipments as well as general cargo. There is simply nothing
they cannot move and nowhere is beyond their reach! If a
shipment is too long, too wide or too heavy or in any way out
of the ordinary, they have the expertise and knowledge to
provide seamless, end-to-end freight forwarding, no matter
how challenging.
The service they offer their clients begins with technical
expertise and this leads to tangible benefits to the client's
bottom line. Their involvement in the design phase of
their customers’ products has saved them both substantial
inconvenience and substantial costs. It is this kind of added
value which ensures their high retention of customers.
They have successfully shipped specialist cargo into the world’s
most inaccessible areas – Afghanistan, Iraq, Democratic
Republic of Congo, Ethiopia, Uzbekistan, Turkmenistan and
many other locations globally.
Client confidentiality is key, especially when dealing with
government projects or other sensitive cargo projects.
Discretion and security raise particular challenges that
they have the experience to handle. They also deal with
hazardous shipments which require specialist handling.
If working for SPI is of interest to you, give us a call
on +44 (0)1454 275 952
IS RECRUITINGSPI
FORWARDER magazine February 2016 59
A total logistic solution
Freight forwardingExport timber packing
Air freightSea freight
Road freight / UK and EuropeanFully managed project movements
Storage
International freight forwardingFrom standard road, air or sea freight forwarding services to the most complex project shipments, we have the experience, track record and tried and tested processes to ensure secure, time sensitive delivery of virtually any item to anywhere in the world.
• A personalised approach with a single point of contact.• Integrated project solution.• A history going back over 30 years. • Directorship with a combined experience of 100 years in international freight forwarding.
Our team will take you through the various packages we off er.
The freight industry job board
Job details
• Unique opportunity for a rapidly expanding medium-sized freight forwarder, based out of Manchester Airport
• Due to increased Pro� ts in the last 2 years they are looking for a competent, experienced, Senior business development manager to help take the company to the next level
• Air and ocean sales experience necessary
• Superb progression and development opportunities
Business Development ManagerJob TypePermanent
LocationThe North, UK
Salary Description£45-£55k + bonus + car
Job Ref.FE1587FM
Commercial Branch ManagerJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£35-£50k
Job Ref.FE1648FM
Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-£45k + bonus + car
Job Ref.FE1588FM
Senior Business Development Manager Job TypePermanent
LocationManchester, UK
Salary Description£35-50k
Job Ref.FJFSPFM
Strategic Sales / Business DevelopmentJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£45,000-£60,000 + car + commission
Job Ref.AD25478569FM
Senior Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-45k + car + pensions and healthcare
Job Ref.JG4565FM
Job details
• To build a portfolio of new clients and actively manage a pipeline of opportunities in air, ocean and road freight. responsible for covering the North of the UK
• Working closely with vertical business development and key account management sta� to exchange prospects and opportunities
• Excellent career development and training with superb management structure
Job details
• Taking over the running of a busy Heathrow o� ce. Responsible for managing a team of sales and operational sta�
• Dealing with day to day running of the o� ce, setting KPI’s, budget management and P&L
• Ability to drive sales and assist with high value accounts, identify and drive new revenue streams
• Have excellent operational skills, superb man management and customer service skills
Job details
• Responsible for covering the Midlands area, winning new business selling air and ocean freight services.
• Strong Asia, Far East and USA trade lane routes.
• Required to develop and maintain e� ective business relationships with new and existing clients
• Knowledge in the retail sector is advantageous, but not essential
Job details
• Identi� es and pursues key customers (base load business) both individually and collaboratively with � eld sales & kam teams
• Provides input to product and service development to enable and support the business development targets
• Excellent career development and training
• Presentation and negotiation skills will be required along with the ability to cope in a pressurised and targeted environment
Job details
• Must have experience selling air and sea freight
• Managing a small telesales team
• Experience selling consultatively to blue-chip organisations
• Rapidly expanding freight forwarder who have increased gross pro� t by 30% for the past 3 years
JOBS
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 935
To apply: 01454 275 935
To apply: 01454 275 935
FORWARDER magazine February 2016 63
RECRUITMENTFOCUSSPONSORED
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The freight industry job board
Job details
• Unique opportunity for a rapidly expanding medium-sized freight forwarder, based out of Manchester Airport
• Due to increased Pro� ts in the last 2 years they are looking for a competent, experienced, Senior business development manager to help take the company to the next level
• Air and ocean sales experience necessary
• Superb progression and development opportunities
Business Development ManagerJob TypePermanent
LocationThe North, UK
Salary Description£45-£55k + bonus + car
Job Ref.FE1587FM
Commercial Branch ManagerJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£35-£50k
Job Ref.FE1648FM
Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-£45k + bonus + car
Job Ref.FE1588FM
Senior Business Development Manager Job TypePermanent
LocationManchester, UK
Salary Description£35-50k
Job Ref.FJFSPFM
Strategic Sales / Business DevelopmentJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£45,000-£60,000 + car + commission
Job Ref.AD25478569FM
Senior Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-45k + car + pensions and healthcare
Job Ref.JG4565FM
Job details
• To build a portfolio of new clients and actively manage a pipeline of opportunities in air, ocean and road freight. responsible for covering the North of the UK
• Working closely with vertical business development and key account management sta� to exchange prospects and opportunities
• Excellent career development and training with superb management structure
Job details
• Taking over the running of a busy Heathrow o� ce. Responsible for managing a team of sales and operational sta�
• Dealing with day to day running of the o� ce, setting KPI’s, budget management and P&L
• Ability to drive sales and assist with high value accounts, identify and drive new revenue streams
• Have excellent operational skills, superb man management and customer service skills
Job details
• Responsible for covering the Midlands area, winning new business selling air and ocean freight services.
• Strong Asia, Far East and USA trade lane routes.
• Required to develop and maintain e� ective business relationships with new and existing clients
• Knowledge in the retail sector is advantageous, but not essential
Job details
• Identi� es and pursues key customers (base load business) both individually and collaboratively with � eld sales & kam teams
• Provides input to product and service development to enable and support the business development targets
• Excellent career development and training
• Presentation and negotiation skills will be required along with the ability to cope in a pressurised and targeted environment
Job details
• Must have experience selling air and sea freight
• Managing a small telesales team
• Experience selling consultatively to blue-chip organisations
• Rapidly expanding freight forwarder who have increased gross pro� t by 30% for the past 3 years
JOBS
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 935
To apply: 01454 275 935
To apply: 01454 275 935
Job details
• Working for a medium-sized freight forwarder
• Must have 5 years+ working as an AOG Co-ordinator
• Experience in air exports
• Must be able to create consoles and experience with consolidation
• AWB, MAWB required
European road freight BDMJob TypePermanent
LocationManchester, UK
Salary Description£35-45k + car + bonus
Job Ref.HSG786FM
Air & sea freight BDMJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£25-40k + car + bonus
Job Ref.HSG741FM
Branch start upJob TypePermanent
LocationGlasgow, UK
Salary DescriptionMarket rate + car + bonus
Job Ref.HSG428FM
AOG Co-ordinatorJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£28,000 - £38,000
Job Ref.FJ61012FM
Ocean Freight OperatorJob TypePermanent
LocationBradford, UK
Salary Description£18,000 - £25,000
Job Ref.FJ65012FM
Air OperatorJob TypePermanent
LocationBirmingham, UK
Salary Description£22,000 - £28,000
Job Ref.FJ25012FM
Job details
• Developing the European road freight product in the North West through new business activity
• Retaining and expanding on client base through high levels of customer service
• Opportunity to work for a top-25 freight forwarder during an exciting growth period
Job details
• Full ownership of air & sea freight sales activities from lead generation through to customer meetings
• Collaborate with the Sales Director to develop the sales strategy and implement alongside other sales sta�
• Make an impact working for an SME with tangible career progression
Job details
• Predominantly European road freight with an emphasis on building the air and sea division
• Combining operations and sales this role requires an all rounder
• Build your own business with tangible career progression
• Opportunity to work for an expanding international freight forwarder who are looking to branch out into Scotland
Job details
• Working for a medium-sized freight forwarder
• Must have 2 years+ experience working for a freight forwarder
• Experience in ocean imports/ exports
• Handing all northern and UK agency ocean freight
Job details
• Working for a medium-sized freight forwarder
• Must have 5 years+ working in a busy team
• Experience in air imports and exports
• Must be able to AWB
• Full process A-Z
www. .com
To apply: 01454 275 957
To apply: 01454 275 957
To apply: 01454 275 957
To apply: 01454 275 952
To apply: 01454 275 952
To apply: 01454 275 952
FORWARDER magazine February 2016 64
Job details
• Unique opportunity for a rapidly expanding medium-sized freight forwarder, based out of Manchester Airport
• Due to increased Pro� ts in the last 2 years they are looking for a competent, experienced, Senior business development manager to help take the company to the next level
• Air and ocean sales experience necessary
• Superb progression and development opportunities
Business Development ManagerJob TypePermanent
LocationThe North, UK
Salary Description£45-£55k + bonus + car
Job Ref.FE1587FM
Commercial Branch ManagerJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£35-£50k
Job Ref.FE1648FM
Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-£45k + bonus + car
Job Ref.FE1588FM
Senior Business Development Manager Job TypePermanent
LocationManchester, UK
Salary Description£35-50k
Job Ref.FJFSPFM
Strategic Sales / Business DevelopmentJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£45,000-£60,000 + car + commission
Job Ref.AD25478569FM
Senior Business Development ManagerJob TypePermanent
LocationBirmingham, UK
Salary Description£35-45k + car + pensions and healthcare
Job Ref.JG4565FM
Job details
• To build a portfolio of new clients and actively manage a pipeline of opportunities in air, ocean and road freight. responsible for covering the North of the UK
• Working closely with vertical business development and key account management sta� to exchange prospects and opportunities
• Excellent career development and training with superb management structure
Job details
• Taking over the running of a busy Heathrow o� ce. Responsible for managing a team of sales and operational sta�
• Dealing with day to day running of the o� ce, setting KPI’s, budget management and P&L
• Ability to drive sales and assist with high value accounts, identify and drive new revenue streams
• Have excellent operational skills, superb man management and customer service skills
Job details
• Responsible for covering the Midlands area, winning new business selling air and ocean freight services.
• Strong Asia, Far East and USA trade lane routes.
• Required to develop and maintain e� ective business relationships with new and existing clients
• Knowledge in the retail sector is advantageous, but not essential
Job details
• Identi� es and pursues key customers (base load business) both individually and collaboratively with � eld sales & kam teams
• Provides input to product and service development to enable and support the business development targets
• Excellent career development and training
• Presentation and negotiation skills will be required along with the ability to cope in a pressurised and targeted environment
Job details
• Must have experience selling air and sea freight
• Managing a small telesales team
• Experience selling consultatively to blue-chip organisations
• Rapidly expanding freight forwarder who have increased gross pro� t by 30% for the past 3 years
JOBS
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 934
To apply: 01454 275 935
To apply: 01454 275 935
To apply: 01454 275 935
Job details
• Working for a medium-sized freight forwarder
• Must have 5 years+ working as an AOG Co-ordinator
• Experience in air exports
• Must be able to create consoles and experience with consolidation
• AWB, MAWB required
European road freight BDMJob TypePermanent
LocationManchester, UK
Salary Description£35-45k + car + bonus
Job Ref.HSG786FM
Air & sea freight BDMJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£25-40k + car + bonus
Job Ref.HSG741FM
Branch start upJob TypePermanent
LocationGlasgow, UK
Salary DescriptionMarket rate + car + bonus
Job Ref.HSG428FM
AOG Co-ordinatorJob TypePermanent
LocationLondon Heathrow, UK
Salary Description£28,000 - £38,000
Job Ref.FJ61012FM
Ocean Freight OperatorJob TypePermanent
LocationBradford, UK
Salary Description£18,000 - £25,000
Job Ref.FJ65012FM
Air OperatorJob TypePermanent
LocationBirmingham, UK
Salary Description£22,000 - £28,000
Job Ref.FJ25012FM
Job details
• Developing the European road freight product in the North West through new business activity
• Retaining and expanding on client base through high levels of customer service
• Opportunity to work for a top-25 freight forwarder during an exciting growth period
Job details
• Full ownership of air & sea freight sales activities from lead generation through to customer meetings
• Collaborate with the Sales Director to develop the sales strategy and implement alongside other sales sta�
• Make an impact working for an SME with tangible career progression
Job details
• Predominantly European road freight with an emphasis on building the air and sea division
• Combining operations and sales this role requires an all rounder
• Build your own business with tangible career progression
• Opportunity to work for an expanding international freight forwarder who are looking to branch out into Scotland
Job details
• Working for a medium-sized freight forwarder
• Must have 2 years+ experience working for a freight forwarder
• Experience in ocean imports/ exports
• Handing all northern and UK agency ocean freight
Job details
• Working for a medium-sized freight forwarder
• Must have 5 years+ working in a busy team
• Experience in air imports and exports
• Must be able to AWB
• Full process A-Z
www. .com
To apply: 01454 275 957
To apply: 01454 275 957
To apply: 01454 275 957
To apply: 01454 275 952
To apply: 01454 275 952
To apply: 01454 275 952
65 FORWARDER magazine February 2016
Multimodal BDMCandidate TypePermanent
LocationEssex, UK
Candidate Ref.CY13654FM
Candidate description
• 7 Years’ experience in external business development
Branch start up / Commercial Manager / General ManagerCandidate TypePermanent
LocationLondon Heathrow, UK
Candidate Ref.AD26038561FM
Time-critical BDMCandidate TypePermanent
LocationWest Midlands, UK
Candidate Ref.JG8734FM
Candidate description
• 15+ years’ logistics experience
• Recently awarded BDM of the year for excellent performance (achieved £175k GP)
• Ability to comfortably sell air, ocean and road freight products
• Trade lanes: USA, Far East and India
• Experience of managing a team of 15 people
Candidate description
• 20+ years’ operational and commercial experience in the logistics industry
• Air and ocean import focussed salesman, specialising in Asia, Middle East and African trade lanes
• 140% target achieved in 2015, achieving £142k GP
• Currently handles a portfolio of 45 accounts, with realistic potential to bring at least 50% of these with him to a new employer. This would equate to a GP � gure circa £85k
Candidate description
• 10 years' freight forwarding experience
• Experience in air, ocean and road freight (air and ocean bias)
• Responsible for the full start to � nish process (Including cutting airway bills and bills of lading) and completes customs entries
• Knowledge of ASM Gems, Impatex and E Customs
• Specialised in temperature-controlled goods, perishables and AOG
Candidate description
• An outstanding over achiever and fantastic knowledge of the Pharmaceutical industry
• Currently manages a team of 26 individuals in sales and operations
• Is con� dent that will be able to reintroduce clients providing existing company have the operational background and services
• Has experience in business development and sales management
• Trade lanes: China, India, USA
Candidate description
• 15 Years business development experience within freight
Now in its 9th year, multimodal brings 8523 shippers as well as senior decision makers from leading cargo owners looking to reduce costs by running a slicker supply chain.over three days you can:
Branch start up / Commercial Manager / General ManagerCandidate TypePermanent
LocationLondon Heathrow, UK
Candidate Ref.AD26038561FM
Time-critical BDMCandidate TypePermanent
LocationWest Midlands, UK
Candidate Ref.JG8734FM
Candidate description
• 15+ years’ logistics experience
• Recently awarded BDM of the year for excellent performance (achieved £175k GP)
• Ability to comfortably sell air, ocean and road freight products
• Trade lanes: USA, Far East and India
• Experience of managing a team of 15 people
Candidate description
• 20+ years’ operational and commercial experience in the logistics industry
• Air and ocean import focussed salesman, specialising in Asia, Middle East and African trade lanes
• 140% target achieved in 2015, achieving £142k GP
• Currently handles a portfolio of 45 accounts, with realistic potential to bring at least 50% of these with him to a new employer. This would equate to a GP � gure circa £85k
Candidate description
• 10 years' freight forwarding experience
• Experience in air, ocean and road freight (air and ocean bias)
• Responsible for the full start to � nish process (Including cutting airway bills and bills of lading) and completes customs entries
• Knowledge of ASM Gems, Impatex and E Customs
• Specialised in temperature-controlled goods, perishables and AOG
Candidate description
• An outstanding over achiever and fantastic knowledge of the Pharmaceutical industry
• Currently manages a team of 26 individuals in sales and operations
• Is con� dent that will be able to reintroduce clients providing existing company have the operational background and services
• Has experience in business development and sales management
• Trade lanes: China, India, USA
Candidate description
• 15 Years business development experience within freight
Now in its 9th year, multimodal brings 8523 shippers as well as senior decision makers from leading cargo owners looking to reduce costs by running a slicker supply chain.over three days you can:
The Global Recruitment Solution for the Freight Industry
Q&A with...
“ “
www.multimodal.org.uk
Now in its 9th year, multimodal brings 8523 shippers as well as senior decision makers from leading cargo owners looking to reduce costs by running a slicker supply chain.over three days you can:
Now in its 9th year, multimodal brings 8523 shippers as well as senior decision makers from leading cargo owners looking to reduce costs by running a slicker supply chain.over three days you can: