JUNE ���6 DOMESTIC ISSUE THE NO ADDRESS, NO PROBLEM Delivering on booming e-commerce CHALLENGING THE NORM Crane Worldwide Doorbell TM last-mile e-commerce solution FORWARDER DIRECTORY India | Spain FREE to subscribe COURIER DISTRIBUTION WAREHOUSING MOVE IT LIKE... HILARY DEVEY FOUNDER & CEO OF PALL-EX GROUP
The Domestic Issue. Trade lanes: India & Spain. Move it Like... Hilary Devey, Pall-Ex Group.
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JUN
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agazineTH
E DO
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ISSUE � IN
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IN � H
ILARY D
EVEY, PA
LL-EX GR
OU
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JUNE ���6
DOMESTICISSUE
THE
NO ADDRESS, NO PROBLEM Delivering on booming e-commerce
CHALLENGING THE NORMCrane Worldwide DoorbellTM last-mile e-commerce solution
FORWARDER DIRECTORYIndia | Spain
FREE
to su
bscr
ibe
COURIER DISTRIBUTIONWAREHOUSING
MOVE IT LIKE...
HILARYDEVEY FOUNDER
& CEO OF PALL-EX GROUP
PLACED: COVER
Bristol Head OfficeUnity RoadKeynshamBristolBS31 1FU
Manchester
Tavistock
High Wycombe
Servicing the needs of forwarders since 1979,saving you time and money.
Specialists in groupage & consolidation with all types of cargo, including airfreight
Dangerous goods
State-of-the-art, real-time technology
24 hours a day
Container loading and unloading
Over 300,000 ft2 of secure & modern warehousing throughout the UK
If you would like your editorial to feature in next month’s magazine,
please contact our editor, Jodie, using the contact details to
the right. If you would like to advertise in FORWARDER magazine, full details of our rates and technical specifi cations can
be found in our media pack. Please email Victoria for a copy.
FORWARDER magazine is free. Please email for a subscription
form. All of our contact details are on the right.
INDUSTRY NEWSMore news and press releases from the world of freight
TIME-CRITICAL FOCUSWe look at the issues surrounding this important specialism
MOVE IT LIKE... Carl Partridge, Priority Freight
ASK THE EXPERTSTime-critical technology
M&A FOCUSMore from the world of mergers & acquisitions in freight
RECRUITMENT FOCUSCurrent jobs and candidates from Forwardingjobs.com
FORWARD LAWIncorporating your terms of business
DIRECTORYSouth Africa | Mediterranean
ITAL LOGISTICS // EUROPEAN ROAD FREIGHT TRANSPORT SPECIALISTS
Since our foundation in August 2000, we have become recognised as a leading logistics provider of International road freight services to and from Italy and Western Europe.
Our success can only be attributed to our guiding philosophy of providing a quality of service above and beyond industry expectations.
● Hazardous goods capabilities on most departures, in compliance with ADR and IMDG rules. Documentation checking service and advice from our on-site DGSAs
● Trailer groupage services to /from Italy, Spain, Portugal, Greece & France
● Freight forwarding services throughout Western, Central & Eastern Europe
● Deep sea and air freight services worldwide
For Rates & Booking call 01706 248 001or visit www.ital-logistics.comUnit 1, Birch Business Park, Whittle Lane, Heywood, Lancashire OL10 2SX Email: [email protected]
The aim of Ital Logistics is to provide a quality, reliable and personalised service, with openness, honesty and integrity.“ “
• Family-owned business, established for over 40 years, offering a quality, reliable and affordable service
• Owned fl eet of over 70 low-ride Mega Cube (100 x m3) high-security box and armoured curtain-sided trailers which are all EN-12642 - XL coded
• Load safety and security guaranteed
• Euro 6 modern fl eet of satellite-tracked air-ride trucks
• Full UK and European Driver Accompanied Service. All drivers are experienced and are ADR (Hazardous) trained
• FORS for London Transport registered - ISO 9001:2008 - SQAS accredited - UK Border Force Accreditation Scheme
• Full Load - Groupage - Express services are available with different costing options to suit client’s budget
Head offi ce: Strand House, Wakefi eld Road Featherstone, West Yorkshire WF7 5BPAshford: Connect 10, Units 21-24 Ashford Business Park, Foster Road, Ashford, Kent TN24 0SH
12 FORWARDER magazine June 2016
INDUSTRYNEWS
Multimodal network operator Samskip and inland
waterway transport provider Pro-Log are celebrating
the 10th anniversary of barge operations connecting
Rotterdam and Duisburg by adding a second vessel, increasing
service frequency to six times weekly.
May 2016 completes the first decade in the cooperation
between the two unitised transport specialists, one a pan-
European operator of ships, trains, trucks and multimodal
equipment, and the other a dedicated river barge operator.
Reliability is a cornerstone in the competitive case for multimodal
transport, and nowhere is it more crucial than in the corridor
between Rotterdam and Duisburg, says Leo Osseweijer, Samskip
General Manager Procurement & Equipment Control. Over the
last decade, Pro-Log has proved itself reliable day-in, day-out, as well
as cost efficient and flexible enough to work with Samskip as a true
partner always ready to consider the bigger picture. Customers in the
Ruhr depend on sustainable multimodal services to avoid congestion
on the roads to and from the port of Rotterdam. To date, 2,876 trips
have been completed. We calculate that choosing multimodal has
meant that customers have saved 479,415 total kg in CO2 emissions
in the past 10 years – the equivalent of 17,433 trees.
Mr Osseweijer said that the service levels achieved by the Pro-Log
vessel Theodela (60x 45ft container capacity) had proved decisive
in selecting an inland barge partner a decade ago, and that the three
times weekly service had since proved ‘second to none’.
Adding a second vessel increased the service offering to six times
a week in both directions, while also making it possible to expand
the offering by adding calls in Nijmegen within the schedule.
The partners marked the occasion of their 10-year cooperation
in an informal event held at Samskip’s corporate headquarters in
Rotterdam, marking the service launch date of May 1, 2006.
SAMSKIP & PRO-LOG
ADD A SECOND VESSEL
WANT TO KNOW MORE?You can find more information at www.samskip.com
RECOGNITION OF FREIGHT NEEDS ESSENTIALIN NETWORK RAIL STRUCTURE REVIEW
PRIORITY FREIGHT AMONGST
FASTEST-GROWING PRIVATE FIRMS IN UK
Priority Freight, a Kent-based provider of time-critical logistics
has been recognised as one of the fastest-growing mid-market
private businesses in the UK, in terms of overseas sales.
The company came 24th in the 2016 ‘Sunday Times HSBC International
Track 200’ league table – the highest-placed specialist logistics provider
in the UK, as well as the top Kent-based firm in the list. Now in its
seventh year, the International Track 200 ranks Britain’s mid-market
private companies in order of fastest-growing international sales.
Priority Freight achieved its industry-best ranking by posting a
two-year average international sales growth of almost 93%, with
annualised overseas sales coming in at just over £21.7m in 2014
– representing over 56% of total sales. The company completes
over 100,000 expedited shipments a year, and celebrates its 20th
anniversary in 2016.
By consistently delivering the fastest, most reliable and cost-effective
emergency logistics in the business, we have achieved some fantastic
results – and this ranking is further evidence that our team’s dedication
and hard work is paying off. We will continue to innovate, providing the
best solutions to customers and our vision is to be the leading provider
of time-critical emergency logistics in key markets globally.
Neal Williams, Group Managing Director at Priority Freight
The Freight Transport Association (FTA) says that it is a
positive development that rail freight will be managed
alongside other GB-wide rail operations in the devolved
route structure of Network Rail.
The announcement on 1 June that ‘freight and national operations’
will come under one Network Rail Managing Director is welcome
in the wake of the Shaw Review Report.
The Shaw Report on the structure of Network Rail recognised
the concerns of the freight sector that Britain-wide freight operations
should not be compromised by the route devolution process and
alignment with dominant passenger franchises. The announcement
of a single MD dealing with freight operations and other GB-wide
operators is therefore a welcome one and develops the ‘system-
operator’ role in the Shaw Report. Most freight flows in Britain
operate across more than one Network Rail boundary. The associated
announcement of enhanced governance arrangements and business
development relations for freight is also a positive move.
Chris MacRae, FTA Head of Rail Freight Policy
He concluded: Rail freight faces a number of challenges in
developing into new markets that are not naturally aligned to rail
after the ending of coal traffic. It is therefore vital that a flexible,
customer-oriented and responsive structure exists to facilitate the
gaining of new traffics to rail.
16 FORWARDER magazine June 2016
Leading freight forwarder Eurogate Logistics has stepped up
its connections between the UK and the Baltic States by
reintroducing a weekly groupage service in each direction.
Linking Lithuania, Latvia and Estonia with Eurogate’s UK sites in
Glasgow, Bradford, Hinckley and Thurrock, the service is operating in
tandem with the company’s existing full-load and part-load provision.
Eurogate’s operations director James Moody said the initial response
to the new service had 'exceeded expectations'...
We’ve operated in the Baltic States for more than 25 years but in
2008 we took the decision to stop running our own scheduled services
after the region was particularly hard-hit by the recession. However,
with the region’s economy gaining strength and demand rising, we felt
it was time to reintroduce them and we’ve been proved right – the
reaction in the first month has been overwhelmingly positive.
Depot-to-depot transit times are three to four days and onward
distribution and collection throughout Russia and CIS can also
be arranged.
Mr Moody added: The Baltics are important destinations in their
own right, but their proximity to Russia and CIS – including cities
such as St Petersburg, Moscow and Minsk - makes the new routes
additionally attractive to exporters and importers. We envisage the
new service going from strength to strength.
Eurogate Logistics operates 19 offices in eight countries including
Russia, Hungary and the Czech Republic. Committed to growing
its global business, this latest development follows the recent
expansion of its Polish groupage services beyond Warsaw with
the introduction of direct routes to the cities of Gdansk, Poznan
and Rzeszow.
INDUSTRYNEWS
DIGEST...Established in 1990, Eurogate Logistics employs 175 people across a network of 19 offices and has a turnover of €65m.
EUROGATE REINTRODUCES
SERVICES TO BALTIC STATES
FORWARDER magazine June 2016 17
Our service to and from Spain carries the same philosophy as our primary service with Italy. Over the years we have taken our time to fi nd the right partners who share our work ethic.
We work with several partners spread throughout Spain, being able to draw on their specifi c individual strengths depending on their geographical location and any other services which they provide. This enables us to manage all movements to the maximum advantage of our clientele, widespread throughout the Iberian Peninsula.
Our services are extensive. With around 18-24 Export departures each week, plus full loads, in brief summary, we provide the following Road Freight Groupage services, all capable of carrying Dangerous Goods, to:
Barcelona – Direct every Tuesday, Wednesday & Friday
Gibraltar, Cadiz, Ceuta & Melilla – Every Tuesday & Friday
Andorra – Tuesday, Wednesday & Friday
Additionally we provide a weekly Temperature Controlled service every Thursday from our Manchester depot. And what goes out must come back, so all services are replicated as Imports on a minimum twice weekly service.
Our Partners in SpainOur partner in Barcelona is Novocargo S.A., which was established in May 1978. Continuous expansion throughout these years has enabled the Company to become one of the leading National Organisations for international transport and integral logistic operations. Their 6 fully owned offi ces, located in the main key areas of Spain, provide a platform for widespread distribution, including the movement of dangerous goods subject to ADR. For more information about Novocargo, visit their website at www.novocargo.com.
Our partner in Madrid is MZ Logistic SL based in their 20,000 sq ft warehouse at the Industrial Zone in Coslada, Madrid. Founded in April 2007 from people spanning more than 25 years of experience in this sector, their specialisation is the UK and Ireland, Eastern Europe, and the Baltic and Scandinavian countries. Providing Regular and direct Groupage departures to and from these countries, they pride themselves on a consistency of service that their clients have grown accustomed to rely upon. For more information about MZ Logistic, visit their website at www.mzlogistic.com.
Our partner in Valencia is Grupo Moldtrans which was established in 1979. It is completely Spanish owned, and is one of the leading companies within the Spanish logistics industry. With 10 offi ces strategically placed within the Iberian Peninsula, including more recently Las Palmas, Gran Canaria, their extensive Spanish distribution services optimise transit times and cost. For more information about the Moldtrans Group, visit their website at www.moldtrans.com.
For Rates & Bookings call 01706 248 001 or visit www.ital-logistics.com
Our service to and from Spain carries the same philosophy as our primary service with Italy.
2010: First pallet network to achievenetwork-wide ISO 9001:2008 certifi cation
2015: Over 350 members across Europe
HILARY DEVEY,PALL-EX
Pall-Ex Group’s award-winning network of quality hauliers collaborate to deliver leading palletised freight
distribution services throughout the UK, Europe and beyond. With its headquarters and central UK hub located
right at the heart of England’s Midlands, Pall-Ex has grown phenomenally since its inception in 1996.
The Group is an unrivalled pioneer of effi cient, reliable and cost-eff ective freight distribution. It unites a growing number
of interconnected, domestic partner networks, which form Pall-Ex’s effi cient pan-European supply chain solution.
Pall-Ex off ers a strong core of reliable local, national, and international logistics services, with fl exible, bespoke solutions
in place in support of its many corporate accounts.
Continually forging new business links throughout Europe and beyond, Pall-Ex has remained true to its values. Its members
and service-users are valued as partners; while its vibrant brand is synonymous with sector-leading quality, innovation,
and professional commitment.
HILARYSAYS...
We’ve remained true
to our core value and
that’s that our haulier
members are valued
as partners.
FORWARDER magazine June 2016 21
HILARY DEVEY,PALL-EX
Pall-Ex Group’s award-winning network of quality hauliers collaborate to deliver leading palletised freight
distribution services throughout the UK, Europe and beyond. With its headquarters and central UK hub located
right at the heart of England’s Midlands, Pall-Ex has grown phenomenally since its inception in 1996.
The Group is an unrivalled pioneer of effi cient, reliable and cost-eff ective freight distribution. It unites a growing number
of interconnected, domestic partner networks, which form Pall-Ex’s effi cient pan-European supply chain solution.
Pall-Ex off ers a strong core of reliable local, national, and international logistics services, with fl exible, bespoke solutions
in place in support of its many corporate accounts.
Continually forging new business links throughout Europe and beyond, Pall-Ex has remained true to its values. Its members
and service-users are valued as partners; while its vibrant brand is synonymous with sector-leading quality, innovation,
and professional commitment.
HILARYSAYS...
We’ve remained true
to our core value and
that’s that our haulier
members are valued
as partners.
22 FORWARDER magazine June 2016
Pall-Ex has seen incredible success since its inception; what do you think is responsible for its consistent growth?
This year marks two decades in the driving seat. It’s been
hard work, but the rewards of seeing the business grow so
phenomenally have outweighed everything else. I take great
pride in looking around at what we’ve achieved. Continual
achievement has been possible for so many reasons.
Whenever I give talks to budding entrepreneurs, I always tell
them that to run a successful business, you need to be tough.
You will always have to make diffi cult decisions and keep
focused on the bottom line. That’s certainly served us well.
However, when it comes to the absolute key to Pall-Ex’s success,
one thing stands out: over the years, we’ve remained true to
our core value and that’s that our haulier members are valued
as partners. They’re the heart of Pall-Ex. We’ve assembled a
network that comprises the crème de la crème of the haulage
industry. In the past 12 months, we’ve won industry-leading
awards for our team ethos. They say a business is only as good
as its people, and I’m delighted to say that, at Pall-Ex, we have
the best, and other people recognise that too.
Pall-Ex now has over 100 hauliers in its UK network; what are the key benefi ts to being a member?
Hauliers join networks as they know it’s becoming
increasingly diffi cult to service the growing needs of their
customers alone. They need a reliable, ambitious partner.
Arguably the main question that hauliers want answering
is what the likely fi nancial return will be. We consult with
every member to ensure they have a realistic understanding
of the expected payback on their investment. We know the
business model is a profi table one - and typically members
can expect ROI of up to 10 per cent after 12 months.
When members join us they instantly receive the ISO mark
of quality for their Pall-Ex operations, as we’re the only pallet
network to achieve a network-wide ISO 9001 accreditation.
It’s proven to be a great quality mark for hauliers to promote
to existing and prospective customers.
We fully believe that members should be in a position to grow
individually, alongside the network. European expansion is one
strategy that off ers a clear growth route for pallet networks
and, in turn, extends the service individual members can off er
their own customers. Pall-Ex has active networks in France, Italy,
Spain, Portugal and Romania, with further expansion taking place
in other key nations this year. We’re creating new opportunities
across the continent for our members, developing competitive
service off ers that can boost their growth potential.
Members also benefi t from our strong environmental record.
The average vehicle capacity of Pall-Ex members is 90 per
cent, compared to 73 per cent for other pallet network
vehicles. Meanwhile, the aerodynamic design of our trailers
delivers an extra 12 per cent fuel effi ciency.
You have recently announced a new partnership in Bulgaria with Econt; how does this tie in with your expansion plans for the future?
Europe remains fertile ground for us. In 2015, we achieved
European sector growth of 31 per cent and it’s an upward
trend. Each new network is a vital step towards building
MOVE ITLIKE...
HILARYSAYS...
...members should
be in a position to grow
individually, alongside
the network.
Q
Q Q
A
AA
a truly Pan-European network and our new partnership in
Bulgaria is no exception. Econt operates over 40 per cent of
the parcel market there, so it’s easy to see why they’re the
ideal partner for us.
The pallet distribution market in Bulgaria is a developing
one. I would say it’s fairly unstructured with freight volumes
generally being delivered through long distance multi drops
or through courier networks, which proves to be ineffi cient.
There’s a need for a specifi c solution and we’re in a position
to off er a tried and tested model with very clear benefi ts for
customers and operators.
Our new members in Bulgaria will have access to Pall-Ex’s
growing continental network spanning the UK, Spain, Portugal,
Romania, Italy, France, and shortly the Benelux regions.
What is your current focus within the business and how do you intend to make it a success?
We’ve recently held our annual members conference
where the theme was ‘Good to Great’ and this really helps
to summarise our driving force as a business.
We’re a good network but no business should rest on its
laurels and should always be looking to move forwards.
We’re on a journey to being great, the best in fact, and
all of our partner hauliers are on the road alongside us.
Over the past few years, we’ve made strides towards
reversing the trend of price undercutting that has
been plaguing the sector and leaving many hauliers in a
precarious financial situation.
The plan has been about placing the customer at the
very heart of our operations and producing a quality
service that they’re willing to pay more for. The idea has
been to create a new industry quality benchmark that
we can filter out across Europe too. Our plan covers
all aspects of the business, from hub infrastructure and
robust management systems, to developing our people
and broadening our communication.
When we talk about the ‘Good to Great’ concept, I
like to reference American businessman and writer
Max De Pree, who said: ‘We cannot become what we
want by remaining what we are.’
You recently came out in support of the ‘Britain Stronger in Europe’ campaign alongside Lord Rose. In your eyes, what impact will Brexit have on the Freight industry?
It’s quite simple: Britain is stronger in Europe. The UK’s
supply chain relies on an effi cient, reliable, international
logistics network – being a part of the EU is fundamental
to providing this. You only have to look at the growth of
Pall-Ex and, more importantly, the continuing business
success of our member hauliers, to see that. Britain would
be a net loser if we leave Europe, with severe damage to
jobs, trade and investment. As things stand, as part of
the EU, British businesses get a ten-to-one return on our
investment – why tamper with that?
The issue of driver shortages is another challenge for the industry. Is it having a big impact?
It’s something that’s created a lot of column inches
and obviously an issue that should be taken seriously.
We’ve recently commissioned some research to get a
broader understanding of the reality of the problem.
What we found was that the impact of driver shortages
is yet to peak. Just over 40 per cent of the hauliers we
spoke to said they currently have no problems with
driver shortages, but identifi ed it as a long-term threat.
37.5 per cent of the hauliers said that the issue was
being caused by an ageing driver population, whilst
25 per cent attributed it to a negative perception of
the industry. It’s obvious that the sector seriously
needs to invest in attracting, recruiting and retaining
young talent as our workforce retire or decide to
change careers.
Q
Q
QA
A
A
FORWARDER magazine June 2016 23
a truly Pan-European network and our new partnership in
Bulgaria is no exception. Econt operates over 40 per cent of
the parcel market there, so it’s easy to see why they’re the
ideal partner for us.
The pallet distribution market in Bulgaria is a developing
one. I would say it’s fairly unstructured with freight volumes
generally being delivered through long distance multi drops
or through courier networks, which proves to be ineffi cient.
There’s a need for a specifi c solution and we’re in a position
to off er a tried and tested model with very clear benefi ts for
customers and operators.
Our new members in Bulgaria will have access to Pall-Ex’s
growing continental network spanning the UK, Spain, Portugal,
Romania, Italy, France, and shortly the Benelux regions.
What is your current focus within the business and how do you intend to make it a success?
We’ve recently held our annual members conference
where the theme was ‘Good to Great’ and this really helps
to summarise our driving force as a business.
We’re a good network but no business should rest on its
laurels and should always be looking to move forwards.
We’re on a journey to being great, the best in fact, and
all of our partner hauliers are on the road alongside us.
Over the past few years, we’ve made strides towards
reversing the trend of price undercutting that has
been plaguing the sector and leaving many hauliers in a
precarious financial situation.
The plan has been about placing the customer at the
very heart of our operations and producing a quality
service that they’re willing to pay more for. The idea has
been to create a new industry quality benchmark that
we can filter out across Europe too. Our plan covers
all aspects of the business, from hub infrastructure and
robust management systems, to developing our people
and broadening our communication.
When we talk about the ‘Good to Great’ concept, I
like to reference American businessman and writer
Max De Pree, who said: ‘We cannot become what we
want by remaining what we are.’
You recently came out in support of the ‘Britain Stronger in Europe’ campaign alongside Lord Rose. In your eyes, what impact will Brexit have on the Freight industry?
It’s quite simple: Britain is stronger in Europe. The UK’s
supply chain relies on an effi cient, reliable, international
logistics network – being a part of the EU is fundamental
to providing this. You only have to look at the growth of
Pall-Ex and, more importantly, the continuing business
success of our member hauliers, to see that. Britain would
be a net loser if we leave Europe, with severe damage to
jobs, trade and investment. As things stand, as part of
the EU, British businesses get a ten-to-one return on our
investment – why tamper with that?
The issue of driver shortages is another challenge for the industry. Is it having a big impact?
It’s something that’s created a lot of column inches
and obviously an issue that should be taken seriously.
We’ve recently commissioned some research to get a
broader understanding of the reality of the problem.
What we found was that the impact of driver shortages
is yet to peak. Just over 40 per cent of the hauliers we
spoke to said they currently have no problems with
driver shortages, but identifi ed it as a long-term threat.
37.5 per cent of the hauliers said that the issue was
being caused by an ageing driver population, whilst
25 per cent attributed it to a negative perception of
the industry. It’s obvious that the sector seriously
needs to invest in attracting, recruiting and retaining
young talent as our workforce retire or decide to
change careers.
Q
Q
QA
A
A
24 FORWARDER magazine June 2016
The industry has a self-esteem problem, so by refusing to
undercut on price, networks can operate more sustainably –
by then reinvesting back into new and existing drivers.
How would you defi ne your company culture?
We’ve worked hard to build a strong culture of teamwork
and collaboration. Great teams win together and we
encourage everyone to keep that ethos front-of-mind.
The culture is also a customer-focused one. Every depot
is a customer of each other and, in turn, each depot is a
customer of the Pall-Ex hub. We treat each other as valued
and respected customers and are accountable if things aren’t
up to scratch. With that in mind, the culture also focuses
on continual improvement. As I said previously, we’re on the
road from good to great. Great businesses are the ones that
can look at themselves and continually evaluate and learn.
I personally also like to encourage passion and pride. I could’ve
easily given up on the whole idea of Pall-Ex at the very beginning,
when everyone I asked for help slammed the door in my face.
However I persevered because I passionately believed in my
idea. I like everyone to have that same fi re in their belly.
What makes you proud to be a part of Pall-Ex?
Originally, it was that I proved all of my doubters wrong,
but I’ve moved on from that.
Every single day, I’m proud of what we’re doing for our staff ,
our members and our customers. I’m proud that we’ve been
able to donate hundreds of thousands of pounds to charity
via our Penny A Pallet scheme too. Most of all, I’m proud of
the very real diff erence we’re making to individual hauliers
across the UK and Europe. When I talk to a member who tells
me that their turnover has seen a signifi cant increase, when
just a few years ago they were scared of losing the business
altogether, I think to myself ‘that’s what I did it for’.
You’ve spoken a lot about focusing on customers. What do you think makes good customer service?
Remember that for us, it’s not just about being good,
it’s about being great.
Great customer care starts with treating the customer not
as a customer at all, but as a partner. They’re an investor
in your business and should be acknowledged as such. It
needs to be a collaborative process that sees both sides
working together, with the end result being a fantastic
overall experience. Your partner should be clearly able to
see they made the right decision choosing to work alongside
you rather than one of your competitors. For a supplier
to off er a truly collaborative process, they need to engage,
communicate and stay engaged. It’s about being attentive,
exceeding expectation and keeping the customer informed.
Another crucial factor is not being afraid to ask for feedback.
So many businesses fail to do this and then are surprised
when the job is fi nished and they’re told ‘it was ok, but…’.
By talking to customers throughout the process and asking
for feedback, you can work quickly to fi x anything that
isn’t meeting their expectations. 68 per cent of customers
will switch suppliers if the service they receive is not good
enough, so it really is vital to have an open and honest
dialogue with your customers.
A
A
A
Q
Q
Q
MOVE ITLIKE...
HILARYSAYS...
You need to surround
yourself with people on
an even keel...
Charity work is something that is unquestionably important to you; in what ways has this shaped how you do business?
I have great admiration for people who dedicate their
lives to charity work, and who throw everything they have
into trying to improve the lives of the people they support.
My work with incredible charities such as Carers Trust, The
Stroke Association, Fresh Start – New Beginnings, and the
British Citizen Awards, in particular, provides a constant
reminder that when it comes to business, people are your
biggest and most important asset. Any entrepreneur worth
their salt never stops learning, and the passion, dedication
and determination that I see in these charity workers is
nothing short of inspirational.
You were awarded a CBE in 2013 for your services to the Transport industry, what was it like meeting the Queen?
It was such an honour to meet Her Majesty, and to be
formally recognised for Pall-Ex’s achievements. I looked at
it as a collective reward for all the hard work from our staff
and our members over the years, and it was a proud day not
only for me, but for the whole Pall-Ex Group.
You have also been recognised on a number of occasions as a leading Businesswoman. What challenges, if any, do you think face young women in the industry today?
Life would be a lot easier (and fairer) for young women
entering the business world, if tax breaks were made more readily
available, but very few companies can currently take advantage.
Issues such as everyday sexism can be such a deterrent to young
women, so I’d like to see more incentives provided to encourage
them to get into business. I think smaller companies should get
better breaks for parental leave, maternity pay, or receive grants
that ensure they are compensated when employing young people
for training schemes and apprenticeships.
Young people give companies zest, and infl uence other
employees with their determination and will to work, so
anything possible to support them should be undertaken.
You are undoubtedly most recognised for your time on Dragon’s Den which demonstrated just some of your entrepreneurial instinct. If you had one piece of advice for aspiring business people what would it be?
Choose the right partners, in life and in business. You need
to surround yourself with people on an even keel, who aspire
to the same dreams and ideals, and who will support you.
The best business leaders all share a common trait, which
both helps and hinders: blunt-faced stubbornness, but a circle
of people you can trust, can help inform your decisions. A
bunch of ‘yes men’ are no good to anybody – you need
honest, brutal feedback to help you keep your business going
in the right direction.
A
A A
AQ
QQ
Q
FORWARDER magazine June 2016 25
Charity work is something that is unquestionably important to you; in what ways has this shaped how you do business?
I have great admiration for people who dedicate their
lives to charity work, and who throw everything they have
into trying to improve the lives of the people they support.
My work with incredible charities such as Carers Trust, The
Stroke Association, Fresh Start – New Beginnings, and the
British Citizen Awards, in particular, provides a constant
reminder that when it comes to business, people are your
biggest and most important asset. Any entrepreneur worth
their salt never stops learning, and the passion, dedication
and determination that I see in these charity workers is
nothing short of inspirational.
You were awarded a CBE in 2013 for your services to the Transport industry, what was it like meeting the Queen?
It was such an honour to meet Her Majesty, and to be
formally recognised for Pall-Ex’s achievements. I looked at
it as a collective reward for all the hard work from our staff
and our members over the years, and it was a proud day not
only for me, but for the whole Pall-Ex Group.
You have also been recognised on a number of occasions as a leading Businesswoman. What challenges, if any, do you think face young women in the industry today?
Life would be a lot easier (and fairer) for young women
entering the business world, if tax breaks were made more readily
available, but very few companies can currently take advantage.
Issues such as everyday sexism can be such a deterrent to young
women, so I’d like to see more incentives provided to encourage
them to get into business. I think smaller companies should get
better breaks for parental leave, maternity pay, or receive grants
that ensure they are compensated when employing young people
for training schemes and apprenticeships.
Young people give companies zest, and infl uence other
employees with their determination and will to work, so
anything possible to support them should be undertaken.
You are undoubtedly most recognised for your time on Dragon’s Den which demonstrated just some of your entrepreneurial instinct. If you had one piece of advice for aspiring business people what would it be?
Choose the right partners, in life and in business. You need
to surround yourself with people on an even keel, who aspire
to the same dreams and ideals, and who will support you.
The best business leaders all share a common trait, which
both helps and hinders: blunt-faced stubbornness, but a circle
of people you can trust, can help inform your decisions. A
bunch of ‘yes men’ are no good to anybody – you need
honest, brutal feedback to help you keep your business going
in the right direction.
A
A A
AQ
QQ
Q
26 FORWARDER magazine June 2016
NO ADDRESS?NO PROBLEM
ASK THEEXPERTS WANT
MORE?You can find more information at www.LogisticsTI.com
E-commerce is skyrocketing. According to market research
firm eMarketer, e-commerce sales are estimated to reach
$3.5 trillion within five years and nowhere is that growth
expected to leap faster than in emerging markets.
According to consulting firm McKinsey & Co’s report, Going for
Gold in Emerging Markets,
By 2025, annual consumption in emerging markets will reach $30
trillion—the biggest growth opportunity in the history of capitalism.
Indeed, an expanding middle class and the fast adoption of mobile
devices have such regions as Africa, Middle East and Latin America
primed for a boom in consumer spending, including e-commerce.
But...
Infrastructure still remains an issue for many emerging countries.
Besides adequate roads and warehousing, broadband and electricity
are also issues in certain emerging countries and added to all of
this is the delivery address. Often overlooked in publications, the
correct address is vital for successful delivery. However, according
to What3words' CEO, 75% of the world has inadequate, poor or
no addressing systems.
Of course, one can imagine that inadequate, poor or no address
system can result in higher costs for retailers in the form of returns,
inefficient business practices and poor customer experience. In
addition, even in more developed countries such as the US, delivery
companies such as UPS and FedEx will apply an additional surcharge
for inadequate addresses, which further adds to retailers’ costs.
A couple of start-up companies, What3words and Fetchr, are
aiming to change the address issue in unique ways.
Spain is the fifth largest economy in the European Union
(EU) and now one of the fastest growing in the eurozone.
The population of Spain is about 47 million making it one
of the biggest consumer markets in the EU.
Benefits for UK businesses exporting to Spain
• Entry route to Latin America
• Size of the market
• English accepted as a business language
• Familiarity with British products and openness to them
• Proximity and availability of flights, including low cost airlines
• Spain is a member of the European Union (EU), the World Trade Organization (WTO) and other international bodies. Goods manufactured in the UK are exempt from import duties.
Strengths of the Spanish market
• Competitive cost of transport of goods
• Highly efficient transportation systems
• Quality and availability of qualified suppliers
• Advanced ICT network
Challenges doing business in Spain
Doing business in Spain does not present major challenges to UK
companies as Spain is a similar market to the UK.
The Spanish market is open to overseas companies and there are no
specific restrictions. However, there are challenges which include:
• Long payment terms with many organisations working on 90 to 120 payment days
• Some inflexibility remaining in the labour market
• High degree of devolution of powers to Spain’s 17 autonomous regions
EXPORT TO SPAINISSUES & REGULATIONS
FORWARDER magazine June 2016 33Contains public sector information licensed under the Open Government Licence v1.0.
A large, well-� nanced customs brokerage is looking for a commercially savvy leader to expand the business in the next 3 years through strategic changes and increases in sales and productivity.
The opportunity is to manage and grow the existing team of 7 people, developing the customs business commercially, whilst building new and existing relationships with clients. You will o� er consultative advice on AEO, IPR, OPR, compliance, � nancial improvements, liability, and the risk of lack of compliance.
FORWARDER magazine June 2016 43
Forwardingjobs, the global jobsite for the freight industry
Off ering a dedicated job page with full company branding included on the
recruiters directory, enabling candidates to click directly onto your job page.
Various banner advertising available on home page of Forwardingjobs...
...be a featured recruiter for the industry. Options of loading jobs
on directly or having an Account Manager load the jobs on for you.
Easy to link with multi-loading job sites such as Broadbean.
A large, well-� nanced customs brokerage is looking for a commercially savvy leader to expand the business in the next 3 years through strategic changes and increases in sales and productivity.
The opportunity is to manage and grow the existing team of 7 people, developing the customs business commercially, whilst building new and existing relationships with clients. You will o� er consultative advice on AEO, IPR, OPR, compliance, � nancial improvements, liability, and the risk of lack of compliance.
Forwardingjobs, the global jobsite for the freight industry
Off ering a dedicated job page with full company branding included on the
recruiters directory, enabling candidates to click directly onto your job page.
Various banner advertising available on home page of Forwardingjobs...
...be a featured recruiter for the industry. Options of loading jobs
on directly or having an Account Manager load the jobs on for you.
Easy to link with multi-loading job sites such as Broadbean.
A large, well-� nanced customs brokerage is looking for a commercially savvy leader to expand the business in the next 3 years through strategic changes and increases in sales and productivity.
The opportunity is to manage and grow the existing team of 7 people, developing the customs business commercially, whilst building new and existing relationships with clients. You will o� er consultative advice on AEO, IPR, OPR, compliance, � nancial improvements, liability, and the risk of lack of compliance.
FORWARDER magazine June 2016 44
Forwardingjobs, the global jobsite for the freight industry
Off ering a dedicated job page with full company branding included on the
recruiters directory, enabling candidates to click directly onto your job page.
Various banner advertising available on home page of Forwardingjobs...
...be a featured recruiter for the industry. Options of loading jobs
on directly or having an Account Manager load the jobs on for you.
Easy to link with multi-loading job sites such as Broadbean.
A large, well-� nanced customs brokerage is looking for a commercially savvy leader to expand the business in the next 3 years through strategic changes and increases in sales and productivity.
The opportunity is to manage and grow the existing team of 7 people, developing the customs business commercially, whilst building new and existing relationships with clients. You will o� er consultative advice on AEO, IPR, OPR, compliance, � nancial improvements, liability, and the risk of lack of compliance.
45 FORWARDER magazine June 2016
Ocean Import OperatorCandidate TypePermanent
LocationBirmingham, UK
Candidate Ref.10996FM
Candidate description
• 4 years stable working for the same freight forwarder
• Manages 2 key accounts a month
• Trade lanes: the Far East
• Completes the full process including bills of lading and customs entries
Air and Ocean Business Development ManagerCandidate TypePermanent
LocationHeathrow, UK
Candidate Ref.Cand9901FM
The branch start updream team (x2)Candidate TypePermanent
LocationNational, UK
Candidate Ref.113950FM
Ocean Freight BDMCandidate TypePermanent
LocationBirmingham, UK
Candidate Ref.112485FM
Senior Business Development ManagerCandidate TypePermanent
LocationScotland
Candidate Ref.345573FM
Operations ManagerCandidate TypePermanent
LocationGlasgow, Scotland
Candidate Ref.986523FM
Multimodal OperatorCandidate TypePermanent
LocationManchester, UK
Candidate Ref.FJOW30898FM
AOG Supervisor SpecialistCandidate TypePermanent
LocationHeathrow, UK
Candidate Ref.44894FM
Commercial DirectorCandidate TypePermanent
LocationCambridgeshire, UK
Candidate Ref.34436FM
Candidate description
• 10 years stable working for the same freight forwarder
• Specialises in perishable goods and alcoholic beverages
• Manages 5 key accounts a month
• Trade lanes: The Caribbean
• Completes the full process including bills of lading and customs entries
Candidate description
• Achieving £150,000 GP (from a standing start)
• Selling: retail, automotive and general cargo
• Based in the South East, covering the UK
• 10 years’ experience as a BDM
• Winning an account worth £500K turnover
Candidate description
• Top 2 sales professionals within their current company
• Achieved 110% of target 2015
• Set up domestic B2C UK pallet distribution network worth 1million and made pro� t within 2 months
• 2016: over 60% of target selling full, part load, groupage and palletised freight
• Selling European road, ocean, air freight
• Verticals: general cargo, FMCG, electrical
• Benelux, Scandinavia, Germany, France, Far East, USA
Candidate description
• Multimodal selling ocean (60%), air (20%), road (10%)
• Currently working a localised regional patch of the Midlands
• 2014 generated £245k of new business against target of £200k
• Q1 2015 $49k of new business against target of £30k
• General cargo, high tech, electricals, industrial
Candidate description
• £800,000 GP in the � rst 12 months
• In his previous position which was 100% road freight he achieved £5m GP
• Ocean freight, air freight and European road freight
• Specialises in the oil and gas industry
• Strong background in logisticsand branch management
Candidate description
• 6+ years within the freight forwarding & transport industry
• 4 years’ experience in airfreight AOG supervisor position
• Comfortable with all process of documentation from start to � nish
• Experienced with customs
• Account management experience, currently handling key accounts
• Looking to interview ASAP
Candidate description
• Managed £60m sales revenue
• Developed and increased a sales team from 3 to 20 personnel