Headford Group newsletter Q3 2018

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Report Q3 2018

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A word from Craig The Headford Group is the leading management consultancy for the freight industry and has a range of services to assist freight companies with their growth strategy. Our aim is simple:

4. Present any suitable acquisition targets to ensure a higher level of guaranteed growth 5. Offer a tax efficient, effective exit strategy for owners aiming to sell their freight business

1. Partner with our clients and agree a clear growth strategy 2. Provide the marketing platform to produce the right type of enquiries at the right pace 3. Source Market Leading Talent to ensure maximum conversion on all enquiries generated

Mission statement To be the globe’s leading strategic growth consultancy for the freight forwarding industry. Forming valuable partnerships with our clients and offering them an effective growth strategy at any stage of their journey.

Headford... Your Strategic Growth Partner

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www.headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com

Q3 Director’s summary Quarter 3 has all been about gearing up for further growth in 2019. First and foremost, we have launched Freightabase! The launch was a huge success and Freightabase has kicked off with huge immediate impact to our advertisers. The site is already generating well over 100 freight enquiries per day.

We also recruited two new Editors to maximise client interaction and exposure on Freightabase, social media & FORWARDER, both in print and online. Our editorial content for the magazine has grown, so much so that we are now getting ready for the launch of a US version of the publication: FORWARDER USA. We will be launching the mag officially at the Breakbulk Americas in Houston.

I am pleased to announce that we have formed a ‘talent academy’ for the recruitment business for graduates to join and learn the ropes.

So, in summary: exciting times ahead! The group is maintaining its steady growth of one additional salesperson per month. Craig Headford – Managing Director, Headford Group

Key achievements

Launched Freightabase.com  Attended London Freight Club  Added 5 new members to the team  Set up a talent academy 

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London Freight Club London Freight Club was busy as usual and it was good to catch up with some of the groups key clients. Guest speaker and ex-England rugby player, Ben Kay, was very good and kept the audience amused with a thoroughly enjoyable talk about winning the World Cup and some of the antics that went on. I am thoroughly looking forward to the next one on November the 7th, where Ross Kemp is taking the stage. Craig Headford – Managing Director, Headford Group

AFIF ceremony We were honoured to attend the naming ceremony of the AFIF (which means honesty and purity in Arabic). Chris and I attended the ceremony, which was hosted at DP World London Gateway for the naming of Hapag-Lloyd AG’s newest vessel. The entire day was grand and the UK Shipping Minister, Ms Ghani, smashed a bottle of Champagne on the bow of the ship – an incredible experience! Craig Headford – Managing Director, Headford Group

Q4

Q4 will be a busy one. We will be going to Houston, Texas, to launch FORWARDER USA at the Breakbulk event. Freightabase is thrilled to be sponsoring Freight Leader of the Year at the Logistics Leadership Awards. We have also been nominated for the Most Innovative Product of the Year at the FTA Awards 2018.

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We look forward to attending this midDecember. It’s an exciting quarter coming up, and Freightabase is already opening up many opportunities for the group. Watch this space! Craig Headford Managing Director, Headford Group


Recruitment Headford Growth UK Headford Growth USA Headford Growth UAE Headford Growth East Asia

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www.headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com

UK

Q3 department summary Q3 is coming to a close and I can’t quite believe it.

who are moving cargo throughout the Americas and around the world. Naturally this is a great area for us to really get involved in, due to the need for high-level, niche candidates who are thin on the ground. This is where we can really add something to our clients’ growth strategies. Hopefully by the time you’re reading this, I will have met you at the event, or booked a time to come and see you within the next couple of months!

I’m sure each time I come to write the content for this section I’ll be amazed at how it seems like I only wrote the last one a couple of weeks ago. Anyhow, another busy quarter and lots to report on internally. But to touch on a couple of exciting bits of news, we have four new additions to the team consisting of three operations-focused consultants and one resourcer to back the team up. This will allow the recruiters to focus on more meaningful tasks and not be bogged down with data, coding and browsing the job boards for candidates.

I’ll leave it there for now. I wish you all a fantastic Q4 and an even better Christmas (there, I said it). As ever, get in touch any time to discuss your growth strategy and what we can do to help find the right people for you.

Another bit of exciting news is that I’ll be heading off to Houston (Texas) with five others from the business to the BreakBulk Americas event. This will allow our US-focused team to connect with executives from leading EPCs, oil & gas and petrochemicals project owners, top industrial manufacturers, mining companies and metals producers

Lewis Bunn – Head of Recruitment, Headford Growth

Welcome to the team... I have nine years of experience in the recruitment industry, and it’s great to be returning to the business after spending four successful years here previously. Freight forwarding is an industry that’s always moving, and I am looking forward to getting some fresh new talent on board and training them up to become just as good as the current group of superstars we have here at Headford. My favourite part of my role is seeing trainees collect their first commission cheques. It’s something I enjoyed previously and I look forward to seeing it again. I am equally looking forward to working very closely with Lewis, who has also propelled his career here. It’s great to see how the company has progressed in the past three years whilst I have been away: the office is buzzing and the people are great! The business has some great plans in place and has already achieved so much. It’s been a very warm welcome back to the group and I am relishing the opportunity here. John Gallivan – Consultant, Headford UK

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www.headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com

UK

Global service for a global industry Samuel Wilding Danny Barnes Sales & Senior Management Midwest & West Coast USA +1 (312) 496 6624 samuel@headfordgroup.com

Sean Borhani

Sales, Operations & Senior Management Northeast & West Coast USA +1 (646) 915 1495 danny@headfordgroup.com

Sales, Operations & Senior Management Middle East & Africa +971 (0) 4501 5675 sean@headford.ae

Simon Neale

Middle East Director Sales & Senior Management GCC Region +971 (0)4501 5987 simon@headford.ae

John Gallivan Operations Essex, Felixstowe & Kent, UK +44 (0)1454 628 785 john@headfordgroup.com

Lewis Bunn

Head of Recruitment Sales & Senior Management Southeast USA & Europe +1 (470) 481 5364 lewis@headfordgroup.com

UK sales UK operations America Middle East / Africa

Leah Roberts

Operations North-west UK, Scotland & Ireland +44 (0)1454 628 785 leah@headfordgroup.com

Ryan Pruett

Katie Hayes

Jamie Watts

Tom Benfield

Sales & Senior Management North UK +44 (0)1454 628 787 ryan@headfordgroup.com

Operations Midlands, UK +44 (0)1454 628 797 katie@headfordgroup.com

Sales & Senior Management South UK +44 (0)1454 275 951 jamiew@headfordgroup.com

Operations South UK +44 (0)1454 275 934 tom@headfordgroup.com

Q3 has been great start for the ‘Recruitment Focus’ section of FORWARDER magazine and our job board www.forwardingjobs.com. We are working with some great companies including FedEx, Twente Express, Europa and Westbound Logistics offering an alternative solution to their recruitment needs. In Q4 we will be attending the open day at the UWE University campus in Bristol. We have lots of great things on the horizon so watch this space!

UK

UAE

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Growth East Asia


Q3 in Dubai... Q3 in Dubai has been, against all expectation, a fruitful time for Headford UAE. With Ramadan in May and June, and then the Summer holiday that only came to a conclusion at the beginning of September, this usually affects all businesses to some degree. This is because the key decision makers are off on holidays – or because the freight companies themselves experience a downturn in activity during these months and are managing their cash flow accordingly. Being a global company we are aware that each geographical region has differing market conditions. Seasonal hiring, economic shifts (booming economy or stagnation) and regional business laws & cultures are some of the variant market conditions that we at Headford have adapted to. However, the same theme runs through them all: the demand of companies for over-achieving sales people and the difficulty in sourcing them. Sean has been working tirelessly in sourcing such candidates, and as we will always insist on meeting any prospective candidate face to face, prior to deciding to represent them – our meeting room has been full of suited-and-booted sales professionals throughout these months. This, and really understanding the clients that we work with, has enabled us to continue making placements, where other recruitment agencies may fail. I have been focused on bringing the Middle East to Freightabase and FORWARDER (for Q4). Furthermore, there has been a requirement for two recruiters to focus on our local and immediate market following the departure of Stephen to our Singapore team in June. Stephen made our first placement with CH Robinson and enjoyed the distinction of being the first person in the Group to generate revenue from South East Asia. He has been enjoying arranging client meetings and meeting candidates face to face rather than over the phone. It is a ‘people’ industry and this is an extremely important part of the job. I look forward to bringing you news on Q4 as we conclude our 3rd year in Dubai. Simon Neale Middle East Director, Headford LLC

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M&A Freight Mergers Recruitment Mergers

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F R E I G H T www.freightmergers.com +44 (0)1454 275 950 enquiries@freightmergers.com

Q3 department summary Freight Mergers is pleased to announce that it is establishing a London office.

Freight Mergers will continue to seek growth in international markets; being located in the most connected city in the world will allow us to showcase our services on a global scale. Additional exposure to overseas investors will only benefit our sell-side clients and maximise their chances of achieving a successful exit.

London is a global centre for both private equity and transaction activity, and the UK freight industry is among the largest in Europe. It is, therefore, natural for Freight Mergers to add to its Bristol office with a permanent presence in England’s capital.

Furthermore, Freight Mergers announces a new addition to its team: Luke Mitchell, who will be based at the new London office. Until recently, Luke worked in the M&A team for RSM UK and brings an exceptional level of client service to the advisory team.

The team and I welcome the opportunity to be closer to the major freight hubs and leading private equity houses. We felt it was the natural progression for our advisory team to be located here, and I’m sure this expansion will significantly help to drive the firm’s growth over the coming years.

The team’s new office can be found at No.11 Gower Street, Fitzrovia, Central London. David Roberts – M&A Consultant, Freight Mergers

Welcome to the team... I am the son of a dairy farmer living in North West London, with a years’ experience of working in a sector-agnostic M&A team. As I look to specialise in the freight & logistics industry, I feel this role is an ideal fit. I am looking forward to directly liaising with directors and business owners about the opportunity of growing or selling their business. Luke Mitchell – New Business Consultant, Freight Mergers

Who’s who?

David Roberts M&A Consultant +44 (0) 2038 726 906 david@freightmergers.com

Craig Headford

Luke Mitchell

Managing Director +44 (0) 1454 275 939 craig@freightmergers.com

M&A Consultant +44 (0) 2038 726 905 luke@freightmergers.com

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www.recruitmentmergers.com +44 (0)20 3872 5838 enquiries@recruitmentmergers.com

Q3 department summary The Summer months have been very successful for Recruitment Mergers, with a new buy-side client signed and a fourth completed transaction.

Recruitment Mergers’ fourth completion of the year came from the sale of Star Placement to BBR Services. Star came on board as a client back in 2017 with the shareholder looking to dispose and then emigrate to Canada. The transaction completed in September with the both seller and buyer delighted to get the deal over the line.

In addition to this success, Recruitment Mergers has opened a new door to its business by moving its office to Fitzrovia in Central London.

The latest client Recruitment Mergers has signed is a payroll business looking to acquire temporary agencies. With significant funding from an overseas investor, they are targeting agencies with a temporary turnover of up to £30 million.

After more than a year of planning, the move to London has occurred at a great time for the department. With multiple signed clients and a huge pool of potential business based in the capital, the move seemed like a no-brainer and hopefully will mean the team can further grow in headcount.

Charlie Watson Principal M&A Consultant, Recruitment Mergers

Who’s who?

Charlie Watson Principal M&A Consultant +44 (0) 2038 725 838 charlie.watson@recruitmentmergers.com

Craig Headford

Alexander Jones

Managing Director +44 (0)1454 275 939 craig@headfordgroup.com

M&A New Business Consultant +44 (0)1454 275 933 alexander.jones@recruitmentmergers.com

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Deal of the quarter During Q3, UK specialist in healthcare and social care staffing market, CRG, has acquired Affinity Workforce, which is a providor of education, health and social care. The sum has not yet been disclosed. However, this acquisition is set to complement CRG with the growth of an additional 400 staff and ÂŁ100 million of revenue. For more information on this deal, visit privateequitywire.co.uk

Deals by sector Other

Education

Software/online

Engineering

Non-recruitment

Executive search Financial services

Manufacturing

I.T.

Generalists

Healthcare

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Marketing Freight Media Freightabase FORWARDER magazine FORWARDER Directory

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www.freight-media.com +44 (0)1454 628 777 team@freight-media.com

Q3 department summary Q3 has been the biggest quarter of the year for the Freight Media department, not least due to the launch of Freightabase, the lead-generation platform for the freight industry.

With the launch of Freightabase, we required an additional experienced sales professional to the join Freight Media. I’m delighted to announce that Rob Pascoe started at the beginning of July. Since starting he has brought a wealth of experience, and has been able to offer complex digital marketing solutions to our clients.

Clients, new and old, are now enjoying the benefit of a steady flow of relevant leads, specifically designed around what they carry and what countries they serve.

Because of the pace of Freightabase in taking off, we are already requiring another sales professional to join our team. Watch this space.

What we have seen, through the power of Freightabase, is that companies in the freight industry are able to capitalise on the countries that they currently serve and develop new countries to expand their future business plans.

Richard Booth Sales Manager – UK & Europe, Freight Media

Welcome to the team... I have nearly 10 years’ experience in the media industry working with various newspaper groups across the UK. When I joined Freight Media, the first thing I noticed was the passion and enthusiasm of our Director, Craig. He has a clear strategy to create growth and has put together a portfolio which really delivers. The quality of the products as well as the constant drive to improve creates a healthy working culture, where ideas are welcomed and success is celebrated at every level. I have two new clients I have been working with in order to help increase their brands’ profile, and to generate leads that are relevant to their specialisms. We create bespoke packages based on finding solutions and have a number of digital products that can provide tangible results. My aim is to exceed my clients’ expectations by being proactive, and to be considered a valuable asset to their companies. Rob Pascoe – Account Manager, Freight Media

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www.freightabase.com +44 (0)1454 628 777 info@freightabase.com

Freightabase is an online digital platform for sourcing specialist carriers to or from any part of the globe. You can source all carrier types, ranging from airlines, shipping lines, freight forwarders and parcel carriers. At Freightabase we understand that consumers’ needs are changing, and with constant time constraints freight buyers need to make educated decisions quickly. The whole idea of a shipping manager being able to source information to make a well-informed decision is exciting. Craig Headford – Managing Director

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HOW FREIGHTABASE WORKS...

Quick Quote The ‘Quick Quote’ is designed to assist busy cargo owners who may not have the time to do an advanced search. Simply complete a very simple form and our customer services team will do the rest for you. The service is available on desktop and mobile and the app is being released soon.

Freightabase Directory The ‘Directory’ is recommended if you are looking for a carrier by name or in a specific location. You can also select carriers by key words, e.g. ‘perishables’ or ‘project cargo’. The Directory also lists service suppliers to the industry, e.g. marine insurance or mergers & aquisitions.

Loading List The ‘Loading List’ is a more advanced search where users can find carriers that specialise in a specific trade lane or shipping route. You can select mode of transport, collection and delivery point. This will then produce a list of specialist carriers to consider for your shipment.

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www.forwardermagazine.com +44 (0)1454 628 794 team@forwardermagazine.com

Welcome to the team... I am so pleased to have joined the Headford Group as FORWARDER magazine’s new Senior Editor. It’s an exciting time for the company, and for the industry as a whole, given the combination of technological disruption and market upheavals across the globe. I’ll be ensuring that FORWARDER remains the industry’s leading publication by chasing breaking news, sourcing fresh stories and talking to industry insiders to ensure that their voices are heard. You’re very likely to see me at industry events and in our client offices, so please say hello! Sarah O’Connell - Senior Editor, FORWARDER magazine

Having recently graduated with an English Language BA (Hons) from university this Summer, I am thrilled to be leaping straight into an editorial role. Ready to apply my previous editorial and design experience to FORWARDER magazine, I am looking forward to getting stuck in and putting some fresh ideas on the table. Freight is a buzzing industry to be in, and FORWARDER has some exciting plans ahead. I look forward to working with our clients to enhance their editorial and online presence through the magazine. Rachel Jefferies - Editor, FORWARDER magazine

Key achievements

Freightabase featured in FORWARDER  Hired 2 new Editors  FORWARDER USA launch preparation  Attended London Freight Club 

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Q3 department summary Our latest edition of FORWARDER magazine features a six-page interview with our Managing Director, Craig Headford, explaining what Freightabase offers, how it works and where he wants the platform to be in years to come. This offered our readers an insight to Craig’s thought process and passion for Freightabase, a project ten years in the making. FORWARDER magazine, FORWARDER Directory and Freightabase work cohesively, offering clients a total solution in terms of relevant lead generation, branding and constant press releases and news articles. Our clients now benefit from three platforms, offering a huge, regular readership. As mentioned in our Q2 report our digital audience for FORWARDER Magazine and FORWARDER Directory continues to grow at an impressive rate. Richard Booth – Sales Manager, UK & Europe, Freight Media

Since joining the team in January, the drive and determination of Craig Headford, the MD, has been infectious. The FORWARDER magazine and Directory have both gone from strength to strength. Customers gaining the ROI they expect from their investment and repeat business and involvement have increased month on month. Furthermore, our circulation and digital subscription has grown. The FORWARDER website revamp has resulted in a massive increase in daily traffic on a global scale, and our industry news pages are being updated daily. As a result, we have increased sales of web banners and MPUs, becoming attractive to global players such as Emirates Sky Cargo, ECU Worldwide and IATA, as well as becoming a platform for global trade shows to increase footfall and exhibitors alike. The increase in online traffic from the USA left us with no choice but to focus on a USA-specific publication. I am delighted to be leading this project and I look forward to growing the US team and market in order to deliver our pilot issue at the BreakBulk trade show in Houston TX in October. Look out Houston, here we come! Dom Roberts – Campaign Manager, Fright Media

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In other news Back office Internal recruitment Group contacts Upcoming events

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www.headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com

Back office Well, Q3 has been and gone, and it would be rude not to start with saying that we successfully launched Freightabase.com to the world in September. As much as this is a roundup of what happened in Q3, the back office and development team have been working on this project for a good year. It has certainly had its challenges, and the site has developed significantly from our first initial plans to what we finally launched. The site is already generating fantastic enquiries for our clients with the likes of Ralph Lauren, Laing O’Rourke and DHL using the system, to name a few. So a BIG thank you to all the team for their hard work, dedication and persistence whilst we constantly aimed for perfection in creating ‘the ultimate freight buying tool’. In between getting Freightabase.com live and running we also had lots happening in the back office in Q3. We have two new members on the editorial department for FORWARDER magazine. Sarah has joined us as Senior Editor, and Rachel has joined us as Editor / Graphic Designer, supporting both Sarah and the design team. Both Sarah and Rachel come from editorial/communications backgrounds and have slotted perfectly in the team. No doubt you’ll see Sarah and Rachel mingling at various industry events. Not that they need it, but we wish them luck in their new roles here. Craig (MD) and I had the honour of being invited to the official naming ceremony of Hapag Lloyd’s vessel Afif at DP World London Gateway. Although I’ve worked within the freight industry for over 18 years, I’ve never before had the opportunity to attend something like this. It was certainly an unforgettable experience, and the highlight was chatting with the Captain on the bridge and understanding how it all worked. A big thank you to Hapag Lloyd. As a group, we always attend the ‘London Freight Club’ lunches – Craig is a member. Normally it’s mainly the sales team that goes, but the lunch in September was slightly different as many of the back office joined. It’s good for the team to attend these functions and network with the industry. A saying from my favourite film seems relevant: ‘All work and no play makes Jack a dull boy’. See you in Q4... Chris Tissier – Operations Manager, Headford Group

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www.headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com

Internal recruitment Quarter 3...wow, it’s been a great one and definitely one of the busiest so far. We have had more growth internally in Freight Media! We first welcomed Robert, who joined us as a Media Account Manager. Rob has already hit the ground running, and not only had success with building new client relationships but has really become a key member of the team. We are also thrilled to welcome Rachel to the company as our Editor and social media guru for FORWARDER. Rachel has already brought so many new and fresh ideas to the magazine, and within her first month was voted MVP (Most Valuable Player) – we are really looking forward to watching her grow and develop her role, helping to take the magazine to the next level.

Due to the growth of FORWARDER and the fact that we are launching in the US, we have also hired Sarah as Senior Editor. Sarah has a huge amount of experience in the media industry, which will benefit the magazine and the team even more. Q3 also saw the return of John, who headed up our UK operations team – we were very happy to welcome him back! Not only is he an experienced consultant, but a valued member of the team. We are excited to watch him get back to what he does best: billing! I am looking forward to Q4. I have a few recruitment events and fairs to attend in October, lots more interviews to arrange and new starters to confirm for our Bristol head office and our new London office. Laura Park – Head of Internal Recruitment, Headford Group

We have the following positions available at head office...

Graduate Recruitment Consultants, Bristol Recruitment Consultants, Bristol and London Media Sales Consultants, Bristol M&A New Business Consultants, London German-speaking Recruitment Consultants, Bristol French-speaking Recruitment Consultants, Bristol Freightabase Customer Services Executives, Bristol

If you would like to talk to me about any of these roles (or would just like some more information about the group) please don’t hesitate to email me at laura@headfordgroup.com or call me on +44 (0)7415 236 435.

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Group contacts Head office

London office

Dubai office

8 Apex Court, Woodlands, Bristol BS32 4JT +44 (0)1454 275 957

No.11 Gower Street, Fitzrovia, Central London WC1E 6HB +44 (0)20 3872 6906

4th Floor, D Wing, Dubai Silicon Oasis Authority, Headquarters Building Po Box 341041, Dubai, UAE +971 (0)4501 5987

Recruitment, UK

Recruitment, USA

Recruitment, UAE

Recruitment, E.Asia

www.headforduk.com +44 (0)1454 628 787

www.headfordusa.com +1 (470) 481 5364

www.headforduae.com +971 (0)4501 5987

www.headford.sg +971 (0) 0524 063822

FORWARDER USA

M&A, freight

M&A, recruitment

www.freightmergers.com +44 (0)1454 275 950

www.recruitmentmergers.com +44 (0)20 3872 5838

Media & marketing

Freightabase

FORWARDER

www.freight-media.com +44 (0)1454 628 777

www.freightabase.com +44 (0)1454 628 776

www.forwardermagazine.com www.forwarder-usa.com +44 (0)1454 628 788 +1 (646) 968 0534

Careers

Accounts

www.workforheadford.com +44 (0)7415 236 435

+44 (0)1454 628 793

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Calendar of events 2018 Breakbulk Americas

Internet Retailing Conference

Logistics Leadership Awards

FTA Annual Awards

2-4 October Houston TX, USA

11th October Business Design Centre, London

25th October St John’s Hotel, Solihull

13 December London, UK

Supply Chain Summit: Europe

Freight in the City

FTA Future Logistics FTA Annual Conference & Expo Awards

29th-31st October Hilton, Dusseldorf

6th November Alexandra Palace, London

14th November Warwickshire Event Centre, Leamington Spa

13 December London, UK

2019 BIFA Awards Ceremony

Temperature Breakbulk Controlled Logistics Middle East

WCA Annual Conference

17 January London, UK

28th-31st January Twickenham Stadium, London

11-12 February Dubai UAE, Middle East

18-19 February Singapore, Asia

Breakbulk Asia

Breakbulk Europe

Transport Logistics

Multimodal 2019

20-21 March Shanghai, Asia

21-23 May Bremen, Germany

4-7 June Munich, Germany

18-20 June NEC Birmingham, UK

Are you attending? If you would like any further information about which events we will be attending, please get in touch with us at info@headfordgroup.com.

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See you again in Q4... Q3...

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