Report Q4 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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headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com
Q4 Director’s summary Quarter four was the most busy quarter of the year!
We are out on the road and at events globally, promoting a product we absolutely love: Freightabase.
The recruitment team has grown nicely throughout 2018 and we are very pleased with its overall performance, introducing exciting new USPs such as video interviewing facilities to assist clients with the process.
This quarter has also been the most memorable on a personal level. This is due to the birth of my son, Oscar. I am working hard to balance both of my babies (Oscar and Freightabase, of course), so life is very fast paced at the moment!
2019 is shaping up nicely, with the group investing in a whole team of back-office recruiters.
Summary of 2018: this year has been a very successful one. We have developed the team across all sectors, healthily growing our employee numbers.
From January 2019 we will be recruiting for IT, HR, financial, marketing, supply chain & logistics vacancies, offering our clients a one-stop agency solution.
We have a strong, dedicated and ambitious team, so I look forward to seeing the tangible results they provide in 2019.
The atmosphere in the office has been buzzing since the launch of Freightabase.com. We welcomed Kevin onto the Freight Media team and our meetings have sky rocketed.
Craig Headford – Managing Director, Headford Group
Key achievements
Freightabase nominated for award Sponsored Logistics Leadership Recruited 3 more staff Launched FORWARDER USA
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FTA Awards We had the pleasure of attending the FTA Awards 2018 in December. Whilst we have attended the FTA awards before, our visit in 2018 was a little bit different... Freightabase was runnerup for an award! The event was hosted by comedian Dara Ó Briain. We all had a brilliant evening. You can read more about our time at the FTA Awards in the Freightabase section.
Logistics Leadership The Group attended the Logistic Leadership Awards 2018, and Freightabase sponsored the event. Less than a month after its release, the team was asked to announce the winner of the ‘Freight Leader of the Year’ award. It was a great way to celebrate all the hard work that goes into the logistics industry, and it’s always nice to see with some friendly faces.
End-of-year presentation At the end of each year, we have our whole-team presentation where we celebrate the hard work of induviduals throughout the group. This provides an opportunity for the whole of the team to reflect on the past year and to celebrate the high achievers. A huge congratulations to Jamie Watts, who won the team’s vote for the MVP (Most Valuable Player) of the year. Go on, Jamie! Craig Headford – Managing Director, Headford Group
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Recruitment Headford Growth UK Headford Growth USA Headford Growth UAE Headford Growth East Asia
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headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com
UK
Q4 department summary The roller coast ride of Q4!
Benelux market and has had a very quick start, placing two highly sought-after sales executives into a couple of the larger forwarders in the Netherlands. Growth!
Q4 is always an interesting period with the long build up to Christmas – the increased pressure on our clients to adapt to and overcome the additional pressure that the season brings. This increased pressure means that October and November usually see record numbers for us (due to additional demand for operations candidates to handle the increased business) with December being quieter than we’d ever like. January then brings a huge month, as all starters after November are held back. This year was different and December proved to be the most active month of the quarter. Why is this? It seems the forwarding world was aware of the January rush for the best candidates, so took steps to beat the competition to them. Seemingly, everyone had the same idea!
In other news, we now offer a fantastic video interview solution to our clients, which brings candidates and clients ‘into the same room’ with just one click for an interview that can be recorded by the client. No sign up, no personal details, no complications. We can also offer solo video interviews of candidates where our clients can submit a number of questions to us, to then receive short, informative clips of candidates answering those questions in return. This is proving to really speed up the interview process and is saving our clients from committing 30-60 minutes for firststage interviews, allowing them more time to focus on other tasks. Interested in learning more? Give us a call!
Meanwhile, our team size keeps building and we welcomed two consultants to the business, one for the UK operations market and one for the US. John Gallivan, one of our experienced recruiters, also made the switch over to the
Bye for now… Lewis Bunn – Head of Recruitment, Headford Growth
Welcome to the team... Hi, my name is Tom Benfield and I am joining the team with over a year of experience in the recruitment industry. I chose Headford after speaking with their employees and seeing the progression that they offer and a great working environment, and after looking through the business plan it was a no-brainer to accept the role and start building a new network of freight professionals. Since joining, it is great to see Craig’s vision coming into play to build Headford into the complete one-stop shop for any freight forwarder. I am excited for the future here following a really friendly welcome and look forward to advancing myself with the help of Jamie, Ryan and Lewis. Tom Benfield– Freight & Logistics Recruiter, Operations, South UK
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headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com
UK
Global service for a global industry Samuel Wilding
Sales & Senior Management Midwest & West Coast USA +1 (312) 496 6624 samuel@headfordgroup.com
Danny Barnes Sales, Senior Management Northeast & West Coast USA +1 (646) 915 1495 danny@headfordgroup.com
Ben Young
Sean Borhani
Operations Northeast & West Coast USA +1 (470) 481 1844 ben@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
Marielle Rosales Resource Consultant UAE +971 (0)4246 2836 marielle@headford.ae
Lewis Bunn
Head of Recruitment Sales & Senior Management Southeast USA & Europe +1 (470) 481 5364 lewis@headfordgroup.com
UK sales UK operations America America operations Middle East / Africa
John Gallivan Operations Essex, Felixstowe & Kent, UK +44 (0)1454 628 785 john@headfordgroup.com
Ryan Pruett
Paul Dunn
Jamie Watts
Katie Hayes
Operations North UK +44 (0)1454 628 785 paul@headfordgroup.com
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
Tom Benfield Operations South UK +44 (0)1454 275 934 tom@headfordgroup.com
If you are interested in recruitment, please see the available job opportunities towards the end of this brochure. We are always looking for fresh, inspiring candidates to join our team.
UK
UAE
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Growth East Asia
Q4 in Dubai... 2018 started with the introduction of VAT here in the UAE. Companies were mainly focused on getting their internal invoicing and VAT procedures compliant and in order. However, once the first few submissions were concluded, commercial focus resumed.
For 2019, we have begun the promotion of Freightabase in the UAE. Combined with the marketing package offered by our associated company, Freight Media, we believe the freight and logistic market is primed to benefit from such platforms, from lead generation to company branding. This allows for SMEs to maintain a level playing field with the MNCs when promoting their company and in their visibility on Google.
For Headford, 2018 was another learning curve in operating in the Middle East. Progress has been made in establishing ourselves as the number-one choice for freight-oriented executive search. We are receiving more referrals and repeat business from our existing clients – which is always the best indication that our processes and services are hitting the mark. And revenue wise, it was the best year yet.
Here in the Middle East, we are starting to receive more enquiries when promoting our mergers division. There appears to be an appetite for companies with the collateral to consider strategic purchases of other companies, either here in the UAE or Globally.
It takes a special type of recruiter to be successful in this market. Simply being a good recruiter in the UK or other overseas markets does not guarantee that success will be replicated over here. With this in mind – and from lessons learned in 2018 – we will be focusing on consultants who have proven experience in succeeding and making the transition in being able to recruit in this market.
So, for 2019 the aim is to increase our client base here in the UAE; to establish the Freightabase and Freight Media market and to further enhance our reputation as the Middle East region’s number-one freight consultancy specialist – as their ‘Strategic Growth Partner’. Simon Neale – Middle East Director, Headford LLC
Sean has again pushed the envelope in what can be achieved out here in terms of billings, and I would wager that he will be in the top three globally within our group by the end of 2019. Another first for the Headford Group was my recruitment placement in Singapore for C.H Robinson. Whilst we have decided (with all the new products and growth strategies being implemented here in the UAE for 2019) that our focus on the Far East will be deffered to a later date – it does prove that our process and services can work in this region.
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M&A Freight Mergers Recruitment Mergers
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F R E I G H T freightmergers.com +44 (0)1454 275 950 enquiries@freightmergers.com
Q4 department summary After embedding ourselves in the London office towards the end of Q3, the months leading up to Christmas saw the Freight Mergers team take advantage of being in the most influential business hub of Europe.
To recognise this determination and to finalise the busy Q4 calendar the Freight Mergers team attended the FTA awards, an evening which saw us appreciate the companies and individuals which have made a significant contribution to the logistics and supply industry over the past year.
Multiple exploratory discussions took place as we moved closer to major freight hubs, and we attended many more networking events, which allowed us to touch base with industry peers, as well as connecting with well-respected intermediaries and private equity houses.
As we move in to 2019, the M&A outlook remains buoyant as we look to home in on our global network, working on international buy side and sell side mandates. Industry leaders are increasingly bullish on expectations for M&A deal flow over the next 12 months, so we do not expect to be slowing down after a busy Q4.
December was filled with events that celebrated the successes in the industry during one of its most turbulent and uncertain periods. The underlying point from all these events was the need to safeguard customer-base from delays in the supply chain. Whatever the outcome of the negotiations, the consensus was that the UK logistics industry has the resilience to find a solution.
Luke Mitchell – M&A 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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recruitmentmergers.com +44 (0)20 3872 5838 enquiries@recruitmentmergers.com
Q4 department summary The months leading up to Christmas have seen Recruitment Mergers with two new sell-side clients signed, along with another retained buyer.
After more than a year of planning to move to the new office in London, everyone on the team is already seeing the benefits of being located here. Being in close proximity to relevant businesses means we have the ability to attend many more networking events and client consultation visits.
The two sellers, Project Octagon and Loch, are traditional recruitment agencies with an EBITDA of 650k/400k.
2019 is looking like it will shape up to be our best yet. The team is already aiming to add two additional head count and three transactions due to complete by April the 1st.
The buyer, a Middle Eastern fund, is looking at temporary agencies across the East Midlands with a turnover of up to ÂŁ20 million. Their aim is to get to double-digit EBITDA within five years looking to acquire two agencies per year.
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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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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freight-media.com +44 (0)1454 628 777 team@freight-media.com
Q4 department summary Quarter four has been a very exciting time for Freight Media. It has seen the launch of Freightabase, which has had an immediate impact on the industry.
The most important thing for Freight Media is that we are able to add value and deliver a return on investment. We already have some glowing case studies and testimonials, which are a testament to the work that our consultants are doing with our clients, often becoming an integral part of their business.
Not only was it nominated for an FTA award after weeks of going live, we have since launched the ‘Quick Quote’ app, which is available on both iOS and Android. We are seeing quote requests grow by 25% on a week-to-week basis, which is allowing our paying clients to have relevant daily leads sent directly to their inbox. It is very clear from the way that Freightabase is scaling up that this is something that the industry has been waiting for.
We are rapidly becoming the marketing department for many freight and logistics companies. We are investing heavily in our people and our technology to ensure that we are delivering high-end products and innovative solutions in a fast-evolving, complex and fragmented marketing world. This will allow us to continue to lead from the front at the sharp end of digital marketing in the industry.
Freight Media is now recognised as the marketing agency that can offer a tailored package solution to the freight industry, whether it is lead generation, exposure, branding, website design, videos or e-shots.
Kevin Dunn – Global Sales Manager, Freight Media
Welcome to the team... I am happy to join the Headford Group’s Freight Media team as a Marketing Campaign Consultant. After a career starting as an estate agent and then recruitment, media sales seemed like a natural progression. What a team I have joined! So much experience, enthusiasm and drive. I look forward to seeing where my role takes me. I believe that Freightabase is going to change the freight forwarding industry. I have only been here a couple of months, but I can see how much it has grown already. Ife Jarrett – Marketing Campaign Consultant, Freight Media
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freightabase.com +44 (0)1454 628 777 info@freightabase.com
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FTA award nomination Freightabase was nominated for an FTA Logistics 2018 award after its third month since launch.
To be recognised by the freight-leading organisation, FTA, is a very proud achievement indeed. We had a great night and have high hopes for Freightabase’s future.
Since Freightabase’s launch in September, the response and feedback the team and platform have received has been fantastic. Our online freight comparison tool was runnerup for FTA Logistic’s 2018 ‘Most innovative product of the year’ award.
Rachel Jefferies – Editor, FORWARDER magazine
Freight Media headed to London suited and booted for the awards ceremony, which was hosted by comedian, Dara Ó Briain.
Quick Quote iOS + Android Freightabase has launched a Quick Quote app for iOS and Android users, free to download. Our Quick Quote function is an easy way for customers to receive shipping quotes tailored to their requirements. What better way than to receive a quote on-the-go, in the palm of your hand? Customers can now download the Freightabase ‘Quick Quote’ app on iOS and Android.
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forwardermagazine.com +44 (0)1454 628 794 team@forwardermagazine.com
Q4 department summary There’s never a dull moment in the world of trade journalism, and these last few months have been no exception.
In light of this we’ve been reflecting on our own business model and have made the decision to print FORWARDER magazine quarterly, replacing our current monthly print cycle. But don’t panic! We’ll still be publishing our digital version of the magazine online every month, which you can read on forwardermagazine.com, along with daily news updates and market analysis. The resulting paper and emissions savings are well worth it, as we aim to become more carbon-neutral in our goals. We hope you’ll be sharing your own carbonreduction initiatives with us in the new year.
The run up to Christmas saw the government flip-flopping everyday when it came to Brexit. A huge campaign took place, directed by the Department of Business and Industrial Strategy (along with industry representative bodies), to persuade shippers to prepare for a No-Deal outcome. It has been a challenge to bring you a balance of news – good and bad – along with our regular opinion and analysis, but we’ve seen a quarter that’s been stronger than ever at the FORWARDER HQ.
FORWARDER 2019 sees us looking for world domination… almost. After our successful USA launch, be sure to keep your eyes peeled for the unveiling of another regional spotlight very soon.
We have also launched a new magazine feature ready for the New Year: ‘Eco 2020’. Climate change is no joke and the pollution caused by our industry has a huge impact. Legislation is tightening worldwide when it comes to the reduction of emissions and living cleaner lives, and we all need to take responsibility. Every month at FORWARDER we’ll be bringing you the latest and greatest in green freight innovation, counting down to the 2020 global emissions targets.
As always, keep us in your little black book and be sure to keep in touch with the news you want the world’s logistics industry to know about. Sarah O’Connell – Senior Editor, FORWARDER magazine
ECO 2020
During the first week of October we set off to Houston, Texas, to attend the Breakbulk Americas 2018 in preperation for the launch of FORWARDER USA. We have spent months collating content and preparing for the launch, and the hard work that has been put into the publication is mirrored by the quality of our pilot issue of FORWARDER USA. The US version of FORWARDER was a huge hit during our time in Houston – we even had competitor publications tell us how slick and professional the magazine is. As mentioned in the Q3 newsletter, I am delighted to be leading this project, especially after the outstanding response we received during our trip. Dom Roberts – Campaign Manager, Freight Media
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16,000 HARD COPIES
250,000 SUBSCRIBERS
4,000+ SITE VIEWS PER MONTH
MONTHLY PUBLICATION
Key achievements
Successful FORWARDER USA launch Generating unique content everyday Introduced new section: Eco 2020 Preparing for FORWARDER UAE
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In other news Back office Internal recruitment Group contacts Upcoming events
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headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com
Back office At the start of Q4, we were told that Freightabase.com was nominated for the ‘Most Innovative Product of the Year’ award at the FTA’s Logistics Awards 2018. This was an amazing achievement for us, having only just launched in Q3 and, although we didn’t win, it gave us the nod from the industry to say that what we are doing is being acknowledged. We had a fantastic time at the event and we’d like to say a big ‘well done’ to all the winners. Staying with Freightabase.com, we are continuing to see week-on-week increases in site traffic and enquiries through the site. The current average month is 600+ enquiries and rising significantly due to increased marketing activity (SEO/PPC) and market presence. Another exciting development is the new Freightabase ‘Quick Quote’ app, which was developed by our in-house development team headed up by Darren Glasspool. We’ve already seen a big increase in enquiries go through the app, and no doubt this will increase, as it gives users greater accessibility to obtain quotations from specialist carriers. Please feel free to download it on iOS or Android. Another exciting event at the start of Q4 was the opening of our London office. Our brands Freight Mergers and Recruitment Mergers moved to WC1E to be closer to many of their clients operating in London and also the Heathrow area. As always, the back office was an integral part of the move to make sure that everything went to plan and that the team was operational with minimal downtime. Being in the centre of London is exactly what the mergers & acquisitions departments needed, and with David Roberts leading the charge, I have no doubt they will grow and make the London office a real success. Looking back over 2018, it has been a challenging but extremely positive year for the Headford Group. The back office has remained a tight unit throughout, only increasing in size and not losing any staff members. As a manager, you always look at things you’re doing right and also things that can be done better. For me, a good sign is that you have a happy, motivated team with 100% staff retention. I will do my my utmost to continue this throughout 2019.
KEY NTS E M E V ACHIE
for inated m o n m o abase.c Freight ce award on offi d n o L f tion o ff reten a Opening t s % 0 ffice 10 Back o in 2018
See you in Q1… Chris Tissier – Operations Manager, Headford Group
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headfordgroup.com +44 (0)1454 275 957 info@headfordgroup.com
Internal recruitment This quarter has been by far the busiest, getting everything into place and planning for the new year. We have ended the year on a high and have had a fantastic year full of growth and development. We have grown and strengthened all departments and increased our headcount by one per month. We launched Headford IT, which has been realised by our Group Manager Jason, who has vast experience across the industry. We have also acquired two extra staff members. I can’t wait to see what 2019 brings for this team – they have so much lined up already. We have added another staff member to our M&A team in London, Luke Mitchell, who has settled in so well and is making a great impact. The M&A guys have had a hugely
successful 2018, and with the pipeline they already have in place, I just know there are so many big things to come from them next year. I am already booking recruitment fairs for 2019. I can’t wait to get out and show people why they should come and work for Headford. We have so many amazing opportunities and departments, so everyone has a chance to come and grow their career. Our aim for 2019 is to focus on development and growth, retain our current staff and continue to grow by one staff member a month, strengthening the group. I am looking forward to 2019 and have lots in the pipeline for the first quarter. Laura Park – Head of Internal Recruitment, Headford Group
We have the below opportunities at head office:
Media Sales Consultants, Bristol Recruitment Consultants – Supply chain/procurement market, Bristol and London Recruitment Consultants – USA market, Bristol Recruitment Consultants – UK sales and operations, Bristol and London M&A New Business Consultants, Bristol and London Recruitment Consultants IT, Bristol Recruitment Consultants European market, 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
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
FORWARDER USA
www.freight-media.com +44 (0)1454 628 777
www.freightabase.com +44 (0)1454 628 776
www.forwardermagazine.com +44 (0)1454 628 788
www.forwarder-usa.com +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
Supply Chain Summit: Europe
2-4 October Houston TX, USA
11 October Business Design Centre, London
25 October St John’s Hotel, Solihull
29-31 October Hilton, Dusseldorf
Freight in the City
FTA Future Logistics FTA Annual Conference & Expo Awards
6 November Alexandra Palace, London
14 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
28-31 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
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 Q1...
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