Pres­i­dent of freight bro­ker­age Equitrans Ex­press In­ter­na­tional Inc.

NOW Magazine - Class Action - - EVERYBODY’S BUSINESS -

Our com­pany has been around since 2003. My func­tion is pri­mar­ily hir­ing, train­ing sales staff and over­see­ing op­er­a­tional is­sues. We are a trans­ac­tional-type busi­ness, so we over­see each trans­ac­tion, mak­ing sure ev­ery­thing is un­der­taken prop­erly and all due dili­gence is per­formed on be­half of our clients.

We deal with ev­ery­thing from food man­u­fac­tur­ers to industrial sup­ply man­u­fac­tur­ers to heavy equip­ment com­pa­nies. With any com­pany that needs to ship a prod­uct by truck, rail or sea, we’ll get in­volved in man­ag­ing trans­porta­tion and lo­gis­tics.

I went to Cen­ten­nial Col­lege and stud­ied busi­ness ad­min­is­tra­tion. The cour­ses are very gen­eral in terms of their ap­pli­ca­tion to dif­fer­ent types of busi­ness sce­nar­ios. The most help­ful ones were in fi­nance, ac­count­ing, law, mar­ket­ing and sales. I of­ten draw on what I learned to help pro­mote the busi­ness.

I’m al­ways en­rolled in school. Cur­rently I’m study­ing com­put­ers, pro­gram­ming and web de­sign at Ry­er­son. I took busi­ness be­cause I knew it could be ap­plied to any field.

Like many stu­dents, I never thought of my­self as a sales­per­son. When you get into a busi­ness pro­gram, you might think more about ac­count­ing and fi­nance, but my pro­fes­sor in one class called per­sonal sell­ing re­ally opened my eyes to the op­por­tu­ni­ties in sales. Noth­ing in busi­ness re­ally hap­pens un­til some­body sells some­thing. The ac­coun­tants don’t count, the man­agers don’t man­age. That piqued my in­ter­est, and as I got into the freight in­dus­try I haven’t looked back.

In this job my best ex­pe­ri­ences have had to do with dif­fer­ent projects. We dis­trib­uted goods for tem­po­rary hous­ing af­ter Hur­ri­cane Katrina. We hauled pieces of the build­ings away from Ground Zero and dis­trib­uted them to fire sta­tions around the U. S. as me­mo­rial pieces.

In the trans­port busi­ness it’s of­ten said that you don’t ask if there’s a prob­lem on a given day – you ask how many. Ba­si­cally, there are a lot of mov­ing parts – lit­er­ally and fig­u­ra­tively – so some of my worst ex­pe­ri­ences have been deal­ing with ac­ci­dents or dis­as­ters.

In freight bro­ker­age, ab­so­lutely be­ing fo­cused on sales and mar­ket­ing is the great­est as­set. Go­ing out into the in­dus­try, mak­ing con­nec­tions with prospec­tive cus­tomers and gain­ing their trust is what it’s all about. Re­la­tion­ships are para­mount.

School can’t take you too far into this in­dus­try, so once you’re in it, you learn hands-on. Learn­ing the the­ory of busi­ness is like stand­ing out­side a church and look­ing at the ar­chi­tec­ture. At some point you’re gonna have to go in­side and eat the bread. And you may find your­self on your knees a lot of the time.

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