How networking turns local companies into global operators

Express Trailers has just hosted the 2015 General Assembly of Transport Oriented Professional Services (TOPS) Network in Malta. In this, its 17th year, this annual assembly brought together an exclusive network of about 38 transport and logistics speciali

What can you tell us about TOPS? What are its main functions?

Up to around 15 years ago, international trade was very restricted. The more companies wanted to source or manufacture and deliver their products on an international level, the greater their need for international transportation and handling. Logistics is an intricate operation. I call it the art of calculating timings, pricings and risks that bring value to all parties concerned. Many companies, however, lack the internal infrastructure to handle the intricate world of logistics, and when a group of small and medium-sized companies wanted to start operating and sourcing on a global level, there became a need to assemble and form a logistics network to be able to serve their respective customers globally. This is when TOPS was formed. Today, this association is where a local company becomes a player on a global level due to collaboration and partnerships with similar operators around the world.

What were the main topics tackled at this year’s meeting in Malta?

This year’s meeting in Malta was the 17th annual general Assembly. All 38 companies who are members of this network send representatives and together they meet and discuss potential business opportunities which can lead to further expansion. This year’s meeting saw us moving away from our focus on the Asian and European markets and inclining more towards seeking to expand to North American and South American markets. This year we are very happy to have found a new member in iTN Worldwide, a company based in the US. This should help all the other members in our network who are seeking business in the US to enter this huge market in a more structured and informed way. Having an office in Miami should also assist us to develop more links to the South American market.

What were your hopes for the outcome from the Malta meeting?

You know, we are a network and we are here for networking. Unfortunately, big companies do not network enough – either because they are too busy with their core operations or because they don’t have the resources or the time to do it. And it is a pity, because you do not necessarily have to network only with new potential partners. It is also good to network with current business partners to strengthen the rela- tionship and iron out certain issues that might be present. When you network, you bridge differences, you eliminate misconceptions and, yes, you open up to more business. But to me, the most important thing is that members resolve possible problems and find new opportunities.

What are the main challenges that the logistics industry is facing at this point in time?

I have been in the transport and logistics business all my life – long enough to say that, at this point in time, the biggest challenge in the industry is overcoming cultural differences. Doing business is one thing but understanding the culture of the people with whom you are dealing is the gateway to developing more business. Sometimes misunderstandings crop up even when two companies speak the same language. This is why meetings like these are important: to meet face to face. Only by communicating better can we work better and in a more structured way.

International security is very much on the agenda of practically everyone. How will this aspect inevitably shape the way companies handle transport and logistics?

Security is playing an important part. Political unrest in different countries tends to shape the way we do business. However, this is the norm and people will always keep looking at security and safety. We are noticing more companies conducting safety checks on personnel and ensuring the right safety procedures when they receive, store and handle cargo. Some companies opt to do it themselves but others take it even more seriously and choose to subcontract to professional companies.

What, in your opinion, should be the main traits that a company should look for when choosing a company to handle its logistics requirements?

I feel that there are many traits that make up an ideal transport company. One should look at its international network of operations but also consider its personal dedication and the attention to detail they give in what they do. Many companies may be small or medium-sized entrepreneur-based companies but this should be no excuse for compromising on flexibility or personal attention. A company could be well-equipped, with all the resources and the technology, but the very heart of our business rests on trust. Customers want to know con- stantly where their cargo is, where it arrived and if it will make it safely and on time. Meeting face-to-face develops this trust. You can invest in a lot of equipment but without trust, you don’t get business. This should be one of the most important traits.

What does it mean to be part of the TOPS Network and how does this benefit the end customer?

Our role is to support members in establishing contracts with major customers. It is our policy to have only one company per country or per specialisation. In Malta, for example, we only have Express Trailers.

Being part of TOPS means being in a position to enjoy the benefits of our growing global network. Currently, we are looking at new markets such as Myanmar. We now have a member in Dubai and Ecuador has come on board as well, because we had a customer who wanted to start buying from that country. This network allows members to discover opportunities. A company from Belgium, for example, wanted to start operating in India. They met here in Malta and are now doing business together. We overcome cultural differences and cultural codes in business. We don’t look at the person but at the opportunities.

We advocate trust and, in the end, if you are trusted you will make business.