Clydeport’s new appointment talks of spearheading insight led sales strategy

Gillian Johnson officially joined the company in January 2017, bringing with her 25 years’ industry experience. Here, the current chair of the Glasgow Freight Club, shares her plans to encourage customers to take a good look at their existing supply chains to uncover time and cost savings.

My career began 25 years ago when I started my first job with Evergreen Marine Ltd.  My father worked in the business as a crane and HGV driver for Freightliner in Coatbridge, so that’s where my interest originated.

I spent my late teens and early 20s learning a variety of skills across intermodal freight transport, exploring disciplines which I felt I could really flourish in. It wasn’t until many year later whilst working within the freight forwarding sector that I realised my core strengths were in sales – mainly because I could quickly identify opportunities for clients to make smart, sustainable savings.

When the job for sales manager came up at Clydeport, I had to go for it. I already had a fair idea of how I could add value to the client experience there because I had worked with the team for a number of years as a supplier.

My role is to challenge historic assumptions and encourage customers to take a good look at their existing supply chains because if they do, they will uncover time and cost savings.

I believe that Feeder operators must play a role in shaping the industry. The current “if it’s not broke, don’t fix it” approach to doing business is unsustainable and lacks long-term vision. Similarly, cargo owners are missing out on streamlining opportunities; limiting their sustainability. These simple inefficiencies are easily fixed.

Relying solely on automated buying systems is a fundamental issue that must he looked at by everyone in the industry. I am not saying that automation is wrong, but I am saying that human interaction remains crucial to identifying routes to sustainability. Feeders are relying on how things have always been done and that are programmed into shipping route software, databases and such like without giving deep thought to how the world has changed and how their business could benefit. 

I intend to ask our clients and potential client to go back to basics and look at their supply chain - not just the port/shipping aspects - to see where historic assumptions can be usefully challenged.

To contact Gillian directly click here or contact her on: 07483031752

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