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The perennial debate over whether CIOs can rise to MD or CEO makes the hearts of many IT leaders sink: after all, each case is different according to the sector and company concerned.
If an organisation rates sales performance then the sales bosses will emerge as the ultimate leaders and product quality experts will lead product-oriented companies.
Likewise if an organisation has carved its niche through a powerful technology offering then it is very likely a tech leader will rise to become its MD .
Neil Cotty and Global Freight Solutions (GFS) epitomise the latter. A techy at heart, Cotty has sound business knowledge and is now MD of the company he helped found.
He told us how he and his partner founded the business, the critical role technology now plays in freight distribution and how he progressed from the IT man to the MD.
GFS is a parcel-and-carrier management company which resells courier services.
“We are a value-added reseller, adding enhanced IT and customer services for carrier users,” Cotty explains.
The IT is the key component for GFS: a customer receives a labelling package, the full parcel track-and-trace application and a GFS team also monitors parcels as they pass through couriers’ systems.
GFS has partnerships with major logistics companies including DHL , FedEx, Tuffnells, Home Delivery Network and the Royal Mail.
“Our customers include [maternity retailers] Mamas & Papas, a major car exhaust manufacturer in Derby, and Raleigh bicycles,” Cotty says.
Using GFS to handle their courier needs ensures that each organisation can use the best possible distributor for the item being shipped.
Cotty explains that as well as the exhausts, the parts manufacturer also sends out tiny electronic components and catalogues. A courier firm may have a limit stipulating all parcels must be five kilos, so using GFS avoids these constraints.
“We manage parcels from dispatch to delivery, we also manage the carriers’ performance on behalf of our customers. GFS sends four million parcels per annum. We get preferential rates from that volume, which means we get the best price for our customers and the couriers get good quality invoice resolution in return."
Cotty was working at IBM when he met Martin Day, his business partner in GFS.
“Martin had the idea of a business which provided visibility to parcel distribution . Back in 2000 there was nothing like this and it is only in the last five years that the distributors themselves have begun to offer it. We were setting the trend.
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“Our customers include [maternity retailers] Mamas & Papas, a major car exhaust manufacturer in Derby, and Raleigh bicycles,” Cotty says. Using GFS to handle their courier needs ensures that each organisation can use the best possible distributor for
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