Don’t be a ghost…
How many profiles have you seen on linkedin where the picture is a ghostly outline of a person, which looks exactly like all the other ghostly outlines? Please ensure it is a flattering photo, in a work-ish setting, NOT on a Hen Night or at your wedding. No cats, logos or ‘phone numbers please. Please also make sure that you populate your profile properly; so many people set up a profile quickly then never return to it. People (and search engines) will search for you, and find you, and it may be a very obscure thing which the search engine picks up on, to make a connection between you and another linkedin member, so it is really worth going all the way back to senior school. I met a lady at a party recently and connected with her after a chat, only to find the Linkedin assumed we were “classmates from Edinburgh University” – I had not even known that she was there at the same time as me. Going back in time in your profile also means you have an effective online CV, which people will use to check you out, and to check that you are genuine. So take the time to make it look professional. If you’re a woman, include your maiden name in your profile – this won’t appear on your normal status but will if people see your profile page (in brackets before your married name). This is also important if people are trying to find you from your past. You can have a look at my profile at http://www.linkedin.com/in/ruthwaring

Don’t get preserved in aspic
Again a common mistake I see is people setting up an account and then leaving it. They don’t update it, and they never post any updates in their status. This just makes your profile look dated and, by association, makes you look dated. If you’re going to have a profile, invest the time in updating it. If you change jobs it is vital that you update your details, and your email address. Look at others’ profiles to see what they include in their status updates; whilst it is NOT a good idea to link your twitter account to linkedin (too much information), it is however a good idea to occasionally include a relevant tweet (with the hashtag #in) to populate your linkedin status. I try to go onto my profile each month and sense check it is still OK, and of course post another status update. The status update is very near the top of your profile when new people click on it – so make sure it is not about an event you went to in 2010.

Don’t be on output only
Linkedin is a great tool to find and be found – but if you’re only “on the take” (i.e. using it to find people without wanting them to find you) you’ll be disappointed and you’ll also be letting your personal brand down. Linkedin uses some very clever software so people whose profiles you research may be able to see that you have been looking at them – I can do this all the time – so they will then look at your profile to see who you are. If it is a rubbishy profile with zero connections this won’t do you any favours. Linkedin is a two way street and – as with most things in life – the more you put in the more you get out.

Ruth Waring, MD, Labyrinth Logistics Consulting Ltd

www.labyrinthsolutions.co.uk

Follow me on Twitter: @RuthWaring

New regulations which will apply from December 2011, propose to regularise the relationship between an operator and his/her Transport Manager. There will need to be a contract between the operator and the Transport Manager setting out the tasks that the Transport Manager will perform; this will no longer be allowed to be a vague obligation of “continuous and effective control”.   The new regulations will set out in broad terms what it will cover, but this will be backed up by a list of core topics.   Where a problem occurs and there is a public inquiry, it will be for the Traffic Commissioner to determine where the blame lies.  However operators should not think that this is carte blanche to lay all the blame at the Transport Manager’s door.

In addition, nominated Transport Managers of both Standard National and International  goods vehicle operations have been requested to confirm that their individual details are up to date, the Central Licensing Unit at Leeds are also seeking further  information/detail to comply with the new regulations. All active Transport Managers should by now have completed a Transport Manager Questionnaire relating to the work they do (the deadline was 17^th October).  This questionnaire requires Transport Managers to state whether they are “internal or external” (the latter normally being a consultant). Those who work as an external transport manager will be limited to working for no more than 4 operators with a total fleet of no more than 50 vehicles.

All the information supplied via this questionnaire will be recorded on a National Register. If, following a Public Enquiry, a Transport Manager is declared “unfit” then this fact will be recorded on the National Register and the declaration will remain in place until the Traffic Commissioner determines that fitness has been restored.  It will be more important than ever that Transport Managers attend the public inquiry with legal representation.

The law change also affects those who gained the CPC qualification via Transport Manager Grandfather Rights (GFR) ‐ which are used as proof of professional competence to act as a transport manager.

In future the name for GFR will change to Transport Managers Acquired Rights AR to distinguish that the new rights were issued in compliance with Article 9 of the new of the new EU regulation on operator licensing (EC Regulation 1071/2009).  The Regulation requires a Transport Manager with AR to demonstrate they have continuously managed at least one road haulage operation for a period of ten years prior to 4^th December 2009 (temporary breaks in this requirement for “continuous management” are legitimate and at times unavoidable – such as long term sickness, maternity leave etc. ).Where existing holders need to apply for their (AR) certificate.

they will need to explain their role as a Transport Manager in road haulage operations from the 4^th December 1999 to the present date. The ultimate decision on sufficient evidence in individual cases will rest with the Secretary of State for Transport.

Longer trailers – 10 year trial announced

Following lobbying from the industry, from November 2011 the Department for Transport is conducting a 10 year trial of up to 1800 semi-trailers: up to 900 of a maximum length increase of 1m (between 13.6 and 14.6 metres), and up to 900 of a maximum length increase of 2.05m (between 14.6 and 15.65 metres). However this trial does not cover an increase in gross vehicle weight. So if your business carries products which are bulky but not particularly heavy, then this could benefit you. You can register your interest to snap up some of those trial spaces here: http://www.dft.gov.uk/publications/longer-semi-trailers

Lorry Road User Charge by April 2014

Plans for a new Lorry Road User Charge (LRUC), which will see foreign trucks charged up to £9 per day, will be implemented by April 2014. The scheme is designed to level the playing field for UK operators.

Under current plans, UK operators will be charged an annual road charge (£450 a year for a three-axle, 44-tonne artic) with VED rates reduced to mitigate this charge in the vast majority of cases. Foreign trucks will be charged daily, weekly, monthly or annually, and could contribute up to £20m to the economy through the scheme.

2014 deadline looms

As of today, there are only 1420 day left to complete the Driver CPC. Does your business need help getting organised?

The transport industry is well behind with preparing for the 2014 driver CPC deadline, which means that hundreds of thousands of drivers could be ineligible to drive commercially from that date. If you would like information on the courses we run – which can be tailored to your company’s specific requirement – please contact Ruth Waring (ruthwaring@labyrinthsolutions.co.uk)

Dennis Darwent, procurement manager at BAA, says: ‘Labyrinth brings a wealth of experience to this project both in terms of their logistics procurement expertise and also their understanding of the Heathrow Airport environment from other projects in this area.’ Labyrinth director Jo Godsmark added ‘The unique nature and scale of the HCC operation demands careful specification and tender preparation and evaluation and we are delighted to be supporting BAA on this project.’

The HCC tender will be carried out through the OJEU process and formal notification will be published on the OJEU website during the autumn.

Any logistics service providers who would like more information on this project should contact Jo Godsmark at Labyrinth: jogodsmark@labyrinthsolutions.co.uk

The CILT is the pre-eminent independent professional body for individuals associated with logistics, supply chains and all transport throughout their careers. The Institute hold a significant number of networking events throughout the year and, with the organisation now structured around professional sectors and forums, there are opportunities for anyone working in the industry to further their career through Institute membership. Find out more at http://www.ciltuk.org.uk/pages/membenefits

You may think that all your LGV drivers have the right type of licence, but if they passed their test since September 2009 they could be driving illegally – they may only hold a licence to drive in a non-commercial context.

With the advent of the driver CPC on 10th September 2009, two new requirements were introduced: the enhanced test and ongoing periodic training. The first of these requirements relates to enhanced test modules (modules 2 and 4 are the additional requirements – case studies and an additional practical test) and anyone who already held their licence on 10th September 2009 obtained this qualification by “grandfather rights”. There is therefore no need for existing drivers to take these extra test elements. However it IS necessary for all new drivers who have passed their test since that date to take these two additional modules if they want to drive commercially, and it is easy to check as those who have passed all 4 modules are immediately issued with a Driver Qualification Card (DQC) which they must carry with them at all times. There is a fixed penalty for a new driver without a Driver CPC and a likely £1,000 fine for the company, so it is important to get it right. Such drivers will also be ineligible to undertake Periodic Training.

Problems are arising however, as there is still widespread confusion over the driver CPC within the industry. One driver had taken his test in June 2009, failed it and simply re-booked the same test in January 2010, unaware that he now needed to do the two extra modules as he works as a commercial driver. The test centre and the training provider failed to advise him, and the issue was only picked up by his employer when the driver CPC periodic training started and he could not produce a DQC. He is no longer driving and the extra two extra modules were booked ASAP.

Other examples seen of this problem include training providers who simply do not wish to do the training, as it is new to them and quite difficult. They are putting people forward for LGV tests and not letting them know about the extra modules and the difference between commercial and non-commercial driving, to keep their pass rates high.

Please let others in your organisation know about this, and if any newly qualified drivers are working for you, or apply for a job, ask to see their DQC. If they only have a normal licence they will need to take the extra 2 modules before they can drive commercially.

In the subject of the second CPC requirement, Periodic Training, demand for this is starting to pick up now, with most training providers reporting a surge in bookings as the industry accepts it is not going away. This applies to all LGV drivers working commercially (even a supervisor/manager who only drives for the company occasionally). The first 35 hours (normally 5 days’ of 7 hours) of periodic training must be completed by 2014 for drivers who already had their licences in September 2009, unless they are due to retire from driving by then or will not work commercially after that date, and for newly qualified drivers the clock starts ticking from the date they pass their test. Driver Qualification Cards will be issued to all existing drivers once they compete their initial 35 hours of Periodic Training.

If you would like to book a course with Labyrinth, we currently offer two options: LGV Essentials and Health, Safety and Security. Saturday dates are available, our rates are competitive and we only use knowledgeable trainers. Please email ruthwaring@labyrinthsolutions.co.uk for more information.

Supply chain specialists Labyrinth Logistics Consulting are today launching a suite of products to help customers procure their logistics services more effectively. The toolkit includes a database of logistics service providers, Vendor Assurance audits, data analysis support and specification templates. The database alone is a significant new tool for the logistics procurement sector, and means Labyrinth can search for providers offering the right geographic coverage, trailer type, specialist capability (for example ADR) and IT systems to fit  in with the buyer’s requirements.

Labyrinth is unique amongst logistics consultancies in that it has a long history of working on both sides of a tender process. ‘Labyrinth’s great strength is that it has an established and successful business providing operational support consultancy to hauliers and 3PLs, as well as its work with major manufacturers and retailers’, says Ruth Waring, Labyrinth’s MD.  ‘This supports our procurement projects as we understand the important elements of the specification and how these affect the cost base. Through our database and industry knowledge we are also well placed to find alternative suppliers that suit a particular client.‘

In recent years Labyrinth has supplemented its resources by building alliances with specialists whose skills support their procurement work. Two such companies are Aricia Consulting who provide expert data analysis support and Perceptant Limited who provide expertise on interface specification and Business to Business messaging.

In the current business climate companies cannot afford to renew contracts with existing providers without considering the alternatives. Labyrinth’s services provide an easy and affordable way to tap into alternative suppliers and ways of working.

For more information please contact Jo Godsmark at jogodsmark@labyrinthsolutions.co.uk

Networking comes naturally to a lucky few, but most people struggle with it, and I was as daunted as anyone else when I first went self-employed in 2002 and realised I had to get myself “out there” – I was used to buying rather than selling. Eight years later I can honestly say I have learned to enjoy it and have taught myself to become really good at it, and just having had a busy 18 months in the business in the midst of a recession, I must be doing something right.

The good news is that networking is something anyone can learn to do well. Even if you feel you will never enjoy it you don’t have to be rubbish at it, and the better you get, the more results you will see from networking – and you might event start to relax and have a good time.

Here are my top tips:

1. Have a networking strategy
2. Remember, you’re not necessarily networking with the person in front of you
3. Approach people on their own
4. Really hone your elevator pitch
5. Be clear what you want out of each event
6. Try speed networking
7. Always Be Networking
8. Offer to help the other person
9. Follow up
10. Join Women in Logistics UK!

1. 1. Have a networking strategy

Don’t wander along going to an occasional networking event feeling worried and out of place. If you are serious about winning clients you need to be out there, and practice makes perfect. Formulate a strategy and plan ahead for the next six months.

Think about the type of person you are trying to reach. If your target market is logistics buyers, it’s no good networking with florists and homeopaths at your local breakfast networking event. You need to think where logistics buyers might go – perhaps to a CILT event about how to add value through logistics procurement, or events run by CIPS – so find out about relevant events. You could even volunteer to run a networking event with fabulous speakers and try to attract just the audience you’d like to meet – as my colleague Jo Godsmark did recently with fabulous results. If your target market is manufacturers and retailers, you may meet them through the Chamber of Commerce in your nearest city, of at the IGD events (Institute of Grocery Distribution). The point is, you need to structure your networking to hit your target audience, and plan to attend so many events a month; about two is ideal. It’s fine to mix it up with some local networking too if you find you enjoy this more, as this will give you networking confidence when you go to industry events, and can help you find good local suppliers you can trust. There are a lot of networking events out there, so do your research and visit a few different ones before deciding what is going to work for you.

1. 2. Remember, you’re not necessarily networking with the person in front of you

Having said you need a targeted strategy, you need not despair if you find yourself networking with a butcher with halitosis and one shop in the village high street. It is vital to remember that you can network with their network – the people they know – if you ask the right questions. Your butcher’s cousin might be the MD of your main target customer – you just have to tell him that you’d love to meet anyone from XYZ Fork Lift Trucks (or any other prominent local employer you’d like to do business with) and wait for the contacts to roll in. Well, hopefully! The key is having prepared a mental list of local companies you’d love to get into, so if you are struggling for common ground, you can just ask for contacts there. It is surprising what is offered – the more specific you can be, the better. Also try the line “A good lead for me would be anyone with lorries going in and out of the gate” – they can visualise this and might get some ideas. Don’t say “I’m a logistics consultant and I offer help with O Licence compliance and ISO” because the person will be asleep before you have finished the sentence. Sentences that start “Do you know any one who…?” can be very powerful.

1. 3. Approach people on their own

One of the scariest aspects of networking is the “milling about” phase, where everyone arrives in dribs and drabs, gets a coffee and looks for someone to talk to.  I always hated this bit, feeling panicky that I was supposed to be working the room like a pro, but in fact was hovering by the biscuits trying not to stuff TOO many into my mouth in a nervous feeding frenzy. I have now turned this period into networking gold by picking off all the people standing on their own. They are always really grateful to talk to someone, and even the pricklier customers are glad someone has rescued them. A simple “ Do you mind if I join you?” normally works. This can be a bit tricky for me as some men sort of recoil, thinking you are trying to pick them up. I mean, what are the chances? Have you been to a Road Haulage Association event? Well then. I have however come to accept that at certain industry events some people just don’t want to talk to you. I mean me. This is most likely to happen where the people don’t get out much, such as the Fork Lift Truck Safety conference I attended recently. Use your imagination.

1. 4. Really hone your “elevator” pitch

The “elevator” pitch is the line you would use to introduce your business if you found yourself in the elevator with the CEO of your dream customer. You’ve only got 30 seconds to capture their imagination and tell them what you do. So a good example is:

“Hi, my name’s Ruth Waring and I am the MD of Labyrinth Logistics Consulting Ltd. I help hauliers – and those who use hauliers – work safely and legally. I also help companies save money on their transport costs. Our customers range from family haulage operators to major blue-chip clients and would love to add you to that list. Could I contact you to tell you more?”

Really think about this pitch, as it will often be your intro at a networking event. Don’t flounder around looking for a form of words when the killer contact is in front of you – learn it! If you go to breakfast events, you’ll normally be asked to do a one minute slot about your business so make sure you prepare it in advance. Try not to read it from a script, head-down, but learn it and speak clearly. Good one minute slots are rare and people notice a polished performance.

1. 5. Be clear what you want out of each event

Try to avoid coming away from events with no cards having had only a few vague conversations. Think about the outcomes you want before you go, get yourself psyched up into the right mood, and make sure you have business cards (and flyers if you do these). Mel Ashworth from First Class Coaching, who attended a speed networking event I ran recently, said that she tries to get 5 new cards at each event. This prevents her from entering a sort of networking torpor, where she meets someone she likes and stays talking to them for the whole time. If you like someone, arrange to get in touch and have a one-to-one meeting after the networking event – but the event itself is not for lengthy chats. It’s about meeting new people and making connections. Similarly if you go with a colleague make a pact to split up and sit at different tables, or talk to different people. If you get a list of attendees beforehand (and remember, the organisers can only say no if you ask – I frequently do!) why not split up those people you both want to target, to avoid overlap?

1. 6. Try speed networking

No, it’s not the same as speed dating. It can be a really effective way of meeting a lot of people quickly. As with other forms of networking, planning is the key. Rehearse your two minute slot in front of the mirror and time yourself. It’s easy to ramble on – but you have two minutes when the other person has to listen to you! Try to gauge on the day if they know anything at all about what you do, and if you think they will understand them you can use a bit of jargon or some 3 letter acronyms – but generally assume that they will know nothing and go back to basics (especially if it’s not logistics people you’re talking to). Use words that a 12 year old child could understand. At a recent event one delegate pointed out five lots of jargon she hadn’t understood in one short presentation. Don’t make people feel thick. I struggle to remember that SEO stands for Search Engine Optimisation so why should an IT guy know what JIT stands for in automotive logistics?

1. 7. Always Be Networking

Networking doesn’t have to be done in a formal situation. Don’t forget that mums and dads at school might be an excellent source of leads for you, so make sure they know about your business. Your gym might be another way to meet local business-people who would love to hear about your business. If they are interested, don’t bore them when they are trapped on the treadmill for 20 minutes, but offer to contact them and set up a short meeting (“can I pop in for a coffee and tell you more?”. I always try to remember names and company details so I can Google them later, or ask if you can contact them via linkedin, the professional networking site.

1. 8. Offer to help the other person

It sounds really obvious, but remember the person you are talking to may be struggling and a bit tongue-tied. Why not ask them how you can help them? Questions such as “What would be your ideal customer – and how can I help you find them?” or “What kind of leads can I help you with – I might know some people you’d like to meet?” are good ice-breakers. They may or may not reciprocate, but at least you have tried.

1. 9. Follow up

Follow up is vital – all the rest of it hinges on how well you follow up after an event. It’s a good idea to have a database of all the people you meet at networking events (we have ours on an internet-based web office so everyone with a log-in can search for companies and people others have met). It’s worth taking the time to record when and where you met them, as this can prove useful later and you can really impress them with your “memory”. You can then use this tool to send them newsletters and updates if you think they will be interested. Once the details are on the database, you need to decide what you’re going to do next – ask them for a meeting? Only do this if there was some sort of spark or you have something specific to tell them about, otherwise you’re just wasting time. If the person offered to put you in touch with someone else, make it as easy as possible for them by sending the working of an email they can “top and tail” and forward on – they are much more likely to do it then. Another option and good half-way house is to ask the person you met to connect with you on linkedin (www.linkedin.com) so you’ll have their contact details.  It’s also a good idea to keep a log of any work you win from networking and other methods you use, so you can gauge if it is working.

10. Join Women in Logistics UK – networking as it should be!

It’s the friendliest logistics network around. In fact it’s so friendly I find most other logistics industry events a bit frosty now. I set up the group in September 2008 and we now have over 1100 members, with numbers going up every day. About 18% of members are men who want to support women working in logistics. We organise 5 events a year (all with networking opportunities) and also have piggyback networking sessions during other industry events such as Multimodal and the CILT annual dinner. The great news is that the group is free to join, thanks to the work of all the volunteer steering committee members who make them happen, and most events are free to attend too.

There is more information about upcoming events at www.womeninlogistics.org.uk/events.html.  Why not join us for an event (or indee

Perceptant (www.perceptant.com), a pioneer of cloud computing business solutions, and Supply Chain  experts Labyrinth Logistics Consulting (www.labyrinthsolutions.co.uk) today announced a partnership agreement to evaluate, develop and deliver a new wave of software solutions and services for the logistics industry. The move is designed to offer fast, affordable integration to all sizes of logistics provider, and sound the death knell on the fax machine which still churns out orders to be rekeyed, right across the sector.

Designed to drive new efficiencies and increased collaboration between logistics companies, their customers and sub-contractors, the partnership has already devised solutions for consolidated satellite tracking, integrated transport ordering, reverse logistics and electronic POD’s via a range of devices.

“Whilst retailers and manufacturers have built strong collaborative alliances using cloud based solutions we have yet to see smart applications filter down to hauliers and freight forwarders”, says Matthew Slinn, CEO and founder of Perceptant. “Our partnership with Labyrinth Logistics Consulting marries leading thought and business processes with pioneering software solutions designed to be cost-effectively and quickly delivered via SaaS (Software as a Service) and mobile computing”.

Datamonitor predicts the global logistics and express market will grow by 14 per cent over the next three years to some £2.6 trillion ($4tr) yet the industry is under relentless pressure to consolidate, reduce costs, decrease their carbon footprint and introduce leaner working practices and business processes.

“Improved business processes and working practices can have a dramatic and positive effect on profit margins and sustainability across the industry”, says Jo Godsmark, Director of Labyrinth Logistics Consulting. “However an increasing number of these initiatives need to be underpinned by software solutions that seamlessly integrate connected parties and provide functionality that, until our partnership with Perceptant, just wasn’t available to the full cross section of the logistics market.”

In tandem with the announcement, both companies also revealed that a number of partnership discussions with well known Transport Management System (TMS) and Warehouse Management System (WMS) vendors were advancing and that key strategic agreements with these companies would be one of two main routes to market.

“Whilst direct sales is the cornerstone of our business, it’s becoming apparent that key logistic software vendors can also drive significant value from our expertise, knowledge and complimentary software applications”, says Matthew Slinn. “Therefore, we fully expect that within 12 months, our route to market will be predominantly indirect, which is why a great deal of investment and planning has gone in to making our products appropriate to all these diverse sales channels”.

About Perceptant

Perceptant is a leading provider of software and services that drive the integration, synchronisation and collaboration of global supply chains. Our hosted, on-demand supply chain management, B2B Integration and EDI solutions process millions of business-to-business transactions, integrate leading enterprise software applications and help seamlessly connect complex demand chains. Perceptant has its headquarters in Sheffield, Yorkshire, UK.

About Labyrinth Logistics Consulting

Labyrinth Logistics Consulting Ltd was established in 2000 and has been a leading provider of supply chain consultancy expertise during the past ten years. With its Operational Support division specialising in working with hauliers and 3PLs and its Supply Chain division supporting manufacturers and retailer in logistics procurement and logistics strategy projects, Labyrinth is well placed to understand the requirements of the logistics industry.  Labyrinth is based in Leamington Spa, Warwickshire.