Justin Burley joined UPD in June 2021 as C&F Key Account Manager. Due to his experience in the sector, Justin will also be acquiring new clients for Ships Agency.
JUSTIN THE PROFESSIONAL.
Justin, tell us about life before Trade Ocean.
I was Key Account Manager for another C&F company. Prior to that, my work experience was in pricing, Line Management and Ships Agency. I am well experienced in all modes of shipping from liquid bulk, break bulk, vessel chartering, air freight and sea freight. I have about 13 years of experience in the shipping industry.
Why Trade Ocean?
Working in the corporate space, I found it quite stifling to get decisions made and this impacted on client needs.
I chose Trade Ocean due to their open management style as well as their excellent reputation in the C&F industry for accountability and excellent leadership.
With the shift to remote working, have you had to adapt your sales approach?
In essence sales remains the same. It comes down to providing information to clients and prospects, and creating an emotional connection with your clientele. With the increase of remote channels such as Zoom and Skype, the ability to remain connected to your client is still available. Sure, physical visits are difficult with COVID but there are creative ways to remain available “face to face” via these tools.
In a depressed economy, what are you doing to promote sales?
As some sectors struggle, we must remain creative in maximising the sales opportunity. Upselling opportunities such as offering flash delivery at a premium or add-on opportunities like insurance or escorts during protests are areas where we can add value and remain profitable in tough times.
As a sales professional, you know that acquiring new business is 8 times more expensive than retaining existing customers. Your thoughts?
I think it’s always important for every staff member to realise that if you deal with a client in any capacity, you are in effect selling.
I believe that we need to maintain an attitude of professionalism, transparency, proactivity and confidence in our abilities.
We should always consider that it is the client that pays our salaries and thus we need to exceed the client’s expectations constantly to keep the client coming back for more positive and rewarding experiences with us.
What are the 3 traits about Trade Ocean that you pitch to prospects?
Energetic. Efficient. Excellence.
I mention ‘energetic’ as we are a young, hungry, dynamic company willing to do the work and spend the hours to learn our client’s business, providing solutions that are specific to their needs and goals. The trait of ‘efficiency’ speaks to our ability to act quickly and remain proactive in providing solutions BEFORE the client has concerns. Lastly, meeting expectations is average – ‘excellence’ implies exceeding expectations.
JUSTIN THE PERSON.
Family?
I am in a long term relationship with a wonderful lady, Imaan.
I have a beautiful 11 year old daughter, Emma Rebecca.
We have two cats, Sushi and Salmon.
How do you chill?
Quality family time is always important. We all love nature so there is nothing better than a drive to the mountains when there’s snow, or to the beach when the warm summer months are here.
I also enjoy making rustic furniture and renovating homes, usually when I am on leave.
Favourite restaurant?
Damhuis in Melkbosstrand
Favourite band?
Pearl Jam
Lays or Simba?
Lays, lightly salted please
Thanks Justin, wishing you all success out there!
