TH FRENCH NECTION CON
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In January Southampton haulier Kingswood Transport opens a site in Marseilles. It's a logical move for a firm whose core work, hauling for the petrochemical industries, originates in France.
The Marseilles base will double the French connection for Kingswood, which already has a site at Le Havre in Northern France. Although British born and bred the company is going after Continental business with a vengeance—so much so that it regards loads originating in the UK as backloads.
The Marseilles set-up will also provide the ideal location for generating crossEuropean traffic with Spain, Italy and Portugal among the target routes.
An operation based on the Continent offers more than just logistical advantages; it's all about going native. "It is the personal contact of picking up a telephone and understanding the culture," says Kingswood chief executive Terry Vincent. " A French customer is put at ease when he rings a French office and speaks to a French national."
Kingswood is able to do this because it has registered with the French Chamber of Commerce which, unlike its UK equivalent, is a Government agency. Registration allows it to employ French nationals, enabling the company to operate on a level playing field when it comes to bidding for loads against other Continental hauliers. "The premium work we do comes from the French mainland and we need to be there fighting it out with our competitors," says Kingswood founder Les Flack.
The expansion programme has been helped by an injection of new capital and new management. The operation was set up by Flack 12 years ago; he was joined in September by Terry Vincent who takes on the role of equal partner and chief executive, bringing with him 1335,000 of investment generated from his own capital and from venture group 3i, which has an equity stake in the business.
SHARES
Operations director Anne-Marie Del Valle also has shares in the business, which she joined nine years ago after a spell as UK director of French operator Grenobloise Transport. "I am responsible for the daily movement of vehicles," says Del Valle, who is fluent in French, Italian and Spanish. Like her co-directors she is based in Southampton.
Vincent found himself at a loose end after losing his position as group managing director at HT Hughes following a merger. He left with some equity and an eye for a new opportunity.
Kingswood was already expanding— turnover had risen by 35% and 43% in two consecutive years—and had been the subject of an independent approach by 3i. When Vincent came across Kingswood