What is your full name and job title?
Dani Mechlowitz, Chief Revenue Officer at ITD Global Group
How long have you had your current role?
I have been with the Group for 13 years and previously headed up its fulfilment business, Delta Fulfilment, where I was Managing Director for 7 years, overseeing it from inception to a successful operation with over 60 employees. I took up this new role at the start of year with responsibility for driving revenue growth across both Delta Fulfilment and ITD Global, which provides shipping brokerage, freight forwarding, and consolidated parcel delivery across air, sea, road, and rail.
Tell us a bit about your company.
Established in 2004, ITD Global is an international logistics and ecommerce management and delivery specialist with a clear purpose – to use our expertise, infrastructure and relationships to ensure our customers, SMEs of all sizes, can successfully deliver their products anywhere in the world, cost effectively and simply. Support, impartial advice and honesty are at the heart of our operations. Every year we are responsible for the safe carriage of over 25 million parcels utilising a full range of solutions including UK domestic and international courier services accessible through a single API, air and sea freight and fulfilment.
Has the business made any investments lately?
We recently invested in a new CRM system in a move designed to support our strong growth within the sector. The Zoho CRM system enables us ITD Global to provide faster and more structured onboarding for new clients and further improve on the management and analysis of our business interactions and data to deliver a strong customer experience. Other benefits include streamlined processes and increased collaboration within the sales team. Overall, we continue to invest in our infrastructure and in 2022 secured a £15M investment from the UK’s most active growth capital investor, BGF.
What is the market you operate in like now?
The ongoing growth in the UK ecommerce market shows no signs of slowing and there are also huge opportunities for imports from places like China. We have expert teams on the ground in key locations such as China, the United States and the United Kingdom facilitating easier communication, better control and simplifying the cross border selling process. With end user expectations remaining high with time frames, visibility and regular communication are vitally important and our solutions enable our clients to meet and exceed these expectations, gaining a clear competitive edge.
Tell us an anecdote that really sums up the industry?
I recently met up with a large D2C brand that is shipping over a million parcels a year and was pretty shocked to hear that they currently use just one carrier for everything. When I queried this, their response was that they believed that this was the only way to get a good rate. When I probed further and asked if they honestly thought that one carrier is the best option for all million shipments both for cost and service – they paused and then admitted that it probably wasn’t! When I worked through these aspects with this prospect, we worked out that around 600,000 of their parcels probably should stay with their current carrier but the other 400,000 would be better split between two other carriers based on weight, value, and service level. The idea that they could split this volume without losing pricing power was completely new to them.
What is the best part of your job?
I absolutely love meeting with companies that I know we can help and becoming part of their journey. Every brand has different needs and delivery requirements and the services we offer are fundamental to their success. I get really invested in helping them to realise the potential.