Freight champion leads by example
Issue: Summer 2009
Michael Parry speaks to Hilary Devey, Founder and CEO of Pall-Ex
IN THE SPOTLIGHT
Hilary Devey is often the subject of newspaper and magazine articles and received numerous plaudits following her appearance on Channel 4’s Secret Millionaire. However, to many in the transportation industry, she is a shining example of someone who has succeeded against all the odds in one of the most demanding and underappreciated sectors in the UK economy. As founder and CEO of Pall-Ex, the UK s leading pallet network, Hilary has created a business that not only provides a total service solution for hauliers but is also at the forefront of change.
At present Hilary is recovering from a serious illness but her enthusiasm and tenacity are as strong as ever. When I asked her to comment on the state of the industry, starting out in the freight sector, developing an award-winning company and balancing a hectic and demanding lifestyle, she was as forthright and honest as you would expect.
MP: What is y our opinion on the current state o f the UK transport sector?
HD: The industry has been going through a period of turmoil for the past six or seven years, but the current economic climate has depressed margins even further. In my opinion, we will see a certain amount of rationalisation in the not too distant future.
We now have another new Secretary of State for Transport but to me it s a case of a new face but old politics. In the last few years what has the Government done for the freight industry, all they seem to have implemented is more onerous legislation and higher taxes, which they claim are in line with inflation. This strategy is extremely questionable and severely lessens our ability to compete with Europe on an equal footing.
While such a policy does not affect Pall-Ex directly, as we are a distribution network, it does impact upon our members. One of our major tasks is to help our members to stay profitable – their success is our success.
MP: How have you succeeded in what is perceived as a male-dominated sector?
HD: When I started working in the freight industry I was the only “woman around. One of the questions I was repeatedly asked was “can`you drive a truck luv?” The simple answer was no I can’t but I don’t need to. I came through the ranks the hard way. Even when I was setting up Pall-Ex I encountered a lot of hostility. But everything can be turned to your advantage… I knew what I had to do to earn respect. Now I feel I have achieved this in what is one of the hardest working and toughest industries in the world – and one that is so under-valued, with long hours and tight margins. In the early days I was striving to build a career as a single mum with a young son, driving around 2,000 miles per week. Maybe I had it harder than my male counterparts being a mother and running a home as well as keeping up with the day job. When I founded Pall-Ex I risked `everything. I sold my home and my car – had it not succeeded I would have ended up penniless… and then I put everything on the line again recently when we built the hub. I have always tried to minimise risk taking but one thing that entrepreneurship is about is risk taking, and one thing I am is an entrepreneur!
MP: What is the secret of Pal -Ex s success?
HD: There is no real secret but we have a number of factors that keep us successful.
Number one is our people, we have a lot of home-grown talent who are very reliable and dedicated. We set high levels of expectation of our service levels; this is what our members have come to expect. Whatever we do we do well, or we don t do it. Personally, I believe in being the best and if I can t be the best then I will sell up and go!
We are always trying to be innovative and assist our members, whether it be central procurement so that we can pass on discounts for such as vehicles, tyres etc; financial modelling; or sales and marketing assistance in sourcing new business. At all times we must continue to be innovative in what services we can offer to our membership. We are very much in partnership with our members, we all need each other.
Unlike other pallet networks, Pall-Ex has only one shareholder and that is me – it is totally egalitarian so the buck stops here.
MP: How is Pal l -Ex developing its services?
HD: The new hub has been a great investment for Pall-Ex. Aesthetically the building is very pleasing as well as being a totally functional state-of-the-art freight distribution centre. Transport has got a terrible reputation in terms of its impact on the environment and anything we can do as a company to reverse that image has got to be good for the industry as a whole. Within the next three years Pall-Ex hopes to build another distribution hub, again within the East Midlands, which will be on an even larger scale. Pall-Ex is now extending its influence across Europe, a policy that is already proving to be incredibly successful. This is due in part to forward research and the projects team in place.
Pall-Ex Italia started in January this year and the volume levels are bucking all the trends, as the Italian economy is possibly suffering even more than the UK economy at present. We will enter the Spanish market, with Portugal as an add-on, later this year, followed by Poland in 2010. We also want to be operational in the Benelux countries in the near future. There is a five-year strategic plan in place and we are well within that remit. During this timescale we expect to be in a position to offer a truly pan-European service.
MP: How do you balance being a media personal ity with running a very succes ful business?
HD: PR is always good for a business and for the brand. I am an ambassador for Pall-Ex and for the charities I m involved with. One of my favourite causes is TransAid. I believe in giving back something of what you have gained, and Pall-Ex gives a penny to TransAid for every pallet it delivers. The industry has never been found wanting. I have tried to participate in fundraising wherever possible and will continue to do so in the future. Whilst both Pall-Ex and I have received recognition in the form of many awards, I must say that without the people around me and the support of our members none of this would have been possible. I must thank God for the people I employ – during my recent illness the business has performed to its usual excellent standards. What I would like to do is to convey a big thank you to everyone concerned. What does the future hold for me? There will always be challenges, when there isn’ t I’ll pack up and go home. I will be doing more TV work in the future and want to get more involved with the charities. I want to push the Pall-Ex brand further forward and continue to make improvements wherever I can. The new hub will come to fruition and the pan-European network will come about. When I have achieved all this, then who knows. MP: In spite of her success and all the recent media attention, Hilary remains totally committed to the company she created and the members it serves. Her determination, business acumen and generosity have brought her the recognition she richly deserves. I would like to thank Hilary for speaking to Freight Industry Times and wish her a speedy recovery. The freight industry needs its champions, and Hilary Devey is certainly one of them.
To learn more about Pall-Ex, visit: www.pallex.com
Published: 06/07/2009
