Mainfreight – Team Newsletter July 2019

MAINFREIGHT TEAM REVIEW
NEWSLETTER JULY 2019

A Word from Don
W
elcome to our July
newsletter, produced for
our people and their
families, but read by our customers,
our investor/analyst community, and
the competition – all of whom take
great delight in dissecting the
commentary to learn more about us.
This edition comes hard on the
heels of our annual result, where we
once again have produced record
results. Revenues fell just short of
$3 billion at $2.954 billion, and we
achieved a net profit of $141 million.
An enormous amount of hard graft
from our global team – thank you all
for this effort.
This is all “rear mirror” stuff, and we
are now focused on what is in front
of us.
We have three core products on
offer for our customers: Transport
(Domestic transportation),
warehousing (Logistics), and air and
ocean carriage (Air & Ocean and
CaroTrans). Combine these with our
expanding network, great people
focused on quality, and our unique
technology, and we have a powerful
offering across our customers’
supply chain.
Our weakness lies only in not selling
this offering aggressively enough.
We have so many opportunities in all
our regions, and it is incumbent on
all of us to make sales a priority, far
better than we have to date. To do
so will enable us to deliver on our
lofty goals. Of our Top 500
customers, only 31% utilise all three
divisions; a focus to lift this level
offers important potential growth.
We continue to intensify our
network, within cities (think multiple
branches within larger cities), within
countries (located in more cities and
towns across each country), and of
course, across borders (note the
opening of Japan and Malaysia in
this past year). This doesn’t come
cheap.
We will spend close to $350 million
over the next two years, expanding
our network by refurbishing
branches that have reached or
passed their use-by-date, building
new facilities and warehouses to
cope with our customers’ freight and
stock requirements, and
regionalising and expanding our Air
& Ocean branch network. There will
be an additional, unquantified
amount for leased buildings both to
cover shortfall periods, and in
countries where we are yet to
instigate property ownership.
All of this an investment into
our future, staying true to our
100-year philosophy.
Don’t underestimate these
investments – our network
development will get us closer to our
customers, and their customers,
providing better supply chain
efficiencies, more responsive
delivery relationships, and improving
performance.
Our current network has
124 Domestic transport facilities, 93
Air & Ocean branches and
43 Logistics warehouses.
We will see an increase in these
numbers by the time our next
newsletter is produced.
This past year has been satisfying,
take time to reflect and celebrate
the milestone. We should all be very
proud of this performance. Then let
us focus on what’s in front of us.
Our business momentum is exciting
and invigorating. Let’s get in the
game!
Enjoy the read ...
Ka kite from NZ
Magazine Directory
Australia .....................3
Americas ...................12
Europe ......................19
New Zealand ...............27
Asia .........................40
Technology .................46
Training & Development ...49
Annual Awards .............52
Bereavements ..............57
Service Achievements ......59
Long Service Legends ......61
Photoboard ............... 63
Feedback ...................65
Cover photo: Mainfreight Kookaburra Logistics Team
L-R: Nilakshan Sharvanandha, Sunti Ouk, Mele Tamaofa, Susila Ika, Sam Simonian
(photograph by Seray’s Photography)

Australian Group – Rodd Morgan
T
eam,
Each of our four businesses
completed the financial year
with an acceptable improvement in
both profitability and sales growth
compared to the previous year.
Sales growth in particular was solid,
and is a credit to all our hard-working
and talented teams right across
Australia.
We have again set ourselves some
challenging targets for this new
financial year which we fully intend to
achieve. That said, we will need to
continue to pay close attention to the
quality of our services and work very
hard to ensure that the “20-mile
march”, that is our basic and daily
discipline, is ingrained into our
thinking so it becomes a natural
behaviour. This is the only way to
achieve profitable growth and quality,
at the same time as moving freight
through our system safely and in line
with the laws of the land. It is so
important for us to maintain our
momentum that has been hard won.
Now is the time of year to ensure that
our branch standards and good habits
are well honed so that we are ready to
go when the busy season hits us.
Please enjoy flicking through the
following pages of our team’s mid-
year report. There are many
highlights, photos, stories and
information about team members and
new facilities that show how confident
and proud we are about what we are
building in Australia.
Our ability to provide great quality, and
service a wide range of customers, is
very important in helping to achieve our
global growth ambitions. More and
more frequently we are handling freight
locally for one of our customers based
in Europe, Asia, USA or New Zealand.
It is critical that we do a great job with
this freight so our global network can
continue to steadily gather pace and
build to an unstoppable sticky ball of
momentum. Put simply, some poor
service here may mean we lose a
customer in Europe or the USA and
that is unacceptable.
Run for the Kids
From: Trudie Kennedy
Sent: Sunday, 7 April 2019 8:17 PM
To: Rodd Morgan
Subject: Run for the Kids
Rodd
I just wanted to acknowledge the
yearly effort and support Mainfreight
put in to the Royal Children’s Hospital
Appeal with the “Run for the Kids”.
Your company impresses me
constantly with its support of charities
and books for under privileged kids
etc. But the run for the kids is pretty
special and dear to our hearts.
Jasmine has had 9 major surgeries at
the Royal Children’s costing millions of
dollars and we have a long journey to
go. It’s wonderful to see Mainfreight
encourage and support team to get
involved and participate in this annual
event to raise much needed funds.
Great turn out this year and well done
for your continued support. Thank you.
Trudie Kennedy
After our annual “Run for the Kids”
event that our business supports every
year and which is specifically to raise
funds for the Royal Children’s
Hospital, we received the above note
from Trudie Kennedy (wife of Jason,
Chemcouriers Branch Manager – that
is Jason & Trudie in the picture with
their daughter Jas). Trudie’s note is
powerful and is a great reminder of
the importance of supporting this and
similar events.
Please consider getting yourself and
your family involved in this fantastic
event next year – Leasa Rowley has
provided more detail in her
contribution on the following page.
Similarly, our “Books in Homes”
program now includes 9 primary
schools around Australia. If at all
possible, try and seek out the
opportunity to be involved in a book
giving ceremony – it is very special.
In closing, thank you team for the
efforts made toward another
successful financial year. Your efforts
are greatly appreciated. Let’s ensure
we maintain the momentum and push
hard to do it again.
Thanks Team
AUSTRALIA
MAINFREIGHT TEAM REVIEW // JULY 2019 3

Things to Do Better in 2019
•
Look after our regional brothers
and sisters and ensure we are
prioritising their freight.
•
Hang question marks on the way
we do things – is there a better
way?
•
Set targets and find incremental
improvements each week to meet
and surpass the target.
•
Have a smile in your voice when
talking with customers, team
members or suppliers. It makes a
difference.
It has been an exciting few months at
Sydney Metro with the move to the
brand new facility at Kookaburra
Road, Sydney.
We have added a number of specialty
vehicles to help us with some of our
more challenging deliveries in the CBD.
One of these vehicles is owned by Irfan
(pictured) with his new truck that lets us
do up to 7-tonne deliveries with a 2.75m
height clearance.
Run for the Kids –
Leasa Rowley
This year has seen another great
turnout at the 2019 Run for the Kids
with 118 entrants for the Mainfreight
Team, our best attendance yet. The
sun was shining, the views were great
and despite it being Sunday morning,
spirits were high at Mainfreight HQ,
our camp, or glamp if you will.
Mainfreight came in 2nd in the
corporate standings for the 5.2km
short course and 11th in the 12.4km
long course, a great result, well done
team Mainfreight!
Australia Transport – Bryan Curtis
Special People, Special Company
T
he phrase is one that
Mainfreighters have lived by
since the start of our Company,
and which adorns many of our
magnificent vehicles and buildings
across the globe.
Each and every one of you is one of
our Special People that make up this
Special Company. The people that do
the best job possible for the customer,
despite all the challenges, day in and
day out. Part of this specialness is
having a clear understanding of our
individual and collective responsibility
to ensure that everybody makes it
home safely at the end of their
working day, and that we ensure that
the safety of the public and
environment is at the front of our
minds. Safety is non-negotiable.
We have made good progress but
need constant vigilance to ensure that
we are at the highest level of
compliance under the Chain of
Responsibility (CoR) laws. Much of
the work to do involves working with
our customers on improving their
packaging and, in many cases,
bringing pick-up times forward,
particularly in the case of “challenging
freight”, in order to meet our
scheduled departure and arrival times.
Our sales teams are focused on
bringing on new business, and you will
have seen some of this new freight
across our docks recently. We now
have a sales presence in regional areas
that we have never had before, and are
close to being at full strength across
the country.
The Training Team has been conducting
a number of learning sessions across
the country ranging from financial
sessions, public speaking, leadership
and sales. These sessions are a great
opportunity to understand the business
and develop your skills. Please attend
as many as you can.
Front row L-R: Anton Fernandopulle, Charlon Fernandopulle, Rani, Kristen Kerry, Connor Van Buiten,
Aline Van Buiten, Vanessa Bogdanovic, Ainsley Newson, Shaniece Fernandopulle, Angela
Fernandopulle, Becky Taylor, Michael Pryor, Vanessa Maxwell, Sue Inglis, Andrew Sporne, John Lloyd
Back row L-R: Peter Henderson, Ashley Taylor, Aaron Bond, Lewis Moore, Winnie Tong,
Brandon Lawler, Anthony Venuto, Leasa Rowley, Bernie Xu, Vincent Pirozzi, Aditya Hooda, Lucas
Columbro, Jen Flack, family member, family member, Scott McGill, family member, Jason Kennedy
Irfan Ali, Sydney Metro
4 MAINFREIGHT TEAM REVIEW // JULY 2019

L-R: Kevin Bradley and Simon Hart
Melbourne – Fillo Drive
A lot has happened at Fillo Drive in recent months. The branch was awarded its inaugural profit plaque for reaching
our target – considering we were only operating for ten months of the year it was a fantastic effort from all the team
and a big thank you to our brothers and sisters from other branches that helped out during customer moves and
implementations. Onwards and upwards for 2019!
Fillo Team at Run for the Kids 2019
L-R: Toby Smith, Georgia Warner, Nick Meehan, Aleksandra Jovanovski, Liam Jilla, Julia De Rossi, Josh Eastwell, Pia Gulmen, Hannah Zhou,
Karim Moham, Rhys Alvarez, Chris Stephens, Jacob Regester (absent: Bondy who was already half way around the 12.5km course!)
Australia Logistics – Simon Hart
G
reat year team! Whilst I am
sure it feels like it has flown
by, everyone has achieved a
great deal in the past financial year
and should feel justifiably proud of
your contributions: five warehouses
opened, three moves completed and
more importantly, eight branches
delivered on their profit targets.
As one year draws to a close, the next
one begins. Collectively we have all
agreed on new targets and it’s time to
refocus and go again! The exciting
aspect of the twelve months in front
of us, is that we spent the last twelve
creating capacity to grow.
We celebrated Kevin Bradley’s 50th
work anniversary in January and his
retirement in March. On behalf of the
entire team, I would like to thank
Kevin for all of his support. Many of
us have been fortunate to work
closely with him over the years and
benefited from his fatherly advice.
Even if it was sometimes delivered
with a size 10 in the behind. What
makes Kevin special is the genuine
interest he has taken in our young
(and some not so young) people’s
development for no other reason
than contributing to our 100-year
vision. It may not be in our book, but
you have created your own chapter in
Mainfreight’s history.
You’ve done a great job team, the
smiles and laughter are infectious.
Thanks for all the good work.
As always there are a number topics to
focus on that will improve our business:
1. Forklift safety: Forklifts are
dangerous if the operator or
pedestrians choose not to follow
their training or use caution.
PLEASE ensure that both drivers
and pedestrians stay a minimum of
3m apart. Pedestrians please use
marked walkways.
2. We Eat Together: Please make the
effort to use our lunch rooms. This is
an important part of our culture. It is
a great opportunity to sit together
away from the operations and talk.
3. We are part of a global business.
Be conscious of how our actions
impact other parts of the
Mainfreight world.
4. Meticulous attention to presentation:
Never walk past a piece of rubbish
on the ground. We are proud of our
world-class facilities and they
should always look world-class.
5. People: If there is any doubt, don’t
employ. We know it is hard and
takes time. This is not an area for
us to compromise. It is an exclusive
family we are part of and we need
to protect it.
MAINFREIGHT TEAM REVIEW // JULY 2019 5

Sydney – Kookaburra Road
(contributed by Mustapha Berri)
What a move it was into our brand
new Kookaburra Warehouse!
Over 300 truck-loads within three
months during our peak period and
plenty of sweat, blood, and tears
from our team. The move wasn’t
without its obstacles, and some
days seemed to drag out longer
than others, but it was all worth it.
As a team we really came together
and the Mainfreight spirit shone
through. It’s times like these that
the family bond is strong within our
team. It made me proud to call
myself a Mainfreighter.
I can happily say that all the team
members from our old/temporary
sites of Erskine Park, Moorebank,
and Eastern Creek are all now
under one roof, operating as one
team and living the dream.
The new facility has given us the
benefits of better resources,
machinery, and technology – all
allowing us to be more efficient
and effective in our work, which is
great. And lastly, the awesome
new BBQ area where the team
can bond over shared meals.
A big thank you to all those who
have been involved and have
provided assistance during this
move. If it wasn’t for everyone’s
hard work, commitment, dedication
and teamwork, this move would
have been impossible.
“Once you have been through
tough times, you can only become
stronger” – Alesha Dixon
Sydney – Prestons
The last year has certainly been eventful for Prestons
Logistics with two major areas of focus: safety and
efficiencies throughout the warehouse.
A joint initiative with Metro and Logistics teams in Sydney
and Melbourne saw the addition of the dispatch belts and a
focus on the supply chain and final mile rather than
individual business units. This saw improvements in
accuracy (Warehouse) and loading in the morning (Metro).
Early in 2019 we saw the replacement of our bulk area
with a new piece of technology for bulk storage, (this has
given us an additional 1,200 pallet spaces in the same
square meterage).
Updated Bulk Area
Kookaburra Opening: Riyaz Jordan
Unveiling the Rock at our official opening:
Bruce Plested & Don Braid
Tanya Pavez at the new dispatch belts
Kookaburra Team
6 MAINFREIGHT TEAM REVIEW // JULY 2019

Australia Air & Ocean – Grant Draper
I
t’s been a fantastic six months at
Air & Ocean Australia and we have
achieved some really exciting goals
over that time.
Melbourne, Brisbane and Sydney
branches have all successfully moved
their import air freight product over to
our specialist perishable branches in
those cities, so we now have the
dedicated air freight experts all in one
place handing all our air freight for
both exports and imports.
We continue to expand our sea freight
LCL consolidation destinations with
both Melbourne and Sydney sending
regular consolidation containers to
Los Angeles.
We have had a solid finish to the year
with many branches reporting strong
trading profits during March.
The hard work and good call numbers
from sales teams around the country
has been resulting in a good number
of new customers joining us and our
account management teams are
setting records in retaining and
extending business from our existing
customers.
Our three perishable branches have
set up a great operational structure
and are being rewarded with new
customers asking to come and work
with us to move their precious
perishable cargo to their markets
overseas. Our newly extended Sydney
perishable coolstore is enabling us to
extend our service to many new and
existing customers resulting in sales
growth and profitability. Our piece
level screening X-ray equipment is
operational and producing income.
Our regional branch in the Gold Coast
is increasing its team numbers to
three to handle the good growth they
are achieving. Our newest regional
sales office in Geelong is operational
and we have plans for more regional
development this next year.
Air & Ocean Perth won the prestigious
Australian Branch of the Year; not only
did they obtain exceptional sales
growth and profitability, but they
consistently scored highest in all of
their quality KPIs during the whole
year, showing quality is the key to
being a successful branch.
We still have much to do and the next
six months will continue to test our
desire to improve.
We want to work harder on
intensifying our global network which
involves sending more regular air
freight to more of our Mainfreight
branches around the world, especially
the long-haul routes to Europe and
the USA. It also means setting up
more regional sales offices around
Australia to extract that LCL and
air freight from all over the country.
We really need to expand our regular
direct Export LCL destinations both
for our own growth and also to grow
our Mainfreight family overseas.
A big thank you to all of the Australian
Air & Ocean team for the effort you
have put into improving our business
over the last six months we are on a
fantastic journey and I hope you are
all enjoying it so far.
USA FAK New Destination –
Bronte Houston
The Melbourne Export Team has sent their first USA
FAK this April! A big congratulations to both the
export and sales teams for their hard work, ensuring
this success. This is a major step forward as the Air
& Ocean Melbourne branch is now sending a weekly
FAK service to USA, Singapore, Auckland, Lyttleton
and a fortnightly service to Fiji. Exciting times ahead
as we aim to expand our growing FAK service!
Clean Up Australia Day – Annelien
Deceuninck
Did you know that Clean Up Australia day started in 1989 and
Air & Ocean Sydney are regular supporters? The team decided
that we would again all get involved and what an exciting morning
we had! On went the gloves, and off we went to clean up our site
from the carpark to the surrounding street in front of our building.
We managed to fill over 10 bags of rubbish including a bike.
Good on you team!
L-R: Victor Li, Melissa Woo, Kaiju Liu, Julie-ann Deang, James Davies, Connie Wang,
Jacky Liang, Blake Kelly, Bryant Tan, Aleks Stojkovski, Joumana Nasr, Skye Budd,
Tyne Green, Riwa Wiki, Amy Wang, Annelien Deceuninck, Daniel Wishart
L-R: Bronte Houston, Paige Woodhouse, Travis Thorogood
MAINFREIGHT TEAM REVIEW // JULY 2019 7

Adelaide Air & Ocean :
Australian Branch of the
Year 2018-2019! –
Jocelyn McCagh
After a busy and successful 2018,
ongoing rapid growth has resulted in a
quick expansion of the office, with
both the sales and operations teams
welcoming new members to their fold
over the last few months.
Aaron Read, Stacey Turner, Adam
Hawiley and Alec Fontalvo have all
joined the team as part of the
graduate program to lend their fresh
eyes and skills to contribute to the
team’s continued success.
Monica Ramirez, Stepan Kolarik
& Bianca Harris have also come on
board swelling our numbers and
helping to meet the ever-increasing
demand in operations, customs
brokerage and project divisions of the
team.
Here’s to continued success for the
team as we move into the new
financial year.
Books in Homes –
Luke Chance
To be involved in the Books in Homes
experience in Newcastle for the first
time is something I will never forget.
The kids from grade 1 to grade 6 at
Woodberry Public School were super
happy to receive their bag of books,
and to be able to get up on the stage
in front of their parents at assembly
was a proud moment. Knowing that
Mainfreight is viewed as a local
contributor to a positive community is
a legacy I will continually push within
the Hunter Region.
Bula! – Jacinta Gremond
As part of Mainfreight’s LCL focus this
year, the sales team got into the spirit
of things to help grow our footprint to
the Pacific Islands. We have been very
successful within the Trans-Tasman
trade and off the back of this, we
believed it was time to further expand
our capabilities within the Pacific
Islands. First stop – Fiji! to help
promote our Fortnightly Export FAK
consol to Fiji, collectively our sales
team dressed up in their best Fijian
wear (or tried to) and spent the day
calling prospects with exports to Fiji!
L-R: Jay Tan, Adam Hawiley, Stepan Kolarik, Rupesh Sethuram, Jocelyn McCagh,
James McCrone, Claudia Ramirez & Vico Peng
Luke Chance and students from the Woodberry Public School, Newcastle.
Jacinta Gremond & Monty Sullivan
8 MAINFREIGHT TEAM REVIEW // JULY 2019

Stone Fruit Season 2019 – Travis Dellar
Stone fruits are one of the largest
export perishable commodities in
Australia with around 100,000 tonnes
of stone fruit produced each year by
approximately 1,200 growers
including apricots, cherries, nectarines,
peaches, and plums.
Victoria produces a significant
percentage of Australia’s stone fruit
exports, with an estimated output
81% of peaches, 66% of nectarines,
64% of apricots, and 40% of cherries,
grown across its production areas
including Sunraysia (e.g. Mildura area),
Swan Hill and the Goulburn Valley,
beginning with cherries in December
and then the remaining fruits between
January and March.
In the first season of Springbank
holding its CN protocol license, we
facilitated the export of 280+ PMCs.
1 PMC = 1 Shipment = ~3,500kg
– so that was 960,000kg worth of
stone fruit!
Each shipment requires intensive
handling over 3 days prior to uplift:
Day 1: Receipt of delivery &
fumigation and aerating the
fumigation chambers
Day 2: AO inspection & post-cooling
Day 3: Building the PMC unit
Bring on next season and our target
of 500+ PMC’s!!
To Continually Improve We Need To:
•
Use more PAT (Positive Action Team)
meetings to find solutions and
enhancements.
•
Make friends with the overseas
branches we trade with; speak on
the phone.
•
Concentrate on our quality,
take notice of our KPI’s.
•
Everyone is a sales person for
Mainfreight; talk to our customers.
•
Do your part to help collect our money,
it is not profit until we get paid.
•
Don’t be a passenger – find your way
to make a difference to our future.
•
Be easy to deal with.
Owens Transport Australia – Mike Reid
T
he past six months have been
exciting for the Owens team.
To see a significant turnaround
by some branches has been a great
achievement – well done team. We
have made many changes to find the
right mix of team levels to ultimately
strengthen our overall performance.
There are a lot of new faces that have
joined the team and it is a prime time
to induct them into the family.
Education and cross-training will play
a huge part in our business success.
We all need to understand each cog in
the wheel and the importance in doing
each part of our job properly.
It is important not to stay in our
comfort zone and only do what we
know. We are in an industry where
we need to think outside the square.
Understanding what happens two
steps before and three steps after
our own role is vital to the continual
growth and improvement of our
business.
It is as critical as ever to continue
to differentiate ourselves from our
competitors and we all need to play
our part. We all know and understand
the importance of our image and our
requirements.
I would like to put two challenges to
our team this year:
•
To do your role to the best of your
ability, but not to be scared to ask
questions and learn something,
even if you think it may not directly
be related to what you currently
do. You never know when this
knowledge will help you.
•
The second is have fun each day
you are here. It is too easy to
become complacent, it is far more
challenging to keep your smile
going all day.
I would like to thank all our team
including our owner drivers for the
work and dedication that they have
put in over the last few months.
I know it has been pretty tough with
teams putting in some huge hours;
you are special people and that’s what
makes us different from the rest.
MAINFREIGHT TEAM REVIEW // JULY 2019 9

Moving a luxury boat in Brisbane Depot.
A Word on Sales – James Bennett
We are so proud of our sales team’s
performance achievements,
professional sales skills development
and leadership qualities that have
emerged across the country. The hard
work and dedication our team has put
in has allowed us to power into the
new financial year with strong sales
momentum. We have seen good
growth compared to the same period
last year, achieved through both new
business and much improved
customer retention initiatives.
We are forging a real name for
ourselves in the Australian wharf
transport market by offering a quality
and innovative service that is proudly
Owens in the way we do things. Our
image and reputation has improved
not only through our growing road and
infrastructure presence, but most
importantly through the high quality
transport services our passionate
Owner Drivers and team members
strive to deliver every day.
Air & Ocean is our most valued
customer and a significant contributor
to our revenue, however we can’t rely
on our fellow team members, or
indeed other freight forwarders, to
carry us through to achieve our growth
aspirations. It is interesting to note
the types of organisations and
industries that are becoming prevalent
in our customer mix. We are going
from strength to strength servicing the
alcohol and beverage industry,
recycled industrial materials exporters,
importers and exporters of
refrigerated finished foodstuffs
(including some major global brands),
also perishable fruit and produce
growers including wholesalers of
grapes and citrus, just to name a few.
One of our most recent and exciting
areas of team development has come
through our Sales Cadetship. This is
an area where we have stuck to what
we know works well in our distinct
recruitment strategy; smart people
who possess the right attitude and
can take initiative, some sales
disposition and masses of ambition
to develop real careers in our global
business. A big thank you to our
Branch Managers who have supported
and enabled many team appointments
in this area.
Owens Brisbane Team with their 2019/2020 Profit Pledge
Back Row L-R: Jamie Davis, Hayden Smith, Mustafa Rezaie, Paul Bellamy, Kane Pinney Darren Copland
Front Row L-R: Adam Real, Brit Reynish, Kristie McKenna, Shareen Ali, Lisa Mahy Niki Londy, Tim Stewart
Things to do better
in 2019
•
Think of more ways to make us
“Easy to Do Business” with.
•
Contribute your opinion in your
Positive Action Team meetings;
your voice counts and it’s vital
that we hear each and every
one of you.
•
Control our costs – the
economy will be tight this year
and we must manage every
cent.
A Word from our
Brisbane Team
Our kitchen is now up and running,
with Sharon cooking up breakfast and
lunch for the team and doing plenty of
takeaway dinners. All team members
are invited to drop in for lunch if in the
Port area.
We now have our bond license and
are in the process of getting our 12
fumigation pads approved, ready for
the next stink bug season.
10 MAINFREIGHT TEAM REVIEW // JULY 2019

A Word from our Melbourne Team
What an exciting & challenging time it has been for the
Owens Melbourne team.
We have seen an additional four Owner Drivers join our
family and we have increased our Super-B fleet to three, our
sideloader fleet to 10, and there are four A-Double
combinations expected for a June arrival.
Our volume has steadily grown over the last few months and
we are looking to continue this sales momentum through the
new financial year. Our Sales team has done a terrific job in
identifying and landing new business to help cement us as a
major mover in the Melbourne market place.
One of the greatest challenges our industry is facing is
Chain of Responsibility (CoR) and what we do to protect
ourselves, our business, our Owner Drivers and our
customers. To tackle this beast head on, Jonathan Galluzzo
has moved roles from Fleet Control into a branch safety
role to help move freight safely through the system.
With Jonathan’s dedication and with support from the team
we are ready to be industry leaders in this area.
Whatever the situation, the challenge or the opportunity, the
team here at Owens Melbourne always finds a way to band
together and get it done.
A Word from
our Perth Team
Over the last six months we have
witnessed some promising signs in
the Perth market and feel momentum
is growing with some great
opportunities in front of us.
We were privileged to have Bruce pay
us a visit in Perth at the end of March
and spend some quality time with the
team, share some of his stories and
wisdom with us. It’s always a great
opportunity to learn our history first
hand and get a culture top up.
A Word from our
Sydney Team
Sydney has continued with another
solid performance to date. With a
commencement date of January 8th
2019, Owens Sydney started the
handling of the CFS / FAK business.
We were fortunate enough to
commence our business with two
new team members who both bring
experience and knowledge in
CFS handling.
The end of last year saw the
appointment of a new Branch
Manager in Pasqua Riservato. She has
been a part of the Owens team for 20
years and brings great experience and
knowledge. This was followed by the
appointment of a new Operations
Manager in Emily Tuitufu who has
been with Owens for 5 years.
Finally, thank you to everyone in the
Sydney team, including our hard
working forklift operators and owner
drivers. Without you guys we simply
don’t have a business and occasionally
some of you go above and beyond.
We appreciate what you do.
Well done Sydney, let’s keep building
on what we achieved to date.
Getash Ramlukun’s brand new side loader.
L-R: Bryan Curtis, Kelsey Mitchell, Nick Marshall, Bruce Plested, Laurent de Robillard,
Hamish Bradley, Jocelyn McCagh, Todd Vallerine, Paul Read, Jesse Gray-Morgan,
Bronwyn Wassell, Sinan Fazlilar, Nigel Leggett
Best Presented Truck (far left: 30E) at the Kookaburra Opening – congratulations Damen!
L-R: Macauley (Mac) Thomson, Damen England, Costa Xenos, Christina Papoulia,
Mateusz (Mat) Tonowicz, Jordan Anderson, Pasqua Riservato, Tristram McKay (Front)
Pasqua RiservatoEmily Tuitufu
MAINFREIGHT TEAM REVIEW // JULY 2019 11

Mainfreight Americas – John Hepworth
W
e have completed our best
year yet with a nice
increase in all four divisions.
We beat our pledge and have
momentum building for the new
financial year. We are proud of our
team’s efforts and the support they
have given our customers and each
other to achieve these numbers.
Well done.
Our biggest challenge for the future is
to improve sales growth to a level that
supports ongoing expansion of our
network. We are very excited to
announce Steve Turner has
relocated from Australia to head up
our sales focus throughout the
Americas region. Steve brings a
strong pedigree in sales leadership,
which will complement what we have
started to build to date.
We have continued our community
support programs with a further
commitment to “Books in Homes
USA”, we have our “Food for the Soul”
program running in Dallas, and
recently all our Branch Managers that
attended our annual Branch Managers
conference spent five hours doing a
clean-up of the streets at Long Beach.
Our team gets great satisfaction in
giving back to the community and we
thank everyone for their passion in
this area.
Things we must do this year;
1. Sales growth is our top priority.
We must continue our revenue
growth focus in all four divisions.
We have so much potential in this
huge market to have our brand on
every street corner. Let’s dream big
and make this happen through
strong sales growth.
2. We are a LCL/LTL business.
Focus on selling our consolidations
domestically and internationally
(both sea and air). This is our point
of difference to our competitors,
plus it is a great way to improve
our margins.
3. Our fleet expansion must
continue. Our new fleet looks
great, and we must continue to
expand our line-haul network and
intensify our PUD (pick-up &
delivery) fleet. These beautifully
branded trucks are the best
advertising we can have. As Shawn
Roach mentions later in this report,
we want to paint the highways
Mainfreight blue.
4. Without our team, we are
nothing. We remain committed to
training and ensuring our team has
the best tools, facilities, and
education we can provide them.
We are building a strong training
team and offering more training
programs. We continue to upgrade
our buildings and aim to offer a
home away from home.
5. Cash flow is critical. We must all
commit to managing our Accounts
Receivable and ensuring that all
customers pay on time. We pay all
our vendors, own drivers, and our
team on time. We must expect the
same from our customers.
We have an exciting year ahead.
Let’s ensure we dream big, aim for
the stars, have the confidence we can
compete against anyone, and achieve
the result we expect in the largest
market in the world.
Long Beach Clean Up
In February, our Americas Branch
Managers participated in a day of
giving back to the local community of
Long Beach, CA. With the assistance
of the Long Beach Rescue Mission,
the team worked on cleaning the
streets in and around the area of their
facility.
With the homeless population in the
Greater Long Beach Area rising every
year, the Long Beach Rescue Mission
provides shelter for over 120 men
AMERICAS
“The Clean-up Crew” – Branch Managers, Mainfreight Americas
12 MAINFREIGHT TEAM REVIEW // JULY 2019

each day. Offering food, rest, clothing,
hygiene – along with kindness and
understanding – their 140-bed
Samaritan House is a refuge from
daily despair for many homeless,
providing a way off the streets and
help getting them on to the road to
recovery. While not able to house all
the homeless of Long Beach, the
mission also provides over 275,000
meals per year, opening up their
kitchen every day for meals.
The Branch Managers cleaned
alleyways, gutters, and picked up trash
around a 16-block radius. This is an
area that is usually neglected, and our
team was excited, and humbled at
making a difference to those that live
and work in the area.
At the end, the team and a few local
city officials gathered for refreshments
as a way for the city and mission to
say “thank you”.
This experience was so empowering
that we plan to make volunteer work
a part of ALL our future Branch
Manager meetings.
North America Transport – Shawn Roach
W
e are a proud Transport
team this year, delivering
a few record results:
•
Achieved double-digit revenue
growth
•
Record net profit,
•
And the highest number of achieved
Branch profit pledges at 16.
We continue to focus on driving our
key imperatives in the business;
quality (achieving plus 96% on time
service), revenue growth, margin
improvement, continued line-haul
network deployment, all resulting in
improved net profit growth.
A big congratulations to the
Los Angeles team, led by
Shane Michalick, winning overall
Branch of the Year, an amazing
two-year turnaround. It is important
to note that the branch accomplished
this result, while investing in the
replacement of 40 new pieces of
equipment, rebranding the whole fleet,
and being the anchor of our new
LTL network. Congratulations team,
solid investing in our imperatives,
delivers results every time!
Chicago, led by Melissa Bowder and
team, also achieved a turnaround,
coming in mid-year to secure the most
profit in their 11-year history, beating
the last record by five times.
The Houston team, led by Peter Joyce
(a transfer from Air & Ocean),
achieved revenue growth, increased
margin, and achieved the highest
profit levels in three years. Such a
great team story, with everyone
fighting daily to get back into profit,
and starting the new financial year
breaking records – keep going
through to 2020 team.
Richard Aitken and team have rebuilt
the Dallas Branch this year, resulting
in a significant profit turnaround.
They have achieved these results by
stabilizing revenue, getting the
structure right and holding themselves
accountable every day.
Beth Rosenbrock transferred from
Air & Ocean this year to take on a
must turnaround branch Atlanta, not a
small task. Although not the
immediate results the team expected,
the right actions to stabilize the
branch have taken hold, and as result
the branch has reported the largest
Transport sales win of $6-8M,
delivering much needed results
this year.
Finally Milwaukee, led by Matt Meyer,
with a team that has gone from 4 to
17 in 18 months, have delivered
revenue growth and net profit growth,
including the deployment of 14 new
pieces of equipment this year and
counting. Milwaukee entered the
2020 financial year targeting to be
the most profitable branch, with initial
signs they are well on their way.
Strong supporting results continue to
be delivered by Columbus, San Diego,
McAllen and Hartford, which are also
off to a very strong year.
In the first few weeks of FY2020, we
have been awarded $22 million of
new business, sold on the fact we
have deployed Mainfreight branded
line-haul in our major branch markets,
we have our brand to sell, removing
the reseller model that no longer has
a home in our business.
Our continued focus on our line-haul
network deployment supporting our
big 8 markets, Los Angeles, Newark,
Dallas, Houston, Chicago, Atlanta,
Toronto, and Milwaukee, has seen just
under 50% of all freight in our
network moving in our own trucks.
We have plans to increase our
Mainfreight controlled freight to
100%. Our teams are very excited to
be in control of our own quality and
commitment to our customers, a real
shift in our historical freight
management mentality. The Big 8
have committed to deploy another
15 line-hauls by the end of June.
This year our key imperative
supporting line-haul network
development is our support of our
sales team’s success in the high value
space. Although we have broken
many records in one of the largest
markets in the world, our revenue
growth is under-done. We have full
confidence in the team, and the team
in themselves, that we are on the
verge of breaking our revenue growth
wide open with our sales pipeline at
$60+ million. We know we have
something very special in our market:
our team, our service offering and our
give a . . . . factor!
With new facilities for Newark,
San Diego and Toronto launched this
past year and setting a new standard
for Transport, we are welcoming new
sites soon to be operational, for
Chicago and Atlanta, which help to
send a strong message internally and
externally that Mainfreight Transport
will compete at a high level, that will
drive growth to dominate the LTL
market in North America.
Without a doubt we see the
opportunity that lies ahead, and the
contribution we expect to deliver to
the global network results. We have
improved, now our sights are set on
what success is supposed to look like.
Team, very well done and the best is
yet to come.
MAINFREIGHT TEAM REVIEW // JULY 2019 13

Mainfreight Chile, first Air & Ocean
branch in South America
Mainfreight extended their wingspan with a branch now in
Santiago, capital and main city of Chile that is located just
130 KM from the main ports (Valparaiso and San Antonio).
This branch is very special as it is the first Mainfreight branch
in South America, expanding our Mainfreight Americas
Air & Ocean network. From April 2019, Mainfreight Chile’s
doors opened for business. Construction of the new space
was nearly complete, creating a fresh, new working
environment for the team, with of course the classic
Mainfreight blue walls and open floor plan.
With an economy known for the most commercial
agreements in the world, Mainfreight Chile is excited to
hit the ground running with their bright future ahead.
Branch Manager, Beatriz Osorio, leads the team of
Mainfreighters and says their main focus this year is to build
a strong Air & Ocean business that can expand in the future
into Logistics and National Transport.
North America Air & Ocean – Nathan Thomas
W
e have another year
completed in the books,
and for us in the Americas
it was a year that reflected a classic
NZ cliché, being one of “two halves”.
We finished strongly and are very
proud of the team for this. In the final
week of the year, we made our
combined branch pledge for FY19.
Well done team! This was not easy;
many team members worked very
hard and put in some long hours
throughout our busy periods, and we
are very thankful to them for this extra
effort. These efforts got our
customers through some
unprecedented times as we faced
tariff wars, blank sailings from carriers,
weather issues, amongst normal peak
season volumes.
We learned a lot, and will take these
lessons with us as we build a bigger
business.
Our success last year comes down to
focus, being passionate around being
best in class in our chosen Mainfreight
to Mainfreight trade lanes. With our
family offshore looking after our
customers as well as we are locally, it
is a recipe for success that will be
repeated this year.
Our pipelines continue to be filled with
potential customers that fit our “Ideal
Mainfreight Client” model. Playing in a
field where we are comfortable,
confident and working with our mates
globally has proven successful.
It seems normal for us now, as once
again we have seen a number of our
team move around the business, both
within their branch and to other
locations, to take on more
responsibility and grow their careers.
It is exciting to see five new Branch
Managers appointed last year, and
two brand new locations for us in
Air & Ocean. Salt Lake City opened
in October, and more recently opening
our first South American location in
Santiago, Chile in April. We have
plans to add more locations to the
network this year, intensifying our
locations in the USA.
Our focus for this year is more of the
same, which saw significant revenue
growth for Mainfreight offices again
for the second year in a row. We need
to continue this momentum through to
next year. Build more consolidations,
focus on LCL, grow the team
providing careers, and delight existing
and new customers.
Dallas Air & Ocean Team
earns Customer Award
– contributed by
Michelle Worden
In January, one of our customers based
in Fort Lauderdale, Florida hosted a
Global Supplier Conference for all of
their largest vendors and suppliers.
Adam Renner and Michelle Worden
from Mainfreight Dallas Air & Ocean
were invited to attend. The conference
was two full days of information and
insight into the company and what they
are seeing for their future. At the end of
the conference, there was an awards
ceremony to recognize the top suppliers
in each of their categories. The
Mainfreight team was honored to accept
the Top Logistics Provider of the Year.
The award was presented by their
Senior Director of Global Logistics as
well as their Logistics Manager. After
the awards ceremony, the team was
invited to attend a final dinner. There
they were asked to sit at the head
table with their executives as well as
the other Top Supplier award winners.
The award is a pivotal one and shortly
after, Mainfreight was awarded all
domestic transport lanes in the US.
Adam Renner (3rd from left) and Michelle Worden (3rd from right)
receiving the Top Logistics Provider of the Year from customer representatives
L-R: Daniela Vasquez, Marcelo Hermosilla, Miguel Cuevas, Francisco
Melo, Diego Burgos, Héctor Lara, Beatriz Osorio, Barbara Macias
14 MAINFREIGHT TEAM REVIEW // JULY 2019

CaroTrans – Chris Wilson
W
e have made some solid
progress and adjustments
over the past 12 months at
CaroTrans USA. We have seven new
sales people in Los Angeles, New
York and Chicago. Of these seven,
four are internal promotions from our
future leader program and one moved
up from CaroTrans Australia. It’s great
to see us bringing up our own talent
from within the organization. Los
Angeles, Chicago and New York have
huge opportunities and our
expectations for all three have never
been stronger. We will continue our
investment in sales with new sales
team members in Dallas, Houston,
Atlanta and Miami. This will bring our
total sales team back over 20 and
give our new Vice President of Sales,
Jessica Hayes, a great team to
manage and develop.
Sales is absolutely critical, but we also
must continue to develop new
services to compete in the market.
We recently started new services from
China to Baltimore, Boston and Miami.
We have our sights on Minneapolis,
Detroit and Philadelphia as well. In
addition to China, we have new
services started in Chile, Vietnam,
Greece and India. Our commitment to
develop new direct services to and
from USA will only grow stronger over
the years.
We are pleased with our efforts and
results of the past 12 months and
now is the time for CaroTrans to find
that next gear that will propel the
business forward. This all starts with
the Team and offering best in quality
service and making CaroTrans the
easiest NVOCC in the USA to do
business with. Embrace our
customers, look for the best solutions
for our worldwide network of partners,
and work as a Team throughout the
USA to exceed our expectations.
CaroTrans – Q &A with Jessica Hayes, recently appointed VP Sales
1. Why CaroTrans? And what
makes CaroTrans special?
What stood out to me at CaroTrans
was their hunger for change. It
radiated from Chris Wilson in our initial
discussions, his passion for wanting
the best for CaroTrans and truly
believing in the product was most
apparent. They held off looking for
someone for the VP Sales role until
they had restructured some other
parts of the business first, so I had
confidence they were ready to go at
this with all effort and enthusiasm.
I personally really enjoy sales, it is a
multidimensional role that takes the
use of so many approaches and
skillset, and so to be able to take that
into new strategies, training, and
processes for each rep around the
country is exciting.
2. What have you done in your
Mainfreight career to bring you
to this point?
I feel I have always challenged myself
and never got comfortable or
complacent. I have surrounded myself
with people smarter than me and
absorbed as much knowledge as
possible. Continuously looked for ways
to improve.
The service I give our customers is
personal; if they do not have a good
experience, that is on me to a certain
extent so I work on giving them the
best experience, and then they don’t
have to worry about their business
that’s left in our hands.
3. What does your future
with CaroTrans look like?
(what are you excited for)
Gosh, everything – CaroTrans is ready
to squash the competition!
The CaroTrans team are fantastic, they
say the name with pride and they’re
passionate about what they do. I am
excited to join them on the journey of
success and grow the business to
exceed numbers it has seen in the
past, and beyond.
Mainfreight Logistics North America – René van Houtum
W
e can be satisfied with the
progress that has been
made over the last 12
months, knowing that we achieved the
Logistics business’s combined profit
pledge for the year with significant
revenue growth compared to the
previous year. Moreover, we have
seen our performance KPI’s increase
dramatically during the year and our
internal audit results look much better
than the year before. Equally
important is that the team morale
score is way above 4 (out of 5);
indicating that the team is doing well
and motivated to lift the Logistics
division to the next level.
One of our customers recently sent
a greeting card (with treats!) to
“Miss Kathy” and the Dallas Logistics
team with the text:
“Thank you for ALWAYS going above
and beyond! You have saved us more
times than we can count!” It is our
job to contribute to the success of
our customers’ business; if they are
successful, we are successful!
“Miss Kathy” showing the compliments
from one of our customers.
MAINFREIGHT TEAM REVIEW // JULY 2019 15

Thanks a lot team for all the effort that
is being made to please our
customers, for coming up with
innovative and creative solutions and
making our business better, by
focusing on continuous improvement
every day of the week!
Congratulations to the Los Angeles
team on being proclaimed “Mainfreight
North America Turn-around Branch of
the Year” during the Branch Managers
conference. In all aspects, the branch
has made incredible progress due to
all the hard work that the team has
put in. Los Angeles also won the
Logistics Branch of the Year Award.
I am sure that the team can expect
heavy competition next year.
In Atlanta we signed a lease for a new
facility and will be departing from a
building that, to put it gently, was “not
meeting the Mainfreight standard”.
We are very excited that at the end of
June, by the time you will read this
Newsletter, we are moving into a
beautiful brand-new facility with 6,500
pallet positions in new Mainfreight
blue racking. This new facility will
enable us to grow our Atlanta
business and improve productivity in
the day-to-day operation.
By no means will we let the
momentum go, moving into the new
financial year. In order to secure
double-digit growth, three team
members have moved into a sales
role. With several branches that are
not at capacity yet, there is “more than
enough to sell”. In Los Angeles and
Newark, where we are at capacity, we
are building a pipeline that will be the
basis for opening new warehouses in
these areas.
While the footprint of our Dallas, TX
warehouse is not growing, we recently
increased the number of pallet
positions dramatically with the
construction of additional racking.
This has created another 4,000 pallet
positions that we need in order to
keep up with the growth that the
branch is achieving year on year.
It is in Mainfreight’s DNA to work hard
and offer our customers the best
possible service. Fortunately, we
always find time to have fun and
spend time with our brothers and
sisters. Our Los Angeles team is
building up a tradition of organizing
food events during the year. For the
second time, the team organized the
globally admired “Chili Cook-off
Invitational contest” at the end of
December. Ryan Betts succeeded
Jorge Mejia, the undisputed winner
of last year’s contest. On the first day
of April, the team organized the fourth
“Annual Opening Day BBQ” in
celebration of the start of the baseball
season as well as our new financial
year.
The Newark Logistics and Air & Ocean
teams had a late Christmas party
together in the beginning of this
calendar year. Fortunately, no one
ended up with an axe stuck in the
head during the “Bury the Hatchet”
activity...! Throwing axes cannot be
seen as our core business but the
team did a good job splitting the
wooden walls!
A lot of good news to share, and we
will continue to work hard to become
a major 3PL Logistics player in the
North American market. We have
learned that our culture is unique in
Back: Timothy Pinckney, Dries Pinoy, Jake Moller, Cole Hopper, Hobyung Yi, Carly Monzo,
Jonas Busse, Christian Montoya, Robert Siuzdak, Eric Stockl, Bryan Landin, Jules Branswyck
Mid: Sylvia Arroyo, Moises Rodriguez, Carmen Caroleo, Dan Hansen, Chandell Russell,
Peter Kruszewski, Stephen Cacnio, Eliezer Fernandez, Jose Melendez, Alex Warton,
Steven Verissimo, Svend Christensen
Front: Carol McLeod, Rosaura Candelario, Chris Taylor, Julia Riker, Stephanie Quinonez,
Luis Rivera, Lamar Massey
Last year’s winner Jorge Mejia (right)
is handing over the trophy to this year’s
winner Ryan Betts
16 MAINFREIGHT TEAM REVIEW // JULY 2019

our market and our customers love
the fact that we are easy to deal with
and able to make quick decisions in
order to serve them. Our first class
buildings and strong IT solutions are
valuable tools to sell our culture to
future customers.
The words continuous improvement
have already been mentioned.
Continuous improvement can and
should affect all facets of our
business:
Our KPI’s: when we hit certain KPI’s,
don’t be afraid to set a goal for the
future that exceeds the current KPI’s.
Our customers love it!
Our presentation: so much progress in
this area... And so much more that
can be achieved.
Our culture: the three pillars are our
way of life, let us never forget that!
Our brothers and sisters from other
divisions: we are here to help each
other to achieve the best possible
results for the entire company.
We are looking forward to continuing
to build a strong logistics brand in
North America.
Mobile Work Stations
Capitalizing on the experience and lessons learned by our
fellow team members overseas, mobile work stations were
the logical next step for Logistics USA. With the increase
in scale, scope and size of the logistics operations in the
Americas, the teams realized they need to start working
smarter and faster to get the job done and meet the needs
of our customers!
Mobile workstations and carts allow our teams to take the
workstations closer to products, into aisles and ultimately to
the point of picking. The teams can now pick the items,
print the labels and more without taking losing time
navigating to a fixed workstation. The new carts were
deployed in each warehouse with a champion assigned to
find new process efficiencies.
The carts have added a lot of value to the business and
saved a lot of back and forth, as we now can have
everything we need for our day-to-day work with us.
On the carts, we have a desk top printer, label printer and
our laptop.
There is now no need to check an order and then run back to our desks to generate shipping documents and labels.
Although we are yet to use it for stock takes, we envisage it will save a lot of back and forth to the desks!
As we continue to grow we anticipate the need for more!
Danny Mason, Logistics Chicago
Sales – Steven Turner
The Americas to hit $1B p.a. in sales
by 2023! And that is no BHAG; we
believe it is a minimum target as we
accelerate our rate of growth to
support our global development.
This bullish mindset towards growth
was further fuelled after my first week
on the job, when I attended a
customer presentation just outside
Houston at our customer’s 4.1
million-square-foot facility (that is the
size of 72 football fields!). The
manufacturing and distribution site
employs upwards of 4,000 people,
and services customers throughout
the Americas. Inexcusably, I was not
aware of the extent of our global
relationship until we prepared our
presentation. The partnership started
in the late 70’s in Europe. Since then,
having commenced with a simple
warehousing solution, we now deliver
sophisticated and value-added
domestic services in Europe and New
Zealand (Logistics and Transport). In
the US, we handle two LTL lanes ex
Houston, with an immediate
opportunity to expand into the
Northeast and Pacific Northwest. In
Australia, we are in the midst of
responding to a domestic RFQ.
We are also actively identifying
inbound activity that suits our
Air & Ocean business, feverishly
wanting our inbound services to feed
our warehouses. The customer trades
tens of millions of dollars p.a. with us
globally, with even greater
opportunities to grow together in the
future – we have the network in place
providing highly relevant services.
For me, having been exposed to a
customer of this size in my first week,
the mind boggles to think of what else
is out there for us!
What resonates as being imperative
to our success:
•
Think big, be brave and knock
on those doors!
•
Intensify the prospecting of our
ideal customers and target profiles
(Air / LCL / LTL).
MAINFREIGHT TEAM REVIEW // JULY 2019 17

•
Our network is sought-after – feed
it as one. By doing so, we deliver
greater value to our customers
through our control of services and
quality.
•
Know our customers – drill down to
realize the opportunities within our
existing customer base. It is often
low-hanging fruit.
•
Get a foot in the door and grab the
crumbs – prove ourselves and prove
we are different, then win the rest.
•
Do business close to our customers
– think global, act local. Demonstrate
we value our group customers; be
easy to do business with.
•
Collaborate across brands, services
and regions – work together to
design the solution, be consultative.
Find the margin, grow it.
•
Always be looking for a better way
to do things – drive efficiencies and
measure our performance.
•
Our people make all the difference
– believe in who we are, live and
breathe it.
In this exciting market, we will ensure
we have the sales team to accelerate
our rate of growth. Sales leadership
will support the efforts of our wider
team and we will build a sales force
reflective of the opportunities available
to us. The size of our current sales
team, at 65, is just too small. At pace,
we must recruit, train and develop a
team of talented people who get our
culture. We must be prepared to invest
now to ensure stronger sustained
growth in the future. The stability of
our sales team is key and the
environment must inspire our people
to succeed, every day of every week.
I was delighted to meet our sales
team at the annual sales conference
held in March. The energy was
fantastic; I was also impressed by the
camaraderie and a general willingness
to learn.
It is a pleasure to be joining our team
in the Americas! The opportunities for
us are endless ...
Outward Bound – Thomas Merriman, Chicago Transport Operations Manager
It was an absolute privilege to
represent Mainfreight Americas at
Outward Bound. The opportunity to
network with 13 teammates from
around the world is an experience that
is unlikely to be replicated. Over the
course of 8 days in Anakiwa, NZ our
team developed a strong bond that
will be with us for the rest of our
Mainfreight careers.
The biggest learning at Outward
Bound is that the team needs us to
share our experiences with them to
help them grow. We get so busy at
Mainfreight that occasionally we can
forget the importance of
understanding and implementing our
culture in our teams, this is an
imperative and something we must all
get better at. I cannot recommend the
experience at Outward Bound enough,
if you would like to have a crack at it
put your hand up!
A huge thanks to everyone that
provided support while I was away in
New Zealand; Jill Darrow, coming in
from Philadelphia to help out the
team, the rest of my brothers/sisters
at Chicago Transport for picking up
the slack, Melissa Bowder for the
nomination and the Executive Team
for giving the green light to attend.
Back L-R: Krystle Strachan, Serge Vermander, Jorit Sys, Jamal Stent, Luke Chance, Patrick Goossen, Presley Purcell
Middle L-R:, Wiki Abraham, Dallis Parker-Waters (Outward Bound), Kevin Tran
Front L-R : Freya O’Donahue (Outward Bound), Thomas Merriman, Darren Sundbye (Outward Bound), Joyce Guillen Cox,
Clement Chong, Angus Morrissy, Duncan Tang
18 MAINFREIGHT TEAM REVIEW // JULY 2019

Europe – Ben Fitts
A
nd just like that, a new
financial year is underway!
Thank you for the big team
effort in 2018/19, you should be
proud of our result. The European
business has strengthened both
revenue and profit growth for the
combined business. We continue to
expand and intensify our network,
placing us closer to our customers, in
excellent new facilities.
Both the Forwarding and Air & Ocean
divisions have improved revenue and
profit performance. The Logistics team
has improved revenue and came close
to last year’s profit – during this time
they also created two large new
branches.
The completion of three new facilities
in Zwijnaarde, Born and Zaltbommel,
and the addition of a branch in
Hamburg sees the continued
development of our network.
The targets you have set for the year
ahead are aggressive and ambitious.
Branch by branch they are achievable,
so long as margins are managed well,
and sales targets are hit.
On that note, it is so important that we
get sales runs on the board early this
year. Every month of trade early in the
year with a new customer, sees the
benefit of that ongoing support for the
entire year. This has a compounding
impact on your branch’s overall result.
So put 100% in, work together and
hustle hard! 15% growth is our target,
and in smaller branches you should be
looking for more.
Thank you for your focus on network
cargo over the past year. Across each
division this remains a priority – every
time a piece of freight touches
another branch, either within or across
divisions, that branch also benefits and
results accelerate more quickly. This
fuels further network development
and our overall profitability. It is
important.
Team, your energy, commitment and passion for the business plays such an important part in
ensuring that we continue to improve. Thank you, it is very much appreciated. Good luck for
the year ahead - let’s all make it a great one!
Five areas to focus on for 2019/20:
•
People – Hire well, train and equip
your team so that they understand
the business from the ground up.
•
Quality – Total Quality
Management, or quality in all that
we do. Measure it honestly and
always seek to improve.
•
Culture – The Mainfreight culture
continues to strengthen and will
help drive improved results if
embraced deeply within all
branches.
•
Margin Performance – Improved
gross margin and strong overhead
cost management. Our entire team
has a part to play in improving this.
Please play your part.
•
Sales Effectiveness – Hit the
ground running and flood your
branch with freight!
EUROPE
Our First Blue Blood Winner in Europe
Within Mainfreight we have quite a few traditions and
awards. We are proud to say that we have introduced the
“Blue Blood Award” in Europe. Many notable nominations
for passionate team members who contributed exceptional
acts were received. But there can only be one winner and
the first Blue Blood Award winner is: Hans Bruggeman,
Forwarding ‘s-Heerenberg, Netherlands.
His team members nominated Hans for supporting our
brothers & sisters in Zwijnaarde (Belgium). For three
months he only saw his wife Ans and dog Appie during the
weekends. During the midweek he supported the team in a
busy and challenging period. Throughout this period, Hans
supported a relatively inexperienced team with his positivity
and experience and has taken the lead in opening and
supporting various groupage lines.
This action shows that Hans’ heart has blue blood pumping
through his veins. Not only did he earn his well-deserved
award, he will also get his name on the Blue Blood Wall!
Hans, on behalf of all team members, congratulations!
Ben Fitts congratulates Hans Bruggeman
MAINFREIGHT TEAM REVIEW // JULY 2019 19

Hot Cross Buns
It’s the Mainfreight traditions that set us apart. For the first time we are going to visit our customers to give them hot cross
buns. It is a great way to say “Thank You” to our customers and for them to share the hot cross buns with the team!
Team Poland ready to visit our customers with the hot cross buns
L-R: Aneta Kossut and Magdalena Kucia
William Marrion (Mainfreight Forwarding Paris)
together with one of our happy customers
Jason Braid – European Manager Air & Ocean
I
t’s hard to believe that we are
already a couple of months into a
new financial year, and whilst for
some of us last year might have felt
as though we were on a roller coaster
ride, all branches finished the year
strongly, with some branches really
starting to take off and hit their stride.
Well done and thank you.
Whilst we won’t spend too much time
looking back, we took some big steps
forward last year, not only with some
great individual branch results, but
also in building a much stronger
foundation for which to build on.
The growing success from a number
of branches should bring confidence
in what can be achieved.
To this point, congratulations to our
Rotterdam branch who, at our Branch
Managers meeting earlier in the year,
won the award for the Turnaround
Branch of the Year – an award they
hopefully only win once!
A continued emphasis on
strengthening our culture took priority
last year; this will not change as we go
forward. We must trust the process as,
when we have our culture right, results
take care of themselves. Please be
strong on this and don’t let it slip, it is
essential to our future success.
We are a network-focused business,
now more than ever, and as we open
new branches in Europe, and around
the world, we are presented with even
more exciting opportunities that we
can build on. Let’s all pitch in and work
hard in helping our brothers and
sisters in Japan and Malaysia
establish themselves, just as the rest
of the Mainfreight family helped us
when we opened in Italy and the UK.
A great way to start is by sending
sales leads, something we can
probably all improve on.
We begin this year with 12 branches
across 8 countries, and if the past is
anything to go by, we can be sure that
this will increase in 2019. Our
Hamburg ocean freight branch, which
opened in December, has started well
and allows us to now focus on the
opening of our second UK branch,
which will open in Manchester later
this year. An exciting next step for our
UK business.
If there’s one key thing to take into
2019 however, then that is our
urgency around building a stronger
sales culture, and that has never been
more important than it is now. We
must believe in our own growth
potential and in turn, have a sales
team large enough to penetrate the
enormous markets we’re located in.
There have been some big profit
pledges set by many of you this year
and it’s great to see you aiming so
high. If we are to hit these targets
however, we can’t let a day go by
where sales isn’t a priority in all of our
branches. We have seen some good
progress of late in regards to the
growth of our sales team, thank you
and let’s stay focused on this please.
Team, thank you all for the hard work
you are putting in each and every day,
please know this hard work does not
go unnoticed. Good luck for this year
ahead and make sure you have some
fun and break some rules along the
way. Thank you again.
20 MAINFREIGHT TEAM REVIEW // JULY 2019

Opening of our Branch
in Hamburg
In December we opened our new Ocean
freight branch in Hamburg, our second
branch in Germany.
Our Hamburg team specializes in all
things ocean freight related, and now
handles all ocean freight into and out of
Germany, whilst our Frankfurt branch is
now our specialist airfreight branch in
Germany.
The opening of our new Hamburg
branch, in addition to our long established
branch in Frankfurt, further strengthens
our presence within Germany. Our
Hamburg team, which originally started
with just three team members has
already increased to six.
L-R: Danny Dwenger, Jean-luc Richter, Lena Schmidt, Tamara Dwenger, Finn Hanke & Jonnes Jeuken
Opening of our New
Office in Amsterdam
On 12th April we proudly opened our
new office for our Airfreight branch at
Schiphol airport, Amsterdam. Together
with a host of supportive customers
and fellow team members we cut the
ribbon on what is a much more modern
and Mainfreight-style office. It is
certainly a step up from the cramped
& archaic previous location, and the
team is enjoying their new surrounds.
Amsterdam is one of the major
airfreight hubs of Europe and from
this strategic location we are on top of
one of the major gateways in Europe.
With direct links to our Netherlands-
based road transport and logistics
network we are in a powerful position
to continue to offer quality airfreight
and full supply chain services.
We are excited about the future
growth of our business and team in
the years to come in this new branch.
Congratulations and we wish Tamara and her team the best of luck going forward!
A word from Tamara Dwenger (Branch Manager)
I had the great pleasure in joining
Mainfreight and opening up our
second branch in Germany. In
February 2019 I attended my first
European Branch Manager meeting
and I’m still impressed about the
supportive atmosphere.
Hamburg is the place to be for
handling ocean freight to and from
Germany, and whilst we know we have
a challenge head of us, it is a very
positive one.
Our Hamburg team consists of Lena
and myself, who started in December,
while Finn (by the way a World
Champion in Mini football) joined in
January. Jean-Luc, Danny and Jonnes
(now in his second year of the “Future
Leader Program) joined in March.
We are excited and ready to paint
the world blue!
L-R: Rick Keurentjes, Jeroen Geerdink, Raymond English, Samuël Grootjes, Janis Dislers,
Arnold Bierma, Daniel Joor, Ian Graham, Mels van Egmond, Pieternel Beekvelt
Insight into what Tamara does outside
of work: I volunteer for a fan-owned
football club, which is just 5 years old.
The club was founded by us and we
organize everything ourselves. The idea behind it is to show that football is not
just about big money, it is more about the people and the members who have
passion in adding value to the club.
MAINFREIGHT TEAM REVIEW // JULY 2019 21

Born Recognised as one of the First Logistic Service Provider for Transporting
Dangerous Goods in the Air (IATA)
After a great number of meetings, implementing many
procedures, and following all necessary courses and training,
our team in Born is proud to announce that it has received
E-recognition from the Ministry of Infrastructure and Water
Management in regards to dangerous goods in the air (IATA).
This is a remarkable achievement as we are one of the first
organisations to receive this recognition, which means that
we can act on behalf of third parties as sender and packer of
hazardous substances by air. Next to this we are entitled to
draw up and sign the Dangerous Goods Declaration (DGD).
This E-recognition is of great value for our existing and new
customers, as the shipment can directly go to the airport,
without the intervention of third parties, which resolves
delays and saves costs on extra handling on the airport.
Liane Philipsen – European Manager Logistics
L
ogistics Europe has started the
new financial year with all our
new buildings fully operational.
We have also welcomed a lot of new
team members and are donating them
blue blood by means of our induction
course. The feedback we receive from
our new team members is that our
culture and open communication is
very much appreciated.
Another thing that is appreciated by
all our team members are our
canteens, either new or refreshed.
Our own cooks serve great meals with
a smile. The source of our growth are
new partnerships with customers.
We look forward to continue these
partnerships for the next 100 years.
An important element of building a
solid partnership is our Continuous
Improvement Program (CIP). In this
newsletter we share the results of the
team that was the most active in
coming up with CIP ideas.
Another important element in the
relationship with our customers is to
continue to surprise them with new
services. A good example is the
e-recognition we have received in
Born, The Netherlands. This provides
us with the opportunity to further
streamline our customers’ supply
chain.
We have all the ingredients for a
successful year: let’s make it happen!
Opening New Canteen
– Born
In February, our team in Born officially
ate together for the first time in their
new canteen. The professional kitchen
has been created to serve healthy,
nutritious and affordable meals for our
team members. On this day our team
members Kiki and Ivo prepared a
delicious pasta which they served to
our team for free.
As the opening was a really “ready-
fire-aim” process, it was pretty
challenging for everybody to get the
job done. The team did a great job as
the opening was a success and
everybody enjoyed the pasta.
Left bottom – top: Yin Lin,
Marshella Oosterbeek, Ronny van Cauter
Right top – bottom: Nico Wuyts, Anke Smits
& Sare Cevik
A special thank you to our team members Arno, Eddy
and Richard who made this happen!
L-R: Arno Kuijpers, Eddy Hermans and Richard Cords
22 MAINFREIGHT TEAM REVIEW // JULY 2019

Hall of Fame 10
th
Year Partner
Award – Celebration
At the annual review with John Deere in Mannheim
we received the fantastic news that we had again
been awarded as a John Deere Partner Supplier.
This year is a very special one, as this partner award
is number 10 in a row. You only receive the
John Deere Partner status if you perform with
excellence on delivery performance, quality,
wavelength, cost management and technical support.
Around the globe there are 1,288 suppliers rated by
John Deere and only 4 suppliers - including
Mainfreight – have been rated as Partner for 10
years in a row!
What a great achievement! And as a thank you to all
our team members we organised a celebratory lunch.
L-R: Nick van Benthem, Sjors van de Velde, Mustafa Temir
Zaltbommel is Open for Business
In April 2018 there was only a piece
of bare land visible in Zaltbommel.
After one year a fantastic 25,000 sqm
warehouse has risen and is in operation.
In November, the team started to
handle the first incoming pallets from
customers into this new facility. An
operation that started with 3 inbound
trucks a day, grew to 7-10 trucks a
day a few weeks later. In total we
moved in more than 12,000 pallets.
In December, the official ‘go’ to make
use of our ADR (dangerous goods)
part of the warehouse was permitted,
and on that same day the first pallets
were arriving. Ultimately, we started to
pick, pack and dispatch outbound
orders for our customer from January
14th. With the enthusiasm and
dedication of the whole team, we have
been able to achieve a smooth go-live!
Now, one year after construction
started, the building is completed and
painted Mainfreight blue (the paint is
still wet as we speak). Our team is
proud to move from the port-a-cabin
outside to our brand new blue
Mainfreight building!
L-R: Vincent Schilp, Thomas Bijl, Ben Fitts, Frans Zuidgeest,
Peter Nagel, Douwe Kaastra, Liane Philipsen
MAINFREIGHT TEAM REVIEW // JULY 2019 23

CIP Team and Team
Member of the Year 2018
Our Continuous Improvement
Programme is well known in Europe.
In this programme we aim for
continuous improvement of our
operational processes, and encourage
all team members to contribute to
make a difference by sharing their
ideas, to make a difference for our
customers and our operations.
This year’s CIP Team of the Year
2018 goes to the Fiskars Team in
‘s-Heerenberg. This team submitted
and implemented the most CIPs. As
well as a beautiful trophy, there was a
delicious cake for the whole team.
In addition to awarding the CIP Team of
the Year, there is also an award for the
best CIP Idea of the Year 2018.
This year’s winner is Judith Kniest!
Her idea is actually quite simple and
effective. She came up with the idea
of a pager system. This is actually
what she saw in a restaurant, and
recognised an opportunity to optimise
the process for drivers who need to
collect or drop off a load. This system
makes sure that the drivers report
themselves after the pager goes off
e.g. when their shipment is loaded and
ready for take off, or driver can go to
dock door x for (un)loading etc. With
this idea we save lots of time, as the
driver is coming to us instead of us
searching for the driver, so we use the
docks more efficiently. This initiative
will also be rolled out in other
Mainfreight branches.
Frans Zuidgeest – European Manager Forwarding & Transport
A
fter a strong improvement in
the last financial year in both
revenue and profit we need to
continue to focus to further increase
our performance on all levels. In
summary: increase volumes,
communicate well and ensure
discipline!
The ‘s-Heerenberg team has
celebrated the Branch of the Year
award, a well-deserved appreciation
for the team’s hard work.
Congratulations!
The European network will be
intensified with more lanes between
our own Mainfreight branches. By
having sales reps in Air & Ocean
offices, followed by freight forwarders
we will generate volume from more
regions in Europe, starting in Italy and
the South of The Netherlands. The
Belgium branches distributing in
Northern France, Germany and The
Netherlands are good examples of
how we are now thinking cross-border
in our own network.
With Brexit delayed till the end of
October, a lot had already been
prepared prior to the initial date
mid-April. We will continue to follow
the developments, prepare and share
our knowledge.
With our volume growth ambitions we
need to think in sales. The sales team
is expanded further and will continue
to do so. The sales cadet program has
started for those interested in a sales
career within our team.
Over 50% of our team has been on
the customer care training. In this
training for all team members it is all
about the customer’s perception of
our service. What and how do we
communicate? By improved
communication in our teams we are
perceived as being more easy to deal
with. Moreover we support each other
in our respective roles, to present a
unified team in front of our customers.
The Mainmove software project is
progressing, the branch in Zwijnaarde
Belgium is next to go-live. With this
branch fully running on Mainmove we
are ready to accelerate the go-live in
the other branches.
Our business is about many details
that can make a difference. We should
not get lost in those, however we need
to focus our attention to improve day
in, day out. Discipline in our operations
is key to this; analysing issues and
always look for improvements will
increase our service and margin. KPI’s
are crucial in this process. Make sure
that you all understand the
performance indicators of your team
and set targets to improve them.
Summer holidays are coming up, for
those having a break enjoy and relax.
Make sure we together are prepared
to continue strong performance in this
period of the year. We need you all on
board to further expand our business!
Judith Kniest with Thomas Bijl
24 MAINFREIGHT TEAM REVIEW // JULY 2019

Important to remember: Communicate!
•
Concentrate on the facts, involve
our customers.
•
Use phone instead of e-mail.
•
Visit each other’s branches, talk to
the teams and learn.
•
Share developments with each
other.
•
Know what freight (lanes) we are
looking for when planning sales
calls.
•
Set clear targets and share
successes.
Be curious, ask questions and
have fun.
1,000,000 Shipment
via Cross-dock
At the end of last year our cross-dock
team managed, first time in history of
Mainfreight ‘s-Heerenberg, to have
shipped more than 1,000,000
shipments in one year. This is an
incredible achievement by the whole
branch and something we can all be
proud of. Let’s make sure that we
break this record again this year!
As gesture to the customer, we
have sent them a special cake,
which they loved!
Foreign Investment Trophy Flanders (Belgium)
At the end of 2018 we received the news that our Mainfreight Zwijnaarde
branch was nominated for the Foreign Investment of the Year Trophy in Flanders,
Belgium. This nomination is about remarkable investment projects of foreign
companies in Flanders in 2018.
We were nominated for our investment in the brand new crossdock center in
Zwijnaarde. With this project, we have invested 21 million in Flanders (over the
last two years) and created 100 extra jobs. Although we did not win, we had the
great opportunity to get more brand awareness of Mainfreight in Belgium.
Forwarding ‘s-Heerenberg
Branch of the Year and
Celebration
During the awards dinner at the Branch
Managers meeting, it was announced
that the Forwarding branch
‘s-Heerenberg may call themselves
European Branch of the Year! This calls
for a celebration of course. Early in the
morning, branch manager Peter Nagel
gave a speech to the team where he
thanked each team member for their
effort and achievement.
For the whole day (until 10pm) there
was a food truck available for all the
team to provide them with some good
food and drinks.
Team Forwarding ‘s-Heerenberg,
congratulations with this great
achievement!
MAINFREIGHT TEAM REVIEW // JULY 2019 25

57 New Mainfreight
Trucks
Our fleet is getting more and more
blue! This year we have invested a lot
in getting more Mainfreight blue on
the streets. We are proud to say that
we have added another 57 trucks to
our fleet. The specifications of the
trucks are different – from vans,
distribution trucks to heavy long-haul
trucks. As well as the trucks, we have
also invested in 90 new trailers and
swap bodies. Currently we have 350
trucks and 650 trailers/swap bodies;
approximately 80% of the fleet now
Mainfreight branded.
Just as they do every year, our
workshop / garage is doing its best
to get all these new trucks on the
road as soon as possible.
Let’s paint the world blue!
Welcome to our First Electric Pallet Trucks (EPT) for our Trucks
The first EPTs (or pallet jacks) for our
trucks have arrived! These EPTs
arrived in containers from China and
are completely assembled by our team
in ‘s-Heerenberg. All vehicles / trailers
with a tail lift will be equipped with this
beautiful handy EPT. Crates will also
be placed under the trailers, so that
the EPT can be stored at the end of
the ride. Trucks and trailers are also
provided with a small extra box,
containing a charger to charge the
2nd battery. The big advantage is that
the driver can never stand still with an
empty battery. Drivers are now
instructed about the use of this new
EPT. We wish all drivers good luck!
26 MAINFREIGHT TEAM REVIEW // JULY 2019

NEW ZEALAND
New Zealand – Craig Evans
W
e currently have 15
building projects either
underway or in design
across New Zealand. These range
from extending existing facilities to
brand new sites under development.
For New Zealand this is
unprecedented as we continue to
address current and future growth
challenges. Our goal remains to
provide world-leading facilities
designed to optimise freight handling
techniques both domestically and
internationally. At the same time
protecting our environment, attracting
and retaining talent for the future, and
delighting customers through
operational efficiency and service.
There is not one role or task within the
business nowadays, shielded from the
pressure of evolution, as markets and
expectations change at an accelerated
rate, not only here but around the
world. In everything we do, no matter
how small, we must challenge and
seek ways to improve.
West Auckland
We are building a new freight branch
in West Auckland, opening in 2021, to
navigate city congestion with a faster,
more efficient delivery service into and
out of the western and northern
Auckland City regions. We will operate
daily, direct, intercity linehaul services
between key main centres. The
building incorporates modern design
and operating techniques used in our
new Mount Manganui development
that opens later in 2020.
Looking after our environment
continues to be important to us, as
we seek ways to do the right thing for
future generations. One example is
our Westney Road operation in
Auckland, which is shared between
Logistics (warehousing) and Air &
Ocean, where we have just
commissioned New Zealand’s largest
solar farm, generating 400Kw of
power capable of running our chillers
and freezers during daylight hours.
Our commitment to protecting the
environment will require endurance
and contribution from us all in the
interests of future generations.
Alternative power, water harvesting,
food scrap and waste recycling
programmes are just some examples
which will become prominent
discussions points with our customers,
providing insight into what we
represent as a family oriented
organisation.
From 1st October, we will no longer
accept wooden pallets being thrown
out as rubbish.
Repurpose alternatives include:
•
Repair and reuse
•
Offer to customers
•
Offer to our Logistics business
•
Donate to the Corrections Dept
to assist furniture-making
programmes for inmates
•
(Badly broken ones)
Offer for local firewood
Top View of West Auckland
MAINFREIGHT TEAM REVIEW // JULY 2019 27

Important Reminders
•
Truck sayings – must be at the top
rear of every vehicle (min 70mm
font) so they can be read by the
third car in line following.
•
All sayings must be from the
approved master list and
sanctioned by your branch
manager.
•
New paint specifications have
been published for ease of
standardising our respective brand
livery on all vehicles. Please make
sure your painter and sign writer
are aware of this to avoid vehicles
being withdrawn from service
because they don’t meet this
criteria.
•
Keep guest parks clear for guests.
•
If it’s worth doing, then do it right;
half-baked efforts reflect
indecision.
•
Update and refresh quality boards
daily/weekly.
•
Only measure what’s important
•
We proudly pay our bills on time
every time, we expect the same
from our customers
•
If your uniform is looking untidy,
have it replaced, you’re carrying
our image.
•
Declutter offices, it represents
mind-sets.
•
Our most successful people build
a powerful network of mates, so do
a mate a favour today.
New Zealand Forwarding – Carl George
I
t has been a strong year for the
New Zealand domestic transport
business, with strong revenue and
profit results, combined with improving
quality and delivery performance.
This is the first year for some time
where we have not had distractions of
significance, allowing the teams to
have more focus on key deliverables.
We continue to be challenged in many
of our depots with volumes that never
slow, and challenge each and every
team member daily, to facilitate and
meet customer expectations.
Everyone however, just gets on with
the job, as we have seen this year. It
may mean having to do things
differently, plan more, challenge what
has been the norm for many years, but
we get the job done.
This year was the first time we held a
Driver Appreciation Week in New
Zealand, with recognition for the
amazing job our Owner Drivers do for
us every day, the investment they have
made, and the strong customer
relationships that they have formed.
It was great to see the initiatives
teams from all divisions set up and
was well received by all involved.
Earlier this year, I was lucky enough
to take part in the Main Divide, a
week long walk/raft from Lake Ohau
over the Broderick Pass, finishing
near Haast on the West Coast of the
South Island. A hand-picked group,
who came from different
backgrounds and branches, took
part and experienced a once-in-a-
lifetime journey. It goes without
saying, as we continually look for the
next leaders in our business, it does
not matter what path you have come
from, or what you are currently doing
in the business, everyone has the
opportunity. It is about backing
yourself, having belief in your ability
and a drive to succeed; the
opportunities are endless.
Now that we are into our new
financial year, we must all ensure
that we show improvement in all
areas. Continuing the good
momentum we have seen and not
taking a step back in quality and
profit this year is paramount.
Thoughts for This Year:
1. Understand where the black dots
are in your branch and always have
a plan to remove them
2. Ensure your branch is a breeding
ground for the next leaders in our
business, and be prepared to
share with the wider group
3. Let us all have great appreciation
for our wonderful Owner Drivers
who are the face of our business
with our customers
4. We should continually challenge
the way we do things now, and
have courage to try new ways of
identifying efficiency and cost out
and service wins. How can we
find time by increasing the velocity
of how we operate?
5. Be a protector of our image and
reputation in your branch, make
sure we are regarded highly in the
communities that you are a part of
6. If you have challenges, do not be
over-awed, break it down into
smaller, manageable pieces and
make a start!
7. Like every year, let’s all look for
those new customers in our towns
and convert them to team blue
Driving Force
Our June Driving Force event had our National Managers
Mitch Gregor, Nic Kay and Carl George on the panel for a
Q&A evening. Everyone came along with the burning
questions that we had been dying to ask our Mainfreight
leaders. Mitch, Nic and Carl talked about their journey
through the business, their biggest wins and most
challenging days, as well as attacking more specific
questions about the business and future projects in place.
28 MAINFREIGHT TEAM REVIEW // JULY 2019

Claims Performance
If your branch is below the Total Company number, then you are below average.
Make sure you and your team members work hard this year to be above this line.
Outward Consignments Per ClaimInwards Consignments Per Claim
Branch
To Mar
2019
To Sep
2018
To Mar
2018Branch
To Mar
2019
To Sep
2018
To Mar
2018
Chem Auckland1823214623282Home Auckland41443886901
New Plymouth177514581359Whanganui290735005943
Invercargill1130144070 9Chem Auckland257118265106
Whangarei11077531510Ashburton199842001816
MF Hamilton109512971013DF Auckland16341154902
Chem Christchurch919902658MF Christchurch163312031209
2Home Auckland8311062618MF Auckland159313561078
MF Wellington83076 8533Masterton15641357
New branch
Napier805703630Thames14799461351
DF Christchurch794819483Chem Christchurch144514661693
Dunedin781886580MF Hamilton141016271137
Masterton74 8816
New branch
New Plymouth131512121023
Rotorua731921662Taupo122515051814
Mt Maunganui703862660Owens Auckland113011461444
Palmerston North691626670DF Christchurch11271622731
Whanganui686849605MF Wellington1015877945
2Home Christchurch675860544Invercargill100998174 9
Ashburton6264231004
Total Company901850843
DF Auckland6175323792Home Christchurch8791288597
Total Company528473498
Napier81374 473 8
MF Auckland501433453Mt Maunganui76574 8923
Cromwell486364193Palmerston North671585902
Owens Christchurch424354457Rotorua657690853
Thames400262636Whangarei652652776
MF Christchurch376303391Cromwell529453312
Blenheim331233348Blenheim506366568
Nelson251320286Dunedin504524500
Taupo220164117Owens Christchurch443485653
Owens Auckland200165290Nelson335322321
MAINFREIGHT TEAM REVIEW // JULY 2019 29

Main Divide
The journey of a lifetime. The Main Divide 2019 team setting off
on a week-long journey over the Broderick Pass – Main Divide
from the East to the West Coast of the South Island.
An amazing week filled with a range of challenges for all involved.
It was great to see the team work together to ensure everyone
achieved the objective of the week.
L-R Syd Woods (Instructor), Slee Larcombe (Instructor), Jonevan Togiamana, David Searle, Andre Russ-Kite, Randall Dennis, Chris Vaiangina,
Aldre Albarro, Paul Chatterton, Liam Menheere, Henare Morton, Jason Waho, Joshua Haunga, Carl George
Barrels, Barrels and More Barrels
Every year between February and
April as the regions are gearing up for
the year’s grape harvest, our FTL
South Island division, along with
several other branches around the
country (Napier, Nelson, Blenheim and
Cromwell) get stuck into barrel
season. Most wineries around the
country get a new stock of imported
wine barrels in for the current
season’s vintage. These barrels come
into New Zealand through a small
number of importers over a period of
2-3 months and whilst some of the
larger wineries will get full containers
delivered to their site to unpack
themselves, we handle a very large
number through our network.
The barrel season is usually a
demanding couple of months for us,
often with multiple containers arriving
on the same vessel and then wineries
looking for urgent deliveries to
coincide with the timing of their
harvest, especially when containers
have been delayed arriving into the
country. We have been looking after
these customers for the last 12 years;
it’s become an integral part of our year
and we look forward to continuing the
relationships with the customers and
trying to delight them with our service
and quality.
City Harvest Food
Rescue, Canterbury
– Countdown
Generosity
In response to the recent events
in Christchurch, Countdown asked
Mainfreight if we could move
some pallets to City Harvest to
distribute through the community.
Mohit, one of our drivers delivered
these to City Harvest where they
were greatly received. Mohit was
glad to be involved after losing a
close friend.
Mohit Kumar - delivering pallets from
Countdown to City Harvest
30 MAINFREIGHT TEAM REVIEW // JULY 2019

Girls Can Do Anything
We are investing in some young talent
in our domestic business, who are
pioneering a newly created leadership
framework. Their focus is to build
knowledge and confidence in the
business, develop their personal brand
and know how to leverage it, make
strong connections with the wider
team, give back to Mainfreight and the
community, and create a support team
that encourages development and
growth.
They have adopted the Maori name
Whanake, meaning to move onwards
and upwards, which encompasses our
Mainfreight philosophy to promote
from within and support personal
growth and talent.
The group has been charged with
putting their hands up to take on new
challenges and to get comfortable
with feeling uncomfortable, whatever
comes their way. So far the team has
achieved getting their Class 2 truck
licence, and their dangerous goods
and forkhoist licences.
Emma Lowry and Kendal Stratford with the PassRite instructor
They have also put these
skills into practice by
doing deliveries for the
branches and relocating
trucks around the
country.
This is a year-long
programme which
requires commitment
and dedication as well
as the support from their
own Branch Managers
who had nominated them. We look forward to tracking their progress,
successes and guiding them through this journey.
Fleet Ramp Up
Growing our Owner Driver fleet
nationally has been assisted by
Daimler-Benz with specbuilt units that
new and existing Owner Drivers can
purchase. We have completed six so
far, a further five coming on-stream in
the next two months, and an additional
14 units planned.
All are 50 max truck and trailers with
mezzanine floors and are multi-branded.
Charlotte Carpenter and Alexia van der Zanden
MAINFREIGHT TEAM REVIEW // JULY 2019 31

New Zealand Logistics - Mitch Gregor
T
he best preparation for
tomorrow is doing your
best today
The beauty of being part of the
Mainfreight team is we start our
careers the same way; which role,
branch, business and country that you
ultimately end up in is up to you.
But this doesn’t happen straight away
and it isn’t achieved without passion
and hard work.
There is a direct correlation between
career growth and your progression,
with your attitude, personal brand, work
ethic, your ability to listen and learn,
connect with others, be part of a team
and being able to embrace our culture.
This takes time, it’s not a box ticking
exercise, slow down and learn the
important stuff, experience and
appreciate what goes into making this
business successful, why we do the
things we do, find the recipe, listen
and learn from others. Your time will
come and when it does what you have
learnt will be put to the test.
There are plenty of special people,
men and women from all walks of life
in our business, from all over the
world, who can share stories and
provide inspiration to help you grow
and create your own journey with us.
We need more leaders, we need
leaders who understand what we are
about. We challenge you all to do this
and help us grow.
For our New Zealand Logistics
business our financial year reflects
another solid result, much has been
achieved, yet there still remains plenty
to do.
We approach the year ahead with
excitement, and remain committed to
continued profitability and growth.
Our key focus remains on sales,
strong cost management,
intensification of the network and
developing our people with a level of
energy and responsibility to make this
a great business.
Key Topics:
•
With recent sales gains we have commissioned another
Auckland warehouse from 1 June. This is located on
Savill Drive, Otahuhu and is a newly built 11,000 pallet
capacity leased property. Commencing at 50% full, we
need your help to grow
•
From 1 April, Hamilton and Cromwell Logistics sites are
being reported as part of the New Zealand Logistics
business.
•
Hamilton – we remain focussed on securing the right
piece of land for building a warehouse. We are
exploring a number of options.
•
Sales growth – new business sales growth remains a
priority for all together with stronger account
management. We have an exciting pipeline, with a
number of key gains which have committed to start
during the new financial year.
•
A continued focus on health & safety, quality and
improved operational performance – we have decided
to review our approach to training in 2019.
The 2019 Branch Managers meeting was recently held in
Taupo with the theme of ‘Accelerating Future Momentum’.
It’s about building on the success we have and continuing
to raise the bar in quality, culture and profit.
Key points of focus for the year:
•
Aggressive sales growth
•
Achieving financial success
•
Investing in our facilities and infrastructure
•
Developing our team with particular focus on
new recruitment
•
Quality and professionalism and having some fun
Goals for the Year Ahead
Some simple goals for the year ahead, some key
areas of focus include:
1. Every branch to achieve their profit targets for
2019/20
2. Lift our image in all operations
3. Delight our customers
4. Continued focus on quality, safety and
continuous improvement in our operations
5. Grow our sales pipeline and new business
prospects for 2019
6. To work more closely with our customers and
Air & Ocean, to get the inbound freight into our
warehouses (Air and Sea, customs clearance
and wharf cartage)
7. Embracing technology and the use of tools for
efficiency
8. Training our team (a trained team is more
productive)
9. Career and leadership development of our
people, the next level leaders
10. To make sure we achieve a fair recovery and
contribution from our customers for the rising
costs to operate our business, so we can deliver
a great service to them
Thank you to everyone in the Logistics team across
New Zealand for your continued efforts and the
commitment you and your families make to ensure
our business is successful, we really appreciate your
hard work.
32 MAINFREIGHT TEAM REVIEW // JULY 2019

It Really is a Family Business
Like father; like son
Geoff Baird (Dunedin) and Craig Baird (Islington) are our first
father and son Branch Managers in Logistics New Zealand -
something which we are all very proud of!
The Hegan Boys
Shannon Hegan, previously Branch Manager of Westney Rd Logistics
and now Air & Ocean Auckland Seafreight, and Clarke Hegan, our
latest Branch Manager at Cromwell Logistics
Band of brothers
Shailesh Bhuthadia (Business Development) and Nilesh Bhuthadia (IT) who both joined us from their family business
and are forging fantastic careers within Mainfreight.
Walking PATs
If you’re thinking of doing something different for your next PAT why not get outside?
We recently got some of the Auckland BMs together for an early morning walk at 6am followed by a coffee.
L-R: Bharat Kesry, Travis Hari, Hamish Woods, Shailesh Bhuthadia, Ben Hadley, Andrew Sesani, Jeremy Williams, Kris Maddaford,
Paul Claydon, Mitch Gregor, Dan Sharma
MAINFREIGHT TEAM REVIEW // JULY 2019 33

Dream Big, Achieve More!
We were privileged to have
Cam Calkoen as guest speaker at the
March Branch Managers Conference.
In Cam’s words, “Life is what we make it,
and the values needed to achieve
awesomeness are simple – we need to
believe, and then doing so, leave no
stone unturned!”
Westney Road
Westney Road team have had a powerful year again and made a great contribution
to our quality and success. It’s looking good too, as you can see from recent pictures!
Back row – Tony Sagaga, Ankush Nagol, Mandeep Singh, Zane Polley, Vai Televave, Levi Kite, Tau Kaho, Ankur Ghuliani, Tom Hughes,
Tim Logan, Mandeep Singh, Simi Mareko, Dallas Rwiri, Roneel Raj, Ioasa Ioasa
Middle row – Deborah Jackson, Dan Sharma, Jai Prasad, James Fuamatu, Graham Poching, Denis Kovalev, Khodie Tagoai, Evelyn Pak,
Patricia Papani, Sam Irving, Zach Butler, Jason Byun, Neil Harding, Warren Hall, Gino Tapuina, Travis Hari
Front row – Ashwin Mohan, Kelvin Prasadm Avi Lal, Dan McGrath, Tony Amituanai, Salesh Kishore, Nobby Varghese, Josh De-Thierry,
Tangi Pekepo, Abraham Suryantyo
New Zealand Branch Managers and Cam Calkoen
Out with the Old and In with the New
We have now completed our roll out period of the
new logistics devices and MIMS+ application across
New Zealand, Australia and the US. That’s over
700 devices that have been rolled out globally to
our branches!
These devices have been seen as a great benefit to the
business due to the speed and the new pick checking
module that allows the team to check products more
freely then before.
Then MC95/MIMS MobileNow: CT60/MIMS+
34 MAINFREIGHT TEAM REVIEW // JULY 2019

Leadership appointments
As the New Zealand Logistics operation continues to grow, we are proud to announce four new Branch Managers:
Savill Drive - Dan Sharma
Dan Sharma will head up our newest
warehouse in Savill Drive, Auckland,
which officially opens on 3 June.
Hamilton - Ash Tauai
Ashleigh (Ash) Tauai leads our Logistics
operation in Hamilton, taking on the role
from 1 April when the operation
transferred into the Logistics business.
Owens Logistics Kahu St – Andrew Sesani
Back in March, Andrew Sesani replaced Jeremy Williams, Branch Manager
for Owens Logistics Kahu Street – Jeremy has moved into a Branch Manager
role at Logistics Manu Street.
Cromwell – Clarke Hegan
Clarke became Branch Manager
officially on 1 April, when Cromwell
came under the Logistics umbrella.
Logistics Emerging Talent 2019
With a real focus on identifying talent and succession planning across the business, we recently brought together key
team members from across New Zealand for a two-day Leadership and Operations workshop.
Mitch Gregor, Alvin Swamy, Hardeep Singh, Som Nuttamon, Luke Rudolf, Dean Williams, Akshay Jindal, Natalia Fanene, Christian Vaaulu,
Tanisha Haumu, Marcio Silva, Carissa Leka, Roneel Raj, Brandon Fonoimoa, Zane Polley, Emily Fowler, Kaleb Lockyer, Ivan Peek,
Sam Peterson, Phil Koopu, Kris Maddaford - Absent: Janal Johnston
MAINFREIGHT TEAM REVIEW // JULY 2019 35

Mainfreight Air & Ocean – Nic Kay
O
ur 2018/19 year was once
again another positive year
for the Air & Ocean business
in New Zealand and globally. We have
continued to build our business and
service offering, providing the
confidence to invest back into the
business. Investment into additional
team, training, and infrastructure that
will support our growth aspirations.
We have a solid foundation and we
are excited about the opportunities for
our business – we must now
accelerate this momentum to another
level.
Our regional branches have again
been the standout performers. The
importance of being closer to the
customer, and building strong
relationships with our customers, local
authorities and the local community is
very important to us all. Our main
centres have delivered improved
results in these larger markets, but we
must increase our market share
through stronger sales growth and
account management.
It is critical that we all understand the
part we play in the global network and
our service offerings to customers. If
we help each other out across all
branches, delivering customers a
consistent experience in service and
quality, we will build a stronger
business. We must be easy to deal
with, for both customers and our
global network.
The focus on building airfreight
consolidations and LCL consolidations
across Mainfreight to Mainfreight
trade lanes, will keep “feeding” our
global network. We need to work
closer as a networked business, and
ramping up consolidations on key
trade lanes will be a focus for us all
in 2019.
To the new team members to our
business this year – welcome to the
Mainfreight family, we are all here to
support and look forward to
supporting your career and journey
with Mainfreight.
As a team, we must strive for
improvement in the below three key
objectives. If we can all make progress
in each area below, we will enhance
our service offering to customers, our
team and global network – please
make this a priority. Remember the
part you play in ensuring we have
Quality + Culture = Profit.
My Mainfreight Career
•
Set up mentoring programmes
in the business
•
Ongoing skill alignment/training
– pathways specific to Air & Ocean
•
Training register for every team
member
•
Recruitment/succession plans –
employ only the best people who
are promotable
•
Challenge yourself every day!
Accelerate Momentum
•
Sales growth – we must increase
ACTIVITY levels and aggression
in the market!
•
Everyone in the business is a
salesperson
•
Cross-selling across the services
•
Look for extension business with
existing customers
•
Increase margins through smart
operational decisions and
procurement
•
Cost Control
•
Quality + Culture = Profit
Think like a Customer (always put
yourself in the customer’s shoes)
•
Professional communication
(phone/email etiquette, knowledge
of the customer)
•
Proactive communication –
own the customer!
•
Customer “FIRST” approach, make
us Easy to Deal With as a business
•
Customer on-boarding check list
for all customers as they start with
our service
•
Structured account management
plans, with multi-level relationships
with customers – add value
•
Everyone in our team influences
the customer perception –
let’s delight them!
Team, thank you and your families for
your support and encouragement you
have provided. The dedication that
families and partners provide our
business, is very much appreciated
and sets us apart from the others!
Balloons over Waikato
Air & Ocean Hamilton have just said
goodbye to the Hot Air Balloon
season for 2019. We worked closely
with Balloons over Waikato, getting
the balloons into the country,
unpacked, cleaned, delivered, and then
back out of the country all within short
timeframes.
L-R Jordan Cox and Albertine Woodd
36 MAINFREIGHT TEAM REVIEW // JULY 2019

Auckland & Tauranga
Embracing the April 2019
Global Italian Fire Drill
Global Fire Drills are not only
important to the growth of our
business and our internal
relationships, they are a great way to
let our customers know that we have
supply chain capabilities in countries/
regions that they might not know we
operate in.
With the focus on Mainfreight to
Mainfreight Groupage/FAK
containers, this Fire Drill was well
timed with the launch of our weekly
FAK service from Italy to Auckland.
The New Zealand team looks forward
to being a solid contributor for cargo
routings from Italy to New Zealand.
Continuate così Air & Ocean New
Zealand and Italy!
Henry Hawkins
Westney Road
Leaning Tower – where’s the pizza? L-R: Daniel Plested and James Gatley
Tauranga
L-R: Margie Brunton, Enora Moalic, Shane Williamson, Jo Smart, Georghia McFetridge
CBAFF NZ Young
Achiever Award
Congratulations to Henry Hawkins
from Air & Ocean Auckland Seafreight
on becoming one of three finalists for
the CBAFF NZ Young Achieve Award.
While ultimately Henry didn’t win the
award, we are very proud of him!
Henry also recently graduated from
Massey University with a PGDip in
Supply Chain & Logistics.
Duffy Books in Homes Board Meeting and Visit
to Paihia School
In February, Chris (A&O), Sam and
Todd (Transport) had the opportunity
to head up north from Whangarei to
the scenic Paihia School to put on a
barbeque to coincide with the school
hosting the Duffy Books Board
Meeting, feeding students and board
members alike. Paihia as usual put on
a beautiful day which helped get our
grill cranking to optimum temperature
to feed the 200+ hungry mouths in
attendance. We were able to provide
the kiwi classic of sausages and
bread, as well some healthy options
like fruit and water to ensure everyone
had a full belly after lunch.
The food proved popular as we had
some kids coming back as many as
four times, every time with impeccable
manners!
After the food was served we were
treated to a rousing Haka by the
schools Kapa Haka group, comparable
to the All Blacks in full flight.
All in all it was a great day with the
students, Kevin Drinkwater, Bruce
Plested and the rest of the Duffy
books team!
MAINFREIGHT TEAM REVIEW // JULY 2019 37

Pou Maumahara to
Belgium – Mainfreight
Air & Ocean Tauranga
We recently moved a six-tonne Pou
Maumahara (memorial carving) from
New Zealand Maori Arts and Crafts
Institute at Te Puia in Rotorua to
Passchendaele Memorial Park in
Zonnebeke, Belgium, in time for its
Anzac Day unveiling.
Carved by master carvers from the
New Zealand Māori Arts and Crafts
Institute (NZMACI), at Te Puia in
Rotorua, the Pou is a tribute to Māori
who served in the First World War,
including the Māori (Pioneer)
Battalion, other New Zealand
soldiers and their allies.
The Pou was gifted to commemorate
the two countries’ shared wartime
history and the significant
contribution the Māori (Pioneer)
Battalion made.
The memorial has been named
Pōhutukawa, likened to the poppy at
Passchendaele when it blooms, as
well as the star in the constellation of
Matariki associated with those that
have passed.
Carved from 4,500-year-old swamp
kauri, the memorial has been four
years in the making, stands eight
metres tall and weighs just over six
tonnes.
The carving has two sides
representing war and peace.
“The Tūmatauenga (war) side faces
the northwest towards the ‘jumping off
line’ for New Zealand soldiers for the
Battle of Passchendaele and
commemorates those soldiers who left
New Zealand shores to fight in the war
– many of whom never returned.
“The Rongomaraeroa (peace) side
faces the southeast, acknowledging
those who remained home in
Aotearoa/New Zealand, including
those who opposed conscription.”
An example of great team work
between the Air & Ocean and Transport
teams, on both sides of the world!
Mainfreight Japan
The Hamilton Air & Ocean team
celebrated the opening of the
Mainfreight Japan branch with a
Japanese themed day, everyone got
involved and really enjoyed supporting
a new branch.
L-R: Albertine Woodd, Olivia Clark, Amber Woodward,
Greg Waylen, Carmen Hadfield, Jordan Cox
38 MAINFREIGHT TEAM REVIEW // JULY 2019

... And from our Team in Europe
On 11th March our team had the great honor to deliver a
40ft open-top container with a very special shipment –
the “Pou Maumahara” – from New Zealand to Belgium.
The Pou Maumahara was subsequently officially revealed
and installed in the grounds of the Memorial Museum of
Passchendaele on ANZAC Day on 25th of April.
Several members of our team were there for the unveiling.
In Ben Fitts’ words: “It was an incredible morning, from the
dawn service through to the unveiling. A real sense of
togetherness between all those there, Belgians, Aussies
and Kiwis, and a few Germans as well”.
Mainfreight Europe team at the
unveiling of the Pou Maumahara
L-R: Peter Roos, Patrick van der Hoek,
Max Defer, Paul Joosten, Wim Foulon,
Frederik Gielis, Charlotte Egrix, Jason Braid,
Ben Fitts, Sandro Arena and Sander Xhajaj
MAINFREIGHT TEAM REVIEW // JULY 2019 39

New Branches & Sales Offices
Kuala Lumpur, Malaysia – opened 15 October 2018Tokyo, Japan – opened 18 February 2019
L-R: Penny Lim , Vanessa Ng, Thomson Teoh, Jin Ang
(Branch Manager), Ian Liang, Grace Chew, Jacelyn Lee
Mainfreight & CaroTrans Asia – Cary Chung
I
t has been a remarkable year for
the Asian family as we extend our
reach to Malaysia and Japan. This
puts our Asia footprint to eight
countries. We would like to take this
opportunity to welcome our Malaysian
and Japanese family once again!
In the past year, we have attracted a
wide range of customer sectors that
we have never thought we would be
able to bring on-board. This is a great
tribute to our team!
With a focus on the new financial year,
we have very important messages to
our teams;
1. Sales – we need to have quality
pipelines. Every week starts by
having a proper plan with quality
sales appointments all booked and
confirmed.
2. Sales – we need to ensure that
each and every one of us is ready
to sell. It’s all about asking that
question and putting forward that
extra effort with the customer on
the phone or in front of you.
3. Sales – we need to groom True
Blue-Blood Mainfreighters in this
part of the world to attract
customers to enjoy our services,
understand our point of difference
and our culture!
4. Asia is the biggest freight market
and there are tons of businesses
that are either controlled locally here
or where decision makers are based
around the corner from us! We need
to tweak the ways our team think
that we only handle routed business,
to start thinking commercially to
produce more contributions to the
greater Mainfreight Group.
We need ongoing improvements in
all our service offerings, embrace all
the technologies we now have and
remember that anything we do, the
end goal is to deliver the freight on
time as we promised our customers!
Finally, Thanks to all our team and
your families for supporting a
company that doesn’t sleep!!!
READY FIRE AIM!
PS - The Asian operation is a very
unique one as we are in many
countries dealing with multiple
cultures and languages. Did you know
that Cantonese and Shanghainese are
second and third most spoken
Chinese languages after Mandarin?
And the three combined are the most
spoken across ASEAN countries after
their official languages!
ASIA
Sales Office: Hanoi, Vietnam – opened 18 February 2019Sales Office: Fukuoka, Japan – opened 1 March 2019
L-R: Tomoko Sonoda, Mami Konishi, Saori Takashita, Motoko Murata,
Rui Kawasaki (Branch Manager), Seiichiro Fukuda, Ryosuke Tohma
L-R: Michael Phung, Kevin Tran, Stormy VuMotoko Murata & Tomoko Sonoda
40 MAINFREIGHT TEAM REVIEW // JULY 2019

Hong Kong Airfreight
Relocation
Finally! Air and Freight stick together!
On 1st December 2018, our Hong
Kong airfreight team moved to a new
warehouse facility close to Hong
Kong international airport.
With the new working environment,
the team can bridge the warehouse
door gap. Everyone works together on
a daily basis, a level of understanding
is established and is seen as part of a
team. We now can have the fastest
and most accurate shipment details,
provide support to customer service
and sales colleagues so can have the
quickest and best response to
customers’ need. On an operational
aspect, nothing is better than seeing
the freight physically instead of on
computer screen & paper. A full
understanding on feature of each
customer's cargo is important to move
every single space and kilo effectively.
We appreciate the efforts from
everyone in setting up the new
airfreight office – Cary Chung,
Gary Lau, Admin & Account teams and
all the airfreight boys – that makes a
smooth and successful process.
Being the department to coordinate
with various parties, customer service,
operation, trucking & warehousing and
airlines, it means a lot to us.
Apologies to all the airfreight fans at
Hong Kong main office – we know all
of you miss the ‘noise’ of the airfreight
boys, however, we belong to the AIR!
Front (L-R): Franklin Hui, Wayne Lee, Hailey Koon, Nicky Wong, Burt So, Cary Chung,
Kurt Kwan, Gary Lau
Back (L-R): Edmond Cheng, Joe Lee, Gary Chan, Ming Pang, Jason Leung
China International
Import Expo –
Shanghai Team
We were glad to visit the 1st China
International Import Expo (CIIE).
Attending the event are 172 countries,
regions and international
organizations, more than 3,600
companies and more than 400,000
Chinese and foreign buyers who were
all there to explore business deals.
The section of trade in goods includes
6 exhibition areas: High-end
Intelligent Equipment; Food &
Agricultural Products; Medical
Equipment & Medical Care Products;
Consumer Electronics & Appliances;
Automobile; Apparel, Accessories &
Consumer Goods. Our team mainly
focused on the first three parts and
aimed to develop our import business.
L-R: Billy Zhang, Kelvin Guo, Cici Wang,Joan Ji, Michael Xu, Aaron Wu, Steven Wang
MAINFREIGHT TEAM REVIEW // JULY 2019 41

Mainfreight Japan – Rui Kawasaki, Japan Branch Manager
As Mainfreight Japan is a brand new branch in Asia and officially opened on 18th February, we got a good chance to post
in “Daily Cargo” newspaper which is a well-known industrial news for logistics in Japan. The content of the article included
Mainfreight history and culture, official operation date, our service & business development planning and so on.
Business Development
Trip in Vietnam &
Thailand – Stanley Su,
Taiwan Branch Manager
Since more and more new branches
have opened within our group in
Intra-Asia, we believe there are lots of
opportunity for Taiwan especially for
Vietnam which has lots of factories
setup by Taiwan companies like shoe,
garment, electronic industries over
many years. We also discovered since
the trade war began there are more
and more factories moving from China
to Vietnam. For Thailand we also
found there are lot of opportunity for
import from Taiwan and nominate
locally.
It was great to meet with team
members and we did the joint sales call
with local sales teams. During the trip,
we have found potential opportunities
with customers and the most important
thing is we believe we have built
stronger relationships internally with
our overseas branches during the trip
within Asia Region branches.
Two Branch Managers
Richard Nguyen (Vietnam BM) & Stanley Su (Taiwan BM)
42 MAINFREIGHT TEAM REVIEW // JULY 2019

Sharing Import Business –
Steven Wang, Shanghai Sales team
In 2018, Shanghai branch has focused on developing
imports of perishable goods, we have team here to do the
customs clearance and cool-chain transport for the clients.
And Shanghai Sales team has a chance to introduce
perishable import business development on the last Sales
conference.
Shanghai sales team has gained the business of fresh milk
& fresh cherries, and we now have a lot of experience in
importing fresh milk and fruit. The photo shows Steven
Wang sharing his experience and process of importing
fresh milk at the Sales Conference in Hong Kong.
Steven’s presentation at Sales Meeting
Rail-Sea Service
Introduction – Ningbo Team
As a world class logistics service
provider, Mainfreight anticipates
changes in customer and market
demands. We put ourselves in our
customer’s shoes and provide optimal
supply chain solutions specifically
designed to suit the needs of our
customers. It is faster, more efficient
but lower cost.
In the USA, rail dominates inter-modal
transport. It’s a current trend in China
also. Mainfreight works in close
partnership with all major sea-rail
service providers (e.g. Ningbo
Zhoushan Port Limited Company)
providing one of the fastest and most
reliable services into the heart of
China. Regular double-stack trains
connect ports of the east coast to
major inland destinations and
distribution centers.
Sea-rail combined transportation
refers to a mode of transport in which
the import and export cargoes are
transported by railway through the
coastal ports and connected with the
ship transport. And the entire process
can be completed only by one
declaration, one inspection and one
releasing. It’s also a special form of
intermodal transportation.
In 2018, one of our providers (Ningbo
Zhoushan Port Ltd. Co.) vigorously
promoted the construction of Sea-Rail
combined transportation logistics
channels from inland business points
to ports. Nine lines, including
Chongqing, Pingdingshan, Wuhan,
Bengbu, Fuyang, Zhuji will be opened.
The frequency of trains in Chengdu,
Zhumadian, Xiangyang will be
increased. Among them, the train in
Yiwu has maintained stably three
shifts every day. The quantity of
containers has been increased month
by month. And it has become normal
for the monthly business quantity to
exceed 10000 standard containers.
Thinking outside of the box. Applying
supply chain expertise and teamwork
Mainfreight Logistics identifies and
evaluates every possibility and
opportunity. We offer our customers the
best solutions with the goal of meeting
or exceeding their expectations.
To learn more about our logistics
solutions, please contact your local
Mainfreight logistics representative.
MAINFREIGHT TEAM REVIEW // JULY 2019 43

Promotion consol box from Shenzhen to
Auckland – Shenzhen team
We have been promoting the consol box from Shenzhen to Auckland since
March 2019. Every week, the shipments ETD Shenzhen on Wednesday and
transit time 15 days to Auckland.
To grow our volume between origin and destination, we did the sales
campaign. Meanwhile, our customer services did the same promotion when
calling with shippers. All Shenzhen team members joined efforts to build up
our groupage products.
In April, we also promoted weekly consols to Melbourne ex Shenzhen.
We should let our team be a hunter to make these products successful.
OCEANFREIGHT: USD 25 per w/m
S
t
a
n
d
a
r
d
T
e
r
m
s
&
C
o
n
d
i
t
i
o
n
s
:
•
Rate quotation is subject to select customer.
•
Rate
do not apply to hazmat cargo, oversized pieces or any shipment requiring
special handling.
•
Ocean: Rate quotations are subject to GRI (General Rate Increase) and PSS (Peak
Season Surcharge)
•
Transit
-time estimates are based on carriers of the shipment. Departure days and CFS
cutoffs are subject to change.
•
In addition, above quotation is subjected to revision, please kindly confirm the
effectiveness of cargo readiness.
•
Rate valid till 30
th
June, 2019
Shenzhen Local Charges
Documen
t Fee
RMB
500
Per HBL
Custom Declaration
RMB
350
Per Entry
CFS
RMB
100
Per
cbm
Handling
RMB
200
Per HBL
Te l e x
Release (if required)
RMB
200
Per HBL
VGM Admin Fee
RMB
165
Per Shipment
Auckland Local Charges
Port Service Charges
NZD
97
Per
w/m
Delivery Order
NZD
45
Per Set
Carrier
Doc Fee
NZD
15
Per
Set
Admin
& Biosecurity Fees
NZD
10
Per
Set
*Custom Clearance
and Delivery per request; Duty/Tax at cost
Mainfreight Asia Supply Chain
This year, we held our first supply
chain meeting hosted by Michelle Yip
in Hong Kong in late February. We
welcome our logistics team (Tiger Li,
Cindy Qi, Vincent Sun, Sherman Yuen
and Magic Tsang) working in different
areas of our business including
Qingdao, Shanghai, Shenzhen and
Hong Kong, and who bring a wealth of
knowledge to a new challenge.
We set our strategy and development
direction for supply chain in the
meeting. Logistics workshop sessions
have been arranged in Hong Kong
and Shenzhen so that we understand
what each other is doing. Each of us
also prepared a comprehensive
presentation to introduce the market
of our area, technology capability and
share our SWOT analysis. It’s always a
wonderful way for us to learn the best
practice and grow from our
experience.
Our team is very positive and
passionate to achieve more in 2019.
Mainfreight Hong Kong
20th Anniversary
1st September 2018 was a big day
for our Mainfreight Hong Kong Branch.
Hong Kong was the first place that
Mainfreight set up its Asia business.
Looking back over the past 20 years, all
achievements are not easy.
We were happy to have Don Braid
help us celebrate this big day with
us in Hong Kong, In addition,
Don brought a precious gift, Kopae,
to Hong Kong team representing
eternity, continuity and togetherness.
There were over 160 guests, in
addition to the Hong Kong team,
Hong Kong major customers, service
providers, and all Asia Branch
Managers were invited and all
celebrated the 20th years of
Hong Kong Branch. The event ends
with happiness and laughter.
Stepping into the next decade, the
pace of moving forward will keep
going. Hong Kong Team continues
to expand its Asia market and
strength our network.
We are heading towards 100 years!
L-R: Tiger Li, Sherman Yuen, Michelle Yip,
Vincent Sun, Cindy Qi
L-R: Cary Chung, Michelle Braid, Don Braid, Gary Lau
44 MAINFREIGHT TEAM REVIEW // JULY 2019

Career Fair – Hong Kong Polytechnic University
It was our pleasure to be invited to join
Poly University’s Career Fair on 19th
March, 2019.
Poly U in QS World University ranking
for 2019 is 106th. We have 13
universities in Hong Kong, and
Poly U is one of the universities in
Hong Kong that has a Bachelor of
Science for Global Supply Chain
Management related to logistics
degree.
This is a good chance to see students’
needs and thought, hunting new blood
and sharing Mainfreight culture to
fresh graduates. Let’s see who is our
next future leader?
L-R: Jerry Chan, Sherman Yuen, Kris Yu, Nichi Zhui, Michelle YipL-R: Jacky Lam, Jerry Chan
Social Responsibility – Roney Fang, Shanghai
Roney Fang, one of our members
from Shanghai has his own stories to
share with you and it all started with
his course in Junior Achievement
China. JA is one of the largest
youth-serving NGOs, with over 100
member countries reaching 10 million
students annually, founded in 1993.
JA China partners with the business
and education sectors to cultivate
students about work readiness,
principled entrepreneurship, and
financial literacy, preparing them for
success in the global economy.
Roney joined Mainfreight in 2014,
he chose his first job with Mainfreight
as a result of a strong calling when he
engaged with our company’s Culture
and most importantly Mainfreight
group’s contribution to the societies in
New Zealand. Since 2017, he became
a business volunteer in JA, responsible
to act as a bridge connecting schools
and business, improve the
comprehensive quality of Chinese
teenagers. After two years being in
this role, he was awarded for his great
contribution to the community in the
year of 2018 which was published on
JA China’s social media.
Like all the Mainfreight team, he
has dedication to his job and social
responsibilities to the community.
Quote from Roney: “If one day, I am
able to contribute to the public, I’ll be
the happiest guy”.
Lion Dance during
Chinese New Year
– Hong Kong Team
Good to see a lion dance
performance at Hong Kong office
to celebrate Chinese New Year,
the lion dance team also
performed the traditional custom
of “cai qing” (), literally
meaning “plucking the greens”,
whereby the lion plucks the
auspicious green lettuce either
hung on a pole in front of the
door. In Chinese (, pluck)
also sounds like cài (, meaning
vegetable) and cái (, meaning
fortune).
Roney Fang
The 1st row L-R: Janly Wai, CK Yuen, Michelle Wong, Kittie Lau, Jackie Lo
The 2nd row L-R: Chloe Ngai, Sherman Yuen, Rose Wong, Stanley Chan, Gary Lau, Cary Chung
The 3rd row L-R: Winnie Huen, Mapy Chow, Crystal Wong, Wilson Chen, Andrew Chan, Joyce Lau,
Michelle Yip, Nichi Zhui
MAINFREIGHT TEAM REVIEW // JULY 2019 45

Technology – Kevin Drinkwater
Mainfreight Number 1 Innovator in CIO50
I
t gave us immense pride to be
named New Zealand’s number one
Innovator in Technology by the
internationally-recognised CIO
Magazine, when they were announced
their 2019 Top 50 awards in March
this year. While the award is nominally
given to myselt as CIO of Mainfreight,
the fact is that this award is one that
belongs to the whole IT team and to
the wider business.
We have maintained a spot in the top
10 since the awards began in 2017,
which is another feather in the caps
for our IT teams and the businesses
we support. We believe this is
exceptional performance when you
compare our size and spend with
many of the others in the Top 50.
The following is an excerpt from an
article by Divina Paredes, the editor of
CIO magazine, which explains more.
Mainfreight’s
Kevin Drinkwater is top
ranked leader in 2019 CIO50
The CIO50 report - which features the
50 technology and digital leaders, and
those who are ‘ones to watch’ - was
launched in breakfast forums this
week in Auckland and Wellington.
The research is held in conjunction
with CIO50 in Australia. Together, the
executives in these lists will comprise
the first batch of CIO100 ANZ
leaders.
A panel of judges scored the CIO50
entries based on questions under two
pillars - innovation and leadership.
Before revealing the top-ranked
CIO50 leader, CIO New Zealand
editor Divina Paredes said the
recipient leads a global team, so their
innovations have to work and scale
across geographies.
But even their smaller projects can
have significant impact on a crucial
area of the business - such as
ensuring the health and safety of their
teams, their customers and
emergency personnel.
Paredes noted how the recipient
constantly pushes the IT team to
spend time with people in the
business.
It was Mainfreight’s technology-
enabled projects that Kevin
Drinkwater spearheaded which led
him to be named as the top ranked
leader in the inaugural 2019 CIO50
in New Zealand.
Nilesh Bhuthadia, Logistics and
Transport IT project manager,
represented Kevin Drinkwater in the
awarding ceremonies in Auckland
and Wellington.
Drinkwater later received the CIO50
certificate at the Mainfreight
headquarters.
“This is an amazing tribute to our
team,” he states. “We have a team of
approximately 120 people around the
world, and they all contributed to this
and made it happen.”
“We also have to remember our
partners, specifically Sandfield
Associates and Designertech,” he
says. “They have been working with us
for nearly 30 years, and we also have
some new entrants, such as the work
we do with Animation Research for
NZ Fire Service.” CIO New Zealand
has also honoured Kevin Drinkwater
and his team in 2017 and 2018,
ranking in the top 10 each year.
Nilesh Bhuthadia, logistics and
transport IT project manager, received
the CIO50 award on behalf of Kevin
Drinkwater, at the CIO50 events in
Auckland and Wellington.
Kevin Drinkwater, receives the CIO50 award from CIO NZ editor Divina Paredes,
at Mainfreight Auckland.
Nilesh Bhuthadia, Logistics and Transport IT Project Manager, received the CIO50 award
on behalf of Kevin Drinkwater, at the CIO50 events in Auckland and Wellington
46 MAINFREIGHT TEAM REVIEW // JULY 2019

Enabling you to use Voice & RF with one device! – Hannalore De Muynck
The Logistics Solutions team is working on
integrating Voice Picking on our new CT60
wands uses in the Logistics operations.
At the moment the team has to carry
around two devices
We are working towards using just the one
device for both Voice & Mobile activities
With this move Mainfreight is investing in
the latest innovative technology and will
be leading the industry.
Project Real Time –
Record Data as it
Happens
Now that Mainstreet is firmly bedded
in as our Transport Management
System, in Australia, New Zealand and
the USA, we have a platform that will
allow us to improve the way the
system can improve the life of our
teams.
We have agreed a strategy with the
business to improve the timeliness of
information being recorded into our
system with the aim of recording the
operational action simultaneously with
recording the data. This will create
significant efficiencies by ensuring
that when one person takes an action,
like loading freight, everyone on the
system will know. It will mean that we
move some of the administrative work
performed in the office into our
depots. An example of this is the
mobile stocktake of freight, which is
detailed later in the team contributions
section.
Other initiatives include working with
customers to receive their EDI data
earlier and having our Logistics
branches giving earlier insight into the
freight they are going to give us.
European Technology Update – Rob Verheijen
2019 is for Europe a year of
change, not only in uplifting our
current technology but also new
technological opportunities to
investigate which will be new to
Mainfreight Europe. Two major
projects will run, Mainmove
deployment in Ghent (BE) replacing
the current TMS, and a new WMS
will be introduced, starting with a
pilot in Q2. We are also introducing
a new process to manage changes
to our IT systems avoiding risks and
business interruption, called Change
Management. Giving financial
insight to the business from an IT
perspective is important. Team
members who are financially
responsible will gain insight in their
IT spend and can act on it.
Therefore, we are starting with
assigning costs to services to have
a specific break down of costs.
Foundational IT
In 2018 we started a program to
upgrade several IT systems to
become compliant to current market
standards. These IT systems
(laptops etc) are located at our
company premises, where the threat
of cybercrimes is the most present
and viable. In 2019 we will give
attention to our core systems which
are important in hosting our
business applications, Email,
Internet and branch connectivity.
Mainmove
Our new TMS, Mainmove is almost
100% implemented in the
Netherlands and we are planning
to deploy it in Ghent in June 2019.
Whereas the Netherlands was a soft
gradual GoLive, Belgium needs to
be a big bang approach, where
everything switches at one time.
This is considerably a riskier option,
but we have no real alternative.
The keys to mitigating this risk are:
- undertaking a comprehensive
training program
- intensive simulation testing, to
ensure that all scenarios are
catered for
We will also need to ensure that
there are no significant performance
issues when we add 30% more
users to the system. Team members
are being trained to help out in
Belgium, but also for the other
countries, so we have a combined
team with a European focus.
MAINFREIGHT TEAM REVIEW // JULY 2019 47

New Age of Real Time –
Mobile Stocktake for Transport –
Pateriki Te Pou
We are excited to announce that the Mobile Stocktake
is on its way!
This is part of our Real Time strategy where we are
focussing on providing you with a tool to do your job on
the spot and not have to walk to a PC.
Pilot trials started in April in our Auckland region, based
on the results we will then push this out to the rest of
the country. This will be rolled out to ALL NZ Transport
Branches by end of June 2019.
As this is the first introduction to Real Time, there are
other processes that we will be making available for you
to do on the floor.
Look out for our next update, as we will be able to give
you an insight about what this will be. Our main goal is
to give you a tool to save you time and the stock take is
the first stage towards this.
Connectivity with Mainfreight even Easier for Customers – Lawrence Dunn
Conversations about customer
integrations can quickly turn technical
for our sales team, so we’ve come up
with a way for customers and team
members to find the answers they
need online. As part of a suite of
solutions we’ve added an integrations
page on the Mainfreight website
which is designed for a wide audience
to discover our capability in four key
areas:
•
Domestic Freight Estimates
•
Bookings and Orders
•
Tracking and Status Updates
•
Reporting and Documents
We’ve gone even further to cater for
developers by providing our latest APIs
on the Mainfreight Developer Portal. APIs
are the new standard of integration and
offer the ability to do useful things like
freight estimates, warehouse orders and
tracking in a secure, structured way.
API documentation is presented in an
industry-standard format making it
easy to read with useful code samples
and a sandbox to test with. Developer
registration is as simple as filling out
a form and selecting which APIs are
required.
To get started or just have a browse, you
can check out our integrations info at:
www.mainfreight.com/nz/integrations.aspx
or visit our developer portal at:
https://developer.mainfreight.com.
If you have a customer who might be
interested, why not share these links
with them to kick off some discussions.
48 MAINFREIGHT TEAM REVIEW // JULY 2019