Comment / Market Insight: Q&A with Hessel Verhage – the forklift operator who went on to run a multi-billion dollar business

“So now what? What is the answer to a freight forwarder/NVO differentiating themselves and growing organically and increasing margins? The answer I always give is not popular, but here it goes – 98% of freight forwarders/NVOs cannot differentiate themselves. It’s impossible. Shippers have become wise in this game, too – I was on an RFQ [request for quotation] call the other day and the customer had thirty forwarders/ NVOs on the call.

“This industry is becoming more commoditised everyday. So ...