David Bennett

Farrow

Chief Commercial Officer

David Bennett is chief commercial officer at Farrow, a diversified, family owned customs broker and logistics provider with over 110 years of expertise in international trade. Farrow is operated by the third generation of the Farrow family, with the fourth generation actively involved in daily operations. In his current role, Bennett is responsible for the commercial growth and operations within the Air/Ocean Division and is actively involved in mergers and acquisitions for the group. He has over 25 years of experience in the logistics industry with prior appointments that include: president, Americas, Globe Express Services; vice president, Business Development, LF Logistics; vice president, Business Development and Asia Trade Development, Schneider Logistics; and vice president, Pacific Region, “K” Line America. He is a regular contributor to the Journal of Commerce and a speaker at numerous industry-related events.

Sessions With David Bennett

Tuesday, 1 March

  • 04:45pm - 05:30pm (EST) / 02/mar/2022 12:45 am - 02/mar/2022 01:30 am

    How Are Forwarders Using the Pandemic Chaos to Create Lasting Customer Relationships?

    The art of attracting new shipper clients took an unusual turn in 2021 for forwarders. Instead of finding creative ways to attract new customers, the hunt for space aboard vessels and planes led shippers directly to the doorsteps of forwarders. In many cases, forwarders saw inbound demand from customers they had never worked with. In other cases, potential customers they had been chasing for years turned to them to unearth scarce capacity amid historic demand and the resultant space crunch. Shippers told the JOC repeatedly that the number of forwarders they used in 2021 spiked, something fivefold or more over what they had traditionally used. In other situations, shippers that had previously relied only on direct carrier contracts scoured the forwarder and NVO market to secure space. The question for 2022 is: What becomes of those relationships? Shippers that went from two to 10 forwarders won’t necessarily establish primary relationships with all 10, but forwarders have an opportunity to recast themselves with their newfound clients and turn transactional relationships in 2021 into key accounts in 2022 and beyond. This session will explore just how forwarders plan to do that, whether through technology, innovative services, or old-fashioned customer service, and how a shipper views the expansion of its roster of forwarders partners.