Building Trust Across the Ocean: Lessons in Global Freight Forwarding
Building Trust Across the Ocean: Lessons in Global Freight Forwarding At TRS Resourcing, our team speaks with leaders within the industries we recruit for. In this conversation, Tavis sat down during one of his podcasts and listened to David, Managing Director of Across the Ocean Shipping, as he discusses the state of global logistics, leadership…
Building Trust Across the Ocean: Lessons in Global Freight Forwarding
At TRS Resourcing, our team speaks with leaders within the industries we recruit for. In this conversation, Tavis sat down during one of his podcasts and listened to David, Managing Director of Across the Ocean Shipping, as he discusses the state of global logistics, leadership through uncertainty, and why trust, reputation, and relationships continue to define success in freight forwarding.
Global Trade in Uncertain Times
When asked how his U.S. operations are performing, David didn’t hesitate: “It’s keeping me on my toes!”
With shifting trade agreements and U.S. tariffs re-emerging, Australia’s long standing free trade agreement with the United States (since 2005) has softened the blow for exporters. “Australia’s in a fortunate position,” David explained. “We’ve always had a trade deficit with the U.S., which has protected us from high tariffs. We’ve come off at the better end, around ten percent.”
But even a small tariff adjustment can ripple across the supply chain. “Trade has dropped around five percent with the U.S. since the announcements,” he added. “When there’s uncertainty, businesses pause. They want to see what happens before committing.”
Building Crates v’s Building a Global Brand
Across the Ocean Shipping began humbly, literally building crates on the side of a Melbourne road. “When I started, I had nothing to lose,” David recalled. “No money, no clients, just a $500 website.”
Here we are eighteen years later, the company has grown into a globally respected freight forwarding business with offices in Australia, the United States, and strong partnerships across Asia and Europe.
“It’s surreal sometimes,” he admitted. “But you never really stop to think you’ve ‘made it.’ The moment you think you’ve achieved everything, it’s time to sell. You’ve always got to raise the bar.”
Culture, Communication, and Leadership in Logistics
For David, leadership is built on open communication and humility, lessons learned the hard way. “In the early days, I’d lose it when things went wrong. Now, I understand people make mistakes. No one does it intentionally.”
The company’s core values, introduced after more than a decade in operation, were developed through reflection and growth. “You can’t just pull values off the internet. They must evolve with the business,” he said. “With teams in Melbourne, Brisbane, and the US, it was essential to create alignment through shared values and culture.”
He also spoke candidly about removing toxicity quickly. “If someone disrupts culture, you must act. Freight forwarding isn’t a nine to five industry, we’re across time zones. You need people who want to be there and share the same goals.”
The Power of Reputation and Relationships
David’s reputation in the freight forwarding industry is built on one word: trust. “Your reputation is everything,” he said. “You work for years to build it, and you can lose it in a minute. Treat people the way you want to be treated, that’s how you build long lasting relationships.”
He recalled hard lessons learned from business partnerships gone wrong. “If something seems too good to be true, it is,” he warned. “We once lost hundreds of thousands of dollars on a deal that looked perfect on paper. That experience taught me to focus on what we do best which is providing exceptional service, not chasing shiny new opportunities.”
Across the Ocean Shipping’s success, he says, comes from staying close to the client. “Freight forwarding is a service industry. You can’t automate trust. When things go wrong (and they will) own it, be honest, and fix it. That’s how you build loyalty.”
Technology, AI, Changing The Face of Freight Forwarding
The logistics sector is moving with AI and digital transformation. “There’s been a massive change in awareness and expectations since COVID. Customers want full visibility, real time tracking, and proactive updates,” David said.
His company has invested heavily in technology to bridge gaps in container tracking and shipment visibility. “We use industry platforms like CargoWise to give our clients the most accurate data possible. It’s not cheap, but it’s essential.”
AI, he believes, will upset logistics just as offshoring once did. “Automation can improve document management, but there’s no substitute for expertise. Freight forwarding manages relationships, risk, and regulation, along with moving boxes.
Hiring the Right People: Character Over CV
When it comes to recruitment, David’s philosophy aligns closely with ours at TRS Resourcing: hire for attitude, not just experience.
“We don’t hire on a CV alone,” he said. “We want people who see freight forwarding as a career, not just a job. The best people are proactive, solution driven, and those who thrive under pressure.”
He values curiosity and communication above all else. “Pick up the phone. Don’t hide behind emails. That’s how you build relationships and solve problems.”
Service, Reputation, and Relationships
At TRS Resourcing, we see first hand how businesses like Across the Ocean Shipping succeed, not through luck, but through resilience, culture, and authenticity. David summed it up perfectly: “Talk is cheap. You’ve got to walk the walk. We’re not always the cheapest, but we aim to be the best, and to do the right thing by our clients, every single time.”
