Copyright 2006, Traffic World, Inc.
Pilot Air Freight put Executive Vice President Frank Perri in charge of a national vertical markets sales effort for the freight forwarding company.
Lima, Pa.-based Pilot Air said Perri is an 18-year veteran with the company who will work with its national and local sales force to identify the needs of each market segment.
Richard Phillips, Pilot chairman, president and CEO, said Perri''s "knowledge of our business and his ability to drive our sales force makes him an exceptional candidate to set up Pilot''s nationwide logistics
The vertical markets effort will initially focus on four industries - health sciences, garment, entertainment and printing and publishers - to both increase Pilot Air''s market presence and generate fresh sources of revenue, Pilot said.
The effort follows a 2005 performance in which Pilot said its revenue topped $300 million for the first time, but its 6.5 percent sales growth slowed from double-digit gains of recent years.
Among 2005 highlights the company reported was a big gain from another targeted effort. Pilot reported $29.8 million in first-year sales by a new Special Services unit that focuses on business-to-consumer shipments.
Perri has previously overseen the forwarder''s company-operated stations, plus franchise recruitment and development. Pilot Air also said he "instituted many of the company''s sales and marketing programs, including sales automation, training and sales incentive programs to
support a national and local sales staff of over 115 people."
Perri has been on the boards of the Airforwarders Association and the World Freight Alliance, and earlier in his career worked at forwarders BAX Global and SEKO Worldwide.