Glenn Edwards, Co-Owner and Sales Director of Chase Freight, is a top-performing sales leader whose passion and dedication to customer relationships have helped the business develop long-term partnerships and earn a strong reputation for reliability and service excellence.

With over 21 years of sales experience at Chase Freight, and now co-owner alongside his brother Graeme Edwards, Glenn brings a unique blend of hands-on expertise, commercial insight and deep understanding of the business. His people-first approach to sales is built on a strong operational foundation, a deep connection to the local community and a belief that lasting success comes from trust, consistency and genuine care for every customer.

We caught up with Glenn to hear more about his career journey, his recent success and what’s driving his growth.

What attracted you to a career in logistics in the first place?

“I never set out to build a career in logistics. After university, I started working in purchasing, but when the operation of the company I was working at relocated overseas, I found myself at a bit of a crossroads. Around that time, I was introduced to Ken Jesty, the founder of Chase Freight. He’d heard about my background and offered me the chance to give sales a go. I threw myself into it and quickly realised how much I enjoyed the job. I loved the pace, the variety and the fact that every day involved talking to people, building relationships and finding ways to genuinely help local businesses thrive. I’ve always believed that people buy from people, and logistics gave me the perfect space to work in that way. Twenty-one years later, I’m still here and still just as passionate.”

You’ve delivered consistently strong results in driving sales and building trusted customer relationships. What do you think is the secret to your success?

“I think the key to my sales approach is being present, consistent and genuinely invested in the relationships I build. From day one, I’ve focused on getting out there, mapping our postcode areas, cold calling and introducing myself to local businesses. Even when I don’t have scheduled meetings, I’ll still make the rounds, checking in and staying visible. I also follow up with customers we’re already delivering to, making sure they know who we are and how else we can support them. It’s not about quick wins; it’s about building trust through time, energy and showing that you care.”

“I genuinely know I’m not just selling a service. I’ve spent over two decades in this business, and I know the ins and outs of how we work and what makes us different. That experience gives me the confidence to have honest, practical conversations with customers, and I think they appreciate that. For me, it’s the combination of passion, presence and pride in what we do that truly makes the difference.”

What do you think makes someone successful in sales?

“You’ve got to be yourself. I think that’s the most important thing in sales: being authentic, energetic and passionate. If you try to be someone you’re not, people see through it straight away. Customers want to work with someone genuine, someone who cares about helping them solve problems rather than just hitting a sales target. For me, it’s all about building real, long-term relationships based on trust and consistency. That’s what keeps doors open and helps you stand out.”

“You also need to have resilience. I never take rejection personally, because a no today doesn’t mean no forever. You have to stay visible, stay motivated and keep looking for the next opportunity, whether that comes tomorrow or six months from now. That kind of consistency and mindset is what makes the difference in the long run.”

What keeps you motivated day-to-day?

“What keeps me motivated is knowing that the work we do genuinely makes a difference, especially for other SMEs across the region. As a family-owned business, we understand the pressures, ambitions and personal investment that come with running an independent company, and that creates a natural connection with our customers, many of whom are family-run too. There’s a real sense of shared values, and that helps us build strong, long-lasting relationships based on trust and understanding.”

“That connection gives real purpose to what we do. I care deeply about the business, our team and the people we support. We take time to understand how each customer operates and where we can add value. Even outside of work, I’ve always got that mindset. I might be out at a market or walking down the street, and I’ll still catch myself spotting opportunities on how we can support new businesses. When you love what you do, it becomes second nature to keep looking ahead and pushing for better.”

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