As a former Captain in the United States Air Force, Carlo credits his success at conferences to the perseverance he developed while serving in Kuwait.

“Remind yourself to look for a contact, not a contract. Building trust and a relationship takes time.”

After attending several matchmaking conferences, Carlo believes preparation is key.

“Do the homework. Make a profile of your ideal client before you come. What size are they? Where are they located? What kind of volume do they generate? Then go through the supplier list and find out who fits your profile.”

While research helps jump-start a relationship, Carlo proves that digging deeper can be transformative.

“Before the event, I emailed a representative at Tower International and he wrote back and said he was looking forward to meeting me. When I walked up, he was looking for me. After we talked, he mentioned they were putting out a transportation bid soon, and we talked about how I could respond. I walked away with a lead.”

Months later, Carlo’s company received a contract.

“We started out doing small runs for them. A year and a half later, we’re doing 10 times the business. It’s taken my company to a whole new level.”

The one thing Carlo wants other suppliers to know is the contract isn’t the immediate goal.

“The win is walking away with a connection to a person who is interested in your services. BMW gives us the chance to make this introduction. After that, it’s up to us to keep the conversation going.”

In 2015, Carlo started WH Trucking with one truck and a desire to build a business that grows people and supports the community. Today, he has 42 associates, a fleet of 25 trucks, and an 8,000 sq. ft. warehouse facility directly off I-85 in between Spartanburg and Greenville.

http://www.whtrucks.com