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entrepreneurs 15


What is an entrepreneur?


Adrian Pulleyn of Pulleyn Transport was asked about his experience as a businessman/entrepreneur by Christopher Avery, managing partner of Pitmans LLP


Thames Valley businessman Adrian Pulleyn started Pulleyn Transport in the 1970s with just £300 to purchase his first truck. From this modest start he has grown the business to become a leading specialist logistic and transportation company. He has over the years diversified into nightclubs, restaurants, pubs and property, but always staying true to his core values. He has built a business that today turns over approximately £10 million and is now run by two of his sons.


Have you always wanted to run your own business?


Yes, I started out at 16 as a schooleaver. I’ve always wanted to better myself and I suppose that is what drove me. I’ve been a meat porter, a slaughterer and a scaffolder. But I think it was when I got into truck driving that I found my niche. I knew I liked it.


So how did you start your business?


I had been working for Firestone Racing Division fitting tyres to all types of racing cars across Europe and other parts of the world. It was an exciting job – glamorous travel, certainly not run of the mill for a former meat packer. It was 1975. Times were tight, recession had kicked in and I was made redundant. This made me think right, I’m going to carry on driving with the knowledge that I had picked up of customs documentation which in those days was quite complicated, and I’m going to be my own boss. So I bought a truck for £300 and asked for work from people I knew and canvassed lots of electronics companies in the Thames Valley.


What do you think was your first big break?


We focused on express European deliveries – the tricky stuff, taking difficult and fragile to move equipment such as heavy computer servers and professional television equipment across Europe. It was 1975. Servers were really heavy and yet delicate equipment. We promised to deliver on time, no matter how


challenging the transport would be. We always delivered.


What sort of help did you have in the early years?


None for free. There weren’t regional growth funds in those days, no grants nor incentives. You had to work hard, work long hours, think creatively and take every opportunity that was available. You had to take risks. You had to make and take opportunities. I think being in the Thames Valley which had become the Silicon Valley of the UK helped as freight flew into Heathrow and needed to be moved.


What about professional support? Did you receive good advice?


I found that having a good relationship with my banker was critical, having a good relationship with my accountant was important and getting on well with my lawyers was intelligent. I’ve worked with Pitmans for many years, helping me start up and sell businesses.


Who taught you money management?


No one taught me. But I’ve asked questions and I’ve taken advice. You know money is going to be tight, and we were dealing with multiple currencies, with fluctuating fuel prices and on very tight margins.


At one point I was waiting for the market to bounce so that I could sell a site in Rose Kiln Lane. A couple of bids failed to land, the bank panicked and were slapping on charges. Regulation across Europe was making it harder and harder to get paid quickly. I had to take short-term lets on the Rose Kiln Lane site to pay the bills. It’s been hard but I like to get things right. I take care of the details and I don’t get too greedy. That’s the secret of my success.


What in your view are the defining characteristics of an entrepreneur?


I think it’s someone who works hard and gets stuck in. You have to be prepared to do everything, work long hours and drive forward by taking risks. I’m also a bit of a stickler for getting things right. I don’t like to leave anything to chance.


THE BUSINESS MAGAZINE – THAMES VALLEY – DECEMBER 12/JANUARY 13 Christopher Avery and Adrian Pulleyn


So you started Pulleyn Transport in 1975. Can you take us through the next few years? What happened?


We grew, we were growing with the technology industry, transporting equipment across Europe and beyond. By the mid 1980s I had 20 trucks and employed 30 people. As technology became smaller and easier to move, we then diversified into other industries. We transported chilled and frozen food, specialising in moving products which other carriers found difficult.


We innovated through developing new trucks with two fridges on board. This might sound simplistic but margins in this trade are tight. You can’t afford for a fridge to fail because you won’t get paid if the goods don’t reach their destination in perfect condition. By having 2 refrigerated units on board you can be certain that you can take frozen or chilled products through sub- tropical climates to their destination on time and without failure. We also developed a satellite tracking system for temperature control, although this is more recent. It helps us prove to our customers that the temperature of their goods has remained constant, and therefore we deliver what they want. And we get paid quicker as a result.


I understand you have also entered into the pharmaceutical trade?


Ah, yes, bio pharmaceuticals are important to us. We carry chilled pharmaceutical products across Europe to our clients. You know regulation for this has been a challenge. These vaccines have short lives, they are temperature sensitive and the rules for transporting them across Europe are quite something. But the devil is in the detail. Pulleyn Transport delivers specialist logistics. Pharmaceuticals are a great part of that.


So what are your plans now?


Well I’ve bought property before, buying Sindlesham Mill back in the 1980s. That was quite an endeavour. I’d never run a pub, restaurant or nightclub before, and it was hard work but very enjoyable. And very successful. It gave me the confidence, and the cash, to buy other property for our transport business – in Rose Kiln Lane, Reading and then our site at Three Mile Cross. Owning the freehold has been important to me. I’m ready to look at more property purchases in the future.


If you could leave one piece of advice for the entrepreneurs/ businessmen of tomorrow?


Work hard, stay focused, keep your eyes on the details and take controlled risks. There are opportunities in every market and every economy and I am a great believer that recessions are a great time to start a business because you have everything to go for but just remember that friends you make on the way up you may need on the way down.


If you could ask George Osborne (Father Christmas) for one thing, what would it be?


George – you don’t have to be a brain surgeon! Just a good businessman – bring back capital allowances!


We need to get industry moving, and that is only going to happen if people like me invest. Capital allowances help me to do that. I’d buy more trucks and trailers tomorrow….


Details: Christopher Avery 0118-9570248 cavery@pitmans.com


www.businessmag.co.uk


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