Spotlight Session: Gareth Sumner, Cardinal Global Logistics
Building the Right Supply Chain for Business Growth
In this edition of Around the Chair Spotlight Sessions, Jonathan Barnes, Vice Chair of the Core International Ecosystem, speaks with Gareth Sumner, Director of UK Sales at Cardinal Global Logistics about about the role of logistics in business growth, building resilient supply chains, and why clear, ongoing communication with a logistics partner is critical to improving efficiency and supporting future growth.
With 28 years in the logistics industry and 19 years at Cardinal, Gareth shares what drew him into the world of international logistics, why logistics should be viewed as more than a transactional service. From getting Incoterms and insurance right to preparing for international growth, his message is clear: the right supply chain partner can help businesses plan ahead, avoid costly mistakes and scale with greater confidence.
“We’re almost like a client supply chain partner in their business.”
Gareth Sumner, Director of UK Sales, Cardinal Global Logistics
From Manchester Airport to Cardinal Global Logistics
Jonathan: Gareth, tell us a little about your background and what brought you into logistics.
Gareth: “There’s a good story behind this, actually. I started at Manchester Airport through a company that offered logistics training called Freight Train. Initially, when I went for the interviews, I thought it was going to be working for the airlines and I would get free flights around the world. Obviously, that didn’t happen.
“It’s one of those industries where I had no idea it existed until I started. Then I quickly realised how important supply chain is. I started seeing where products were made, containers on the road and trucks on the road, and it truly made me understand how critical logistics is to everyday life.”
Gareth went on to work for Japanese conglomerates before joining Cardinal Global Logistics 19 years ago. Having experienced a large corporate environment, he found that moving to Cardinal gave him a more visible opportunity to contribute, make decisions and help clients directly.
Logistics as a Strategic Growth Partner
Jonathan: For someone hearing about Cardinal for the first time, how would you describe what you do?
Gareth: “At Cardinal, we’re proudly the world’s largest logistics employee owned business. We provide supply chain solutions and help facilitate international movements through air freight, ocean freight, road freight and other bespoke services.
“I’d say the greatest value we offer companies is improving efficiencies and assisting their growth plans. We operate with a consultative approach. We’re almost like a client supply chain partner in their business.”
Cardinal works with around 7,000 clients globally, helping businesses move goods internationally through air, ocean and road freight, alongside bespoke supply chain services.
Its specialist markets include fashion, homeware, furniture, industrial, aerospace and toys, although its experience extends across a much wider range of sectors.
Jonathan: Are there certain stages of growth where your support becomes especially important, thinking about your clients?
Gareth: “I’d say not really. We can assist companies who are already on the journey and we’ve got a great track record helping these people, but also companies where they’re starting up and they need advice. So, we can assist start-ups to help future proof their business.
“We go through that consultative approach that I spoke to you about and then we can analyse where we can make efficiencies or they can just do things a little better.”
Whether a business is starting out, entering international markets or already operating at scale, Cardinal’s role is to understand how its supply chain currently works and identify where it can be stronger, more efficient and better prepared for future growth.
The Details Businesses Cannot Afford to Ignore
International trade can appear straightforward until something goes wrong. Incorrect documentation, unsuitable insurance or a lack of clarity around responsibility for goods can quickly become expensive and disruptive.
Jonathan: What are some of the common mistakes you see businesses making?
Gareth:“Over the years, the landscape has changed. One of the things when I first joined Cardinal that I noticed was many companies were getting Incoterms wrong. So, we had great success in helping companies change the Incoterms, get control of the cargo and reduce costs.
“I suppose one of the things that we see quite a lot is incorrect insurance. There’s this mindset that if they ship a consignment, then it’s automatically insured and it absolutely isn’t. So, getting the right marine insurance policy in place is critical.
“Also, many companies are not HMRC compliant from the start and not having the right processes in place. This is something that we help many of our clients with.”
Incoterms define the responsibilities of buyers and sellers when goods are transported internationally. Getting them wrong can leave a business exposed to unexpected costs, unclear liabilities or a loss of control over its cargo.
Insurance is another area where assumptions can create risk. Shipping a consignment does not automatically mean the goods are insured. The right marine insurance policy, supported by compliant customs processes and a clear paper trail, is an important part of protecting the business.
Jonathan: Those issues you’ve spoken about are often avoidable with the right planning and having the right specialists supporting them.
Gareth: “Yes, absolutely. Working with a trusted logistics provider, who can help them on that journey, we make sure they are customs compliant and they have the right paper trail in place, they have the right insurance and the right Incoterms associated to that movement as well. That’s something that we just do naturally.”
Preparing the Supply Chain for International Growth
Jonathan: When businesses start scaling internationally, how does your role become more important?
Gareth: “We make sure that the client supply chain is the right model to geared for growth. We do this through quarterly business meetings, where we talk about the logistics market, a company’s short and long term growth plans.”
As a company grows internationally, its supply chain needs to be capable of supporting that growth. This means looking beyond the next shipment and considering the long term model, including suppliers, routes, costs, customs requirements and potential disruption.
Regular communication is central to this approach. Quarterly business meetings give Cardinal and its clients the opportunity to discuss market conditions alongside the business’s immediate and longer term ambitions.
Jonathan: Do you see that business leaders and clients often underestimate certain aspects at this stage of growth?
Gareth: “We try and educate clients to the world of logistics and not to underestimate the impact of global situations. The shipping industry is complex and one year can be stable, then the following year can be extremely unstable. You only have to look at the last few years from the Suez Canal situation, vessels diverting around the Cape due to the Houthi rebels.”
Global events can have a direct impact on routes, lead times, capacity and costs. Businesses that understand these risks and maintain open conversations with their logistics provider are in a much stronger position to respond early, rather than reacting once a problem has become urgent.
Why Relationships Matter
Jonathan: There are many firms that operate in your sector in the UK. What would you say makes your approach different or helps you stand out?
Gareth: “You’re right. Our sector, it’s a crowded space. There are 3,000 logistics providers in the UK from freight forwarders, couriers, transport and so on. So, it is a very competitive market. But I think for us, having the right people to offer advice and support is crucial.
“We ensure that we’ve got really good people at every level and that we operate under a continuous improvement mentality. We’re always looking at ways to help clients improve efficiencies and everything that we do as a business, we’ve always got the client’s best interests in our decision making.”
Jonathan: So, you’d say that your relationship and understanding of the client is part of that difference, compared with providers that approach it on a transactional basis?
Gareth: “Absolutely. Yes, we see ourselves as an extension of our client supply chain. So, it’s essential that we understand the client’s mentality, their growth plans for the future, and also we get to know their products and suppliers as well so we can help them on that journey.”
“Get to know the logistics provider at a high level. Communication is absolutely key.”
Gareth Sumner, Director of UK Sales, Cardinal Global Logistics
A logistics provider is most valuable when it understands what the business is trying to achieve. Knowing a client’s products, suppliers, plans and priorities makes it possible to offer more relevant advice and identify potential issues before they affect the supply chain.
The Key Takeaway for Growing Businesses
Jonathan: If you could give one piece of advice to business leaders currently trying to scale, what would it be?
Gareth: “Get to know the logistics provider at a high level. Communication is absolutely key, making sure the right Incoterms are established. And again, I go back to insurance because we see it on a daily basis, insure the cargo. But I would say, it’s the communication and getting to know your logistics provider, almost see them as friends to the business, people that want to help you. I’d strongly suggest any company get to know the provider at a high level and make sure that relationship is strong from the off and the logistics provider know about the growth plans moving forward.”
The Value of Joined-Up Professional Support
Jonathan: How important do you see joined up advisory support when businesses are growing?
Gareth: “I feel it’s hugely important. I’ve seen people get it wrong over the years and I think having the right support network across different sectors will help expedite growth.”
Jonathan: Would you say this is one of the reasons why the Director’s Chair appealed to you?
Gareth: “Yes, absolutely. The opportunity to help businesses get it right from the start, it really appeals to me. It gives you that feel good factor and sense of achievement when you are genuinely helping businesses from the start.”
For Gareth, no business leader can be expected to be an expert in every area required to grow a business successfully. As companies expand, the need for specialist advice across logistics, finance, law, HR, technology and other areas becomes increasingly important.
Jonathan: Do you think leadership thinking has to evolve as the business grows and goes international?
Gareth: “You only know what you know. Many of the people that are going to be joining the ecosystem, they’re experts in their area, and they’re not experts in logistics or law or anything like that. So I do feel it’s got to evolve and having an ecosystem and support network will help leaders evolve quicker in my mind.”
This reflects the purpose of the Director’s Chair, bringing trusted specialists together to provide business leaders with the right support at the right point in their journey.
Being Part of the Journey
For Gareth, professional success is closely connected to seeing clients succeed. His role is not simply to move consignments efficiently, but to understand the business behind them, its ambitions and the challenges it may face as it grows.
That same sense of responsibility and long-term thinking is reflected in what motivates him personally. By helping clients prepare properly, build strong relationships and put the right support in place, Gareth aims to play a meaningful part in their journey.
Jonathan: Outside of work, what keeps you motivated and passionate about what you do?
Gareth: “Being the right role model for my daughters.”
Jonathan: What do you enjoy most about helping clients succeed?
Gareth: “Seeing their success and being part of the journey, even if it’s a small part.”
Connect with Cardinal Global Logistics
Cardinal Global Logistics provides supply chain solutions across air freight, ocean freight, road freight and bespoke services. Its consultative approach is focused on improving efficiencies, supporting international growth and helping businesses make confident decisions about their supply chain.
As part of the Director’s Chair, Gareth and Cardinal bring specialist logistics expertise into a wider network of trusted professional support for ambitious businesses.
