In the Member Spotlight this week is freight forwarder John Pipe International. With 65 years of experience supporting businesses to move goods all over the world, directors of the International Trade Award (ITA)-winning firm are well-placed to discuss the challenges and opportunities of moving goods cross-border.
Managing director, Nathan Kennedy, bought the firm from the Pipe family in 2019 and runs it with the support of business development manager, Sarah Franklin and other senior colleagues. From South coast sites in Southampton and Poole, the business moves goods from all sectors, ranging from factory machinery to sculptures, military goods to hazardous goods.
They spoke to Global Trade Today about shipping hazardous goods and materials, how firms can ensure smooth trade when working with a freight forwarder and the value of networking within the sector.
Moving military and hazardous goods
While the company has moved goods from all sectors to different parts of the globe without difficulty, John Pipe International also handles high-stakes movements, transporting military and hazardous goods.
To support military movements, Kennedy obtained a Military Packaging Awareness Scheme (MPAS) certification, enabling John Pipe International to pack and ship goods entering the Ministry of Defence’s supply chain. This includes parts for aircraft, vessels and submarines, as well as equipment used by soldiers on the battlefield.
The process to acquire the accreditation is “one of the most intense things I've ever done,” he says, requiring two years’ experience packing goods in a military setting followed by weeks of exams.
This included a final assessment which involved designing a piece of packaging for a specified military item, one “that's almost impossible to protect and ship due to its size, fragility and orientation”, and then defending that design before a panel of experts, similar to a PhD viva.
The company must also undergo an annual audit in order to retain this accreditation.
In addition to military goods, John Pipe International has a strong track record moving hazardous goods cross-border – including flammable, corrosive or explosive items – which present their own challenges.
A strong network of relationships and knowing who can be relied on is key, Kennedy says, as the biggest issue is often finding a company prepared to carry the goods.
“Some carriers will accept hazardous goods, others won't, but it's often with specific caveats if they do, and they need to be addressed before the goods can travel.”
He praises the work of the “experienced and qualified members of the team who are used to looking out for these pitfalls”.
When it comes to moving dangerous goods, Kennedy adds that the US is “the most logistically challenging place to send hazardous materials to”, owing to additional regulations on top of international standards from the International Air Transport Association and the International Maritime Dangerous Goods Code.
Working with your freight forwarder
Reflecting on what businesses can do to ensure frictionless cooperation with their freight forwarder, Kennedy emphasises the need for clear communication and providing as much information as possible about the goods. Anything a customer can conceivably think of that might pose a problem with customs should be passed on.
Rather than providing more support for resource-strapped SMEs, he says that the type of goods being moved creates the most challenges, with dangerous products often requiring extra clarification.
To avoid confusion, delays and penalties, Kennedy recommends businesses “give as much information about their consignment as they possibly can” so that their freight forwarder can fully understand the consignment and accurately assess the customs requirements.
“Problems usually occur because of an unforeseen detail,” he adds.
Returning to hazardous goods, one of the most common details companies overlook is the presence of batteries in their goods. Kennedy says that there are instances when traders don’t disclose regulated batteries deep within a piece of equipment, and this is “only discovered once the package has been x-rayed at the port”.
He adds that customers often try and send a pot of paint with their goods to spruce up their appearance post-transit, without realising “they’re making the whole consignment hazardous”.
“It's probably more economical to send that pot of paint separately rather than with the main consignment.”
Another communication pointer he offers is to give freight forwarders “the last acceptable delivery date” for their items, rather than simply requesting the goods “arrive ASAP”.
With a definitive deadline, your freight forwarder “can examine the market and work out the best and most economical routes”.
Knowledge gaps
Reflecting on the same point, Franklin adds that there are a number of considerations customers typically don’t realise they need to make in order to best advise their freight forwarder.
International Commercial Terms (Incoterms) are often not well understood, she says, and information that would help identify the term they need isn’t available.
“Sometimes customers are unsure if their goods need to go to a port, to a company site or another destination.”
The team make sure to have an Incoterms conversation with customers, as the resulting term will impact liability and cost.
Franklin adds that the company has found it helpful to provide clients with a guide to the terms, so they have a reference point during discussions. She also said that the most popular page on the company’s website is about Incoterms.
Customs Intermediary Standard
Having amassed a wide range of recognition, from BIFA Freight Services recognition to the Southern Enterprise Awards and, most recently, their International Trade Award win, John Pipe International are certainly not struggling to meet customer expectations.
But asked what they think about the new voluntary Customs Intermediary Standard for actors in the sector, they still welcome a clear set of criteria enabling forwarders to provide the best possible service.
“Anything that helps to streamline the customs process for our customers is a good thing. So, I firmly believe adopting this standard into our own practices can only be a good thing,” he says.
However, he adds that more could be done to “raise the profile” of the standard. “I think there needs to be more awareness of this in our industry,” he adds, explaining that it was through membership bodies like the Chartered Institute that he learned more about the standard.
Membership benefits
Reflecting on John Pipe International’s Chartered Institute business membership, Franklin says it has been beneficial to both her and to her team of expert freight forwarders, who make goods movements happen.
They’ve been to regional forums hosted in Southampton, which she says all the team have found really useful.
It’s been really “advantageous in terms of kind of knowledge sharing, getting to know what's going on in the sector and those networking opportunities, as well”.
Reflecting on her experience supporting customers, Franklin also praised the training courses in customs basics as full of knowledge that should be more widely disseminated throughout the supply chain and the international trade profession.
“Having the right training, is vital when it comes to manufacturers and shippers. The more that can be done to help improve knowledge, the better.”
Kennedy adds that this is essential to boosting UK growth through trade:
“They've made these fantastic machines and equipment and just need to figure out how they're going to get it to the other side of the world.”
Supporting manufacturers
Exporting Made Simple: A Special Event for UK Manufacturers. Speaking to the power of community and networking, John Pipe International will be holding their own event to encourage and support UK Manufacturers to export their goods.
On 13 October 2026, Kennedy and Franklin will be welcoming UK Manufacturers and a number of dignitaries to St Mary’s Stadium in Southampton.
In addition to highlighting their win, they also hope to gather manufacturers together under one roof and draw attention to the value of exporting, an objective they share with the Chartered Institute.
The afternoon will be packed with practical insight, keynote speeches, expert guidance and networking. Discover how simple it can be to sell your goods overseas.
“We want to get people thinking about how they can ship their goods worldwide and we will help them to do it.”
“We’re also on this mission to drive manufacturing in the UK and drive exports. I think it’s something most people in the country are hoping will take off and it’s something we want to do more of.”
If you would like to attend, please email [email protected] for more information.
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