13 October 2021

Meet Danny

Meet Danny; Danny is our Commercial Director and is instrumental in the day to day running of our traffic management business and oversees all commercial activity.
Find out more about Danny and what motivates him every day.  

When did you join Traffic Safety & Management (TSM)?
August 2020, during the pandemic after being made redundant from Traffic Group Signals (TGS) who manufacture Pike and Hollco signals; although that was a change because I’d been in TM contracting for 17 years prior to that. I spent 10 years at Forest, where I developed a £7m region, then was a company director at Amber-RTM, a small London TM firm, before spending a short period working at an agency (which I hated) and then moving to TGS for a change. I was already looking to move back to a TM contractor when I got made redundant, so they did me a favour.
What is your role at TSM?
Commercial Director
What does a typical day look like for you?
At the moment, manic!. There’s been a lot of change recently, including the loss of two key staff members, so all the management are knuckling down to make sure everything gets covered. At the moment, I generally start around 7.30, am at my PC all day dealing with job enquiries, setting them up on the system, essentially doing more of an operational role, plus quoting and chasing new business. I’ll finish anywhere between 5.30 and 7 most days currently.  We’ve recruited some new key staff who will deal with a lot of the day-to-day stuff Richie and I are doing so we can focus on developing the business. Usually, I’d be out seeing customers and spending far more time looking for new business, developing existing accounts, ensuring we maximise revenue and generally developing the business.
What are your responsibilities at TSM?
Oversee all commercial activity. However, with my background having managed multi-million-pound regions, I also have a hand in operational activities. As with most people in TM management, you just do what has to be done, especially with a business growing as we are, moving into new sectors and picking up substantial contracts.
What are the business objectives?
To stabilise the business over the next 3-6 months and then have a big push to increase revenue. The aim is to double our turnover, currently £4-5m, in the next 5 years. I want TSM to be recognised for its quality, plus, if appropriately used, we have something unique with our customer portal. It’s crucial that everyone understands the importance of this because it’s a real selling point with customers. I’d like to develop this into something that sets us apart from the competition. It’s already good and impresses customers, but could be a real unique part of our offering.

What are your personal objectives?
At work, to recruit and train competent staff who will enable the business to grow. Ensure we maintain profitability, are robust commercially, develop the system to streamline our processes and drive business growth. My personal goals are more about work-life balance, which isn’t happening at the moment. I love cycling and want to be doing more of that. Oh, and get back to travelling abroad!

What do you enjoy most about your job?
The variety. Every day is different. Also, developing staff. I enjoy working with people to maximise their potential. The business trains people technically through their NRSWA and LANTRA training, but developing organisational, time-management, and people skills can be missed. I also enjoy the strategy behind developing a business, thinking about what’s next, ensuring we can service new contracts and putting that into practice. I’m doing quite a bit of that at the moment, drawing on my experience, albeit there’s limited time until new starters join.
What motivates you at work?
Just seeing things improve and grow whilst helping people to be part of that. My success is linked to the success of everyone I work with, so I’m very much about developing a solid team.
How would you describe yourself as an individual?
Motivated and busy. My wife constantly moans at me for not sitting still! Out of work, I find activity relaxing. There is nothing better than an all-day cycle or walking with my wife and our Cockapoo. When I sit still, I enjoy reading and listening to music.
In 3 words – sum up your job…..
At the moment - Very, very busy. Normally, varied, challenging, interesting.
Who inspires you?
No one person. I’m inspired by people who make a difference both in business and life in general. We all see the obvious ones in the press, but I am also inspired by people like our neighbours who are amazing grandparents whilst supporting their daughter whose husband has terminal cancer. We hear them playing with their granddaughters with endless energy, and they are always smiling, friendly and helpful - genuinely nice people.
Do you have any hidden talents or hobbies?
Hmmm, not really. I qualified as a carpenter when I left school, so I am pretty handy and built my own garden room from scratch. Not really a talent, though. I enjoy cycling and will often do 50–80-mile rides. The longest I’ve done is 157 miles in a day, but I've been struggling to get out recently with the rubbish weather and being so busy at work.
What’s one thing you’re really bad at?
There are loads of things I’m rubbish at. I love music but can’t sing and am tone deaf. I’m pretty rubbish when it comes to coordination and rhythm. I’m terrible at sleeping in and just wake up early, which can be annoying.  
What’s one thing you’re really good at?
Bit of a corny answer; staying positive and focused when things go wrong. Like most people, I’ve had some adversity which I’ve had to overcome. I also understand ‘things happen every day; it’s not what happens, but how you react to what happens that matters. I’m pretty good at drinking beer as well! You can’t beat a nice IPA or Pale Ale.