Malcolm Rees

Examiner
DISC Type : sc

Managing Director at World Options Australia

Glen Waverley, Victoria, Australia

Overview

Malcolm is the Managing Director of World Options Australia, leveraging a distinguished career in global logistics, including roles as Global Head of Sales at DHL and studies at Columbia University. He specializes in franchise growth, B2B shipping, and logistics strategy for SMEs. Colleagues have described him as optimistic and a good motivator.

Personality Overview

Status Quo Seeker

Overcautious

Tough To Convince

They are thorough and always follow a systematic approach.  The only way to convince them is by showing them examples and ample proof. They tend to have clarity about their needs and constraints, and are unlikely to over-promise.

Topics They Care About

Franchise Growth
He is a franchise growth expert, actively seeking to expand the World Options network in Australia and emphasizes perseverance and sales ambition in franchisees.
SME Logistics
His entire business model at World Options focuses on providing streamlined, cost-effective domestic and international shipping solutions for small and medium-sized enterprises.
eCommerce Shipping
He frequently highlights the post-COVID boom in online retail as a major growth driver and a key market for his company's shipping solutions.

Media Appearances

Malcolm has no verified media appearances

Work History

4-2017
Managing Director at World Options Australia
10-2013 - 6-2017
Owner & Manager at IXTrans
5-2007 - 5-2009
Global Head of Sales at DHL Express
3-2002 - 5-2007
VP Sales, Asia Pacific at DHL Express
3-1999 - 3-2002
Area director for South Asia Indochina at DHL Express

Education

1993 - 1993
International Management from Columbia University
1993 - 1993
PartialMBA from INSEAD

More Information

Social Presence :

Prographics :

Exp : 22 Location : Glen Waverley, Victoria, Australia Job Level : Mid-senior Designation : Managing Director at World Options Australia
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Insights For Selling To Malcolm

During A Call Or A Meeting

DO's

  • Expect them to be slow and cautious, encourage them to ask more questions
  • Expect them to be vague in response to your questions, ask firmly and pointedly
  • First of all, focus on building their confidence by sharing examples, case studies etc.

DONT's

  • Don't push them too hard to make fast decisions, give them time
  • Don't use phrases like 'do not worry', 'i promise' etc.
  • Don't be very accepting if that is your natural style, stay firm

When Cold Calling

When Writing An Email

While Negotiating & Closing

    The secret to closing fast with Malcolm is

  • Low-risk, adoption by others are very important to them, followed by confidence in ROI.
  • Will you ever get a clear answer from Malcolm

  • They don’t say no often, they push out the decisions or keep going around in circles.

Insights For Deal Planning

    How fast (or slow) will Malcolm move?

  • They do not like to rush and therefore can be quite slow in their decision-making.
  • Can Malcolm take some risk or not?

  • They have little risk-appetite and prefer to take measured decisions.

You And Malcolm

Personality Compatibility


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