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FREIGHTMEDIA PROVIDES AN OUTSOURCED MARKETING SOLUTION FOR THE FREIGHT INDUSTRY As well as complementing the efforts of the marketing teams of larger companies, it provides an excellent cost effective marketing solution for SME freight companies that are looking to increase their sales. The Freight Media marketing team has put together a range of services that assist freight companies in increasing their market share. As logistics specialists we also appreciate that all freight
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JULY 2017
elcome to the 'UK distribution' edition of FORWARDER magazine.
CONTENTS
FORWARDER DIGEST
6
The freight industry's month in review with Michael King
INDUSTRY NEWS
8
News and press releases from the world of freight
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Idriss Al Rifai, Founder & CEO of Fetchr
FORWARDER SPOTLIGHT
46
Maritime Transport
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EC Mobility Package proposals
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M&A opportunities in the freight industry
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Jobs and candidates in the freight industry
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FORWARDER Directory HAS EVOLVED...
The Directory is now a standalone publication which will be produced quarterly and distributed monthly with FORWARDER. The international section is complete and will be available very soon. We are in the process of compiling the UK section, followed by sector services. From next month we will feature a UK region per month and build the domestic part of the Directory over the next twelve issues. See the features calendar at the back to see the regional focus of each month. To advertise in the new Directory, give us a call on +44 (0)1454 628 771. FORWARDER magazine
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Specialists in groupage & consolidation with all types of cargo, including airfreight Dangerous goods State-of-the-art, real-time technology 24 hours a day Container loading and unloading Over 300,000 ft2 of secure & modern warehousing throughout the UK
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July 2017
WELCOME TO FORWARDER... A WORD FROM
THE EDITOR
W
ith the CCS-UK announcing they are now implementing their Advanced Info Module, allowing companies to pre-alert handling agents about loads
being delivered, and hopefully ridding the UK air cargo industry of any inefficiency, it leads to the question of how we are progressing to
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more exciting distribution methods both in the UK and further afield.
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The new Advanced Info Module, if successful, could be enormous for the
DARREN DIGITAL MARKETING
South West of England. Bristol airport currently employs 2,800 people across 50 businesses to deal with their distribution. A seamless flow of load delivery could potentially create growth and see the progression in the air cargo sector. Along with improvements to motorway and rail networks, this gives the South West of England a stronghold on UK distribution. If a similar module plan was to be rolled out across all sectors, you could expect to see Bristol Airport, Bristol Port, Bristol
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FORWARDER magazine
July 2017
5
FORWARDER DIGEST
L
ies, damned lies, and statistics.
As we move into the second half of the year, it might be worth
That ocean freight spot markets have
recalling the old adage about ‘lies, damned lies, and statistics’. Just
made impressive year-on-year strides so
as the year-on-year spot rate comparisons so far in 2017 have
far in 2017 is beyond dispute. Drewry’s
exaggerated recovery, so it should be remembered that short-
Global Freight Rate Index was 36% higher
term freight rates spiked in the final quarter of 2016. After what is
in the first half of the year compared to
hopefully a strong peak season, Q4 could see easily see year-on-year
the same period of 2016. On the critical
comparisons turn negative on some East-West ocean trades.
westbound Asia to Europe trade where
lines have struggled to manage the excess supply resulting from their deployment of the largest newbuildings, Drewry’s index was
HONG KONG: 20 YEARS ON
61% higher year-on-year in 1H 2017. Eastbound Transpacific rates
When the UK handed Hong Kong back to China 20 years ago, many
were also up 33% in the first six months of this year.
wondered what would become of the liberal values that had proven such a perfect breeding ground for business success, not least for
The gains have come as welcome respite to container lines and their
the shipping, forwarding and manufacturing industries.
customers, not least as Hanjin’s bankruptcy last year illustrated just how exposed supply chains are when individual lines rack up
The signs at the time were not ideal – less than a decade earlier
consistent losses. And, of course, higher rates also give forwarders
China’s communist government had vividly illustrated at Tiananmen
and LSPs more wiggle room to turn a profit – the bigger the pie
Square that it would stand no dissent from democratic reformers.
the more there is to go around, as FORWARDER readers know
But China promised Hong Kong’s way of life would be preserved and
all too well.
the prevailing mood was one of optimism.
However, while the percentage hikes look impressive, the gains
Much of that optimism has now faded. As Forwarder was going to
should be put into some perspective. Despite the improvements
press, China’s president, Xi Jinping, was due to visit Hong Kong to
in short-term freight markets on most lanes, according to Drewry
mark the July 1 1997 transfer of sovereignty over Hong Kong from
1H17 spot rates were still on average 4% lower than during the same
the UK to China. Given Mr Xi’s brutal clampdown on democratic
period of 2015. Even on the Asia-Europe trade, 1H2017 spot rates
reformists both in Mainland China and in Hong Kong, protests
were only up 12% compared to the first half of 2015, while on the
were expected.
eastbound Transpacific rates this year have in fact been lower on average than in 1H15.
Instead of turning Hong Kong into simply another province of China, reformers would instead like Mr Xi to use Hong Kong’s
So, while the freight rate pie has expanded in 2017, context is all. And
relative autonomy as an opportunity for political reform and
that context is this: 2016 was a disaster for freight rates. A return to
experimentation that could be of later benefit on the Mainland.
the hardly-booming rate levels of 2015 is also not much to celebrate,
Their pleas are unlikely to be successful - Mr Xi has shown precious
although most analysts now agree that carriers are moving back into
few signs that he is inclined to curb his increasingly authoritarian
the black which, post-Hanjin, is something worth cheering.
approach to politics.
6
FORWARDER magazine
July 2017
WANT TO KNOW MORE? Further information can be found at mkingassociates.com
Reformers might perhaps have more joy if they focused on business. Here China has much to learn. For example, Hong Kong ranks fourth in the World Bank’s Ease of Doing Business rankings while China is a lowly 78th. In the ‘Trading across Borders’ sub-index China ranks 96th, behind even war-torn West Bank & Gaza. Despite all of China’s economic and trading successes, forwarders, shippers or logistics companies regularly bemoan the difficulties of organising supply chains on the Mainland. Hong Kong, by contrast, is home to both the regional head offices of the world’s largest transport service providers, and a teeming mass of SME agents, forwarders and shippers. All compete for freight and are quickly able to organise its delivery via slick customs departments shorn of the bureaucracy encountered in China. They are aided by efficient and competitively-priced access to Hong Kong International Airport, the world’s largest international airport hub by tonnage, and one of the world’s largest container ports. All of which helps explain why in the World Bank’s Logistics Performance Index Hong Kong ranks 9th globally and is the second top performer in Asia behind Singapore. China ranks a lowly 27th. Much of the Hong Kong forwarding community’s success has come from handling cargo sourced or heading to the Mainland and China’s leaders could well reflect why this is the case. 'Unless there is a huge price differential or the distance is much further, people always favour moving cargo via Hong Kong rather than Mainland China,' one leading regional
'EASE OF DOING BUSINESS' RANKING 2016, WORLD BANK New Zealand 1 Singapore 2 Denmark 3
Hong Kong 4
Korea, Rep. 5 Norway 6
United Kingdom 7 United States 8 Sweden 9
Macedonia 10
forwarder told this column ahead of Mr Xi’s visit. 'Customs is reliable, the infrastructure is good, finance is readily available and if things go wrong the judicial system is fair. That’s not always true on the Mainland.' As Mr Xi backtracks on China’s commitment 20 years ago to ‘one country, two systems’, he is not only risking protests from Hong Kong’s alienated liberal populace, he is also threatening a trading and economic success story from which the Mainland could still learn so much. Michael King, Contributing Editor, FORWARDER magazine FORWARDER magazine
July 2017
7
INDUSTRY NEWS
A
shby-de-la-Zouch, UK 13th July, 2017 CEVA Logistics,
A lot of what we move under this contract is non-
one of the world's leading supply chain companies,
standard so we will be deploying lorry loader cranes with
has signed a five year renewal deal to manage the
highly trained drivers to ALLMI standards (Association of
warehousing and distribution of UK Power Networks' (UKPN)
Lorry Loader Manufacturers and Importers), to cope with
cabling, plant and associated materials. CEVA first won the UKPN
the requirements. We will also be initiating several new
business in 2009 which was further extended to 2017 and now,
innovative proposals on UKPN's behalf notably implementing
following a full tender process, the company has won an expanded
Paragon software across the business to enable the team to
contract through to 2022.
maximize routes in order to maximize resources, reduce mileage and fuel consumption and positively impact on the
UK Power Networks owns and maintains electricity lines and cables
contract's carbon emissions
as well as maintaining and upgrading power equipment across its
Michael O'Donoghue,
network which covers London, Eastern and South Eastern regions.
Executive Vice President UK Ireland & Nordics, CEVA's
Under the terms of the main contract, CEVA will distribute electrical
CEVA is providing full, end-to-end track and trace functionality
cables and plant items such as pole mounts, transformers and packaged
fully interfaced into UKPN's SAP system to allow real-time
sub-stations. It will also be responsible for the disposal of dumb meters
updates to the customers so they have visibility of the status of all
from both homes and businesses after recording details of each asset
orders and location of inventory including all returnable packaging.
before it is sent for recycling. The CEVA team also responsible for manage UKPN’s flood defence system which can be deployed and
Adds O'Donoghue:
We are very proud of the fact that this
erected at short notice to defend strategic locations. This will sit
contact has run at 99.8% Customer OTIF (On Time In Full)
alongside the provision of a 24/7/365 response service to deliver
since we went live with it in 2010 and it is a great testament
materials direct to engineers in London within 60 minutes, and four
to the team's efforts that we have successfully renewed for
hours for delivery of other materials anywhere across the three regions.
a further five years.
CEVA WINS FIVE-YEAR RENEWAL DEAL WITH UK POWER NETWORKS 8
FORWARDER magazine
July 2017
H
HOWARD TENENS TEAMS UP WITH TRUTAC AND CMS
TO ‘RAISE THE COMPLIANCE BAR’
oward Tenens, the leading logistics specialists are investing
in the latest compliance tools and technology to future proof their business. Their logistics division is working
with TruTac and CMS Supatrak to implement a programme of upgrades, focused on delivering efficiency improvements for driver and vehicle management. These include combined remote vehicle downloading and telematics for instant analysis of driver and vehicle tacho data, tighter control over agency drivers and increased compliance.
We worked closely with Howard Tenens from the start. Our initial objective was to fully understand the nature and extent of their logistics operation. Only then, could we develop a telematics solution
Using the market-proven and aptly-named software programme,
to maximise vehicle utilisation and exactly match their needs.
TruControl – from transport software experts TruTac – with driver
Matthew Bright, CMS Supatrak
behaviour monitoring and live tachograph downloading via CMS Supatrak, Howard Tenens no longer need to manually download
Meanwhile, TruTac has provided a bespoke training package, tailored
vehicle and driver information. Instead, they can access full data on
to the Howard Tenens operation, focusing on specific KPIs and
their 400-strong, national fleet at the ‘touch of a button’.
reports. The standard of which, says Richard Philpotts,
has been
excellent from start to finish and is already delivering benefits. The remote downloading system facilitated by TruTac and CMS provides a wealth of real-time, accurate information to ensure that
Although our software packages are easy to use, we recognise the
no individual cases slip through the net and particularly so regarding
importance of providing regular training and updates. I’m delighted to
agency drivers. In turn, this adds up to greater efficiency and truly
say that the Howard Tenens training philosophy goes a long way to
effective compliance control.
keeping their team ‘on-message’ and on top of the entire compliance
Richard Philpotts, National Fleet & Compliance Mgr, Howard Tenens
and control process. Jemma James, Operations and Marketing Director, TruTac
From any chosen location, Howard Tenens can analyse specific and current tachograph data to monitor driver performance and identify
Howard Tenens is a global operation and one of the largest privately-
infringements, thereby eliminating potential risks. Additionally, they
owned logistics companies in the UK. They have 3PL contracts in
can automatically calculate optimum vehicle routing, identify valuable
most sectors, including retail, automotive, food and beverages.
information such as ‘missing miles’ and improve driver behaviours including accident reduction.
With such diverse logistics activities to oversee, Philpotts
concludes Richard
we rely on round-the-clock accuracy to deliver an efficient
and compliant service. The combination of TruTac and CMS Supatrak keeps us ahead of the game and raises the compliance bar! FORWARDER magazine
July 2017
9
INDUSTRY NEWS
WANT MORE? Further information can be found at www.logisticstech accelerator.com
INNOVATIVE LOGISTICS TECHNOLOGY UNDER THE SPOTLIGHT
L
ogistics technology drivers Kaleido Logistics and
as well as the future partnership pathways they have forged with the
RocketSpace have showcased the work of the second
corporate collaborators throughout the accelerator programme.
group of ten startup businesses within their Logistics Tech
Accelerator programme, which was launched just over a year ago.
It is very motivating to see how startups are bringing their
The 10 businesses that participated in the latest demonstration
technologies to the market in collaboration with the corporates,
include Equivvy, IAM Robotics, Freightly, OBUU, Optiply, Stowga,
a great mix between technology, energy and experience, with the
Trackersense, Getvu, Sennder and Undagrid, all technology startup
common goal of bringing out-of-the-box thinking to the logistics
businesses that are bringing innovation to logistics and supply chains.
sector. And it’s also great to see how open innovation culture is shared by colleagues from the founders of the Logistics Tech Accelerator
Kaleido Logistics and RocketSpace launched its Logistics Tech Accelerator
programme, the startups that made it onto the programme, as well
programme to connect disruptive startups from around the world with
as our corporate partners such as Lufthansa Cargo, Ingram Micro,
technology-driven corporates to fuel cross-industry innovation.
MAN Truck & Bus, and Fiege. Xoán Martínez, Kaleido Logistics CEO & founder of the programme
The programme combines RocketSpace's technological ecosystem and open innovation expertise with Kaleido's pioneering technological
During the latest event, one of the successful business outcomes from
approach to logistics solutions using an open innovation model to
the first group of projects was showcased. In this, startup member
draw from the diverse expertise of multiple corporate members,
CargoSteps and corporate partner Kaleido Logistics demonstrated
selected startup businesses and industry mentors. Under the
how they jointly developed Freight Intelligence, an airfreight track
programme, the participating startup businesses are challenged to
and trace tool for the manufacturing industry that gives companies
rethink logistics and work hand-in-hand on a pilot programme, to
complete visibility and control over their air freight supply chain.
develop solutions that can be taken to the market. The objective behind the creation of the Logistics Tech Accelerator During the latest event, each startup presented their unique offerings,
programme is to allow stunning technologies that are ready to go to market
showcasing specific problems they’re solving with exclusive demonstrations
to work with corporate collaborators to open a new period in logistics.
10
FORWARDER magazine
July 2017
FORWARDER magazine
July 2017
11
INDUSTRY NEWS
E
WANT TO KNOW MORE? Further information can be found at www.flydubai.com
mirates and flydubai today unveiled an extensive partnership
Emirates today has a wide-body fleet of 259 aircraft, flying
which will see the two Dubai-based airlines join forces to
to 157 destinations (including 16 cargo-only points). flydubai
offer customers unmatched travel options. Both airlines
operates 58 New-Generation Boeing 737 aircraft to 95
will continue to be managed independently, but will leverage each
destinations. The current combined network comprises 216
other’s network to scale up their operations and accelerate growth.
unique destination points.
The innovative partnership goes beyond code-sharing and includes
The partnership is working to optimise the networks
integrated network collaboration with coordinated scheduling.
and schedules of both airlines, to open up new city-pair
The new model will give flydubai customers seamless connectivity
connections offering consumers greater choice. Additionally,
to Emirates’ worldwide destinations spanning six continents. For
this will help both airlines feed more traffic into each other’s
Emirates’ customers, it opens up flydubai’s robust regional network.
complementary networks. By 2022, the combined network of Emirates and flydubai is expected to reach 240 destinations,
The two airlines will also further develop their hub at Dubai
served by a combined fleet of 380 aircraft.
International, aligning their systems and operations to ensure a seamless travel experience through the ultra-modern airport;
The Emirates and flydubai teams are working together
currently the world’s busiest for international passengers.
on a number of initiatives spanning commercial, network planning, airport operations, customer journey, and
This is an exciting and significant development for Emirates,
frequent flyer programmes alignment.
flydubai, and Dubai aviation. Both airlines have grown independently and successfully over the years, and this new partnership will
The partnership will be rolled out over the coming months,
unlock the immense value that the complementary models of both
with the first enhanced code-sharing arrangements starting in
companies can bring to consumers, each airline, and to Dubai.
the last quarter of 2017. Further details will be communicated
HH Sheikh Ahmed bin Saeed Al Maktoum, Chairman and
as they become available.
Chief Executive of Emirates Group and Chairman of flydubai
EMIRATES & FLYDUBAI
Fully owned by the Investment Corporation of Dubai (ICD), both Emirates and flydubai are operated independently and under separate management teams.
JOIN FORCES, ANNOUNCE EXTENSIVE PARTNERSHIP AGREEMENT 12
FORWARDER magazine
July 2017
DELTA CARGO AWARDED IATA’s
T
CEIV PHARMA CERTIFICATION
he First U.S. Global carrier to receive certification. Delta
The CEIV Pharma certification also provides significant opportunities
Cargo has announced that it has been awarded IATA’s
as Delta and joint venture partner Air France KLM Martinair Cargo,
Center of Excellence for Independent Validators (CEIV)
who is also CEIV Pharma certified, can transport Pharma products
Pharma logistics Certification. Delta is the first U.S. Global carrier
across the extensive Delta, Air France and KLM networks creating
to receive this accolade and has now joined the elite group of
a global trade lane.
pharma logistics providers to achieve CEIV Pharma Certification. The certification is awarded to the company at the headquarters
Joyce continues;
level and additionally at Delta’s largest Cargo operation which is
the globe to the Pharma industry which can now rely on Delta,
This award really opens up our flights across
located in Atlanta. With this certification Delta has created the
Air France and KLM for their speed, consistency and efficiency
first CEIV Pharma trans-Atlantic network connecting Atlanta with
in delivering high-value, time-sensitive, temperature-controlled
other existing CEIV Pharma certified partners, stations and handlers
products right across the network.
in Amsterdam, Brussels, Milan, Paris and Rome. The North American freight market is the third largest in the world, The safe and efficient transportation of Pharma products for the
accounting for over 20% of total global trade. Having Delta Cargo, one
healthcare and pharmaceutical industry is a key priority for us, as is
of the region’s largest operators, achieve CEIV Pharma Certification is
the health and safety of patients who depend on them. Delta has made
a boost not only for the airline’s customers, who can be confident that
significant investments in the ensuring that our facilities, equipment,
their life-saving and temperature sensitive products will be delivered in
operations and staff comply with all applicable standards, regulations
impeccable condition, but also the region. We congratulate them on
and guidelines expected from pharmaceutical manufacturers.
their achievement and for taking the industry one step closer to having
Gareth Joyce, President-Cargo and Senior Vice President
a global standard in place for the transportation of pharmaceuticals.
Airport Customer Service, Delta Cargo
Nick Careen, Vice President Airport, Passenger, Cargo & Security, IATA
FORWARDER magazine
July 2017
13
INDUSTRY NEWS
CHAIN.IO UNVEILS BETA RELEASE OF
SUPPLY CHAIN OPEN ACCESS INTEGRATION PLATFORM
C
hain.io, a groundbreaking innovator of cloud-based
Connectivity began with a bi-directional, costly, EDI integration
supply chain integration, today announces the exclusive
between only two trading partners. Each new partner came with
beta release of their open access Chain.io Platform. The
the same costly, bi-directional connectivity. Today, we reduce the
technology is a cloud-native supply chain integration and intelligence
development time and expense by allowing a company to create a
service that helps shippers, logistics service providers and logistics
single connection to Chain.io. From here, any other company can
software providers share data more efficiently and dramatically
do the same, allowing for a nexus of interconnected parties as the
reduce the cost of connectivity.
platform continues to grow and add users.
We're really excited to bring the supply chain community a platform
Whilst Chain.io was officially launched earlier this year by a group of
that will be able to make so many people's jobs easier and more
industry experts, its technology has been in the works for some time
effective. This platform is the culmination of decades of combined
already. The company leverages modern, cloud-based technologies
work across the team. Leveraging open APIs, a collaborative data
like Functions as a Service, NoSQL, and Data Streams which allows
model, a pay-for-what-you-use pricing structure, Chain.io will
the platform to deliver lightning fast performance while maintaining
transform the way that the logistics industry collaborates.
the highest levels of scalability, reliability and security.
Brian Glick, CEO of Chain.io
Chain.io fills the gap in the industry where one-on-one software integration has become too complex and costly. Via the company's technology, clients will be able to develop a one-time connection to the platform and instantly be connected to other partners in the supply chain. Unlike legacy VANs, the cloud native platform allows for self-service and a significantly lower total cost of ownership.
14
FORWARDER magazine
July 2017
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July 2017
15
INDUSTRY NEWS
AN EXPRESS SERVICE AT ALMOST HALF THE PRICE
O
n 1st July, Espace launched its new Express PLUS 1 service. Express PLUS 1 lets Espace offer a heavily discounted semi-express service by co-loading two express shipments
on the same van. The PLUS 1 element refers to the extra day required to deliver the express shipment due to the discounted rate. The Express PLUS 1 service compliments Espaces’ dedicated van service which was rebranded in November 2012 as 'The Freight Emergency Service'. It still offers a Money Back Guarantee or as their service tagline states: 'if we’re late, you won’t pay the rate.' Since 2012 their dedicated express service has gone from strength to strength, culminating in a record month for Espace’s express freight in June 2017.
Customers who have an express shipment are now offered two prices; a dedicated and a co-load express price. It’s all about giving our customers more choice.
It’s a competitive market so I am always looking for ways to
Tony Shally, MD, Espace
give Espace a competitive advantage. Some shipments won’t stand a dedicated van rate to/from Europe but they still need to be delivered in 48 hours. Traditional groupage services cannot do this, that’s why we developed our semi-express service. A dedicated non-tranship service at almost half the cost of a dedicated van. Geoff Yates, Express manager, Espace
DO YOU HAVE SOMETHING TO SAY? SEND US YOUR NEWS 16
FORWARDER magazine
July 2017
We're always eager to hear from freight companies and associations about interesting and useful industry events and news. Send us your press releases and articles and we'll see that the industry hears what you have to say. Email your content to... team@forwardermagazine.com
H
ong Kong Air Cargo Terminals Ltd has been
We welcome this opportunity to be extending our long-standing
appointed as ground handler for Virgin Australia’s
working relationship with Hactl. Having worked together for over 23
new services from Melbourne to Hong Kong. Hactl
years, the Hactl team are well aware of the high service levels we expect
will provide terminal handling and all documentation.
for our customers and we are confident they will play an important role in helping us develop this great new route for Virgin Australia.
The five-times-weekly flights began on July 5th, using
John Lloyd, Managing Director, Virgin Atlantic Cargo
Airbus A330-200 aircraft with 14 tonne belly-hold capacity. Cargo sales on these Virgin Australia flights will
There is strong demand for air cargo capacity from Hong Kong to
be marketed by Virgin Atlantic Cargo, which also sells
Australia driven increasingly by e-commerce, and the new services
space on Virgin Australia’s existing long-haul services
are well-placed to tap into growing perishables traffic from Australia,
from Sydney, Brisbane and Melbourne to Los Angeles.
destined for Hong Kong and China. These new Virgin Australia flights add significantly to the impressive collective coverage of the
Hactl has handled cargo on Virgin Atlantic’s daily flights
Hactl carrier community of over 100 airlines, amplifying interline and
between Hong Kong and London Heathrow since they
hub-and-spoke opportunities.
began in 1994.
Mark Whitehead, Chief Executive, Hactl
HACTL WINS
NEW VIRGIN ATLANTIC CARGO CONTRACT FORWARDER magazine
July 2017
17
INDUSTRY NEWS
WANT TO KNOW MORE? Further information can be found at airbridgecargo.com
STRONG START TO 2017 FOR AIRBRIDGECARGO WITH 17% YEAR-ON-YEAR VOLUME BOOST
A
irBridgeCargo Airlines (ABC) reinforced its position as one
to 30 flights a week on its routes serving Atlanta, Chicago, Dallas,
of the world’s fastest-growing all-cargo airlines with a 17%
Houston, Los Angeles and Seattle.
increase in volume in Q1 2017 to 158,000 tonnes. ABC’s
load factor also rose year-on-year to 70% for the first months of 2017.
Products requiring special handling procedures were among those with the highest rate of growth in the first three months of this year.
The arrival of the airline’s tenth new Boeing 747-8 Freighter in
In particular, the airline saw pharmaceutical shipments increase by
March, increasing its total 747 fleet to 17 aircraft, contributed to a
70%, while demand for its off-size cargo service rose by 15%.
7% increase in frequencies network-wide. Our growth in the first quarter of 2017 is a combination of AirBridgeCargo’s decision to continue increasing its network in
several factors. Firstly, we are enjoying general market improvement,
Asia, coupled with market growth, saw its tonnage rise 19% from
but we are also seeing the benefits of our product development
the region in the quarter. Over the last two years, ABC has been
strategy, which has been implemented to ensure we comply with
consistently developing its network in the region, most recently in
our customers’ expectations. In order to be able to deliver it, we are
April launching its newest route to Taipei. It provides 747F services
also ensuring that our organizational structure and communications
to and from Tokyo, Seoul, Singapore, Hanoi, Taipei, Phnom Penh,
are aligned accordingly. We will continue to stay in close contact
Hong Kong, Shanghai, Beijing, Chengdu, Chongqing and Zhengzhou.
with our customers to provide the network services and product solutions they require, and this will be supported by further growth
High demand for exports from Europe enabled AirBridgeCargo to
of our fleet and more focus on carrying special cargoes.
grow its tonnage from the region by 22% in Q1 2017 with growth on
Sergey Lazarev, General Director, AirBridgeCargo
all of its routes, notably to Asia which recorded a 24% rise in tonnage over the same three months of 2016. ABC’s services to and from
AirBridgeCargo has recorded thirteen consecutive years of tonnage
North America also continued to grow. The airline now operates up
growth since its launch in 2004.
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FORWARDER magazine
July 2017
Experts in European road transport services
Our wheels have been keeping the country’s industry on the move for more than 20 years. An award winning and dynamic business, we pride ourselves on offering a fast, efficient and cost effective transport solution to all of our customers. We possess a breadth and depth of knowledge, accrued by working with a wide range of industries, that has given us the know-how to deal with anything from chemicals and machinery through to homewares and food and beverages. Our ethos of not transhipping cargo on full or part loads makes us the first choice for our customers, we simply collect your shipment and take it to where it’s needed without any offloading and reloading in between, keeping transit times to a minimum and ensuring your goods avoid the typical issues faced when they are unduly handled.
• Full loads, part loads, groupage • Express freight • Hazardous and specialist cargo • Instant quotations • No transhipping* • Personal service *applies to loads over 4 pallets or 2 tonnes
So whether the route ahead for your business is exporting or importing contact our expert team for a quotation or to discuss your freight requirements.
FORWARDER magazine July 2017 19 Phone: +44 (0)1454 227 500 Email: hello@accfreight.com www.accfreight.com
INDUSTRY NEWS
CARGOLOGICAIR SUPPORTS YOUNG AVIATORS WITH MODEL AIRCRAFT COMPETITION SPONSORSHIP
C
argoLogicAir (CLA), the only British all-cargo airline,
Although still a relatively new airline, CargoLogicAir has a lot of
joined forces with the Royal Aeronautical Society (RAeS)
experience in the cargo industry through its team of employees and
to support this year’s Payload Challenge for aspiring
strategic partnerships. I was honoured to be part of the event and extremely
international aviators and engineers.
impressed by the excellent solutions created by such young minds. Aleksey Matyukhin, Lead Engineer, CLA
Organised by the British Model Flying Association (BMFA), the competition was held at the National Flying Centre at Buckminster Lodge in Lincolnshire, UK. Participating teams were tasked with designing, building and launching their own model aircraft in a series of three challenges based on distance, quantity and weight. Creating these categories with different requirements provided the opportunity for competitors of all ages to join in the fun, with the participants ranging from under-17 years of age to air cadets.
Working to bring global businesses and communities closer together with the services it provides, CLA was thrilled to see this commitment
Attracting an international group of students, the competition was
reflected in the diversity of teams participating in this year’s Payload
enthusiastically sponsored by CargoLogicAir because it embraced
Challenge, with two of the three winners travelling all the way from
two of the airline’s core values; a passion for aviation and community
China. The other winner was from the UK. The airline looks forward
involvement. Professional radio control pilots flew the aircraft for
to realising the industry impact these future aviators will have and kindly
safety reasons before each team faced an evaluation by a panel of
thanks the BMFA and the Association’s Development Officer, Manny
judges, which included Aleksey Matyukhin, Lead Engineer at CLA.
Williamson, for hosting an exciting event for the global competitors.
20
FORWARDER magazine
July 2017
WANT TO KNOW MORE? Further information can be found at www.volga-dnepr.com
VOLGA-DNEPR AN-124-100 SPEEDS UP DELIVERY
V
OF 197 TONNES OF AUTOMOTIVE CARGO FOR NIPPON EXPRESS
olga-Dnepr Airlines’ team of specialists in Asia Pacific
As part of the airline’s solution, Volga-Dnepr’s Load Planning
was quick to respond to an urgent request from Nippon
engineers in Hanoi developed recommendations for cargo packaging,
Express to transport 197 tonnes of sensitive automotive
including giving advice on securing the machinery to the An-124-100’s
machinery from Japan to the United States.
cargo floor. They also confirmed the requirements to transport the cargo in low air pressure conditions to protect the integrity of the
The airline’s Hanoi-based Load Planning experts were on hand to
shipment during the climb and descent phases of the flight. Volga-
quickly assess the cargo and prepare the most efficient plan for its
Dnepr was able to load and unload the cargo using the An-124-100’s
delivery from Toyko to San Francisco. The outsize shipments were
own onboard handling systems.
transported onboard four Volga-Dnepr An-124-100 freighter flights. Makoto Hayashi, the Nippon Express representative who managed Nippon Express is a very important and long-standing customer
the delivery from Tokyo to San Francisco in co-operation with the
of Volga-Dnepr so its team are well aware of the unique capabilities
Volga-Dnepr team, said:
My special regards to Volga-Dnepr’s
of our An-124-100 freighters. Given the need for a fast response for
engineers and load planning specialists who developed the packages
this delivery, the fact that we have a full team of planning specialists
that provided maximum safety during the transportation of the
located in Hanoi to serve customers in the Asia Pacific region was
high sensitivity equipment. A rapid response by the airline’s team
another big advantage we were able to provide. Having local experts
helped us to carry out our obligations to our customer within a
in the same time zone as our customer made our cooperation even
challenging timetable.
easier and meant we could reduce the required planning time and meet the short delivery deadline. Hiro Tsukada, Volga-Dnepr’s representative in Japan
FORWARDER magazine
July 2017
21
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INDUSTRY NEWS
WANT TO KNOW MORE? Further information can be found at www.abipa.net
PLATON ELECTRONIC TOLL COLLECTION (ETC) SYSTEM IMPACT ON LOGISTICS MARKET
I
n accordance with the Resolution of the Government of the
are small companies. This resulted in a decrease in the number of
Russian Federation of January 31, 2017 No. 120, a new Plato
vehicles and, accordingly, an increase in services rates.
system tariff was introduced on April 15, 2017. According to
the system test period (2015 - 2017), the tariff was raised by 25%,
During the two years the system was in service, the turnover of all
although the increase was initially planned for 50% .
transport decreased by 10%
Platon Electronic Toll Collection (ETC) system was introduced
The extremely competitive market of transport and logistics
in order to ensure compliance with the collection of toll charges,
requires all players to reduce freight forwarding costs. Nevertheless,
established by the current legislation, to offset damages caused to
the tariffs of freight forwarding companies continue to grow.
Russian federal highways by vehicles exceeding 12 tons gross vehicle
The increase in tariff is due to many factors: depreciation of the
weight. The main purpose of the system is to facilitate and process
rouble, tightening of the tax control over the freight forwarding
the collection of toll charges to offset damagse to the road paving.
business, drivers' labour regime (driving period and rest period),
The money goes to the Federal Budget, which finances the road and
and introduction of Platon ETC system. Platon's toll charges are
transport infrastructure construction and maintenance. There are
not great in comparison to other costs. But the introduction of an
two ways to pay the ETC: by using a toll ticket or an on-board unit.
additional fee is perceived painfully and, of course, will lead to a
The calculation is made based on the actual mileage of the vehicle.
further rise in prices for freight forwarding services.
According to data taken 15 June 2017, the PLATON ETC system
Small businesses suffer the most. There is much tension around the
had registered over 854,000 heavy goods vehics, delivered 650,857
issue of investing funds, which is required by Platon ETC system. The
on-board units, issued 12,900,000 toll tickets and collected
equipment itself is expensive, most of the vehicles are purchased
27,136,013,000 roubles in the Road Fund of Russia
on credit or by leasing, about 85% of Russia's transport is acquired by means of leasing: The project of granting discounts for small
According to the mass media, the introduction of the Platon ETC system forced unprepared players to leave the market).Mostly these
24
FORWARDER magazine
July 2017
businesses is already being considered by the Government.
GLOBAL BUSINESS OPERATIONS SPECIALIST COMPETITIVE SALARY WORLDWIDE – WITH EXTENSIVE INTERNATIONAL TRAVEL
You will be responsible for ensuring global operational procedures are implemented and maintained globally by standardising and continually improving the operational processes and documentation. G4S International Logistics (G4Si) are innovators in global and domestic secure transport solutions and we strive on unpredictable challenges faced on a daily basis to meet our client’s needs. Specialising in door to door secure transportation, insurance, third party logistics, inventory/storage services and risk mitigation we are well known in the industry for our integrity and consultative approach. To succeed you will have experience in the logistics or freight industry, as well as experience in a continuous improvement environment with responsibility for creating S.O.Ps. Experience of Cargowise is highly desirable and additional languages such as Spanish and Mandarin would be an advantage. The ability to travel globally is essential. To find out more and to apply please send your CV to hr@g4si.com Closing date: 1st September 2017.
www.g4si.com
The situation is is made worse by the presence of sketchy schemes on the market, due to which the freight forwarding services are actually underpriced. It is difficult for many freight forwarding companies to make profit in the conditions of such competition. Platon ETC system identifies not only those who do not want to pay for the system, but also those who do not want to pay taxes. Customers are already accustomed to artificially lowered prices and it should take a long time before the situation stabilizes. But even if Platon ETC system is cancelled altogether, will it solve all the problems of the freight forwarding industry? Unlikely. Natalia Kuzovkina, Commercial Directory, ABIPA
ABOUT ABIPA LOGISTICS
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and trust. ABIPA is the link between producers and consumers for global goods, providing optimal combination of logistics services. FORWARDER magazine
July 2017
25
INDUSTRY NEWS
GEODIS MANAGES OUT-OF-GAUGE REFINERY MODULES THE MULTIMODAL WAY FOR KINETICS TECHNOLOGY
T
he Industrial Projects activity of GEODIS is managing
Further shipments by break-bulk vessels are now in progress, once
out-of-gauge shipments for a major oil & gas project for
more arranged by the GEODIS team in Italy. Three large columns
the international process engineering contractor Kinetics
originating in Northern Italy and Spain on arrival at the Port of Gdansk
Technology (KT), part of the Maire Tecnimont Group. This oil and gas sector project involves shipments of oversize columns from across Europe to the Lotos Refinery in Gdansk, Poland where they will be assembled. GEODIS’ Industrial Projects team in Italy secured the contract for the project early this year and started operations in May. The final shipment which completes the project is scheduled for the summer. One of the principle components of the overall move is a 310ton column which was transported by barge on the Ems River in Germany to Rotterdam. From there it was trans-shipped onto a coastal vessel, making its way to the refinery's jetty in Gdansk; here it was unloaded with the aid of a floating crane. This was a great example of intermodal transport success, demonstrating close collaboration between our network of teams in Italy, Germany and Poland. Mario Scannapieco, Project Manager, GEODIS
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FORWARDER magazine
July 2017
will be transferred to barges for on-carriage to the Lotos refinery.
WANT TO KNOW MORE? Further information can be found at www.geodis.co.uk
FORWARDER magazine
July 2017
27
INDUSTRY NEWS
C
EO of book-cargo.com believes many air, ocean and
book-cargo.com was soft launched in October last year and already
road transport providers are needlessly fearful of online
has some 6,000 registered shipper and forwarder users making
marketplaces designed to enhance their businesses, not
it one of the world’s largest freight rate search marketplaces.
disrupt them.
The system provides a fast and easy way to request and compare freight rates for global FCL, LCL, Air and Road shipments online,
Forwarders and shippers unwilling to implement digital solutions will
with comparisons possible based on price and transit time.
increasingly be left behind by rivals able to generate cost savings and service improvements through new technologies, according to Alex
book-cargo.com offers easy-to-use tariff management and rate
Ruf, a 25-year logistics veteran and CEO of logistics marketplace book-
upload functions as well as analytical tools which enable strategic
cargo.com, one of the world’s largest freight rate search platforms.
planning across variables including reply times, hit ratios and most requested lanes. Online bookings can be made by forwarders,
It’s not about choosing whether or not to adopt new technology and
shippers or agents with just a few clicks.
working practices. It is about when you do so - change is inevitable. book-cargo.com brings the freight forwarding and logistics
Alex Ruf, CEO, book-cargo.com
industry into the digital age. It’s already one of the world’s Mr Ruf insisted all supply chain stakeholders – whether procuring
largest freight rate searching platforms and we are attracting
or providing air, land or ocean forwarding services - could now
more users every week. Forwarders like it because they can
reduce costs and improve supply chain transparency by deploying
upload their rates. Counter-parties like it because they can get
new technological solutions.
an immediate response. As well as shippers using it to procure rate and routing options by all modes, freight forwarders are
And, of course, customers also want lower quotes and improved
also reaching out to other forwarders. And book-cargo.com
transparency so it’s win-win. Whether now or in the near future, failing
also helps forwarders who do not have partners or agents in
to embrace digitisation and the automation of supply chains and freight
specific countries to find them.
bookings will have an impact on profits and customer relations. Using book-cargo.com, Electronic Data Interchange (EDI) Mr Ruf also claimed it was wrong to frame the discussion about
connections can be established to share booking details and/or
new technologies entering the logistics space as a battle between
shipping instructions with other users. Chat functionality has
incumbents and disruptors.
been built in to allow information and communication at the request/shipment stage. Once a booking is made, book-cargo.
New technology does not have to be negatively disruptive to the traditional ways that forwarders and shippers conduct business.
com provides a tailored control tower to ensure end-to-end supply chain visibility.
Certainly, book-cargo.com is designed to enhance the businesses of our users, not detract from them. The feedback we get from forwarders and shippers is very positive.
An information revolution is taking place and companies are demanding greater visibility, more sophisticated analytics and the ability to make better and faster decisions.
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FORWARDER magazine
July 2017
WANT TO KNOW MORE? Further information can be found at www.book-cargo.com
book-cargo.com facilitates this. It is open 24/7. It enables searches, comparisons and bookings to be made in just a few clicks by
ABOUT BOOK-CARGO.COM
Logistics marketplace book-cargo.com is powered by parent
forwarders and shippers. And it vastly reduces the time and
company Centrolene Solutions (Centrolene), the leading provider
resources required to effectively manage supply chains for both
of technological innovations to the logistics and supply chain
buyers and sellers of air, ocean and land freight services.
management industries. Centrolene offers a best in class suite of products for shippers, SMEs and MNCs that want and need more from their technology. Centrolene is also the owner, developer and marketer of the C-Suite – the world’s first fully integrated software solution for logistics and SCM companies.
FORWARDERS & SHIPPERS RELUCTANT TO EMBRACE DIGITAL SUPPLY CHAIN SOLUTIONS
RISK LOSING MONEY & CUSTOMERS FORWARDER magazine
July 2017
29
INDUSTRY NEWS
WANT TO KNOW MORE? Further information can be found at www.volga-dnepr.com
VOLGA-DNEPR USES 747 & IL-76TD-90VD COMBINATION TO CUT THE COST OF GAS TURBINE DELIVERY TO MYANMAR
V
olga-Dnepr Airlines used a combination of a Boeing 747
Although speed was the main priority for this transportation,
scheduled service and an IL-76TD-90VD charter flight
our solution also provided the customer with a significant cost
to deliver a 12,660kg gas turbine to a power station in
saving over some of the other options they were considering. Our
Yangon, the largest city in Myanmar.
ability to combine AirBridgeCargo’s scheduled network with the requirements of our charter customers means we can always look
Measuring 560 x 260 x 250 cm, the turbine started its journey
at ways to make deliveries highly cost efficient. Having our own team
onboard a 747 freighter from Chicago to Hanoi using a scheduled
in Hanoi to complete the necessary planning, source the required
service operated by Volga-Dnepr’s sister airline, AirBridgeCargo
handling equipment, and to liaise with the airport authorities, meant
(ABC). The ABC cargo team in Chicago conducted a detail planning
the whole operation was seamless for our customer.
process to prepare the outsize cargo for loading into the freighter.
Quentin Bond, Charter Sales Rep., Volga-Dnepr, APAC region
In Hanoi, the urgent shipment was quickly transferred from the 747 to Volga-Dnepr’s IL-76TD-90VD ramp loading freighter, marking the first time such a transfer operation had been undertaken at the airport. The turbine’s final destination airport was Yangon. Another factor that contributed to the smooth transit of the cargo between the two aircraft was the fact that the entire operation was overseen by the Volga-Dnepr local team, based at its newly-opened operating base in Hanoi. It provides 24/7 sales, customer service and technical support for operations in the region.
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FORWARDER magazine
July 2017
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WE AREN’T YOUR CONVENTIONAL TRANSPORT COMPANY. WE CAN DO LOADS MORE. Speak to us on stand 5040 at Multimodal and let’s do something great. Alternatively, call 01394 617300 quoting ‘Forwarder’ or visit maritimetransport.com FORWARDER magazine for more information on any of our services.
July 2017
31
INDUSTRY NEWS
WANT TO KNOW MORE? Further information can be found at qatarairways.com
QATAR AIRWAYS CARGO & DHL GLOBAL FORWARDING WORK TOGETHER
TO CHARTER OIL & ENERGY EQUIPMENT ACROSS MULTIPLE CONTINENTS
W
ith more than 12 years of combined experience,
delivered the cargo from Zhengzhou in China to Cabo Frio in Brazil
delivering a successful charter from Zhengzhou,
with technical stops at Doha, its hub, and Accra in West Africa.
China, to Cabo Frio, Brazil, partnership reinforces
leadership in oil and gas transport,
We are very proud to support and partner with our customer DHL Global Forwarding. Respecting the same business ethics as our
Qatar Airways Cargo transported over 80 tonnes of oil and energy
customers, Qatar Airways Cargo prides itself on service excellence
equipment on board its Boeing 777 freighter for one of its major
and customer-first values. Logistics plays a fundamental role in ensuring
customers DHL Global Forwarding, the air and ocean freight
our customers meet their clients’ needs, and through our dedicated
specialist within Deutsche Post DHL.
QR Charter solution, we were able to transport the oil and energy shipment for one of the biggest oil and gas companies in Brazil.
The collaboration with DHL Global Forwarding inaugurates Qatar Airways first charter flight into Cabo Frio, an airport strategically located close to the most important oil region in Brazil. Through integrated planning and proper coordination between all stakeholders involved, Qatar Airways Cargo’s Boeing 777 charter successfully
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FORWARDER magazine
July 2017
Mr. Ulrich Ogiermann, Chief Officer Cargo
Ranked the world’s third largest international air cargo carrier, Qatar Airways Cargo has made significant investments in its fleet, network, its hub and products in recent years, as part of its strategy and commitment to improve and enhance its product offering for the benefit of customers globally. Qatar Airways Cargo’s charter product performed outstandingly well, with a 150% increase in 201617 results, over 2015-16. The cargo carrier also performed charters for a variety of products such as horses, cattle, pharmaceuticals, odd-
DHL Global Forwarding established a dedicated StarBroker
size shipments, oil and gas products, art, concerts and exhibitions,
charter division more than a decade ago, with offices in Hong
machinery, mining and humanitarian relief goods.
Kong, Amsterdam and Miami. Since its inception, the StarBroker global team of experts handle charters from delicate cherries,
Oil and gas is one of DHL Global Forwarding’s most important
technology products to heavy mining equipment from anywhere
industry sectors so finding a partner like Qatar Airways Cargo,
in the world on any type and size of aircraft. Each shipment is
who we can trust as a shipping partner is critical. DHL Global
supervised at every point in the supply chain on a 24-hour, seven-
Forwarding and Qatar. Airways Cargo have a long-standing
day-a-week basis ensuring on-time arrival. Research has shown
relationship that spans close to two decades, so customers
remaining demand for energy and infrastructure development in
can look to both companies to deliver industry leading service
the emerging countries of Asia-Pacific and Latin America. Thus, as
excellence while always putting the customer first.
emerging countries continue to add power generation capacities
Roland Zach,
and build physical infrastructure, demand for carrying machines
VP, StarBroker; Head of Global Charters, DHL Global Forwarding
and equipment that enable mining, will recover. FORWARDER magazine
July 2017
33
INDUSTRY NEWS
WANT TO KNOW MORE? Further information can be found at www.kcshipping.co.uk
MEETING THE CHALLENGES OF BREXIT:
KC GROUP SHIPPING WINS AEO STATUS
L
eading independent logistics expert KC Group Shipping has
Scottish-headquartered KC Group Shipping plans, manages
been awarded Authorised Economic Operator (AEO) status
and delivers logistics for sectors including contract, oil and gas,
as it looks to navigate its growing client base through the
pharmaceutical, foodservice and automotive around the globe. It
unchartered waters of Brexit.
has received AEO status from HMRC as part of the government’s bid to roll out the scheme.
AEO status is given to organisations that demonstrate that they operate within the high standards demanded of an international
As well as gaining AEO status, KC Shipping’s team is already working
supply chain.
with clients to prepare plans on both ‘hard’ or ‘soft’ Brexit scenarios and is providing them with the option to out-source all customs
Experts believe AEO will play an important role in the aim to create
paperwork and formalities in preparation for leaving the EU.
'frictionless borders' after the UK leaves the EU. AEO is all about giving our clients peace of mind and security, both The Chartered Institute of Logistics and Transport (CILT) is amongst
now and post-Brexit. It is about operating to the highest standards
those calling on more companies involved in the supply chain to look
in a truly global industry.
to win AEO status. We have recognised the importance of aligning our business to CILT describes AEO as 'an internationally recognised quality
these standards and to also support our own wider industry with
mark indicating that your role in the international supply chain is
initiatives which deliver a safer, transparent approach throughout
secure and that your customs controls and procedures are efficient
that global logistics supply chain. This transparency and the security
and compliant.' Countries across the globe are developing AEO
and quality criteria that AEO status demonstrates will be vitally
schemes and negotiating mutual recognition schemes with each
important in the post-Brexit world as we look to continue trading
other. However, according to CILT figures in May this year just 568
with our former EU partners, and with the rest of the world, in as
companies in the UK held AEO.
effortless a manner as possible. There will be a need in this new landscape to have as few logistic delays as possible as well as
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FORWARDER magazine
July 2017
the lowest administrative costs. Security and standards of the highest
physical and administrative checks, and a priority arrangement when
level will be needed to achieve this.
controls are performed. Our clients can also be safe in the knowledge that security is paramount for their supply chain.
We are increasingly hearing from industry experts that AEO status will be crucial if we are to see the smooth transition of borders to
Many KC clients have already found the tangible benefits that
market after Brexit. The more AEO status organisations we have
working with an AEO certified business brings, and the advantages
operating here, the more chance we have to achieve this. AEO
are already being relayed back to us. AEO is a true step change, more
status is also likely to be essential if UK companies are to remain
than ever our industry needs to challenge us to do things better and
competitive in the global market.
benefit our clients. This is what makes the industry robust and in turn improves environmental supply chains.
Whether it is a soft or hard Brexit our expert team has the
Dale Minks, Systems & Process Manager, KC Liner
experience and knowledge to address whatever customs procedures are implemented. No-one actually knows the impact of Brexit but
KC Group Shipping’s growth and strategy within the shipping
whatever the plan KC is ready.
industry has been driven by its logistics services and developed through its sector expertise.
Developing and maintaining a healthy international goods supply chain is essential for the industry, sectors and worldwide end users.
To find out how your business can benefit from AEO status,
Sectors and companies working with organisations awarded the AEO
speak to a KC Group Shipping adviser at 0141 420 1700 or email
status, including manufacturers, retailers and bonded warehousing
enquiries@kcshipping.co.uk.
businesses, are given the confidence that their goods meet legislation and have a seamless process to transactions. David Milne, KC Shipping Managing Director
If clients do not work with an AEO accredited organisation, and use a customs special procedure such as a bonded warehouse, inward and outward processing or end use, they need to hold a mandatory financial guarantee for shipping consignments. AEO accredited logistics providers acting on behalf of customers will also endure less physical checks as KC Group Shipping’s standards meet the strict criteria of HMRC David added,
The process will become more laborious and costly for
the shipper, which will be passed to the end user. Our AEO certificate
PLEASE VISIT...
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and status will improve practical aspects for our clients such as fewer FORWARDER magazine
July 2017
35
INDUSTRY NEWS
ASM SOFTWARE UPGRADE
GIVES FORWARDERS ONE-STOP-SHOP FREIGHT MANAGEMENT SOLUTION
A
gency Sector Management (ASM), the leading software
As Brexit negotiations develop, we are bound to see more pressure
provider to the UK forwarding industry, has launched a
on Customs systems and regulations, which are in any case old and
major upgrade of its Sequoia software, which now gives
in the process of being replaced. ASM customers need a flexible and
users a complete freight management system, from job and shipment
adaptable solution to rise to these challenges and the new release will
management and documentation through to Customs declarations,
support them to do just that as well as bringing time and cost savings by
job costing, and invoicing.
delivering a one stop shop for the entire freight management process. Peter MacSwiney, Chairman, Agency Sector Management
The new release gives users a single application where data is shared across all functions such as job costing and producing documentation,
The new software’s flexibility and ability to adapt will support users
as well as for the Customs declaration process, avoiding the need
in staying compliant as Customs requirements develop and the
for data to be rekeyed and therefore saving time and costs, as well
Brexit process evolves. Sequoia is the evolution of over 20 years of
as reducing errors.
software development from ASM which began with the introduction of CHIEF (Customs Handling of Import and Export Freight).
“Productivity and compliance are really important to our customers” said Simon Adams, Program Manager, ASM.
Features of the new release include... •• Job Costing
“This upgrade will further support them in staying compliant with
Recording costs and sales
the evolving legislative landscape and allow them to complete the
Generating sales invoices and credit notes
entire freight management process in one application.”
Managing the process of reconciling and passing supplier invoices
Producing profit and loss reports
The new release of Sequoia, which is available now, integrates into
Transferring cost and sales data to your accounting system
existing ASM software without added cost to form part of the
•• CT (Transit) Guarantee Management
core functionality, eliminating the need for separate invoicing, sales
•• Several productivity and compliance modifications to declarations
management, or job costing software.
•• Extensions to the eDocument Management capabilities
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FORWARDER magazine
July 2017
FETCHR DELIVERY COMPANY, SPECIALIZING IN THE MIDDLE EAST, MAKES IT SIMPLE TO SHIP TO THIS LUCRATIVE FAST GROWING MARKET!
FORWARDER magazine
July 2017
37
MOVE IT LIKE...
YEAR FOUNDED
2012
EMPLOYEES
1,600
SPECIALISM
Last-mile deliveries in MENA region, international cross-border shipping from China, USA and UK to the MENA region GROWTH
Our growth will focus on reaching all emerging markets, with a drive on improving our existing products (mobile app, web app and client products) and adding new features SITES
UAE, Kingdom of Saudi Arabia, Bahrain, Oman, Egypt and Jordan MODES
Air, road
MAIN TRADE ROUTES
MENA, UK, USA and China AWARDS
Frost and Sullivan Award for Innovation in Shipment and Delivery; Best Business Solutions Provider (Finance ME); featured on CNN as the 'Next desert unicorn'; Forbes' most promising startup in the Middle East (2017); 8 local awards for 'best startup/SME of the year'
IDRISS AL-RIFAI
MILESTONES
We are the first tech start up in the MENA region that raised a 'Series A' round of funding of 11m USD backed by a top-tier Silicon Valley VC, New Enterprise Associates (NEA) and now more recently a 'Series B' round of 41m USD backed by NEA. We are the only start up to raise 52m USD to date from Silicon Valley.
CEO OF FETCHR 38
FORWARDER magazine
July 2017
IDRISS SAYS... It has been quite a roller coaster ride with all that we have accomplished till date.
Tell us how you got in to the last-mile industry...
P
rior to starting Fetchr, I was heading operations at Marka VIP, a leading e-commerce company in MENA back in the day. The company faced several issues with customer complaints about delayed packages or sometimes packages not getting delivered at all due to drivers facing issues finding addresses in the region, leading to high
return rates. The industry did not care about the customer, did not take them seriously. I built an in-house logistics department to expedite deliveries. While working on this, I realized the potential impact a customer-centric, technology backed delivery solution could have for e-commerce and all deliveries across the region. In 2012 I decided to start Fetchr with Hassan Al Sayegh, Omar Yaghmour and teamed up with Joy Ajlouny, Co-Founder and Creative Director.
FORWARDER magazine
July 2017
39
MOVE IT LIKE...
IDRISS SAYS... Our unique edge is our technology that sets us apart from our competitors in the region.
Q A
What has been your biggest focus area for fetchr recently? Recently, we have been focused on growing our crossborder movement from UK, USA and China into the MENA region. E-commerce has been a big focus area as more and more customers are shopping online. We want to facilitate this into the region and open up the market for international players who are looking for a reliable shipping company in MENA. E-commerce is under developed in the Middle East while the key enablers are there. I am very
Q A
bullish on the growth of e-commerce and believe there
Tell us more about your journey It has been quite a roller coaster ride with all that we have accomplished till date. From starting off in 2012 and being the youngest logistics company in the region, to present where we are considered a top name across the MENA region. I believe getting to the stage where we are today has been
Q A
A
What makes fetchr unique? What sets it apart from your competitors? Our unique edge is our technology that sets us apart from our competitors in the region. The MENA region, unlike the more developed parts of the world, does not have a clear
a combination of persistence and a relentless attitude to
address system and therefore on-time deliveries can be a
keep going. The most important thing in a start up is to be
challenge. With our fetchr app, we capture customers' GPS
relentless and keep pushing.
location and deliver the package to customers wherever they are. Moreover, we provide flexibility with scheduling,
Who/what are your main influences?
including multiple time slots everyday, allowing our customers to tailor their shipping experience. In short, we make the
My parents are a great part of what made me who I am right now. They always have been present by my side and helped me dramatically when things were extremely difficult and when we had no money to keep the company afloat. I will always be thankful for that. On the business side, I am a big fan of what Ronaldo Mouchawar did with Souq.com. After more than 15 years of hard work he managed to sell his company to Amazon a few months back. I can’t imagine what he has been through while growing the company in a nascent ecosystem.
40
Q
are lots to be done now.
FORWARDER magazine
July 2017
need of an address completely obsolete.
Q A
Can you define your company culture? Our culture at fetchr is driven by a strong sense of teamwork, trust and ownership. We have instilled a culture where we focus on delivering products and services that address customer needs. Moreover, I believe we have a very open culture where we encourage our people to drive projects and at the same time leverage their teams as and when required.
Q A
What are fetchr’s specific requirements and priorities when it comes to transporting goods? Our key priorities for our last mile delivery services include maintaining all our vehicles in good condition, ensuring that
Q A
What are your expectations for your shippers? I think one of the key requirements and expectations that our clients have is providing a consistent delivery experience with short lead times. With our technology
our temperature-controlled vehicles are operating at
and best-in-class Operating Management System, we
optimal temperatures and ensuring the safety of our drivers.
are able to meet this key requirement. Additionally,
We follow best practices in our warehouses as well to ensure
our clients also value the customizations that we offer
all products are stored safely and in the optimal temperatures
them with our fleet and technology (time slots, white
to ensure the quality of products at the time of dispatch.
label solutions etc.).
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July 2017
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MOVE IT LIKE... Q A
What's the most important thing you're working on right now, and how are you making it happen? The most important thing we are working on right now is growing our international deliveries from UK, USA and China
My ultimate goal is to make 'address' obsolete...
Q A
What do you attribute the success of the business to? I think the biggest driver of our success is our strong pool of talented people. I believe we have been fortunate to have a very driven and customer-focused team that has helped
into the MENA region. This is driven purely by customers
us grow quickly in a short period of time. I also believe that
who want to shop online from international markets and by
working with like-minded people like Joy and Omar at the
e-commerce companies looking for a reliable partner to launch
top is critical.
their deliveries into the region. We are setting up partnerships with parcel aggregators and large e-commerce companies who value better customer experience and, ultimately, lower 'undelivery' rates thanks to our technology.
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IDRISS SAYS...
FORWARDER magazine
July 2017
Q A
What has been your biggest learning/ challenge to date? I think one of my biggest challenges from first starting off the company has been raising and to attracting VC funding locally as a lot of people were still risk-averse here. I started Fetchr in 2012, and only after sheer determination and a belief in my vision, were
Q A
we able to secure 'Series A' funding from a top-tier Silicon Valley VC
Do you plan to tackle cross border shipments from markets like UK, USA etc? Definitely! Like I mentioned, this will be a strong focus area for us at present and moving forward. Customers in MENA are hungry for products coming from these regions and the potential is huge!
firm, New Enterprise Associates (NEA). With NEA’s backing, we were then able to attract a lot of VC investment from the region.
Q A
What has been your biggest achievement? The growth and buzz that fetchr has created in the market today, in such a short span of time is my biggest achievement. From the time we first started, as a small logistics company, operating in one country, to where we are today, it has been a huge feat for us. I am
Q A
What’s next for fetchr? What’s your five-year goal? I think the biggest focus for us is to grow our presence across MENA and other emerging markets. My ultimate goal is to make 'address' obsolete and empower customers
also very proud to be the first company from the Middle East to
to receive anything, anywhere, on the go, even at a coffee
attract money from a top venture capital fund from the Valley. We
shop! People are mobile now and don’t want to be stuck
know the opportunities they have around the corner and the fact that
at home for six hours to receive a package they bought
they backed a company located a 16-hour flight away is a great feeling.
yesterday. I think that the mere concept of 'address' will
That being said, I owe our success to our strong, talented team that
become redundant in a world that is now defined by
has relentlessly worked hard to get us where we are today.
mobility and the prevalence of mobile tech.
FORWARDER magazine
July 2017
43
MOVE IT LIKE...YOU
STAND OUT FROM THE CROWD ON THE COVER OF FORWARDER
NICK PLATTS
SPENCER & BRADLEY WALLER
Head of Cargo at Heathrow Airport
Alliance Shipping Group
PHIL DENTON
HILARY DEVEY
IAN McCARTHY
MD of Ital Logistics
Founder & CEO of Pall-Ex Group
UK Director of ECU Worldwide
ANDREW BAXTER
STEPHEN CARR
ANDY MARTIN
MD of Europa Worldwide Group
Commercial Director of Peel Ports
VP, MD (EMEA) of MIQ Logistics
FORWARDER magazine July 2017 44 LEVEL THE PLAYING
FIELD. CALL US ON +44(0)1454 628 771
THIS COULD BE YOU... CARL PARTRIDGE
JOHN WILLIAMS
ANDREW MAY
MD of Priority Freight
Group MD of Maritime Transport
MD of DHL Freight
LEE ALDERMAN-DAVIS
MATT BEECH
ANDREW MITCHELL
Airfreight Director at Ligentia
CEO of Maltacourt Global Logistics
VP of Healthcare & Life Sciences EMEA, DHL
KEVIN BRADY
GRAEME UNDY
STEPHEN BLYTH
MD of Woodland Group Ireland
MD of Eddie Stobart
Chairman of Delamode Group
FORWARDER magazine ...OR EMAIL KATIE@FREIGHT-MEDIA.COM
July 2017
45
FORWARDER SPOTLIGHT:
MARITIME TRANSPORT
DIVING INTO DISTRIBUTION
M
aritime Transport Ltd (Maritime) is an unrivalled success story within the transport industry. When John Williams, Group Managing Director, acquired
the business in 2001, Maritime was a regional container transport operator with limited market share and just 136 vehicles. Today it is a national logistics giant and a market leader within the container industry, and is now able to offer their customers so much more after successfully diversifying into a number of other
YEAR FOUNDED
2001 (became Maritime Transport) TURNOVER
ÂŁ230m
SPECIALISMS
Project and awkward cargo moves NO OF EMPLOYEES
2,300
SITES
30
MODES
Container transport, distribution services, container storage and repair, warehousing, railport operations, freight management and truck sales
related sectors. One of Maritime’s most prosperous diversifications came in
There was an opportunity for us to take the plunge into the
2011 when they entered the domestic distribution sector by
previously unchartered waters of distribution. We were confident
purchasing 100 curtainsiders. In the six years since, they have
we had the knowledge and the skillset to expand our business and
witnessed rapid growth and now have a depot network of 30
add great value to the services we were able to offer our long-
sites, 12 of these attributed to distribution; a 24/7 operation,
standing and loyal customers.
364 days of the year.
John Williams, Group Managing Director
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FORWARDER magazine
July 2017
Optimistic about their new venture, Maritime could never have
Following a successful start with their curtainsider operation,
predicted the exponential growth they have experienced in the years
Maritime introduced warehousing and cross-dock storage solutions
following. Winning several large contracts with blue chip, household
– another area of the business which has grown and offers their large
names, Maritime’s success has been recognised and benchmarked
customer base peace of mind throughout their whole supply chain.
by customers like Procter & Gamble, who awarded them ‘Haulier of the Year’ in 2016, and they have proudly collected ‘Road Freight
Earlier this year Maritime were successful in gaining their largest
Operator of the Year’, voted for by their customers, for two
distribution contract to date; a win which has seen them add a fourth
consecutive years at the Multimodal Awards.
site to their network portfolio in the South East. With the contract starting in July, Maritime have introduced over 150 new members of staff,
Maritime’s impressive statistics speak for themselves and despite
100 new vehicles and 125 new trailers to their operation; all of which
being a relatively new venture for the business; the distribution arm
are chilled; their first of this specification since their diversification.
expects to be at 50% of the annual turnover by the end of 2018. Whilst it’s clear operationally Maritime have shown their ability to deliver, as an ambitious business, they continue to move forward, introducing and investing in new technology to ensure they remain at the forefront of the industry. Owning a strong distribution fleet of over 300 vehicles and 600 curtainsider trailers, Maritime replenish their vehicle assets every three years, taking advantage of new technologies available, improving both vehicle safety and efficiency. As a business committed to sustainability, savings made through increased fuel efficiency and improved safety records are invested back into the Company, providing stability and security to its staff and customers. With growth for their distribution arm currently forecast at 35% for 2017, Maritime’s success within the sector shows no signs of abating and with their seventh anniversary looming, it’s clear their decision to build upon the bread and butter of their offering, originally container transport, has been a huge benefit to the Company, and the industry. The success of our business relies on our ability to react quickly. Our scale provides us with the flexibility needed to support our customers through their peaks and the know-how from our experienced members of staff provides vital support, whether we’re based on-site with a customer or if we’re managing their operation from one of our many sites throughout the UK. Dave Boomer, Managing Director – Distribution
As the needs of their customers grow and change, Maritime have extended their range of services in the international supply chain by providing highly innovative and price competitive solutions. FORWARDER magazine
July 2017
47
ASK THE EXPERTS
T
he government announcement that toll charges on the Severn crossings will be scrapped at the end of next year has been hailed a victory for the Freight
Transport Association (FTA). The UK’s biggest transport
CURRENT 2017 TOLL CHARGES Cars and motor caravans: £6.70
Small goods vehicles up to 3.5t and small buses: £13.40 Heavy goods vehicles: £20.00
trade organisation has spent 10 years lobbying for charges to be removed to boost business in Wales and the south west. In 2016 traffic travelling westbound over the Severn Secretary of State for Wales the Rt Hon Alun Cairns MP,
Bridge and Second Severn Crossing increased by 4.0%
was at the Severn Bridge to announce that crossings will be
to 14,441,639 toll paying vehicles (2015: 13,891,808).
free to all vehicles from the end of 2018. Car journeys increased by 4.4% (2015: increase of 5.8%), We have fought long and hard on behalf of FTA members to
whilst Light Goods Vehicles journeys increased by 1.7%
get these charges removed. They represent a huge financial burden
(2015: increase of 7.7%) and Heavy Goods Vehicles
for logistics companies in the area – money that would be better
journeys increased by 2.9% (2015: increase of 3.0%).
spent on upskilling, recruitment and purchasing greener vehicles. Ian Gallagher, Head of Policy for Wales & the South West, FTA
The two bridges spanning the Severn estuary on the M4 and M48 motorways in Wales have seen year-on-year price increases,
SEVERN RIVER CROSSING PLC
John Laing Group PLC, Vinci Concessions S.A.S., Barclays
costing the sector millions of pounds. The administration of
plc and Bank of America between them own, through
the two bridges will revert to central government control at
subsidiary companies, 100% of the issued ordinary share
the end of this year or in early 2018, when the current charging
capital of the company.
system will automatically end. It currently costs £20 for an HGV to cross into Wales and £13.40 for a van.
With inflation-linked increases in 2016 toll prices, the Company’s turnover rose by 5.3% to £103.2 million (2015: £98.0 million).
The announcement today heralds the death knoll of what are the most expensive tolls in the UK, representing a massive disincentive
During the year, the Company used cash generated by the business to fully repay the £80 million bank loan.
for inward investment and economic growth across the region, and is warmly welcomed by the Freight Transport Association
With lower net finance charges of £0.8 million (2015: £5.1
and its members. Goods vehicle operators will be applauding this
million) the Company reported a profit before tax of £44.5
decision, a decision which will allow them to reinvest more than
million (2015: £38.8 million) and with a higher tax charge of
£43 million annually collected at the booths – money which can
£16.0 million (2015: £13.5 million) the Company recorded a
now be reinvested in job creation and improving fleets.
profit after tax of £28.4 million (2015: £25.4 million).
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FORWARDER magazine
July 2017
SEVERN TOLL CHARGES TO END ...A VICTORY FOR FTA
We have fought long and hard on behalf of FTA members to get these charges removed. They represent a huge financial burden for logistics companies in the area – money that would be better spent on upskilling, recruitment and purchasing greener vehicles. Ian Gallagher, Head of Policy for Wales & the South West, FTA
Ian Gallagher (right) is pictured with Secretary of State for Wales Alun Cairns (left)
FORWARDER magazine
July 2017
49
ASK THE EXPERTS
A
WITH
new long-awaited package of proposals from the European
We recognise the political pressure the European Commission
Commission (EC) has potentially huge implications for the
was facing from some member states to amend regulations
freight transport sector and adds more uncertainty for
covering freight vehicles. However, our members are concerned
anyone moving goods throughout Europe.
that the imposition of new restrictions on van operators is unnecessary; their implementation will hinder business growth and
The impact of the Brexit vote and impending exit negotiations have
bring no meaningful benefit to road safety. FTA is concerned that
already thrown the UK’s trading position with Europe into confusion,
this additional work will take the focus of the DVSA away from
and the General Election result has further exacerbated the situation.
enforcing existing road safety laws against operators. James Firth, Head of Licencing Policy, FTA
Now the EC’s ‘Mobility Package’, announced at the beginning of June, promises to impose more legislation to govern those who transport
To help its members make sense of the complex proposals, FTA
goods by road.
experts have drawn up a comprehensive briefing paper outlining the main elements. The document makes clear why, even though
The package comprises eight legislative files and accompanying
the proposals are unlikely to become law until after March 2019,
documents covering issues including drivers’ hours rules, tachographs,
the UK road freight sector still needs to pay close attention
operator licensing and minimum wage rules for visiting drivers.
to the detail.
The complex proposals have been met with mixed feeling by the
Many of the proposals will affect the practicalities of how goods
Freight Transport Association (FTA), the UK’s biggest transport
will move into and out of Europe from the UK. It may also be that,
trade organisation. While some of the measures announced will
in the process of Brexit negotiations for an effective, frictionless
certainly cut red tape for international freight operators, FTA has
trade deal and continued mutual access to our respective transport
identified worrying implications for the van sector where more
markets, the UK Government agrees to implement some or all
legislation is planned.
of the proposals in domestic law as part of maintaining parity with EU standards.
With more than four million vans on UK roads, FTA is concerned that implementing these controls will divert Driver Vehicle and
This is a complex set of proposals, and FTA has the breadth and
Standards Agency (DVSA) staff away from the vital task of policing
depth of expertise not only to understand what the implications
dangerous, badly maintained or overloaded vehicles.
for our members will be, but also to get actively involved in continuing to shape new rules, so that law makers recognise the impacts they may have on industry. This document will aid members and the industry in understanding the potential impacts. We are advising our members to plan that any – or even all – of these proposals could come into force in the UK, once adopted. David Wells, Chief Executive, FTA
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July 2017
WANT TO KNOW MORE? Further information can be found at www.fta.co.uk
FTA will discuss the proposals with its members before taking the
David Wells said:
agreed positions to civil servants and ministers in Whitehall, as well
for more than two decades to ensure members’ views are being
FTA has had a permanent presence in Brussels
as European Commission officials and MEPs in Brussels.
considered at the heart of Europe. Europe will always be an important trading block, and therefore critical for the UK’s logistics
EC MOBILITY PACKAGE PROPOSALS
sector. With Brexit looming, FTA is expanding its presence and influence in the capital of the European Union – not, as some might have anticipated, rolling it back.
HEAP MORE LEGISLATION ON ROAD FREIGHT AMID BREXIT CONFUSION FORWARDER magazine
July 2017
51
REGIONAL FOCUS
T
WANT MORE? Russell Treadwell Int'l Business Manager russell.t@fetchr.us +971 5474 66782
he Middle East region has always been infamous
The changing market landscape in the Middle East
for its lack of clear addresses and street names,
With a young and growing population that relies on smartphones
where residents and companies alike use landmarks
to shop online, the Middle East’s market is ripe with opportunity
to describe their locations. Looking at this from a business
for e-commerce businesses, both locally and internationally. In
perspective, this poses a big challenge for companies, especially
the GCC region, there are 50%+ customers who are shopping
e-commerce businesses that rely on the last-mile leg to get
online via smartphones and almost 80% customers in the UAE
packages delivered to their customers on-time to guarantee a
use their smartphones to access online shopping channels.
high-quality customer experience.
Recently, Net-a-Porter also reported that the average basket size of a shopper for the Middle East is typically twice that of
Traditional logistics companies operate
a shopper from the rest of the globe, confirming the huge shift
with their own set of challenges
and purchasing power of online shoppers in the Middle East.
The traditional logistics players in the Middle East region are not
Moreover, with the e-commerce market expected to reach to
equipped to address the challenges of on-time deliveries and an
10B USD by 2018, there is a huge opportunity for e-commerce
unparalleled customer experience as their business models rely
companies from across the globe to capture a market that is
on legacy systems that are difficult to restructure. Handling the
ripe with opportunity.
changing business requirements, especially those of companies that are now moving online, is quite difficult for these players.
The impediment to growth of e-commerce The biggest impediment to the growth of e-commerce in a region, which is now turning toward online channels to shop is to get the delivery to the customer on time and at the right location. The delivery experience is the last leg of the order life cycle, and challenges at this stage is typically what leads to unhappy customers who face a terrible delivery experience with longer lead time and multiple phone calls from the couriers to get the delivery address right. Moreover, with a market that relies heavily on Cash on Delivery options, late deliveries mean that customers can change their mind about their purchases, leading to higher returns for the business. A set of unique challenges make the market difficult to tap into, despite its huge potential.
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July 2017
How Fetchr can help your business
Working with retailers across these markets and enabling COD
Fetchr tackles the 'no address problem' in emerging markets,
payment options for customers in the Middle East, a market
typically encountered by companies, including e-commerce
where more than 80% of the customers prefer cash on delivery,
businesses, delivering packages to customers. In a region where
fetchr has helped them successfully reach their target customers
more than 80% of users have smartphones, Fetchr is tackling
by offering a seamless delivery experience and cash on delivery
delivery challenges via its app by going directly to the customers’
payment options.
phone and capturing the geo-location for package deliveries. With technology at the centre of their business model, fetchr’s vision is
Fetchr’s technology is focused on addressing three key areas
to address the shipping challenges across all emerging markets and
that are typically a challenge for traditional logistics companies:
make delivery as easy as shopping online. •• Capturing an accurate delivery geo-location With the growing demand of e-commerce from international
(enabled via our app)
markets, fetchr has now expanded its reach to bridge the gap
•• Enabling 3-hour time slots for customer deliveries
and overcome the challenges for e-commerce players from UK,
•• Enabling COD payment options for customers
USA and China by facilitating a seamless delivery experience for e-commerce players and the end customer in the MENA region.
Reema Thawrani, Strategic Project Manager, Fetchr
A CLOSER LOOK AT DELIVERING IN MENA
KEY CHALLENGES & SOLUTIONS FORWARDER magazine
July 2017
53
REGIONAL FOCUS
EDITOR'S NOTE...
The Middle East has too many constituent countries with too many different rules to effectively cover in our usual format. We have narrowed it down to the UAE as it is the UK's largest civil export market in the Middle East. The fact that we have an office in Dubai is neither here nor there and we won't hear any talk of nepotism here, thank you...
T
he United Arab Emirates (UAE) is the UK’s largest civil export market in the Middle East and 12th biggest globally. UK-UAE bilateral trade in goods and services reached £12.4
billion for 2013. The UAE has diversified its economy away from oil. Non-oil sectors now contribute about 70% of Gross Domestic Product (GDP). It’s the second largest Arab economy after Saudi Arabia and 30th largest globally with the 18th highest GDP per capita (USD 44,200) rate. There are over 5,000 British companies operating in the UAE, including BP, Shell, Rolls Royce, BAE Systems, Mott McDonald, SERCO, Standard Chartered, HSBC and Fortnum and Mason. 779 commercial agencies
Challenges doing business in UAE
and 4,762 British brands have invested in the UAE.
The UAE can be a demanding and frustrating market to do business. However it doesn’t present major challenges to UK companies
Incentives for UK businesses exporting to UAE
wanting to develop trade. Competition for business is fierce from
•• Diverse economy continually growing and expanding
the high growth Asian economies as well as the more traditional
•• Proximity to other Gulf markets - acts as an entry route to other Gulf Cooperation Council (GCC) countries
competitors in Europe and north America.
•• Important market for re-export into other countries
Each Emirate retains control of regulatory powers. This covers
•• No taxation on personal income and capital gains
commercial activities such as issuing of trade licences and the
•• Ranked 31st overall in World Bank’s ease of doing business report, but first in the Middle East and North Africa (MENA) region
regulated under federal legislation. The interaction of federal laws,
EXPORT TO U.A.E. •• English is widely spoken and accepted as the language of business
incorporation of corporate entities, where the activity is not already individual emirate laws and free zone laws can be complex and confusing. Other unique challenges include: •• restrictions on company ownership by non-GCC nationals (a national sponsor must retain 51% ownership) •• Arabic will often be the first language and documentation will be in Arabic, although English is recognised as the language of business
ISSUES & REGULATIONS 54
FORWARDER magazine
July 2017
UK & UAE TRADE
CUSTOMS
Over 5,000 UK companies are doing business in the UAE.
The UAE generally levies customs duties on imported goods
The UAE is an important entry port for a £150 billion regional
at the rate of 5%. Higher rates of duty apply to alcohol and
market with a significant percentage of UK exports to the
tobacco. Some categories of goods are exempt, e.g. certain
UAE being re-exported, particularly to Iran and Saudi Arabia.
agricultural products, printed material and pharmaceuticals.
In 2014, UK exported goods totalling £6.4 billion to the UAE.
Exemptions may also be granted for goods imported for industrial or manufacturing purposes.
Top UK exports to UAE (2013) •• Power generating machinery and equipment
Where goods are imported into a UAE free zone, customs
•• Road vehicles
duties are not payable. Goods can only be imported into
•• Miscellaneous manufactures
the UAE by a company that is registered in the UAE and the
•• Telecomms and sound recording and reproducing equipt
goods must be relevant to the licensed business activity of
•• Professional and scientific instruments and apparatus •• General industrial material •• Electrical machinery and appliances
the business. There are no duties or tariffs on exports. Goods manufactured in Israel cannot be imported into the UAE. Pornographic material, ivory/rhino horns, cannabis,
•• Medicines and pharmaceuticals
alcoholic beverages, firearms, fireworks, narcotics and opium
•• Non-metallic mineral manufactures
are also strictly prohibited. All printed matter, films and tapes
•• Essential oils and perfume materials
must be cleared by the Ministry of Information. Documentation
LEGAL CONSIDERATIONS
The documents needed for import and export are:
You need to comply with the federal laws governing business:
•• Certificate of Origin
•• Commercial Companies Law (CCL)
•• Bills of Lading /Airway Bill
•• invoices – initiated by supplier
•• Commercial Register Law •• Commercial Agencies Law •• Civil and Commercial Codes Standards and technical regulations
UAE FREE ZONES
The UAE does prohibit and restrict the importation of
The free zones offer a wide variety of benefits to businesses
specified products. Dubai Trade provides examples of UAE
and a degree of flexibility including:
prohibited items. Each member state administers its own list
•• 100% foreign ownership through branches, single or multiple shareholder companies - known as Free Zone Enterprises (FZEs), Free Zone Companies (FZCOs) or Free Zone Limited Liability Companies (FZ-LLC)
of prohibited, restricted and exempted products. Exporters who want to re-export within the other GCC markets should take note of the individual member states lists as the lists are not harmonised, but independently administered.
•• No national agent required for branch offices of foreign companies
A Certificate of Origin is needed for all exports to clear
•• No customs duties on imports and re-exports (except re-exports into onshore UAE)
customs. Certificates of Origin must be provided by the original exporter and recognised by an authorised
•• Special assistance in getting work permits for staff
representative in UK.
•• Guaranteed exemptions from corporate taxes
www.gov.uk/government/publications/exporting-to-the-unitedarab-emirates/exporting-to-the-united-arab-emirates
Contains public sector information licensed under the Open Government Licence v1.0. FORWARDER magazine
July 2017
55
M&A FOCUS
WITH M&A
Mergers&Acquisitions
COMPANIES
FOR SALE RAPIDLY GROWING FORWARDER OPPORTUNITY
UK PHARMA STORAGE/DISTRIBUT'N OPPORTUNITY
Ref. FM04768 | South England, UK
Ref. FM1512 | Home Counties – N. London, UK
Key business features
Key business features
•• Company growing year on year with forecast growth at 17%
•• Long-standing business with over three decades of experience
•• Networks across the globe with strong links in Europe, China, USA and Middle East
•• Specialists in providing forwarding and storage services to the pharmaceutical and healthcare sector
•• Providing 3PL, air/ocean/road freight, worldwide domestic •• Large focus on e-commerce sector
•• Office and warehouse facility (15,000ft2) providing flexible, temperature-monitored storage, in-transit storage and short term
•• Fantastic digital infrastructure online and for customers
•• Supported by the membership of a UK distribution network
•• Largest client only 11% of revenue, the majority <5% each
•• Fantastic customer spread with largest accounting for 21.5% of revenue, the remaining top 5 each between 5 and 7%
•• A customer base of over 600 with 30 new clients per month •• Retirement based company sale with owners willing to undertake a hand over period in order to guarantee goodwill of the business JACK LONNEN Principal M&A Consultant
jack@headfordmergers.com • +44 (0)1454 275 931
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FORWARDER magazine
July 2017
•• Owners willing to undertake a hand-over period •• 24/7 365-day high-dependency drug distribution service to all UK hospitals DAVID ROBERTS Senior M&A Advisor
david@headfordmergers.com • +44 (0)1454 275 941
SELLING OR BUYING A FREIGHT COMPANY? GET IN TOUCH
+44 (0)1454 275 933
enquiries@headfordmergers.com
CUSTOMS CLEARANCE FOR PERSONAL EFFECTS
UK INDEPENDENT FREIGHT FORWARDER
Ref. 00191FM | South East, UK
Ref. 68321FM | North West, UK
Key business features
Key business features
•• South East-based import and export customs clearance company
•• Well established after trading for over 20 years
•• Clients primarily professional relocation specialist companies •• BIFA and Institution of Export Member
•• LCL and FCL to all parts of the Mediterranean, Middle East & Indian sub-continent, both Import & Export
•• Badged at all UK major ports: Felixtowe, Liverpool, Tilbury etc.
•• Experienced, loyal, very capable senior management team
•• Retirement-driven sale after 30+ years in the industry
•• Warehouse facility of 20,000sq ft. owned by the company
•• No debts/long term liabilities attached to the operation
•• 70% of their work is with other freight forwarders
•• Located close to motorway network and London Gateway
•• Sizable customer base, circa 200 trading clients
•• Fully experienced team in place to continue the business
•• 16 members of staff who will continue under new management
•• The business is primarily import biased (99%)
•• Owners willing to undertake a handover period
JAMES HUGHES Principal Consultant
DAVID ROBERTS Senior M&A Advisor
james@headfordmergers.com • +44 (0)1454 275 933
david@headfordmergers.com • +44 (0)1454 275 941 FORWARDER magazine
July 2017
57
M&A FOCUS
WITH M&A
SELLING OR BUYING A COMPANY?
Mergers&Acquisitions
GET IN TOUCH
+44 (0)1454 275 933
COMPANIES
FOR SALE
INTERNATIONAL INDIAN PHARMA FORWARDER BASED EXPORT FORWARDER IN N.E. ENGLAND FOR SALE
Ref. 2254FM | North East, UK
Ref. 93472FM | India
Key business features
Headford M&A are currently facilitating the sale of an air and ocean
•• Over 30 years trading; consistent annual profits year on year
pharmaceutical forwarder situated in the world’s biggest emerging
•• Located at one of the business ports in Europe, in the Humberside area
market, India.
•• Strong client spread with no single client accounting for more than 10% of revenue •• Established trade routes to Europe & Scandinavia short sea and China, India and USA deep sea
Key business features •• Operating across 6 prime locations in India •• 18 full-time employees •• Main routes: USA, Africa, Europe, Far East, Australasia
•• Multi-faceted service provider including freight forwarding, ships agency, warehousing and distribution
•• 50,000ft2 of temperature-controlled warehousing
•• Controlled exit sought by the owner due to retirement
•• Adjusted net profit: $360,000
JACK LONNEN Principal M&A Consultant
DAVID ROBERTS Senior M&A Advisor
jack@headfordmergers.com • +44 (0)1454 275 931
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•• Turnover: $9,300,000
david@headfordmergers.com • +44 (0)1454 275 941
EUROPEAN ROAD FREIGHT OPERATOR WITH A FOCUS ON GROUPAGE
COMPANY SUMMARY:
Ref. FM49815 | South of England, UK Key business features •• An established business with a heavy focus on groupage
ROAD
•• A sale is being arranged in order to allow new owners to assist with the growth of the business
Import 70%
•• The present owner is happy to remain in a commercial/operations capacity
FINANCIALS
•• Asset light forwarder with leased vehicles and a cross dock facility •• A team of 28 trained staff are involved in the business •• Trade routes: Italy, Spain, Switzerland, Germany, Ireland, Turkey and Greece
Export 30% (2017, anticipated) T/O: £4,500,000 NP: £150,000 GET IN TOUCH
+44 (0)1454 275 941
JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
SELLER OF THE MONTH FORWARDER magazine
July 2017
59
M&A FOCUS
WITH M&A
Mergers&Acquisitions
COMPANIES
SOUGHT
UK GENERAL FORWARDER AIMING FOR ACQUISITION
PRIVATE EQUITY ENTERING EURO FREIGHT MARKET
Ref. 3130FM | UK
Ref. 8429FM | Europe
Having made four successful acquisitions in the last six years, one
Our client is a long term investor who primarily operates in service
of the UK’s fastest growing logistics providers is aiming to continue
orientated industries, with over £1bn invested into the European
this growth with fresh acquisitions. The management are focussing
market our client is now looking to make an investment into the
on acquiring asset light air/ocean companies in addition to companies
freight and logistics sector.
offering European / UK haulage and pallet services.
Features sought
Features sought
•• EBITDA of £3m with no upper limit
•• Positive balance sheet and three years of steady or increasing profits
•• Multiple locations; however, headquarters required to be based in or able to be moved to Europe
•• EBIT no less than £200k
•• Strong management team wishing to grow the business with an investment teams support
•• Owned/controlled business making the majority of customer book JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
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•• Air and ocean service provider JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
SELLING OR BUYING A FREIGHT COMPANY? GET IN TOUCH
+44 (0)1454 275 933
enquiries@headfordmergers.com
UK SME AIMING TO GROW THROUGH ACQUISITION
UK BUSINESS SOUGHT FOR LARGE EURO FORWARDER
Ref. 7594FM | South East or North West, UK
Ref. 1706FM | UK
A UK SME freight forwarder with a very positive cash surplus is
A large European freight forwarder and logistics firm is looking to establish
looking to make acquisitions of air and ocean freight forwarders in
a UK footprint through acquisition. Our client carries out general freight
either the South East or North West of England. The buyer will not
forwarding including cargo and heavy movements, provides courier and
be using external funding and as such isn’t governed by rigid deal
storage solutions as well as customs clearance and brokerage.
structures set out by financiers.
Features sought
Features sought
•• Turnover £1.5m-£15m with a profit margin of 10%+
•• £100,000-£500,000 adjusted EBITDA
•• General forwarding with a clear focus if possible on air
•• 3-30 staff who wish to remain
•• Management/owner to remain for a 2-3-year period
•• Asset-light air & ocean service provider
•• Developing Europe, Russia, China, India and Japan
•• Based in the South East or North West UK
•• Customs, oversized, LTL lines (Europe/Russia) of interest
JAMES HUGHES Principal Consultant
JACK LONNEN Principal M&A Consultant
james@headfordmergers.com • +44 (0)1454 275 933
jack@headfordmergers.com • +44 (0)1454 275 931 FORWARDER magazine
July 2017
61
M&A FOCUS
WITH M&A
SELLING OR BUYING A COMPANY?
Mergers&Acquisitions
GET IN TOUCH
+44 (0)1454 275 933
COMPANIES
SOUGHT
INT'L LOGISTICS GROUP GROWING BY ACQUISITION
HUMANITARIAN AID ...US-BASED FORWARDER
Ref. 5579FM | Europe, USA or Asia
Ref. 2602FM | USA
An internationally headquartered logistics service provider is aiming
Headford Strategic Growth are instructed to identify companies based
to meet the growth targets set by its board for 2016 and 2017. With
in the United States of America who will either be interested in being
multiple high profile European and global acquisitions completed in the
acquired or establishing a joint venture. Our client offers services
past five years this group offers company owners an opportunity to
to a wide variety of end clients, including governments, charitable
continue within the group or to fully exit the industry in a timely manner.
organisations and NGO’s. Regularly arranging the movement of freight
Features sought
to some of the most challenging locations around the world, including
•• Forwarders based in Europe, USA or Asia
Afghanistan, Syria, Iraq and a number of African countries. Due to the
•• Air & Ocean service providers of high interest •• Net profit of £200,000-£5,000,000 •• Owners open to remaining or retiring JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
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United States being one the largest providers of overseas aid goods to the regions in which our client is a specialist they are keen to develop their US operation. Our client requires a business with experience in arranging the movement of freight to dangerous or conflict areas. JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
GROWING UK FORWARDER SEEKING ACQUISITIONS Ref. 3130FM | UK Headford are retained by a rapidly growing international
FEATURES SOUGHT:
MODE
Ocean & air
freight forwarder in their search for UK-based acquisitions.
import focus
Our client is well financed with a number of positive trading
GET IN TOUCH
years completed. This allows their management to make decisions on purchases without requiring the approval of
+44 (0)1454 275 933
external financiers. Features sought •• A focus on ocean import or airfreight import •• Serving clients in fashion, retail, hanging garments, defence / aerospace, e-commerce sectors •• ERTS currently being outsourced at or over capacity •• Asset light companies •• Customers are controlled by the business •• Non reciprocal business to Asia •• Shareholders who are either looking to retire or are open to transitioning into a commercial role JAMES HUGHES Principal Consultant
james@headfordmergers.com • +44 (0)1454 275 933
BUYER OF THE MONTH FORWARDER magazine
July 2017
63
RECRUITMENT FOCUS POWERED BY
Key site stats
62,898 Visits last month
1,976 Freight-specific candidates registering last month
160,143 Jobs views last month
The freight industry job board Forwardingjobs, the global jobsite for the freight industry Offering a dedicated job page with full company branding included on the recruiters directory, enabling candidates to click directly onto your job page. Various banner advertising available on home page of Forwardingjobs... ...be a featured recruiter for the industry. Options of loading jobs on directly or having an Account Manager load the jobs on for you. Easy to link with multi-loading job sites such as Broadbean.
advertise your roles in FORWARDER magazine Please email info@forwardingjobs.com
Our team will take you through the various packages on offer.
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FORWARDER magazine
July 2017
65
RECRUITMENT FOCUS POWERED BY
GOING STRONG IN DUBAI
HEADFORD CONSULTANCY FZE REPORTS BACK
H
eadford Consultancy in the UAE was set up back in 2013.
The roles they are able to compete for range from Sales Executives
Initially set up in the UK, they determined after a period
to CEOs. From one Sales Executive for a small company to multiple
of successful placements that it was viable to physically set
hirings for complete office start ups.
up their first overseas branch in Dubai. Not 'one size fits all'
Based at Silicon Oasis – ideally located between Dubai Airport and
Because Headford UAE is not restricted to a ridged corporate process
Dubai South (DWC) – enables Headford UAE to meet both clients
– like large, generalist recruitment companies in the UAE – they are
and candidates.
able to offer a boutique service, tailored to suit the client on a case-bycase basis. As their clients are both SME and MNCs they appreciate
The initial year of operations for Headford UAE was geared up to
the unique challenges that each scale of company can face and thus
first establish a sound client base and to promote the brand.
deliver a service that matches the specific requirements of the client.
What they do:
Part of their USP is that they focus on identifying successful
Specialising in sales and senior business critical roles within the GCC
commercial professionals. That they engage with many freight and
and surrounding area they have rapidly built up a reputation for
logistics sales professionals and only work with the top 3%.
delivering strong sales and freight/logistics professionals, who are adding significant value and financial growth to companies. Repeat
When representing a candidate to a client, Headford UAE go through
client business emphasises the success Headford UAE are having.
an in-depth information-gathering process, whereby they have the candidate produce various business plans and return-on-investment
They have, this year already, set up complete freight forwarding
forecasts, based on their business and the client's services.
divisions within companies that are aiming to diversify their financial revenue streams from their core business, e.g. manufacturing companies that are able to benefit from the low rates that they receive from carriers.
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FORWARDER magazine
UAE July 2017
WANT TO KNOW MORE? Further information can be found at www.headford.ae
The consultants
We have been fortunate enough to employ at the start of this
Headford Consultancy FZE is headed up by Simon Neale. One of the
year Sean Borhani, an experienced recruiter in the Middle East
original recruitment consultants who has worked his way up through
in freight and logistics. He is a young, extremely motivated
the company from trainee to General Manager.
individual, with an excellent grasp of freight sales. He conducts a very thorough interview of all the candidates he head hunts
Simon Neale, Recipient of the Headford
and has a natural disposition on understanding exactly what
Group's Most Valuable Player 2015
the client wants – not only in a performing sales person, but also the cultural fit of both client and candidate.
There have been countless challenges in getting the company in UAE to be viable and self-sufficient – much like many of the international client we speak to on a day-to-day basis encounter. The biggest has been matching the cash flow forecast against the unpredictable timescale of the placement starting. Typically in the UK or USA – it is possible to have someone interviewed and starting within a week. On average in both respective countries takes 6 weeks. In the UAE, due to visa cancellations issues, decision making being very cautious – the average interview to placement can take up to three months in some cases. Another challenge that will resonate with our clients is to actually identify and employ good staff. This is the same for recruitment companies – especially niche consultancies like Headford. FORWARDER magazine
July 2017
67
RECRUITMENT FOCUS POWERED BY
Keep on moving forwards... We are now starting to assist companies in the e-commerce
Other services we are able to offer at Headford Consultancy are
sector. This, in the UAE, represents a huge opportunity for 3PL
access to the group's other core business services, such as M&A
companies to develop their services in final mile delivery solutions.
and Freight Media marketing, to help increase a company's brand
Statistically figures abound between 2% and 5% of all goods are
awareness and develop their strategic growth.
purchased online in UAE. This offers a fantastic opportunity for companies to start developing their e-commerce service and tap into this potentially huge market.
JOB HUNTING IN UAE? HERE ARE SOME ROLES WE'RE WORKING ON 68
FORWARDER magazine
July 2017
WAREHOUSE GENERAL CONTRACT LOGISTICS MANAGER
SENIOR FREIGHT CONTRACT LOGISTICS MANAGER
Location: KSA – Jeddah and Riyadh
Type: Permanent | Candidate ref: SNHAE201 Location: Dubai
Leading International 3PL Company of the CL product in KSA. You will be overseeing both
Candidate description: •• Extensive business development and SCM in 3PL, retail, FMCG, automotive and life science verticals in UAE.
operational and commercial aspects relating to the business.
•• Successfully set up contract logistics from green field
In this role you will hold shared responsibility for the P&L
Due to the cultural set up of the company, would ideally suit someone who has experience in working in Western Europe for a Large MNC company. Fluent English essential. This role with have solid line reporting to the Managing Director KSA with dotted line reporting to the Chief Operating Officer MENA & South Asia. The position will be based in our client's HQ in Jeddah and cover all warehouses in Kingdom
sites to semi-automated logistics facilities in JAFZA and Jabel Ali UAE.
•• Has developed significant fashion and retail clients and contacts in the region
•• Year to date has generated over 9 million Dirhams in profit compared to last year.
•• Senior management experience in commercial, operational and facilities
from day 1 so there will be some travel to Riyadh included. Duties and Responsibilities: •• Responsible for multiple contract logistics locations in Riyadh, both multi-user and dedicated customers across various industry verticals
•• Direct leadership responsibility for contract logistics (CL) and operations team in Riyadh
•• Support Contract Logistics business development by
supporting with preparation of proposals for warehousing solutions with appropriate costing / quotations in conjunction with the sales team
•• Support sales relating to supply chain and freight enquiries •• Drive continuous improvement programmes across all warehouse operations.
•• Drive quality improvement across all warehouse ops •• Focus on training, health and safety issues, and continuous
COMMERCIAL MANAGER Type: Permanent | Candidate ref: SBHAE202 Location: Dubai Candidate description: •• 18 years of broad based experience in business development, sales and operations management in UAE and India, within the freight forwarding / logistics industry.
•• Key figure in the company to develop oversea networks for Africa and Indian Ocean islands
•• Major focus on trade lane development in East and West Africa as well as local land transport
•• Closed over a million AED in GP in the year 2016
development of staff for higher performance
•• Support local and global CL strategies to achieve 4% EBIT result by 2020
•• Develop strong relationships with major customers and implement customer retention techniques
•• Support and lead strategic projects related to CL business •• Actively develop and control personnel succession planning within the Riyadh CL operations
VICE PRESIDENT GLOBAL NETWORK DEVELOPMENT Type: Permanent | Candidate ref: SBHAE203 Location: Dubai
•• Maintain a close understanding of local market
Candidate description: •• Over 10 years developing agency and network development and identifying potential partners for air and sea consolidation products
•• Develop relationships with potential facility owners
•• Preparation of budget, fixing targets to sales teams
developments to ensure the client is positioning themselves correctly in the market and landlords and remain knowledgeable about availability and current market rates
•• Manage the Contract Logistics business whilst focusing on reducing and controlling company liability risk
•• Lead communication with full Riyadh CL team
by heading the entire sales teams
•• Appointing deconsolidation agents in the Middle East, East Africa and Europe
•• Contributed successfully 5 million AED in GP annually for the group
FORWARDER magazine
July 2017
69
Bridging the gap... Covering up-to-the-minute trends and able to respond to the global staďŹ&#x192;ng requirements of today's multinational operations.
+44 01454 275957 ryan@headfordgroup.com
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FORWARDER magazine
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Sourcing market-leading talent.
www.headfordgroup.com
Your strategic growth partner. Executive Search • Branch Startups • Senior Appointments • Mergers & Acquisitions
Recruitment services across... 13 time zones 3 continents 5am to 9pm GMT
+1 404 592 6315 lewis@headfordgroup.com
+971 (0) 45 015 675 simon@headford.ae
FORWARDER magazine
UAE
July 2017
71
RECRUITMENT FOCUS POWERED BY
TRANSPORTATION BROKER
OPS MANAGER, TRANSPORT BROKERAGE
Coalville, UK | Ref: 516018-FM +44 (0) 1454 275 935
Coalville, UK | Ref: 516017-FM +44 (0) 1454 628 787
Amazon is looking for a Transportation Broker to help grow its portfolio of carrier partners.
Amazon is seeking a skilled and motivated Brokerage Leader to assist in the tactical management, procurement, and execution of Linehaul movements flowing into and out of its European fulfilment centres , sort centres and Amazon associated fulfilment network. An ideal candidate has a proven ability to grow and lead large teams and innovate new creative business solutions.
•• Lead and maintain the sales programme for brokerage initiative and contribute to Amazon’s bottom line
•• Track and report on key compliance metrics across Amazon’s Transportation network
AIR & OCEAN BDM (TOP-10 FORWARDER)
BUSINESS DEVELOPMENT MANAGER
South West, UK | Ref: DB899509FM danny@headfordgroup.com | +44 (0) 1454 275 935
Heathrow, UK | Ref: RP52456FM ryan@headfordgroup.com | +44 (0) 1454 628 787
•• One of the world’s largest freight forwarders •• Covering Bristol, Gloucester and South Wales •• Selling air & ocean freight services •• Minimum 2 years’ experience is preferred •• Competitive salary and strong commission structure
•• Medium Sized forwarder •• Heathrow territory •• Air & Ocean Sales •• Minimum 2+ years international freight forwarding
MULTIMODAL BDM
NATIONAL AIR & OCEAN BDM
£35k–£45k | Manchester, UK | Ref: 899440FM danny@headfordgroup.com | +44 (0) 1454 275 935
£45k–£60k |North West, UK | Ref: 899431FM ryan@headfordgroup.com | +44 (0) 1454 628 787
•• Strong lean towards air freight •• Must have experience with air, ocean & road freight •• Win new business & build relationships with
•• Must have Air & Ocean sales experience •• Developing & retaining new accounts •• Willingness to travel on a national basis •• 4+ years’ experience in Freight Forwarding sales •• Fast Growing Top 25 Global Forwarder
current clients
•• 3+ years’ experience in Freight Forwarding sales
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sales experience
•• Salary Negotiable
VACANCIES BRANCH MANAGER, ROAD FREIGHT
BDM, AIR & OCEAN
£45,000-£50,000 | Leeds/Bradford | Ref. RP8569FM ryan@headfordgroup.com | +44 (0)1454 628 787
£40,000-£50,000 | Bradford, UK | Ref. AD7FM ryan@headfordgroup.com | +44 (0)1454 628 787
•• Have experience within Eastern & Central Europe •• Must have commercial hands on experience •• 95% groupage & LTL 5% project •• Fluent language in any relevant areas would be preferred •• No management experience required but would
•• Must have ocean & air freight sales experience •• Managing sales activity from start to finish •• Researching / sourcing new clients •• Approaching perspective clients in order to
2 X BDM (NORTH & SOUTH), ROAD
OCEAN EXPORT OPERATOR
£35,000-£40,000 | Ref. RP8561FM Manchester & E. London, UK ryan@headfordgroup.com | +44 (0)1454 628 787
£22,000-£25,000 | Birmingham, UK | Ref. JW9871FM jamiew@headfordgroup.com | +44 (0)1454 275 951
have to be ready to take the next step
•• 1-2 years freight sales experience required •• General cargo & mainly FTL services •• B2B sales experience •• Have an excellent rapport-building ability •• Fluency in written and spoken English
establish their freight forwarding requirements
•• Arranging/attending customer visits
•• MUST HAVE ocean export experience •• Be fully conversant with all aspects of ocean export, including ASM & GEMS
•• Good employment history in forwarding •• Should have good customer service and be IT literate •• Ready to hit the ground running
AIR & OCEAN BDM
ROAD FREIGHT BDM
£45k - £60k | Heathrow, UK | Ref: 899442FM ryan@headfordgroup.com | +44 (0) 1454 628787
£35k - £45k | North West | Ref: 899453FM ryan@headfordgroup.com | +44 (0) 1454 628 787
•• Slight bias towards air freight •• Must have experience with air & ocean freight •• Win new business & build relationships with current clients •• 5+ years’ experience in Freight Forwarding sales •• Fast growing freight forwarder
•• Must have experience with Road Freight •• Strong sales experience essential •• Ability to build rapport at a high level •• 2+ years’ experience in Freight Forwarding sales •• Top 25 Global forwarder
FORWARDER magazine
July 2017
73
RECRUITMENT FOCUS POWERED BY
NATIONAL BUS. DEV. DIRECTOR
BUSINESS DEVELOPMENT MANAGER
London, UK | Ref. 122279FM danny@freightsolutions.com | +44 (0) 117 905 8904
London, UK | Ref. 122278FM danny@freightsolutions.com | +44 (0) 117 905 8904
•• 10+ years with current employer •• 28 years’ experience in the industry •• Developed market segments and contract from £20K
•• Senior level business Sales Director •• 25 years’ experience in the industry •• Proven track record of developing business
•• Surpassed 2015 Target (50,000 TEUS) by 3%
•• Accountable for more than £8m in turnover
BUSINESS DEVELOPMENT
BUSINESS DEVELOPMENT MANAGER
London, UK | Ref. 122280FM danny@freightsolutions.com | +44 (0) 117 905 8904
Liverpool, UK | Ref. 17823PK danny@freightsolutions.com | +44 (0) 117 905 8904
10+ years with current employer
•• Immediate pipeline worth £60k year profit •• 9+ years’ worth of experience selling road, ocean
to over £10M in revenue
(51,500 TEUS); £35m in revenues 2016 Target: +30%
•• Employed by a global freight forwarder for 8+ years •• Developed market and core clients in industrials segments UK wide
in Automotive, Defense and Engineering of business between 2015/2016
& air freight
•• Was generating £15k–£18k month profit in last freight forwarding BDM role
•• Promoted to UK Business Manager overlooking all road •• Achieved targets in region of £850K GP in 2016
•• Available immediately
AIR & OCEAN IMPORT OPERATOR
OPERATIONS MANAGER/DIRECTOR
Coventry, UK | Ref. 1125547RD danny@freightsolutions.com | +44 (0) 117 905 8904
Liverpool, UK (will relocate) | Ref. 1125322CR danny@freightsolutions.com | +44 (0) 117 905 8904
•• Over 19 years’ experience in air/ocean imports,
•• Increased auditing accuracy from <75% to >95% •• Decreased import freight spend from >€80,000 per
working for just one company
•• Professional training in Hazard Awareness,
Movement of Dangerous Goods & Manual Handling
•• Experience in customer service, bookings, spreadsheets, buy & sell rates, HMRC correspondence and invoicing
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month to <€6,000 per month
•• Experience in logistics (3PL/4PL), operations,
manufacturing, freight forwarding & supply chain
•• Available immediately
CANDIDATES ROUTE DEVELOPMENT MANAGER
ROUTE DEV. MAN./PRODUCT DEV. MAN.
National | Ref: 1126510FM ryan@headfordgroup.com | +44 (0) 1454 628 787
Heathrow, UK | Ref: 1126495FM ryan@headfordgroup.com | +44 (0) 1454 628 787
•• Target hitter - £250-270K GP •• 6 years’ experience as a US Trade Lane Manager •• Trade lane development between the UK and USA •• Verticals: automotive, retail, industrial, pharmaceutical
•• Strong sales management experience •• 50% Air 50% Ocean •• Great knowledge of air and sea contacts nationwide •• Verticals: retail (wholesale, technology, garment),
•• Great knowledge of Air and Sea contacts Nationwide
•• Trade Lanes: US, UK, Far East, M.E., Africa, Australasia
AIR & OCEAN BDM
SALES MANAGER / BDM
Heathrow, UK | Ref: 12904FM danny@headfordgroup.com | +44 (0) 1454 275 935
East Midlands | Ref: 1126425FM danny@headfordgroup.com | +44 (0) 1454 275 935
•• 10+ years international air & ocean freight sales •• £120K GP in Last 12 months •• Air 60% ocean 40% •• Trade lanes: Far East & US •• Verticals: retail & general cargo
•• Over £1m turnover for last of the 5 years (NB only) •• Strong in automotive, aviation, high-security
SENIOR KEY ACCOUNT MANAGER
ROUTE DEVELOPMENT MANAGER
West Midlands | Ref: 1126410FM danny@headfordgroup.com | +44 (0) 1454 275 935
North West | Ref: 12904FM danny@headfordgroup.com | +44 (0) 1454 275 935
•• Looks after roughly 50 accounts •• Accounts vary in size from £1m–£15m turnover •• Works on margins of 18%–25% •• No restrictive covenant in place
•• Exceed trade lane growth target by over 200% •• 10 years’ experience in logistics •• Currently manages Ocean Freight
and aerospace
FMCG , pharma & general cargo
& pharmaceuticals
•• Experience with air, ocean & road •• 3 employers since 2000
(FCL & LCL – all verticals)
•• Open to a new route, mode or vertical
FORWARDER magazine
July 2017
75
THE LAST WORD... THE TEAM...
CRAIG EDITOR-IN-CHIEF MATT EDITOR KATIE CLIENT MARKETING CHRIS MARKETING DARREN DIGITAL MARKETING TIM DESIGNER
A FINAL WORD FROM
THE EDITOR
T
environmentally friendly stats being produced consistently from the air freight industry, would this be a more cost effective, quicker way of shipping valued goods from smaller ports such as these? Air freight
he exciting developments within the UK air cargo industry lead us
doesn’t make up the biggest percentage of UK international trade by
into an exploration of air-freight, and how both Solent and several
weight but a quarter of movements when measured by value. Perhaps
Scandinavian countries are leading the ways in both innovation,
it is time to make the leap into the sky for the Solent strait?
environmentalism and key growth areas. Air freight has seen a 10.4% in the first half of 2017 showing nearly triple the average growth of 3.9% over the
When it comes to Scandinavian countries, we have seen a high wage
last five years, but what does this mean for your forwarding needs?
give significant buying power for imports, which, on paper, should only lead to growth in the air freight industry. However, the small population
The Solent strait, separating the Isle of Wight from the rest of the UK,
size makes this situation can become difficult for any form of freight
is typically considered when thinking about ocean freight, but, dig a little
forwarding to manage profitably. Perhaps through variations in product
deeper and you’ll see a growth market for air freight with neighbouring
offerings, technology adoption, and delivery of loads to more remote
ports. Southampton is a UK leading port, bringing in £40.1 billion in
locations, the air freight industry can progress this into a profitable
cargo and fetching with it traffic growth. However, does the associated
industry for these countries.
traffic, result in congestion, noise and air pollution? Does it contribute to greenhouse gas emissions?
Make sure to catch next month’s issue to see what other developments lie in store for the air freight sector, potential growth, where the future
The aviation industry is consistently finding new ways to adapt to
lies and other key forwarding information.
environmental issues, such as now only creating 0.6% of the UK carbon dioxide emissions, and doubling air craft fuel efficiency. With new,
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Matt Dailly, Editor, FORWARDER magazine
JANUARY
FEBRUARY
MARCH
APRIL
Liverpool | N. Wales Indian subcontinent
Manchester Australasia
Yorkshire The Americas
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