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Trade Lane Overview Central Europe & USA PowerPoint Presentation
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Trade Lane Overview Central Europe & USA

Trade Lane Overview Central Europe & USA

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Trade Lane Overview Central Europe & USA

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Presentation Transcript

  1. Trade Lane OverviewCentral Europe & USA May, 2012

  2. Agenda • Europe Region & Area Coverage • Aare Central Europe Business Plan • USA

  3. Europe Region & Area Centra Europe

  4. GIL Europe Regional Organization

  5. GIL Europe – Other Areas • France, Switzerland • 18 Locations • ~ 550 Employees • UK, Ireland, Denmark, • Sweden, Norway, Finland • 36 Locations • ~ 800 Employees • Russia, Ukraine, Kazakhstan, Turkmenistan • 9 Locations • ~180 Employees • South and South East Europe Areas merged in mid 2011 • Spain, Italy, Portugal, Austria, Hungary, Czech Republic, Slovakia, Slovenia, Romania, Turkey • 35 Locations • ~ 630 Employees

  6. GIL Europe – Area Central • Germany, Poland, • The Netherlands, • Belgium • 41 Locations • ~ 900 Employees

  7. Agility Area Central Europe • 39 offices • Headquarters in Hamburg • 900 employees • EUR 400 Mio Turnover • Hamburg • Bremen • Hanover • Muenster • Dortmund • Dusseldorf • Cologne • Fulda • Frankfurt • Mannheim • Stuttgart • Nuremberg • Augsburg • Munich • Regensburg • Chemnitz • Dresden • Leipzig • Potsdam • Berlin • Amsterdam • Rotterdam • Brussels • Rekkem • Warsaw • Wroclaw

  8. Who are Who in Area Central Europe • Highlights • Area CEO: Thomas Peikert • Air Freight Product: Volkmar Seibel, VP • Ocean Freight Product: Gerd Wegner, VP • Project Logistics: Thomas Moeller, VP • Business Development: Andreas Wagner, VP • Trade Lane Leader: Mirco Schellenberg • Trade Lane Manager: Christian Groß (South China , Air) • Mirco Schellenberg (East, North China & Taiwan, Air) • Stefan Kottsieper (Greater China, Ocean) • Area Organization Chart

  9. Business Plan - GCA / ACE

  10. Challenges & Threats of Current Setup Internal Challenges External Threats Eastbound Air Service Issue (damage, partial, delayed) High competition on selling rates Critical Economic Situation Inadequate EB sales focus especially North, West & South China districts plus ocean Under-development in North & West China Highly concentrated sales force, inadequate coverage geographically Core/big market players focus on this trade lane development (tough competition) Branding Import Focus Lost Business Revisit Product Optimization 10 10

  11. GCA - ACE Trade lane Business & Action Plan 2012 Countries Involved Responsibility Timeline & Target Description and scope of activity • Develop a Business / Action plan according to budget • Strong focus on increasing market share • Grow volumes and increase profitability • Maintain performance and retain existing business • Recruiting developing and retaining sales talent in GCA • Monthly review on opportunities • New product development and optimization • Maintain adequate & large pipeline to sustain growth Sponsors CEO GCA / ACE Accountability Product Heads GCA & ACE Responsibility Trade lane Managers & FS teams • CN / HK / TW • and DE/PL/BE/NL Deliver 2011 Budget • Achieve 12-47% • volume growth among • AE/AI products 2013 large-size MNCs acquisition Competitors & Biz Intelligence Customer Benefits Strengths Target Market • Professional experience in this trade lane with competitive and extensive network • Good air products, i.e. eastbound consol (10 flights/week ) • Well-known market player • Own China domestic operations • Experienced situational specialists • Single contact point (CRD team) • Well experienced product and trade lane specialist • Customized services and solutions • Cost advantages & flexible on carrier choice • Regular consolidation frequency • Customer-oriented Service • No agency involvement, Agility own offices • Machinery & equipments • Automotive • Textile & Retail • Hi Tech Electronics • Renewable energy • DHL, DBS, K&N, Panalpina, Dascher, DSV, Local LSPs • Network & sector Intelligence • Service offering • Highly mature market with severe competitions Required Actions Agility Benefits • Management sponsorship • Set up dedicated TL CRD. • Develop new product in North & West China • Improve existing product and optimize competitive rates around GCA • Dedicated sales specialists in ACE / GCA • Develop a common platform for analysis for trade lanes discussion and action plan • Joint Sales & product execution • Measure impact and continuously adjust actions on monthly basis • Key account development • Allows for new business gains and services • Increases & improves market dominance • Increases revenue and profits • Differentiated Agility customer care from competitors • Competency centre to potential customers as one-stop solution for both AIR / OCEAN

  12. North America - USA

  13. Agility USA

  14. Agility USA Organization and Engagement • US Organization Structure • Proposed Rules Engagement • Agreed Tradelane Targets: • Top 20 goes to US Tender Team (Matt Winters) • All other: Goes to Area Commercial Teams • New Leads: • Go to US Qualification team for credit check • Additional info depending on the target • Opportunities worth >= $100K in GP • Product Team • Tradelane Manager Role • Will work on targets of its own • Will keep track of pipeline & customer assignments • Bi-weekly/Monthly Review with counterpart • Escalation Path • Area Commercial Manger • Tradelane Manager • Commercial VP • US CEO Air Freight Roman Streule Ocean Freight Michael Gargaro

  15. USA Area North

  16. USA Area South

  17. Thank You Presented by Ringo Ip, Trade Lane Director, Greater China-Central Europe For further enquiry, please contact Ringo Ip (rip@agilitylogistics.com) or Sally Zhou (sazhou@agilitylogistics.com)