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TERMINAL MANAGEMENT
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TERMINAL MANAGEMENT

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  1. TERMINAL MANAGEMENT

  2. TERMINAL MANAGEMENT • CONTAINER TERMINAL TYPICAL FIGURES. • 4 (Super) Post Panamax Cranes • 8 RTG’s • 4 FLT’s (MTHandling/Storage) • 20 Tugmasters + 40 Chassis.(Multi Trailer System - MTS.)? Quaylength: 800 - 1000 mtrs. • Terminal Area: 45 ha. • Cap. 350.000 moves/yr • CFS + Equipment. (FLT’s).

  3. TERMINAL MANAGEMENT • Main Facilities: • Office building: Staff - Agents - Customs - Cafetaria & Washing Facilities - Others. • In/Out Gate, incl. Checkpoint. • Railway connections • Workshop incl. Equipment Parking Area. • CFS

  4. TERMINAL MANAGEMENT • COMMERCIAL DEPT. • FINANCE & ADM. DEPT. • HUMAN RESOURCES DEPARTMENT. • TECHNICAL DEPT. • SECURITY/SAFETY DEPT. • OPERATIONS DEPT. • COMMUNICATION • MANAGEMENT BY OBJECTIVES

  5. COMMERCIAL DEPT.MARKETING/SALES

  6. COMMERCIAL DEPT.MARKETING/SALES • What is a market ? • Why know the (your) market? • What is marketing ? • The marketing mix • The marketing manager • Type of markets • Marketing research • The marketing plan

  7. COMMERCIAL DEPT.MARKETING/SALESMARKET RESEARCH • TRANSPORT MARKET DEVELOPMENTS • Volume growth • Unitization / containerization • Ship’s type/size • Modal split • Transport systems

  8. COMMERCIAL DEPT.MARKETING/SALESMARKET RESEARCH • ECONOMIC DEVELOPMENTS • Global trade • Global industrialization • Cargo flows • Finished products versus raw materials Policies • Economy of scale

  9. COMMERCIAL DEPT.MARKETING/SALES • MARKETING/SALES IN PORTS AND TERMINALS • Product • Place / Position • Price • Promotion • Personal selling • STRATEGY • Customer orientated - (Who is your customer) • Clear profile of company • Additional service rendering • Quality in service • Reliability

  10. COMMERCIAL DEPT.MARKETING/SALES • ANALYSIS OF PORT’S / TERMINAL POSITION • Market segmentation • Competition analysis • Strength/weakness analysis - Capacities - Equipment - Management - Finance - Techniques - Communication • Port charges - Sailing times / Hinterland to/from port - Transhipment status - Working conditions - Customs procedures

  11. COMMERCIAL DEPT.MARKETING/SALES • COMPETITION ANALYSIS • Identify all. • Good/bad competitors • Select optimal market share • Avoid creating desperate competitors • COMPETITION ANALYSIS • Competitor satisfied? • Possible future moves and how dangerous? • Competitor vulnerable? • How most damaging retaliation?

  12. COMMERCIAL DEPT.MARKETING/SALESCOMPETITIVE ADVANTAGE • Technology leadership by itself rarely leads to success.

  13. COMMERCIAL DEPT.MARKETING/SALESTARIFFS • PRICING • Objectives / Determination • Break - even analysis • Strategy • STRUCTURE • Infrastructure - Port dues/ charges • Super structure - Cargo handling charges • Shipping conditions (cif/fob)

  14. COMMERCIAL DEPT.MARKETING/SALESTARIFFS • PORT DUES/CHARGES • PILOTAGE -Draught - Sea/Harbour - Distance • TUGBOATS - Ship’s l.o.a. - Distance - per Tug. • PORT DUES - Category - Ship’s GRT - cargo load/disch. (ton) - Frequency reductions. • WHARFAGE - cargo load/disch via quay • QUAYDUES - Ship’s l.o.a./day • (UN)MOORING - Ship’s l.o.a.

  15. COMMERCIAL DEPT.MARKETING/SALESTARIFFS • CARGO HANDLING CHARGES: • MULTI USER TERMINAL: See example • DEDICATED TERMINAL: Total amount/yr: Fixed costs (Per throughput category) Amount/ctr: Variable costs • VIRTUAL TERMINAL Contract identical to Dedicated Terminal but physically other arrangement.

  16. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • MULTI USER TERMINAL CONTRACT • CONTENTS: • 1.00 Definitions • 2.00 Service • 3.00 Duration of contract • 4.00 General description of services • 5.00 Operations

  17. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • 6.00 Liabilities • 7.00 Jurisdiction • 8.00 Assignments • 9.00 Payments • 10.00 Translation • Appendix I Rates • Appendix II Adjustments • Appendix III Reporting and Documentation

  18. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • RATES (As per clause 5.00: Operations - Description of services (detailed) • LOAD/DISCHARGE LINE HAULIER: per move, incl free storage period - 24 hrs./day - Holiday/ Weekend surcharge. • T/S: per move - separate Line Haulier - Feeder. • RECEPTION/DELIVERY: Truck/Rail: per move - 16 hrs. day - Surcharge for other times.

  19. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • LOAD/DISCHARGE FEEDER (BARGE): Per move, 24 hrs/day Holiday/Weekend surcharge. • STORAGE: Full: beyond free period: TEU/day MT: Free allotment:TEU/day or TEU/day/month, thereafter TEU/day. • SHIFTING: Same bay, per ctr. Via quay: per ctr. (= 2 moves) • SURCHARGES: Per gang/shift

  20. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • IDLE TIME/WAITING SHIP’S ARRIVAL: Beyond 1-2 hrs. per gang/hour • REFRIGERATION: Per ctr./24 hrs. • LOAD/DISCH. NON STAN-DARD CTRS.: Per move or Surcharge (%) on basis rate. • LOAD/DISCH. UNCONT. CARGO.: Per ton

  21. COMMERCIAL DEPT.MARKETING/SALESCONTRACTS • CFS • Stuffing, stripping, re-vanning: per ton. • Reception/delivery: per ton.(To cargo interests ?) • Direct ex/into truck, wagon, barge. • General, Palletized, Reefer, (IMO) cargo. • Storage: Open/Shed: beyond free period: ton/day. • GENERAL: • EXTRA SERVICE ON • REQUEST:Per Foreman/Labourer/hour or shift.

  22. TERMINAL CONTRACT • Guaranteed Production Clause: Example: 1500 moves/24hr or pro rata • Non - Performance Clause:(Penalty Clause) If guaranteed production not achieved: Terminal to pay a penalty to the Line of $1000 per extra hour.

  23. COMMERCIAL DEPT.MARKETING/SALES • PROMOTION • Advertising • Public relations • Exhibitions • Conferences etc. • Personal selling • PERSONAL SELLING • KNOW THE MARKET • KNOW DEVELOPMENTS (ANTICIPATION) • KNOW YOUR CUSTOMER • KNOW YOUR COMPANY • KNOW YOUR TARIFFS

  24. FINANCE & ADM. DEPARTMENT • INVOICING • BOOK KEEPING • WAGE (SALARY) ADMINISTRATION • COST CONTROL • PROJECTS • EDP

  25. FINANCE & ADM. DEPARTMENT

  26. FINANCE & ADM. DEPARTMENTINVOICING • Vessel’s outturn reports • Delivery/Reception reports • Stock reports • Working orders • Contracts • Rate agreements • Port Tariffs

  27. FINANCE & ADM. DEPARTMENTBOOK KEEPING • System • Invoicing • Wage administration • Cost Control • Monitoring (debtors)

  28. FINANCE & ADM. DEPARTMENTWAGE (SALARY) ADMINISTRATION • Salary info • Working hours • Overtime info • Increments/Extra’s etc. • (Collective) Labour agreement

  29. FINANCE & ADM. DEPARTMENTCOST CONTROL • Budget • Monthly overview • Annual overview • Balance sheet • Core figures • Results (Profit - Loss account) • Specifications • Reporting

  30. FINANCE & ADM. DEPARTMENTCOST CONTROL • Budget • Monthly overview • Annual overview • Balance sheet • Core figures • Results (Profit - Loss account) • Specifications • Reporting

  31. FINANCE & ADM. DEPARTMENTCOST CONTROL • OVERVIEW MONTHLY / ANNUAL • Budget items • Results (P+L account) • Comparison with budget • Core figures • Specifications • Verbal reporting: discrepancies, actual/future developments

  32. FINANCE & ADM.DEPARTMENTREPORTING • INFORMATION • OPERATIONAL • Production • Productivity • Occupancy rates • INFORMATION • MANAGEMENT • Not only financial • Short/Long term planning • Operations -> efficiency • Analyse -> measures -> developments.

  33. FINANCE & ADM. DEPARTMENTPROJECTS • Investments • Extensions • (Lease) Contracts • Merger • Reorganisation