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Trade Lane Overview Central Europe & USA. May, 2012. Agenda. Europe Region & Area Coverage Aare Central Europe Business Plan USA. Europe Region & Area Centra Europe. GIL Europe Regional Organization. GIL Europe – Other Areas. France, Switzerland 18 Locations ~ 550 Employees.

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Presentation Transcript
agenda
Agenda
  • Europe Region & Area Coverage
  • Aare Central Europe Business Plan
  • USA
gil europe other areas
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
gil europe area central
GIL Europe – Area Central
  • Germany, Poland,
  • The Netherlands,
  • Belgium
  • 41 Locations
  • ~ 900 Employees
slide7

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
who are who in area central europe
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
challenges threats of current setup
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

gca ace trade l ane b usiness a ction p lan 2012
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
agility usa organization and engagement
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

thank you

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)