FORWARDER magazine July 2017 'UK Distribution'

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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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companies are targeting different types of enquiries so we tailor our campaigns around our clients exact requirements.

Freight Media is the prefect strategic growth partner for any logistics company that is aiming to stand out from the crowd.

We have packages available to suit any marketing budget.

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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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38

Idriss Al Rifai, Founder & CEO of Fetchr

FORWARDER SPOTLIGHT

46

Maritime Transport

ASK THE EXPERTS | Severn toll charges to end

48

EC Mobility Package proposals

REGIONAL FOCUS UK: South West | Global: Middle East | Delivering in MENA M&A FOCUS

M&A opportunities in the freight industry

RECRUITMENT FOCUS

Jobs and candidates in the freight industry

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58 64

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.

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July 2017

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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

MEET THE TEAM

CRAIG EDITOR-IN-CHIEF craig@freight-media.com +44 (0)1454 275 939

MATT EDITOR

matt@forwardermagazine.com +44 (0)1454 628 775

KATIE CLIENT MARKETING

more exciting distribution methods both in the UK and further afield.

katie@freight-media.com +44 (0)1454 628 771

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

d.glasspool@freight-media.com

MOHIT SOCIAL MEDIA mohit@freight-media.com

CHRIS INTERNAL MARKETING c.tissier@freight-media.com

TIM DESIGNER

tim@forwardermagazine.com

Mail Centre and others to start drastically saving money, time and CO2.

Oil and energy markets have given Dubai, U.A.E and other Middle Eastern

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countries rapid economic growth, and due to this, distribution methods

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from the UK have had to develop. Optimisation of payloads for Road

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Haulage from the UK has seen a more cost effective, quicker method of transportation. This communicative way of distribution has sparked

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optimism among trade analysts, making them believe if the UK keeps its

and search for FORWARDER

bond between these nations they are ideal for global trade, along with

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having the capacity for major market growth, which benefits everyone.

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Innovation and implementing ideas such as the Advanced Info

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linkedin.com/company/forwarder-magazine Module, across all sectors, appears to be the way to streamline UK distribution. Much in the same fashion of streamlining and innovating,

Freight Media Ltd

here at Forwarder, we have been able to streamline our recruitment

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for the freight industry, making sure it has never been easier for you

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to advertise your job, whether it be in the UK or the Middle East.

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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.

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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.

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July 2017

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July 2017

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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

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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.

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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.

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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.

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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.

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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

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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

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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.

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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.

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Q

are lots to be done now.

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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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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.

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July 2017

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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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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.

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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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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)

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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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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

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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

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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.

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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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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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July 2017

•• 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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July 2017

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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July 2017

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

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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,

76

FORWARDER magazine

July 2017

Matt Dailly, Editor, FORWARDER magazine

JANUARY

FEBRUARY

MARCH

APRIL

Liverpool | N. Wales Indian subcontinent

Manchester Australasia

Yorkshire The Americas

North East Benelux

MAY

JUNE

JULY

AUGUST

Scotland Far East

Northern Ireland Africa

South West Middle East

Solent Scandinavia

SEPTEMBER

OCTOBER

NOVEMBER

DECEMBER

Midlands Mediterranean

Heathrow | London Eastern Europe

Essex | Kent | Sussex Iberia

Felixstowe | Ipswich Western Europe

‘Temp. controlled & perishable’

‘Supply chain & retail’

‘UK & international courier’

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‘Hazardous & dangerous goods’

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‘UK distribution & networks’

‘Air freight & airlines’

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‘Customs clearance & bonded warehousing’

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WHAT WE’RE TALKING ABOUT AND WHEN

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PROJECT CARGO

SUPPLY CHAIN

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78 SWITZERLAND & AUSTRALASIA

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SPENCER & BRADLEY WALLER, ALLIANCE SHIPPING GROUP

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KEVIN BRADY, WOODLAND GROUP IRELAND

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JOHN WILLIAMS, MARITIME TRANSPORT

Express vans, 7.5 /7.5 Express vans, Express vans, 7.5 // MOVEITLIKE MOVEITLIKE MOVEITLIKE 1717 tonners, 13.6 17 tonners,13.6 13.6 tonners, metre artics with 222 metre artics with metre artics with SITESTATISTICS SITESTATISTICS SITESTATISTICS drivers drivers drivers

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July 2017 NICK PLATTS, HEATHROW

IAN MCCARTHY, ECU WORLDWIDE

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PHIL DENTON, ITAL LOGISTICS

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DISRUPTION TO I.T. prices & transit times REDUCING CARBON EMISSIONS HAPPY BIRTHDAY! prices & transit times THRIVE IN CHINA SPECIALIST MULTIMODAL PACKING 2017 AIR FREIGHT prices & transit times SAMSUNG'S 'SAFETY TRUCK' NO ADDRESS, NO PROBLEM CCTV SYSTEM DELIVERING INYOUR M.E.N.A. CABOTAGE OPERATIONS USA TIME-CRITICAL TECHNOLOGY LOCAL KNOWLEDGE Velta usHIGH-END throught theBREXIT... new rules ...toguides the Port of Britain COOL RUNNINGS Are you meeting the challenge?

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