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elcome to the pilot edition of FORWARDER magazine UAE.

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CONTENTS

FORWARDER DIGEST

6

The freight industry's month in review from the Editor

INDUSTRY NEWS

8

News and press releases from the world of freight

COVER FEATURE

30

Move it Like... Idriss Al-Rifai, CEO of Fetchr

FORWARDER FOCUS

38

The evolution of the international and local courier

ASK THE EXPERTS

42

No address? No problem.

REGIONAL FOCUS Delivering in MENA: key challenges and solutions | Survive and thrive in China FORWARD TECH

46 50

e-Commerce: electrifying an industry

M&A FOCUS

60

Freight companies for sale and sought

RECRUITMENT FOCUS

66

Jobs and candidates in the freight industry

MARKETING FOCUS

78

Web design: clicking with your customers FORWARDER magazine

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WELCOME TO FORWARDER...

A WORD FROM

THE EDITORS

MEET THE TEAM

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CRAIG EDITOR-IN-CHIEF

elcome to FORWARDER UAE. This is the pilot

craig@freight-media.com

issue of our sister publication to FORWARDER

SARAH SENIOR EDITOR

magazine: market intelligence for the freight

sarah@forwardermagazine.com +44 (0)1454 628 788

forwarding industry. Demonstrating what you can expect from FORWARDER UAE each quarter, our launch issue will bring

RACHEL EDITOR

you examples of the insight, knowledge and industry news we will showcase in each new edition.

rachel@forwardermagazine.com +44 (0)1454 628 771

The mag is divided into sections which have been curated by our

SIMON AREA SALES MANAGER simon@forwarder.ae +971 04 246 2836

editorial team, meaning that you can quickly find the content which is

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relevant to you, or take a leisurely flick through what’s happening in

ife@freight-media.com +44 (0)1454 275 931

other parts of the supply chain. From a regional focus, to a topical focus, to breaking industry news and spotlight features providing a deep-dive

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into the sector, there’s something for everyone. We choose topics

kevin@freight-media.com +44 (0)7736 791 180

that are at the core of the industry, meaning FORWARDER UAE

will not only be informative, but also a retainable resource for future

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reference. Want to see your name in print? Have something to say?

dom@freight-media.com +44 (0)1454 628 794

Get in touch with us at: simon@forwarder.ae

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Sarah O'Connell, Senior Editor, FORWARDER magazine

H

robert@freight-media.com +44 (0)1454 628 784

TIM GRAPHIC DESIGNER

ello, readers of UAE! Welcome to FORWARDER

tim@forwardermagazine.com

magazine. FORWARDER magazine is where you will find the latest and well-researched content about the

freight forwarding industry. Originally a UK publication, last year

Read the magazine online:

we launched FORWARDER USA, and this year, we have bigger

FORWARDERmagazine.com/read-forwarder

plans for the magazine with the likes of this very first issue of

FORWARDER UAE. We are always interested in hearing from our

twitter.com/ForwarderMag

instagram.com/forwardermag

fellow readers and freight forwarders, so if you are in the logistics

facebook.com/forwardermagazine

industry, we want to hear from you. Got some news? Want to have

linkedin.com/company/forwarder-magazine

your say? Contact the FORWARDER team today. We hope you enjoy our pilot issue of FORWARDER UAE! Rachel Jefferies, Editor, FORWARDER magazine

FORWARDERmagazine.com Unit 8 Apex Court, Woodlands, Bristol BS32 4JT FORWARDER magazine

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FORWARDER DIGEST

I

n a region which is traditionally wealthy, consumer

Just one of the areas in which the UAE is world-leading is in its

expectations are high. Logistics are paramount across

approach to innovation, which spans across all industries. Dubai has

the UAE to ensure that the local population are satisfied,

aims for 25% of vehicles to be fully automated by 2030, with the

and that this international hub of innovation is kept

Dubai Future Foundation – a government hub for innovation and

running smoothly. The UAE logistics sector represents

future-proofing the country – funding the ‘Dubai World Autonomous

around 13% of the UAE’s GDP, with an estimated 5000

Transportation Challenge’ to encourage advances in R&D.

companies working in the sector across the region:

The strategy claims that transportation costs could be cut by up to

everything from smaller freight forwarding companies

44% – the equivalent of AED 900 million each year, as well as reducing

to multinational logistics providers with global reach.

which will house a new Smart City, set for completion by Q1 2019.

The United Arab Emirates are one of the most exciting places in the world to be involved in the freight and logistics industry. Market trends are heading skyward in the region, with air freight volumes expanding by 1.7% in November 2018* compared to the same month a year earlier. The market has been trending steadily upwards for some time in the UAE, whereas global freight growth has remained at a plateau, with the slowest rate of growth since early 2016.

Recent developments include the new Sharjah Port of Trade (SPOT) services offered by Gulftainer, one of the world’s largest independently owned port and logistics operators. SPOT’s strategic location offers the quickest transit times and lowest service costs in the region, providing enhanced sea cargo clearance services.

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pollution significantly. There’s also Dubai’s infamous ‘Silicon Oasis’

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One Swedish start up, Einride, is in the development stages of

Issues also remain with storage and warehousing in the region, in line with

creating self-driving trucks and is looking at the Dubai market to

many areas of the globe. As demand for storage space increases and more

begin operations. They’re not the only ones, with ‘Future Now’

international powerhouses look to move into the UAE, customisable and

– an innovation programme run by Etisalat Digital – signing

flexible warehousing is a challenge which is seeing some attention.

agreements with four startups to develop Artificial Intelligence and Blockchain programmes, with aims to develop the technologies to

There is little resistance to change where it is needed, which remains

ease congestion and accidents on the roads. All of these initiatives

a core reason that the UAE maintains such an impressive reputation.

have been to support the UAE 2021 vision for the region, which

The e-commerce boom is seeing business owners quickly adapt their

holds improved safety as one of its core aims.

strategies in response, transforming models of working to cement quick delivery times. Technologies are readily adopted where they can be to

There are still some – at first view – simple challenges which require

enhance efficiencies, and real-time tracking ensures that valuable or

some work. Physical addresses for parcel drops, for example, are still

precious cargo is tracked. Couple this positive attitude with the region’s

an issue, and it is not uncommon for a parcel to feature solely a name

geographical proximities to major economies in the Middle East and Asia,

and mobile number, where it then becomes the delivery company’s responsibility to hunt down the intended recipient. There will be work on this as the region looks towards Expo 2020, which will see an influx of millions of visitors over the six-month period of the event.

Sarah O'Connell, Senior Editor, FORWARDER magazine * Statistics from International Air Transport Association, Jan 2019

FORWARDER magazine

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INDUSTRY NEWS

WANT TO KNOW MORE? Further information can be found at www.allseasglobal.com

JUNE 2017

NEW JV COMPANY ALLSEAS PROJECT SOLUTIONS TO

SERVE BOOMING INDIAN MARKET I ndia is on the fast track in terms of growth, consumer demand

Allseas Project Solutions has the experience and expertise to

and cargo flows – the Indian government is taking every possible

provide tailor-made solutions to customers and offer single window

step to simplify business processes, and the focus is on the

services – whether it be port to port, port to door or door to door,

manufacturing sector under the ‘Make in India’ programme. As a

there is a need to combine knowledge of the domestic market with

result, there are significant new opportunities in logistics, including

global expertise to offer efficient solutions.

that of project related movements. However, for those not familiar

with the processes, shipping goods to and from this booming market

The Seamless team has more than three decades of experience in the

isn’t always straightforward.

freight forwarding business and is very well recognised and respected in the local market, with strong contacts with reliable service providers.

In response to the growing demand for expert support and logistics services, UK-based Allseas Global Logistics and Mumbai-based Seamless Projects have created a new joint venture company, Allseas

Moreover, the senior management is highly active and visible on various forums in freight forwarding and the shipping industry.

Project Solutions.

Indian customers will benefit from the experience, expertise This unique partnership is based in Mumbai and is poised to expand,

and global network of partners and contacts that Allseas brings

with plans for offices at gateway ports such as Mundra, Chennai and

to the new company, says Upadhyaya.

other strategic locations.

total logistics solutions – and exporters from the UK and other

Together, we will offer

parts of the world, who are supplying to Indian importers, can now Pradip Upadhyaya, who is heading up Allseas Project Solutions, has

be assured of a dedicated professional service in India and a local

more than 35 years’ experience in the shipping and logistics industry

expertise in terms of documentation, Customs clearance and last-

and is in no doubt as to the advantages that the new company will

mile services. And similarly, Indian exporters will benefit.

offer shippers to and from India. In the changing global economic scenario, India is a country to focus on, he says.

Both partners in the new company are strong in their own right, he points out. Allseas Project Solutions will handle the full range of cargoes, including containers, general cargo and heavy lift/project cargoes.

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GLOBAL GLOBAL BUSINESS BUSINESS OPERATIONS SPECIALIST OPERATIONS SPECIALIST COMPETITIVE SALARY

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G4Sstandardising Internationaland Logistics (G4Si) are innovators in global and domestic transport solutions and we strive on unpredictable challenges faced on a daily basis to meet our client’s needs.

Specialising in door G4S International Logistics (G4Si) are innovators in global and domestic secure transport solutions andtowedoor secureon transportation, inventory/storage services andSpecialising risk mitigation we to aredoor well strive unpredictableinsurance, challengesthird facedparty on alogistics, daily basis to meet our client’s needs. in door known in the industry for our integrity and consultative approach. secure transportation, insurance, third party logistics, inventory/storage services and risk mitigation we are well known in the industry forexperience our integrity and logistics consultative approach.

To succeed you will have in the or freight industry, as well as experience in a continuous improvement environment with responsibility for creating S.O.Ps. Experience desirable and To succeed you will have experience in the logistics or freight industry, as wellofasCargowise experienceisinhighly a continuous additional languages such aswith Spanish and Mandarin would be an advantage.

Theofability to travel globally is essential. improvement environment responsibility for creating S.O.Ps. Experience Cargowise is highly desirable and additional languages such to as apply Spanishplease and Mandarin would advantage. The ability to travel globally is essential.

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Opportunities are plenty. Specialised logistics services are now in great demand in India. Similarly, bilateral trade with various partner countries

Allseas Project Solutions, India has just completed its first

is on the rise. Infrastructure, power, heavy engineering and the medical

major project, the transportation of two sets of 30-metre

sector will be major contributors to the growth of our economy.

wind turbine blades from India to the UK. These were crated and loaded onboard eight flat racks for shipment on

India is a massive market and is following the same route as China in

a container vessel out of Mundra.

terms of growth as a mass manufacturer of consumables. This similarity is also extended to an enormous consumer market. Allseas Global Logistics

India is producing a large number of wind turbine blades, says

has experience of exporting to India and, through its sister company

Pradip Upadhyaya.

DKT Allseas, represents the National Shipping Corporation of India (SCI).

of this type. The ‘Smart Cities’ initiative by the Government

Setting up our new company is the logical next step in a market that we are

of India simultaneously in different parts of the country also

already serving and important for us. We have worked through partners

provides new opportunities for the services we offer.

We look forward to more assignments

in India before, but now we will have own freight forwarding offices locally to handle both the destination and origin side of shipments. We want to be closer locally to suppliers in order to handle export consignments to the UK and Europe. Operationally, Allseas Project Solutions will give our customers an end-to-end service, all by ourselves.

Bryn Atherton, UK Sales Manager, Allseas Global Logistics FORWARDER magazine

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INDUSTRY NEWS SEPTEMBER 2017

CARGOLUX MOVES

DUBAI HANDLING TO EMIRATES A ll Cargolux flights to and from Dubai World Central

The handling cooperation at both hubs facilitates seamless

(DWC) are handled by Emirates SkyCargo since early

movement of cargo between the two operators. In addition,

September 2017. This move follows the cooperation

interline agreements between both airlines further strengthen

agreement that the Luxembourg-based carrier signed with Emirates

the cooperation and give customers a wider range of services and

SkyCargo in May 2017. Emirates’ cargo flights to Luxembourg are

destinations. The hub connectivity between Dubai and Luxembourg

already handled by Cargolux’s partner Luxair Cargo.

also contributes to boost the position of both locations as major logistics hubs and distribution centres in their respective regions.

Customers benefit from Cargolux’s move in Dubai and can now enjoy state-of-the-art facilities with the most modern and up-topharma traffic in the region. As a GDP-certified company, Cargolux

ABOUT CARGOLUX AIRLINES INTERNATIONAL

insists on delivering the best possible service for its customers; an

Cargolux, based in Luxembourg, is Europe’s leading all-

important reason for the cooperation with Emirates SkyCargo at

cargo airline with a modern and efficient fleet composed of

its new Dubai facility. In Luxembourg, Luxair Cargo operates one

14 Boeing 747-8 freighters and 12 Boeing 747-400 freighters.

of the most modern healthcare centers in Europe, which is also

The Cargolux worldwide network covers 90 destinations,

GDP-certified.

some 70 of which are served on scheduled all-cargo flights.

date tools and equipment, especially in view of Cargolux’s increasing

The company has more than 85 offices in over 50 countries, Emirates’ ultra-modern facility, Emirates SkyCentral, situated within

and operates an extensive global trucking network to

the Dubai World Central complex, has dedicated temperature

more than 250 destinations as well as full and part-charter

controlled areas, cold storage rooms, cool cells and pharmaceutical

services. Cargolux also offers third-party maintenance at its

storage rooms. It enables Cargolux to offer its customers fast and

modern two-bay maintenance hangar in Luxembourg. The

efficient services with high connectivity. Emirates SkyCargo’s specially

company is specialized in B747 line and hangar maintenance

commissioned fleet of trucks connect DWC to all other UAE airports,

up to and including C-Checks. It offers a range of specialized

including Abu Dhabi, Sharjah and the Jebel Ali Free Zone.

maintenance services and holds line maintenance approval for 777 aircraft. The Cargolux Group employs close to 1,900 staff worldwide.

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FETCHR DELIVERY COMPANY, SPECIALIZING IN THE MIDDLE EAST, MAKES IT SIMPLE TO SHIP TO THIS LUCRATIVE FAST GROWING MARKET!

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INDUSTRY NEWS 15 FEBRUARY 2017

EMIRATES SKYCARGO TRANSPORTS

FIRST SPACE SATELLITE MANUFACTURED IN THE U.A.E. E mirates SkyCargo, the freight division of Emirates, has

It has been a journey of nearly five years from the time the Mohammed

transported KhalifaSat- the first satellite developed and built

Bin Rashid Space Centre commenced the manufacture of KhalifaSat to

by Emirati engineers in the UAE at the Mohammed Bin Rashid

now where we’re getting ready for the final launch. We needed a partner

Space Centre (MBRSC). As the first step in its journey to space,

who had the capability and expertise to transport KhalifaSat from Dubai

KhalifaSat was flown from Dubai to Incheon International Airport in

without compromising its sensitive instrumentation and components.

South Korea on an Emirates SkyCargo Boeing 777 freighter aircraft

Emirates SkyCargo worked with us over a three month period to make

that was specially chartered for the occasion. Emirates SkyCargo also

sure that the entire transportation process went smoothly,

unveiled a special branded truck to mark the event.

Salem Al Marri, Assistant Director General for Scientific and Technical

said

Affairs, Mohammed Bin Rashid Space Centre.

The KhalifaSat project was launched in 2013 by His Highness Sheikh Mohammed bin Rashid Al Maktoum, Vice President and

Given the extremely sensitive nature of the shipment, teams from

Prime Minister of the UAE and Ruler of Dubai, with the aim of

Emirates SkyCargo and MBRSC worked together from November

manufacturing the first space satellite on UAE soil. Following its

2017 to prepare and plan all the steps in the movement of the satellite

launch in 2018, the remote sensing satellite will provide images of

from Dubai to Incheon airport. The satellite was first moved from

earth for practical application in a variety of industries.

MBRSC’s manufacturing facility in Dubai to the Emirates SkyCentral DWC freighter cargo terminal at Dubai World Central airport on a

Over the years Emirates SkyCargo has transported a wide variety of

dedicated remotely monitored Emirates SkyCargo truck travelling

unusual cargo but being able to transport the first satellite manufactured

on a geo-fenced route with a police escort for maximum security. A

in the UAE is a unique honour. We are delighted to bring our expertise in

number of trial loading exercises were also conducted by Emirates

air transportation to the table on this historic and momentous occasion.

SkyCargo and MBRSC to ensure that operations went smoothly

Nabil Sultan, Divisional Senior Vice President – Cargo, Emirates

during the actual transportation of the satellite.

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The satellite was then loaded through the wide main deck doors on

About Emirates

the Emirates SkyCargo Boeing 777 freighter aircraft. The air cargo

Emirates airline operates 133 non-stop flights per week from the

carrier’s team of cross-functional specialists including specialised

UK to Dubai – six services a day from Heathrow, three daily from

loadmasters drew up an optimal loading plan on the aircraft for the

London Gatwick and Manchester, two daily from Birmingham and

safe transportation of the satellite.

Glasgow, and a daily service from Newcastle. An extra daily service will launch from London Stansted airport in June 2018. In Dubai,

In addition to loading and transportation, detailed planning was

passengers can connect to flights on Emirates’ global network which

involved from Emirates Skycargo to ensure aircraft and crew

spans 154 passenger destinations across six continents.

availability as well as obtaining all relevant permissions for operating a chartered freighter flight to Incheon International airport.

About Emirates SkyCargo Emirates SkyCargo is the largest international airline cargo operator

Emirates SkyCargo’s charter operations

in the world. With an unrivalled route network, we connect cargo

Between January and December 2017, Emirates SkyCargo’s fleet

customers to over 150 cities in 83 countries on six continents and

of 14 freighter aircraft have carried out over 370 charter flights

operate in many of the world’s fastest developing markets. Our

to 140 destinations. This is over and above Emirates SkyCargo’s

cargo hold capacity comprises Emirates’ fleet of over 255 aircraft,

scheduled freighter operations to over 40 global destinations

including 14 freighters – 13 Boeing 777-Fs and one B747-400ERFs.

every week. A wide variety of cargo- from equipment for music concerts to outsized machinery and components for construction

Emirates SkyCargo operates state-of-the-art cargo facilities at

and manufacturing industries; from aircraft engines to yachts were

its dual hub locations in Dubai International Airport (DXB) and

transported by charter flights through Emirates SkyCargo.

Dubai World Central (DWC) with cargo being moved 24/7 by truck between the two airports via a bonded virtual corridor.

Emirates SkyCargo is at the forefront of the global air cargo industry offering cargo capacity on its fleet of over 260 aircraft. The air cargo

Emirates SkyCargo offers specialised cool chain solutions

carrier combines a modern fleet, state of the art infrastructure and

for perishables and temperature sensitive product such as

experienced staff to achieve the highest standards of service delivery

pharmaceuticals. The carrier operates the first and the largest GDP

and customer satisfaction.

certified multi-airport hub in the world with 8600 square metres of dedicated space for pharmaceuticals across its hub.

FORWARDER magazine

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INDUSTRY NEWS SEPTEMBER 2017

HANSA HEAVY LIFT TRANSPORTS

TWO MINEHUNTING NAVAL SHIPS BETWEEN FRANCE AND UAE

H

ANSA HEAVY LIFT has successfully completed a

Accommodation modules were rented and connected for additional

round-trip voyage involving the transportation of two

technicians from the charterer, who also travelled on-board.

minehunting naval ships, each weighing 670 metric tonnes,

between France and the Persian Gulf.

Creating the lifting arrangement, stowage, and securing plan was actually the easiest part; then came the task of ensuring all parties

The two French Navy-owned ships, which also measured 51.50 x

involved were synchronised, that each stage took place sequentially,

8.90 x 3.80 metres, were loaded onto the HHL Fremantle in Brest

and dealing with the unexpected.

and transported to the Persian Gulf, before being brought back

Svilen Ivanov, Project Engineer, HANSA HEAVY LIFT

again on a second voyage, with both locations being military bases.

“Positioning the cradles under water when the wind was picking up Crews had to be especially vigilant when handling these two military

was challenging, particularly when we needed to be precise to the

ships due to the sensitivity of the cargo. We were also faced with extreme

centimetre and at the same time keep the hard edges away from

weather issues, with high winds in France restricting our movements,

the sensitive hull.

as well as intense heat in the Persian Gulf at 46C, which compelled us to install air conditioning on-board. Furthermore, as this operation

“In order to avoid calling at any ports with such sensitive materials

took place on military bases, we had to comply with restricted access,

on-board, we carried out a full bunker’s replenishment on both

coordination between varying authorities, and re-flagging requirements.

occasions before loading.”

Adjustments had to be made to the loadspreading at the keel and cradle belting to avoid overloading the fibreglass hull.

Another challenge included the tight outreach of the cranes, which

Walter Prosetti, Director of Global Sales, HANSA HEAVY LIFT

meant crews had to rearrange the keel blocks whilst the cargo was hanging on the hooks.

Both minehunters needed electrical connection for the duration of the journeys, meaning extra transformers had to be purchased to

The contract was awarded by the French Navy to Compagnie

supply the correct power.

Maritime Nantaise – MN, which in turn worked with HANSA HEAVY LIFT on the project.

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HANSA HEAVY LIFT was an excellent partner to work with,

HANSA HEAVY LIFT specialises in the super heavy lift 900+ metric

impressing us from the beginning when they made sure the right ship

tonnes industry, delivering best-in-class engineering solutions to

for this very sensitive military project was available on the exact day

customers, particularly in the subsea, oil and gas, as well as the

we had requested.

offshore wind farm sectors.

Mathias Audrain, Chartering Manager, Compagnie Maritime Nantaise – MN

For more information on HANSA HEAVY LIFT, visit hansaheavylift.com

We are very pleased in the way the ships were looked after from start to end of this project, with HANSA HEAVY LIFT ensuring we were updated for every stage of each voyage. The outcome of this operation could not have been better. This innovative mode of action allows the French Navy to operate far from our metropolitan bases optimising the material and human potential on the transit, in order to concentrate on our operational mission in the area.

Commander Guillaume Collin, Head of Logistics Branch for French Navy operations FORWARDER magazine

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INDUSTRY NEWS

S

WANT TO KNOW MORE? Further information can be found at www.sekologistics.com

EKO Logistics has delivered two 92-ton transformers to

The delivery of two such heavyweight pieces of cargo represented

the DEWA 260Megawatt Solar PV project, the world’s

another significant milestone for SEKO Logistics’ renewable energy

largest solar project.

services in the Middle East region. TSK had confidence in our ability to deliver the best logistics solution, which was a critical part of the

SEKO was awarded the contract to move the heavyweight cargo

whole project

because of its growing reputation in the UAE and Middle East region

Chaminda Gunasekera, Director Network Development

as a leading logistics service provider to the renewable energy

– Middle East, Africa and Indian Sub-Continent, SEKO Logistics

industry. This is in addition to its significant solar business in the United States for both commercial customers and consumers, which

SEKO is planning to expand its services in the UAE and the

most recently was one of the key reasons for SEKO’s decision to

neighbouring region by offering customers more technology and

triple the size of its warehouse operations in California.

visibility solutions for their renewable energy projects.

The transformers were shipped to Dubai to support the latest

Chaminda and the SEKO Logistics team were able to deliver the

phase of construction at The Mohammed bin Rashid Al Maktoum

right solution to TSK. We experienced a very professional service by

Solar Park, which will generate 260 megawatts (MW) of electricity

SEKO Logistics and their partners in the UAE and the transformers

by April 2017 using 2.2 million photovoltaic solar panels. The UAE

were delivered on-time and in perfect condition,

government has declared that Dubai will build the capability to

Shahid, Country Logistics Manager, TSK, who is responsible for the

generate 5,000 megawatts of solar power to provide energy to one

supply chain for the 200 Mw project in Dubai.

of the most iconic cities in the world.

TSK Group of Spain, one of the leading Engineering, Procurement and Construction (EPC) companies, commissioned SEKO to provide the best logistics solution during the early stages of their planning. SEKO managed the project working closely with its local partner in the UAE, International Maritime and Aviation (IMA).

Together, the team of experts involved in the transportation and delivery-to-site in Dubai completed a full risk assessment for the project to ensure the integrity of the 92-ton transformers and their safe delivery to the UAE.

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said Mr Raza

SEKO LOGISTICS DELIVERS 92-TONNE TRANSFORMERS TO DUBAI

APRIL 2017

FOR THE WORLD’S LARGEST SOLAR PROJECT FORWARDER magazine

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INDUSTRY NEWS

WANT TO KNOW MORE? Further information can be found at www.skycargo.com

OCTOBER 2017

EMIRATES SKYCARGO

OVERALL CARRIER OF THE YEAR FOR FOURTH CONSECUTIVE YEAR

E

mirates SkyCargo, the freight division of Emirates, continues

2016 Emirates SkyCargo launched a new freighter route

to strengthen its position as a leader in the international

from Hong Kong to Delhi onwards to Dubai strengthening

air cargo industry by winning the industry choice award for

its footprint in East Asia and the Indian subcontinent.

‘Overall Carrier of the Year’ at the Payload Asia Awards Ceremony held on 29 September 2016 in Hong Kong. Emirates SkyCargo has

With a strong focus on customer service, Emirates SkyCargo

won this prestigious award for the fourth year running.

leads the air cargo industry with its state of the art infrastructure and innovative product and service offerings.

The award was accepted by Ravishankar Mirle, Emirates Vice President of Far East and Australasia, Cargo, at a gala dinner at

Some of the innovative protection products in Emirates

the Hong Kong SkyCity Marriott Hotel. Organised annually in

SkyCargo’s portfolio for temperature-sensitive cargo include

conjunction with the Payload Asia Conference, Payload Asia awards

White Cover Advanced, a specialised cover that acts as a barrier

recognise excellence in the global air cargo industry. The industry

against varying external temperatures and direct sunlight; White

choice award for the Overall Carrier of the Year was determined

Container, a temperature-controlled container with thermal

by a senior level industry panel of 17 judges drawn from across

insulators to counteract high external temperatures; and the

the global air cargo industry who assessed nominees on a number

Emirates SkyCargo Cool Dolly, a special piece of equipment

of criteria including operational performance, customer service,

that transports cargo from the aircraft to cool storage areas,

product innovations and network coverage.

while maintaining temperatures of as a low as -20°C.

Emirates SkyCargo is the largest international airline cargo operator

The latest industry recognition for Emirates SkyCargo comes

with a fleet of over 245 wide-bodied aircraft, including 15 dedicated

on the back of other awards won by the carrier in 2016 including

freighters: 13 Boeing 777-Fs and two B747-400ERFs. The carrier

the ‘Diamond Award’ at the Air Cargo Excellence Awards

connects cargo customers in 154 destinations across 82 countries

2016 in Berlin, the ‘Best Cargo Airline Middle East 2016’ at the

in six continents through its hub in Dubai. In addition to offering

World Air Cargo Awards in London and the ‘Best Air Cargo

cargo capacity on board its passenger flights, Emirates SkyCargo

Carrier- Middle East’ at the 2016 Asian Freight, Logistics and

operates freighter services to over 50 global destinations. In June

Supply Chain (AFLAS) Awards held in Shanghai.

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WANT TO KNOW MORE? Further information can be found at www.kerrylogistics.com

K

erry Logistics Network Limited has announced the launch

route for cargoes from industrial freight, down to smaller e-commerce

of its weekly scheduled Less Than Container Load (LCL)

commodities. Acting as the consolidator ourselves allows us to offer

rail freight service between Duisburg, Germany and

shorter lead times, moving each shipment faster than if we had to wait

Shanghai via the Yiwu terminal in the Yangtze River Delta, China,

for a full container from each customer, who can monitor their cargo

using its own consolidation containers.

along the route via online track and trace. We can be more reactive to our customers’ rapidly evolving needs,

This additional service option for east- and westbound shipments

Thomas Blank, Managing Director Europe, Kerry Logistics

enhances Kerry Logistics’ existing Full Container Load (FCL) and LCL services, offering a transit time of 16 days for westbound cargo,

The announcement of the new service comes just two weeks after

and 21 days eastbound.

the investment in Globalink Logistics DWC LLC, a freight forwarding group headquartered in Dubai, UAE, with operations spanning

Shipments have already been successfully moved using the new

across the Commonwealth of Independent States. The partnership

service, which offers weekly departures on Friday eastbound and

significantly increases Kerry Logistics’ presence and capabilities across

Wednesday westbound.

Central Asia on its overland network connecting Europe and China.

The rail freight solution is part of Kerry Logistics’ end-to-end freight

In April, Kerry Logistics made London the 15th European city to

management service, which provides an unrivalled range of upstream

be added to its China–Europe rail network under China’s Belt and

services, including storage, quality control, assembly, and reworking

Road Initiative, and inaugurated the first eastbound rail freight from

in addition to the pre-carriage and delivery to final destination.

London to Yiwu in Eastern China. The Company became the market pioneer with the first ever westbound rail freight being sent off in

Our proven track record and unparalleled service network in Asia,

August 2016, from Yiwu to Madrid, Spain.

together with our local expertise throughout Europe, promise that we can now offer our customers a flexible, cost-effective solution on this JUNE 2017

KERRY LOGISTICS LAUNCHES

NEW LCL RAIL FREIGHT SERVICE

TO STRENGTHEN OVERLAND CONNECTION BETWEEN EUROPE & CHINA FORWARDER magazine

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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),

JULY 2017

both Emirates and flydubai are operated independently and under separate management teams.

JOIN FORCES, ANNOUNCE EXTENSIVE PARTNERSHIP AGREEMENT 20

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INDUSTRY NEWS

TRAFFIC SAFETY IN THE DRIVER’S SEAT DECEMBER 2018

FOR GAC CHAIRMAN’S AWARDS FOR HSSE EXCELLENCE 2018

R

oad safety took the front seat in GAC’s Chairman’s Awards

Strong message

for HSSE Excellence 2018. For the first time in the six-year

The founder of the awards, Group Executive Chairman Björn

history of the Awards, the top prize was shared by two

Engblom, says:

The importance of road safety cannot be overstated

companies, both of whom have taken concrete steps to reduce the

– especially for an organisation of GAC’s standing. By introducing

risk of traffic accidents.

these new measures, the winning companies send a strong message to the drivers of our trucks, vans, lorries and other vehicles, as well

Of the 28 entries received, the initiatives introduced by GAC Dubai

as the wider community, about how seriously we view such matters.

and GAC Saudi Arabia to reduce vehicle accidents stood out, earning

That message is backed up by real, tangible measures which we are

them the joint top spot. Both companies received a trophy and USD

confident will boost our Group’s already impressive safety record.

7,500 that will be donated to a charity of their choice.

Special mentions GAC Dubai installed a Vehicle Monitoring System (VMS) in 74

The awards also made special commendations to:

of its vehicles. In Saudi Arabia, the GAC fleet was completely

•• GAC Thoresen Logistics Limited, Thailand, for installing a

renewed and VMS installed, driver training given and monitoring

distilled water generator for forklift batteries to control distilled

and measurements introduced.

water quality for less and reduce hazards associated with manual handling.

The third prize, in the form of a medal and USD 2,500 charity donation, went to GAC Bahrain for its programme to select and vet sub-contracted drivers through specially tailored HSSE training.

•• GAC Services (UK) Ltd for removing of single use plastic cups and using reusable water bottles throughout its operations in a bid to reduce plastic consumption.

•• PT. GAC Samudera Logistics, Indonesia, for its key management system to eliminate the risk of sudden vehicle movements of trucks while parked in the loading bay.

•• GAC Shipping (USA) Inc. for conducting gangway and portable stairway safety training for boarding agents to remind them how to address the risks when boarding a vessel.

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WANT TO KNOW MORE? Further information can be found at www.aacargo.com

A

merican Airlines Cargo has chosen Heavyweight Air

As with other local markets in Europe, the Middle East and Africa

Express (HAE) as its General Sales Agent (GSA)

where American operates offline, the majority of traffic will initially

in the United Arab Emirates. HAE replaces long-

route over London Heathrow (LHR), where the strength of the

standing GSA, Airline Cargo Resources (ACR) which has

airline's international network means that it can look to creatively

recently chosen to downsize its commitments in the region.

access both its U.S. operation and onward destinations such as Central and South America on its widebody aircraft.

This is the second area of the world in which HAE was chosen as American's GSA following its appointment to

We will be deploying our local market experts who know where

cover sales across a number of countries in central, east and

business opportunities are in this region for American. We have

north Africa, as well as South Africa in mid-2016.

an active customer base across the region and aim to support the expanding American network with freight generated in the thriving

Following a thorough search, we are very pleased to have chosen HAE based on their extensive knowledge

economies of the UAE through our offices here.

Peter Kerins, HAE Group

of the Middle East market, their innovative approach, comprehensive network and – more crucially – their very

American's established customer base in the Middle East already

strong relationship with some key partners of American

handles a variety of cargo traffic such as electronics and e-commerce

Airlines in Dubai.

goods out of the region.

Richard Hartmann, Regional Manager, Cargo Sales – South Asia, Middle East and Africa American Airlines Cargo

AMERICAN AIRLINES CARGO GROWS MIDDLE EAST PRESENCE SEPTEMBER 2017

WITH NEW GENERAL SALES AGENT FORWARDER magazine

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eSHOTCAMPAIGNS

With organically grown data built up over the last 10 years and over 25 consultants updating records of freight forwarders, shippers, supply chain and logistics departments worldwide, our data is unrivalled. We can run campaigns by geographical region or by vertical market.

NEWSLETTERS

Internal and external communications. Newsletter production as well as content writing as required. Newsletters are an excellent way to increase client awareness of new services and keep employees fully engaged.

POSTALMAILSHOTS

Our Postal Mailshot data is the cleanest in the industry. We can produce postal mailshots in exactly the same format as our eShot campaigns. As with our digital marketing we are able to target geographical regions or verticals according to your requirements.

PAFFINDER

PAF Finder is a new section being added to FORWARDER magazine where you can talk about your Partners, Agents and Franchise (PAF) agreements. It will include promotional editorial and a section where you can advertise for a new partner, agent or franchise.

FORWARDERDIRECTORY

The FORWARDER Directory is a listing of freight forwarding companies, shipping lines, airlines, etc. The Directory has recently been redesigned to include all of the countries in each issue and to be a persistent, ever-evolving resource.

FORWARDERONLINE

FORWARDERmagazine.com is the magazine, advertising space and Directory online. We offer a daily posting service straight to the site that gets shared across the whole of the Freight Media social platform including Freightabase, LinkedIn Facebook and Twitter.

CONTACT US: DOM@FREIGHT-MEDIA.COM +44 (0)1454 628 794 FORWARDER magazine PILOTISSUE 24

FREIGHTMEDIA PROVIDES AN OUTSOURCED MARKETING SOLUTION FOR THE FREIGHT INDUSTRY

COVERFEATURE...

Significant front-cover exposure and 6-page feature in FORWARDER magazine about you, your company or a product. Designed for the forwarder that wants to stand out from the crowd and for use when presenting your services to clients. Includes a separate PDF booklet.

SITESTATISTICS

A two- or four-page spread in FORWARDER magazine ideal for anyone aiming to promote a new facility. As with ‘Move it Like…’ we can produce a handout that your sales team can use for client meetings and marketing campaigns.

PROMOTIONALEDITORIAL

An excellent way of promoting new services, new recruits or any exciting projects that you may have coming up. Over the next 12 months we will be covering various topics around UK regions, international trade lanes and vertical markets.

SOCIALMEDIA

Our team of social media experts will post regular articles to increase brand awareness and exposure. Most of our clients are too busy moving freight to get caught up in perfecting their social media presence. We will take it off your hands.

WEBSITEDESIGN

Your website is your shop front and you only get one chance to make a first impression.

We are here to ensure it’s an excellent one. Our digital marketing and design team will work with start-ups, SMEs or top-25 forwarders to forge their online presence.

FORWARDINGJOBS.COM

Forwardingjobs.com is the leading job board for the Freight Forwarding Industry.

If you are recruiting on a regular basis we can offer a range of services depending on your requirements and vacancies are included in the recruitment section of FORWARDER.

WWW.FREIGHT-MEDIA.COM 25 FORWARDER magazine

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WOULD YOU LIKE TO SUBSCRIBE? TO FORWARDER?

W

e want as many people as possible to read this magazine and to get something from it. Pass it round

If you would like your own subscription to FORWARDER,

please complete the form, take a picture or cut out the

the office (and forward the digital verision to your

page and send it to subscriptions@forwardermagazine.

contacts). Just remember to get it back again, because it's intended

com or Freight Media Ltd, 8 Apex Court, Woodlands,

to be a retained resource for you to refer to again and again. Hence

Bristol BS32 4JT, UK. We'll be straight back in touch with a

the monthly topic and regional focus.

subscription cost based on your location in the world.

First name

Surname

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Address

City

Postcode

Telephone

Country Email

Company name Freight forwarder Ocean

Airline

Road

FCL

Haulier LCL

Verticals:

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FORWARDER magazine

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NVOCC FTL

LTL

Courier Air cargo

Shipping line Air courier

Air Rail

www.forwardermagazine.com

INDUSTRY NEWS MOVE IT LIKE...

REGIONAL FOCUS FORWARD LAW READ FORWARDER ASK THE EXPERTS

FORWARDER magazine

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FORWARDER Directory POWERED BY

The FORWARDER Directory is a catalogue of freight forwarding companies, shipping lines, airlines, etc. that specialise in shipping to or from major countries throughout the world.

You can place any size advert from a free single-line entry to a double-page spread to promote your strongest services. Our team can advise you on how best to use the space.

If you wish to advertise, please contact Dom...

dom@freight-media.com or +44 (0)1454 628 794

28

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NEW...

UK DIRECTORY NEW

DIREUK CTOR UK li Y stings

b then by sp y region, eciali sm

INTRODUCING OUR NEW SECTION...

UK specialisms, divided into the 12 UK regions we judge to be most familiar to the freight industry professional at work.

From 'abnormal loads' to 'warehousing & storage', if you need it done, it's in here.

www.

FORWARDER Directory .com FORWARDER magazine

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29

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 30

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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...

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 o 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.

32

Q

are lots to be done now.

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ISSUE35

need of an address completely obsolete.

Q A

Can you define your company culture?

IDRISS SAYS...

Our culture at fetchr is driven by a strong sense of team-

Our unique edge is our

work, trust and ownership. We have instilled a culture where we focus on delivering products and services that address

technology that sets us

customer needs. Moreover, I believe we have a very open

apart from our competitors

culture where we encourage our people to drive projects and

in the region.

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 oer

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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33

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.

34

IDRISS SAYS...

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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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35

MOVE IT LIKE...YOU

I was delighted to appear in the FORWARDER magazine ‘Move it Like’ showcase earlier this

year. The opportunity to speak candidly about the success of our company, my influence on that, and

the ingredients that contribute to our continued success was appreciated. NNR is a global ‘premium brand’ that, although established for over a 100 years in Asia, is not particularly well known in the UK. The feature in Forwarder Magazine offered the stage for us to future promote our business.

The moniker ‘secret assassin’ and ‘largest company you’ve never heard of’ no longer suits the brand and size of our global group, therefore features like ‘Move it Like’ in a classy glossy such as FORWARDER are the perfect vehicle to help change that perception. Now I’ve recovered from the marginal discomfort

of a little more attention than normal (!), I can reflect that it provided a strong and personal message that many of our key partners and customers read and responded favourably too.

Lee Griffiths, NNR

FEATURE ON THE COVER OF FORWARDER

WHETHER IT'S A 'MOVE IT LIKE', A NEW SERVICE, A FEATURED ROUTE, A TECH PRODUCT...

FORWARDER magazine PILOTISSUE 36 LEVEL THE PLAYING

FIELD. CALL US ON +44(0)1454 628 784

DON’T TAKE OUR WORD FOR IT...

In 2017 I was proud to be included in the popular FORWARDER feature 'Move It Like'. As a leading publication within the logistics

industry, FORWARDER's unique feature presented an ideal opportunity to discuss my journey as a global air freight expert and

highlight how Ligentia continues to meet our customers' requirements through customised solutions. I found the process rewarding and my relationship with FORWARDER has continued to develop as my career has progressed to a global role. I would highly recommend

being part of a future 'Move it Like' feature to anyone seeking successful exposure within the logistics industry.

Lee Alderman-Davis, Ligentia

FORWARDER magazine PILOTISSUE 37 ...OR EMAIL ROBERT@FREIGHT-MEDIA.COM

FORWARDER FOCUS

O

ur ever-more connected world has opened the door

For millennia, we have been shipping our goods around the

to a new age of international courier services and

globe and through each generation we have been coming up

freight forwarding. Regardless of supply method,

with new and exciting ways to do this. Over the past decade the

the advantages of being able to ship precious cargo in a cost-

world has seen, perhaps, what could be described as the most

effective and reliable way has left consumers overjoyed. Most

convenient and exciting way in which we have been able to ship

life-altering changes have humble beginnings, and international

goods. Automation and the technology involved has come a long

courier services are no different.

way from physically having to run many miles and using homing pigeons to deliver important documents.

The rise of the internet during the early 90s has led to the incredibly versatile ways in which we send and receive goods.

Expert freight forwarders have created networks spanning the globe and with the evolution of transport this has meant that parcels can now be sent around the world in as little as one day. A win for businesses and consumers, and inevitable growth throughout the industry each year.

The introduction of courier resellers in the market place has made courier services much more affordable for both small businesses and individuals. Demand for products in more remote corners of the world from these small businesses

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has led to an incredible rise in online orders and a more diverse range of options when it comes to courier services.

Resellers have made it possible for customers to quickly get a quote and have complex paperwork automatically generated for them, and the whole thing involves a far more cost-effective process of distribution. It has become so cost effective, in fact, that most smaller courier services can be seen as a cheaper alternative to some of the staples in the international courier game such as Royal Mail.

Most would say that patience is a virtue. This isn’t always the case,

and business life. Within 30 minutes of your order being placed,

and with the consumers demanding more, freight forwarders

your goods could be sat on your lawn or driveway, and with no

around the world have continuously sought innovation to meet

end to technology's growth within the freight forwarding and

the request for cargo in a time-effective way. New methods

international courier sector I can’t imagine there is going to be

and technologies are still being invented and practised today,

an end to the innovations behind all this astounding progress.

trying to meet the ever-growing standards that consumers and businesses around the world have now come to expect.

The international courier sector really has come a long way, in a relatively short space of time, so anybody who isn’t excited about

Visions of the future and how far our international courier grasp

where this is going...well, they really should be.

has come can be glimpsed at Amazon. Their ideas behind drone logistics and same-day delivery has revolutionised both consumer

Matt Dailly, Editor, FORWARDER magazine

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FORWARDER FOCUS

O

ver the last decade, or so, we have seen some

from its current state of 242,457 employees in the UK alone,

inventions and technologies that convenience a

and for every £1 spent on depreciable assets, an estimated £9.03

generation like no other. Smartphones, cloud-

is spent on labour. This indicates a low level of capital intensity,

based services and many more ways of connecting the world

which is a great thing for freight forwarding companies looking

have gifted this peer group with almost a dearth of patience

to expand their enterprise.

– which, in some ways, isn’t so bad...

But how are freight forwarding companies meant to compete with The lack of desire to wait around and the hunger for quicker

what now seems like a market saturated with new courier services

results have meant that the freight forwarding industry has had

delivering far and wide? The ability to quickly adopt new technology and

to stay one step ahead of the ever-changing landscape of the

use it to innovate your services is a huge factor in this. Development

Internet-trawling youth. Innovation has never been more at the

of new products, along with feedback, is key to keeping up with the

front of big companies' minds.

youth, who will push courier services to their limits. Accessibility to consumers and working with new businesses to increase your shipping

What does all this mean for freight forwarders? Realistically, it can

itinerary is a must, and with the growing trends in the market, there

only mean more revenue and growth for everyone in the industry.

are plenty out there for you to start working with.

Logistics has always been a complicated matter and, with the demand for speedy courier services, this has raised the demand

Some companies are investing heavily in tech in a bid to keep up

for specialist courier and forwarding services across the globe.

with customer expectations – and to create some extra value that they can charge retailers for, which is to be expected in a world

Revenue is expected to rise by 1.1 per cent in the current year

where forwarders must keep up with the demand. In reality we

to reach £20.1 billion, which seemed like a distant dream after a

have all been through the dreaded ‘calling card’ scenario. You

hard-hitting recession left disposable income scarce. Take into

order a parcel, happen to nip to the shop on delivery day and upon

account that employment in the courier sector is on the rise

your return home there is a card telling you to go to your local

COURIERS

...THE SAVIOURS OF GENERATION Y-WAIT? 40

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post office at an inconvenient time, in a place you can’t easily get to, to retrieve your urgent package.

DPD is a great example of my previous points and overcoming these annoyances. Their drivers arrange their charges in the order they will be delivered, and scan them. Customers receive an automatic text message alerting them to the onehour window in which they can expect the parcel to arrive, or pick it up from a local shop. Soon shoppers will be given the chance to pick their own slot. This cuts out the dreaded 'we just missed you' by a significant amount.

The next step for courier services has to be automated delivery. Amazon is at the forefront of this but before freight forwarders get excited at this thought there are still significant limitations that drone delivery and other techniques hold.

Economically speaking,

whilst you don't have to pay a drone for its labour, and admittedly the cost of building them is sure to come down in the future, they can't carry remotely as much as a Transit van. Yes, your iPhone can be delivered pretty quickly, but your sofa?

We are a long way off that.

Add in all the complications with other air traffic and the fact that, at the end of the day, sometimes people (or their neighbours) simply may not be in and you can see that this is an emergent practice that has some way to go. Perhaps using a tracking service, much like DPD, and some standard drop-off points and this will be the courier service of the future...

Matt Dailly, Editor, FORWARDER magazine

FORWARDER magazine

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ASK THE EXPERTS

WANT MORE? You can find more information at www.LogisticsTI.com

NO ADDRESS? NO PROBLEM

E

-commerce is skyrocketing. According to market research

But...

firm eMarketer, e-commerce sales are estimated to reach

Infrastructure still remains an issue for many emerging countries.

$3.5 trillion within five years and nowhere is that growth

Besides adequate roads and warehousing, broadband and electricity

expected to leap faster than in emerging markets.

are also issues in certain emerging countries and added to all of this is the delivery address. Often overlooked in publications, the

According to consulting firm McKinsey & Co’s report, Going for

correct address is vital for successful delivery. However, according

Gold in Emerging Markets,

to What3words' CEO, 75% of the world has inadequate, poor or no addressing systems.

By 2025, annual consumption in emerging markets will reach $30 trillion—the biggest growth opportunity in the history of capitalism.

Of course, one can imagine that inadequate, poor or no address system can result in higher costs for retailers in the form of returns,

Indeed, an expanding middle class and the fast adoption of mobile

inefficient business practices and poor customer experience. In

devices have such regions as Africa, Middle East and Latin America

addition, even in more developed countries such as the US, delivery

primed for a boom in consumer spending, including e-commerce.

companies such as UPS and FedEx will apply an additional surcharge for inadequate addresses, which further adds to retailers’ costs.

A couple of start-up companies, What3words and Fetchr, are aiming to change the address issue in unique ways.

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WHAT3WORDS What3words is a unique combination of just three words and various algorithms to identify a 3x3m square, anywhere on the planet. According to the company, it works by dividing up the world’s surface into grids measuring 3x3m and assigning a three-word marker to each one. The idea is that it’s more specific than postcodes (which were invented when posting letters was the main form of communication) and simpler than GPS co-ordinates, which are too complex for the average person to remember. For example, the mailing address for Logistics Trends & Insight is 8920 Eves Road, Roswell GA 30076, USA. Using What3words’ method the address is scanty.turf.hazed.

The service has been utilised by the UN, which has used it to specify locations that have been hit by natural disasters.

In addition, Esri uses it for its ArcGIS mapping platform, allowing its three-word location labels to be used as a locator within Esri’s platform and software. Other paying customers include Navmii and the Norwegian National Mapping site, Norgeskart.

FETCHR

Based in Dubai, Fetchr has developed an app to utilise customers’ GPS co-ordinates as a delivery location. It allows users to take an image of their package for drivers to identify it, schedule pickup and delivery, track the package, make payment and collect the items. The app offers B2C and C2C deliveries.

In addition, the company recently introduced Sellr, which allows customers to sell on social media. According to Fetchr, The way people sell on social media is a pain. People use WhatsApp, exchange numbers, go back and forth, then work out the payment and the collection, and it can take a lot of

Conclusion

time and effort.

The spread of e-commerce has put the spotlight on the final mile delivery point. While there has been a particular emphasis on

Fetchr is focusing efforts on emerging markets such as Asia,

faster delivery in certain parts of the world, the struggle to locate

Southeast Asia and Africa where there are no addresses but rapid

the consumer is real in other parts of the world whether it’s for a

growth of e-commerce.

package or for humanitarian efforts. The address which most of us

But you cannot solve the boom in

e-commerce unless you solve shipping. E-commerce and shipping

take for granted is key to growth for others.

are one and the same. You cannot boom in e-commerce unless you master last-mile logistics,

noted Fetchr's CEO.

Cathy Morrow Roberson, Logistics Trends & Insights LLC FORWARDER magazine

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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

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REGIONAL FOCUS

Y

WANT TO KNOW MORE? Further information can be found at wisetechglobal.com

ou’ve decided you want to expand your business into

Accessing this opaque market however is easier said than

China. The growth opportunity seems too good to

done. Customs and compliance rules differ between ports

pass up, but the list of challenges can be daunting. You

and nationwide systems may be supplemented or completely

may encounter a language barrier, cultural differences, a range of

replaced in certain localities.

compliance issues, difficulties in building a network and the time difference, just to name a few.

Connections are everything Navigating this complex web of regional variations requires local

However, accessing this market could be a game changer for

knowledge and local networks. Guanxi, sometimes translated as

your business. Having helped grow WiseTech Global’s business

connections or relationships, is a central part of doing business

in China to nearly 100 staff members in five offices around the

in China. Simply, put, building a network is essential.

country, I have plenty of insights for other companies that are interested in exploring business opportunities in this region.

This makes finding a partner in China, or a strong network of partners, very important for newly establishing businesses. You

Growing market, growing pains

need to do your homework, look for international connections,

China is the world’s largest exporter and is second only to the

and confirm reviews and recommendations independently. If you are

United States in terms of imports . Its rapidly growing middle

interested, our team may be able to help you make a connection and

class is larger than the United States, numbering over 100

foster a relationship based on shared practices and values.

1

million by global standards in 2015 according to Credit Suisse 2 .

This trend, combined with a desire for foreign products by

These personal and business ties often require a significant

Chinese consumers and a market that is rapidly moving from

investment of time and energy to produce any tangible results,

manufacturing to a service-based economy, indicates benefits for

but our China-based team have English and Mandarin language

companies looking to establish themselves in the region.

capabilities to help simplify the process.

THE LOCAL KNOWLEDGE YOU NEED TO

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International companies opening businesses in China may begin by setting up a Wholly Foreign Owned Enterprise (WFOE).

However, taking this leap without the benefit of local knowledge can present a risk.

Having the right systems The above only reinforces the need to work closely and stay connected with your network in China, no matter what stage of business cycle you are in. Having an integrated, internationally recognised system such as CargoWise One can be an effective first step in managing your relationships and ensuring you can collaborate anywhere in China and around the world. Our system allows you to view Chinese electronic accounting data in International Accounting Standards formats and supports Golden Tax Machine integration, which may help minimize errors or discrepancies in your financial information.

CargoWise One, including our training material, is also available in English and Chinese.

Overall, patience and investment in networks should drive your efforts to establish your business into China. Building a network and doing your research will help you manage the risks and seize the opportunities that the country can offer. Every business is different and the challenges you face will be unique to you, so if you want to discuss anything you have read here or the potential of establishing or expanding your business in this region, please get in touch.

1

https://www.cia.gov/library/Publications/the-world-factbook/

rankorder/2087rank.html Henry Ye, General Manager for Greater China & Head of Corporate Development – Asia, WiseTech Global

2

https://www.credit-suisse.com/us/en/about-us/research/

research-institute/news-and-videos/articles/news-andexpertise/2015/10/en/global-wealth-in-2015-underlying-trendsremain-positive.html

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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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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. PILOTISSUE FORWARDER magazine

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FORWARD TECH

I

t’s hard to get away from the impact e-commerce has had on freight forwarding. The volume of cargo since the explosion of Web 2.0 has increased dramatically. This has seen the rise of numerous new freight forwarding platforms, independent forwarders competing against multinationals and a more globally connected commerce. But what impact has this had on the whole industry

more than a decade after the explosion of Web 2.0? Let FORWARDER explain just how, and why, e-commerce will continue to shape the industry.

EXPANDING REACH

UNDERSTANDING DEMOGRAPHICS

The internet is unquestionably an incredible way to expand

E-commerce platforms for distribution across the web

your reach around the globe, and let potential or existing

allows you to understand your audience demographics,

customers use your services or buy your products at their

which will tell you exactly who you need to be targeting

own convenience. An e-commerce website will give you the

your products or services to. The plethora of analytical tools

opportunity to reach out and offer your products and services

which help you understand the target audience will enable

to customers around the world, regardless of the distance

for a better understanding of your sector, allowing you to

and time zone. Utilising this method of communication could

obtain a niche. This can help cost efficiency, as you won’t

see you grasp markets and clients you never even considered.

waste any of your marketing budget on people who have no

The world on the web is a more connected place, and to not

intention of purchasing from you. Furthermore, you will be

have an e-commerce platform to reach audiences far and wide

able to measure whether a price and/or service is worth its

could prove to be detrimental to your business.

value in comparison to competitors.

E-COMMERCE ...ELECTRIFYING AN INDUSTRY

INCREASING TURNOVER E-commerce is a new way to not only save money, but to increase your businesses overall revenue. Spending time and resources on acquiring new customers but keep your loyal customers happy is vital. Concise item descriptions and allowing users to register after purchasing them could mean that an e-commerce approach to your products could revitalise your business. The perceived professionalism of many companies on the web is something you should consider, maintaining a concise brand. Additionally, making your e-commerce platform user-friendly is a must. Nobody likes a complicated website. It's confusing and time-consuming. Including professional imagery / videography, a tidy design and regularly checking your site's speed are three key elements to consider.

COST EFFICIENCY In the light of cost efficiency, deciding to adopt an e-commerce platform for your products will give you significantly fewer overheads than with any other form of distribution / advertising service. Planning your site around a strategy before you start development is important when thinking about cost efficiency. It will save you both time and money. Ultimately, you should consider to have a plan going into the project. An e-commerce site can turn out to be a headache if it has not been properly planned out. Whilst planning may cost you a little bit more upfront, you'll benefit with both money and time in the long run.

Matt Dailly, Contributing Editor, FORWARDER magazine

WELCOME TO FREIGHTABASE

F

reightabase is an online digital platform for sourcing specialist

At Freightabase we understand that consumers’ needs are changing,

carriers to or from any part of the globe. You can source

and with constant time constraints freight buyers need to make

all carrier types, ranging from airlines, shipping lines, freight

educated decisions quickly. The idea of a shipping manager being able

forwarders and parcel carriers.

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FORWARDER magazine

to source information to make a well-informed decision is exciting.

PILOTISSUE

QUICK QUOTE

The ‘Quick Quote’ is designed to assist busy cargo owners who may not have the time to do an advanced search. Simply complete a very simple form and our customer services team will do the rest for you. The service is available on desktop and mobile and the app is being released soon.

DIRECTORY

The ‘Directory’ is recommended if you are looking for a carrier by name or in a specific location. You can also select carriers by key words, e.g. ‘perishables’ or ‘project cargo’. The Directory also lists service suppliers to the industry, e.g. marine insurance or mergers & aquisitions.

LOADING LIST

The ‘Loading List’ is a more advanced search where users can find carriers that specialise in a specific trade lane or shipping route.

You can select mode of transport, collection and delivery point. This will then produce a list of specialist carriers to consider for your shipment.

FORWARDER magazine

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WELCOME TO FREIGHTABASE

OVERVIEW

OVERVIEW

Our HQ is situated in Rayleigh, Essex and also operates

Transocean NI Ltd opened its doors for business in 1990

throughout the East Midlands. We are a family run

and is based in Belfast Port. It quickly established itself

company who take pride in the safe delivery of freight

as a leading Freight Forwarding Agent in Northern

worldwide, and offering unique shipping solutions to all

Ireland and proudly retains that position today. We

of our happy customers.

remain privately owned and our Customer base now extends well beyond the shores of Northern Ireland.

With a wealth of industry experience, a team of dedicated

We pride ourselves on being able to offer a professional

professionals and couriers behind us, Absail are able to offer

yet personal service to our domestic and international

highly specialised air cargo, international shipping and road

customers. We have an experienced, focused staff and

haulage to suit a wide range of transportation needs. From

all are fully aware of the importance of delivering good

an unmatched door-to-door cargo shipping service to a

customer service, and a reliable, cost effective logistics

state-of-the-art global tracking system, Absail make freight

solution every time.

forwarding simple, cost-effective and stress-free.

Our Shipping Department has a very professional team that Find out more at

are fully conversant with Letters of Credit, Bills of Lading

freightabase.com

etc., ensuring that aside from the physical movement of your product, the all-important paperwork is processed in an expedient and efficient manner.

SERVICES INTERNATIONAL SHIPPING ROAD HAULAGE AIR FREIGHT

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FORWARDER magazine

ISSUE35

Find out more at freightabase.com

SERVICES FREIGHT FORWARDING CUSTOMS CLEARANCE CONTAINERISATION SHIPPING WASTE

OVERVIEW

OVERVIEW

Welcome to Raptor Logistics Ltd we provide a 'Secure,

Phoenix Cargo Services is an International freight

bespoke Service' to all Customers and are located in

forwarder & Logistics provider with headquarters in

the North West of England in the City of Salford.

Bristol and warehouse facilities at the Avonmouth Freight Centre.

We specialise in the Transportation of UN Class 1 (Explosive) stores, items under Section 5 of the Fire Arms Act and

The owner-managed independent business has a team of

Sensitive and Valuable commodities also providing when

dedicated professionals with over 120 years' experience

required Vehicle Escort duties, single or doubled manned.

and expertise between them. Gained from both a customer perspective and every type of freight forwarding service,

Find out more at

directors and managers are hands-on and work closely with

freightabase.com

colleagues to deliver the highest possible standards.

Offering a full range of freight forwarding, logistics and

SERVICES ROAD HAULAGE SEA FREIGHT AIR FREIGHT FREIGHT FORWARDING LOGISTICS MANAGEMENT

dedicated account management services, we aim to deliver competitive pricing and 100% customer satisfaction at all times.

As a member of the Elite Global Logistics Network, we partner with like-minded independent companies globally to offer our customers a 'best in class' customer service experience.

Find out more at freightabase.com

SERVICES AIR FREIGHT SEA FREIGHT ROAD FREIGHT COURIER FORWARDER magazine

ISSUE35

55

FORWARDER DIRECTORY:UK/MIDDLE EAST COMPANIES WHICH SHIP...

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RSA Logistics is a multi-award-winning third-party logistics provider based in Dubai, with global alliances that help extend its reach to every corner of the world. The company offers storage and 360-degree supply chain solutions, including distribution, transportation, and international freight. RSA’s clients hail from a diverse portfolio of industries that include automotive, power generation, petrochemicals & chemicals and food & beverage. RSA further deploys its expertise by offering onsite logistics to companies that operate their own warehouses – bringing sophisticated and tailormade people, process and technology solutions to the client’s doorstep.

Tudor International Freight has been operating a fully multimodal service between the UK and the Middle East for the last three decades. Our extensive coverage includes air, ocean and door to door import and export services within Saudi Arabia, Kuwait, Bahrain and UAE. We also provide customs brokerage, warehousing, documentation, packing and project logistics services to our client base that operate in a wide range of industries. For more information on the services Tudor International can offer your business please visit www.tudorfreight.co.uk .

John Good Shipping offers weekly, direct FCL and LCL services and also daily Airfreight services to/from the Middle East. Founded in 1833, we are one of the UK’s largest independent freight forwarders and shipping agents, providing first-class, bespoke services and supply chain solutions to customers around the globe. Not only do our customers benefit from over 180 years of seafreight experience, we also have a dedicated airfreight division, John Good Air, with its own IATA licence and customs clearance badges at London Heathrow, Manchester, Liverpool and Leeds-Bradford airports.

Our company's brand is well known throughout the Middle East for quality and reliability of service.

Our approach to provide a 7 day coverage for our Middle Eastern customers ensures we are always well ahead of our competitors. It is the company's ethos on dedication to customer satisfaction which has established Staples as a market leading specialist in this region. Moreover, with long term relationships with the major shipping lines and airlines serving the Red Sea and Arabian Gulf, we are able to secure competitive rates and space allocation for our customers both here in the UK and the Middle East.

TQ Express, established in 1993, is an independent Manchester Airport-based airfreight forwarder to the world. Being DfT Regulated (security approved) they specialise in the movement of dangerous goods, high value, sensitive and time critical products with neutrality, confidentiality and precision. With a dedicated team of highly experienced professionals, its own fleet of trucks and own office warehouse facilities in the Cargo Centre. This forwarder has a substantial reputation and is perfectly positioned to handle the most demanding customer needs by air, road and sea, worldwide.

Contact: +44 (0)161 437PILOTISSUE 0248 FORWARDER magazine

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Freight Mergers are specialists in selling owner-managed freight forwarding businesses. For most company owners, selling their freight forwarding business is the most important financial transaction of their life. To meet the challenge of getting a fair price for a business, we have developed a proactive approach to selling a business that connects buyers with sellers with the best synergy.

We have over ten years of experience in the freight forwarding sector and, due to our niche-specialist approach, can put you in touch with the best sellers for your business.

+44 (0)20 3872 6906 • enquiries@freightmergers.com 11 Gower Street, London

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F R E I G H T

Are you planning to buy or sell a freight forwarding company?

M&A for the global freight & logistics industry FORWARDER magazine

PILOTISSUE

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M&A FOCUS

F R E I G H T

WITH

COMPANIES

FOR SALE FRENCH FREIGHT FORWARDER

GERMAN FREIGHT FORWARDER

Ref. 898FM | France

Ref. 763FM | Germany

Key business features

Key business features

•• Established in 2004

•• International air & ocean freight forwarder

•• Privately owned

•• Privately owned – one shareholder

•• International air & ocean: 70%

•• 3 offices across Germany

•• Logistics & road freight: 30%

•• 19 staff

•• 46 staff (2 locations)

•• 50% air freight, 50% sea freight | 70% export, 30% import

•• Clearly defined 2nd-tier management structure

•• Sectors: events logistics and general cargo

•• Export: 66% (China, India, S.E Asia) | Import: 33%

•• Export to China, South America, North America

•• Sectors: aerospace, events, AOG, general cargo

•• Import from China

•• Turnover €16m

•• Turnover €7.0m

•• EBITDA €1.0m

•• PBT €1.0m

IF YOU ARE INTERESTED IN ANY OF THESE OPPORTUNITIES, PLEASE CONTACT...

FORWARDER magazine PILOTISSUE

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SELLING OR BUYING A FREIGHT COMPANY? GET IN TOUCH

+44 (0)20 3872 6906

enquiries@freightmergers.com

GERMAN FREIGHT FORWARDER

SOUTHERN & SOUTH AMERICAN N.V.O.C.C. & FORWARDER

Ref. 290FM | Germany

Ref. 448FM | South East USA & South America

Key business features

Key business features

•• Established in 1980

A licensed, national customs broker, freight forwarder and NVOCC

•• Privately owned

•• Established 20 years ago

•• 2 offices across Europe, 44 staff combined

•• Privately owned – looking to continue under new ownership

•• 90% sea freight – Asia, EU, Far East | 10% air freight

•• 20 staff across 3 locations

•• Imports: FAK Cargo, consumer, textiles, industrial

•• Sector: focus on moving large mining, construction and oil/gas machinery, also moving general freight

•• Exports: Automotive, chemicals, industrials

•• 60% ocean | 30% road | 8% air | 2% rail

•• Owner would look at retaining a minority stake in the business

•• Turnover $10m

•• Turnover €20m | PBT €200k •• No debt

david@freightmergers.com

DAVID ROBERTS, M&A CONSULTANT, FREIGHT MERGERS FORWARDER +44 magazine (0)20 3872 PILOTISSUE 6906

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M&A FOCUS

F R E I G H T

COMPANY SUMMARY:

WITH

MULTIMODAL FREIGHT FORWARDER

Ref. 2232FM | London Heathrow (LHR) Key business features

AIR

Import 17% Export 48% OCEAN

•• Company trading 10+ years •• Six full-time members of staff including two Directors •• IATA and BIFA accredited •• Diverse spread of clients, top 15 represent 78% of T/O •• Global network of partners offering multimodal solutions •• Moved 683,218 kg of air freight in 2017 ••157 LCL and 175 FCL shipments in 2017

Financials

Import 18% Export 8% ROAD

Import 3% Export 1% UK DOMESTIC

4%

FINANCIALS

T/O: £1.3m Adj. PBT: £200k

2018 ••Turnover: £1.30m

GET IN TOUCH

+44 (0)20 3872 6906

•• Gross profit: £410k •• Adj. Profit Before Tax: £200k 2017 ••Turnover: £1.43m •• Gross profit: £454k

SELLER OF THE MONTH •• Adj. Profit Before Tax: £220k

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Ref. 4356FM | UK, US & Germany Overview •• My client offers global freight forwarding, customs brokerage and supply chain management providing air, ocean & road services alongside value-added services •• Having grown organically over a period of 45 years, they are now generating annual consolidated revenue of €300+ million •• Originally established in Europe, they now have a worldwide presence with 20 offices and 1,000+ employees whilst still remaining privately owned ••The primary markets for my client are China, U.K, Australia, South Africa, the Middle East and the U.S. •• With consistent profits and a capital fund, my client is in a strong position with the ability and capacity to acquire privately owned companies

Investment remit •• Focus on international freight (air and ocean), with limited trucking or domestic operations •• Companies located in UK, U.S and Germany ••Turnover of the business to be a minimum of €5.0m, preferably €10m - €50m •• Privately owned companies •• 5+ staff •• Gross operating margin: Expected to be in region of 15 to 30% •• Company must control business rather than large amounts of agent-routed cargo

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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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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.

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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.

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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 In this role you will hold shared responsibility for the P&L of the CL product in KSA. You will be overseeing both operational and commercial aspects relating to the business.

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

Candidate description: •• Extensive business development and SCM in 3PL, retail, FMCG, automotive and life science verticals in UAE. •• Successfully set up contract logistics from green field 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 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 •• Maintain a close understanding of local market developments to ensure the client is positioning themselves correctly in the market •• Develop relationships with potential facility owners 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

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

VICE PRESIDENT GLOBAL NETWORK DEVELOPMENT Type: Permanent | Candidate ref: SBHAE203 Location: Dubai Candidate description: •• Over 10 years developing agency and network development and identifying potential partners for air and sea consolidation products •• Preparation of budget, fixing targets to sales teams 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

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RECRUITMENT FOCUS POWERED BY

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RECRUITMENT FOCUS POWERED BY

BRANCH START-UP WEST YORKSHIRE ryan@headfordgroup.com | +44 (0)1454 628 787

•• £110K GP new business so far this year and more within pipeline •• Business to bring: 80% road, 10% air & 10% sea •• Mode experience: 50% sea, 25% air & 25% road •• Trade routes: Far East, USA, Eastern & Western Europe •• Salary: £45,000

MANAGING DIRECTOR (WILL RELOCATE UK-WIDE)

BRANCH MANAGER MANCHESTER

jamiew@headfordgroup.com | +44 (0)1454 275 951

•• 10 years’ experience within the industry •• Multi-modal (air, sea & road) •• Directly in charge of 5+ employees •• Operations, sales & business development experience

UK Multimodal Managing Director available for relocation UK wide. Ideally looking for another senior executive level role within an international forwarder of any size. Previous experience primarily with large multinationals.

•• Air, Ocean, Road, Rail, 3PL experience •• Managed over 450 employees across multiple UK offices •• Led and overseen merges between companies •• Experienced in aerospace, oil & gas, healthcare and chemical •• Over 30 years of international experience

ryan@headfordgroup.com | +44 (0)1454 628 787

BUSINESS DEV. MANAGER SOUTH EAST – £50k jamiew@headfordgroup.com | +44 (0)1454 275 951

•• Over 10 years within logistics field sales •• Air, ocean & road sales experience •• Won major accounts for a global forwarder •• Specialist in RORO, machinery & automotive sectors •• Based in the South East

EUROPEAN ROAD FREIGHT OPERATOR ESSEX, UK – £25,000 john@headfordgroup.com | +44 (0)1454 275 932

•• 10 years' road freight experience •• Stable career history, 2 jobs in the past 10 years •• Dealing with Euro imports and exports across Europe •• Dealing with all documentation from A-Z

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CANDIDATES GLOBAL ACCOUNT DIRECTOR ESSEX

jamiew@headfordgroup.com | +44 (0)1454 275 951

SALES EXECUTIVE, GOVERNMENT, DEFENSE & FMS WASHINGTON DC, USA

•• 20 + Years industry experience •• Handles £5 mill GP on blue chip accounts •• Won multiple awards within the industry •• Previous shipping line experience •• Asia, Far East & USA focus

danny@headfordgroup.com | +1 646 915 1495

AIR & OCEAN SALES EXECUTIVE SFO, CA

AIR & OCEAN BUSINESS DEVELOPMENT MANAGER MIAMI, FL

samuel@headfordgroup.com | +1 312 496 6624

•• Achieved $450K+ GP in 2017 •• Territory: National •• 75% new business - 25% existing •• 50% air & 50% ocean – 65% import & 35% export •• Trade routes – Asia, Europe & Latin America •• Verticals: general cargo including high-tech, solar, medical, machines, packaging, temperature controlled, •• Salary: $95K

•• Handles medium – large Project accounts •• Close to $1m GP – 2018 YTD •• Main lanes are Middle East, Africa & S. Asia •• 70% Air, 20% Ocean, 10% Trucking •• Handles accounts nationwide •• No non-compete

lewis@headfordgroup.com | +1 404 592 6315

•• GP for 2017 was around $710,000 •• Territory – Florida with a focus on Miami •• 30% air & 70% ocean – 60% export & 40% import •• Domestic trucking (brokerage LTL & FTL), warehouse & distribution •• Trade routes: Latin America, Asia & Europe •• Salary: $85K

RECRUITMENT FOCUS POWERED BY

EXPORT OPERATOR HEATHROW, UK tom@headfordgroup.com | +44 (0)1454 275 934

Monday to Friday or 4 on / 4 off Main role accountabilities: Compliance •• Ensure Export processes are completed in compliance with AEO regulations and procedures including: - Customs simplifications/security and safety - Worldwide company ISO 2015 QMS requirements (swift and accurate completion of shipments working within the parameters of the AEO operating procedures and UK customs law) •• Understand Rules laid out in UK HMRC tariff, following customer customs entry instructions •• Adhere to CAA security requirements, report any non-conformity that is identified •• Adhere to Quality Management System Processes Operations •• Arrange shipments as per customer instructions following customer SOP and liaise with Overseas offices and relevant other departments to meet required deadline and KPI set by customer •• Respond to customer requests within a timely fashion.

•• Ensure all shipments are placed within the company system •• Ensure customs entries are completed correctly as per instructions received from customer in writing •• Arrange OBC shipments as and when required •• Arrange third-party collections and deliveries liaising with transport department •• Monitor shipments and update all tracking information in the company systems •• Handle warehouse inventory dispatches within the specified deadlines •• Raise invoices to customer within agreed KPI (five days) •• Answer telephone calls in a polite and timely manner (within three rings)

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Customer focus •• Maintain and develop customer relationships alongside customer solutions and any other relevant departments •• Attend customer reviews with CS team •• Understand individual customer needs and requirements •• Communicate quickly and professionally to customers any changes that affect their business, e.g. delays, changes to flights, emergency measures etc.

Quotations •• Ensure quotations are responded to in a timely fashion dependent on customer requirements (KPI is 30 minutes) •• Complete all quotations through BoxTop, follow up and when customer gives the green light converted into a live job •• Understands customer requirements for completing quotations and ensure team is working to these standards •• Any errors identified are raised to line manager to ensure they are not repeated •• Liaise with CS team to follow up on reasons why quotations were not gained and make any reasonable amendments to future quotations to try to secure the business Key skills & personal attributes •• Customer focused with excellent attention to detail •• A sound knowledge of export processes •• Excellent customer service skills •• Proven communication skills, both written and verbal •• Previous experience dealing with varied customer base and building strong relationships •• Ability to consider several possible options and decide on most-appropriate method •• Possess excellent IT, process and planning skills •• Strong commercial awareness, understands impact of actions Qualifications & experience •• Proven industry experience.

•• Solid background in UK Customs law and procedures.

•• Sound knowledge of Word, PP, Excel. Project management software an advantage.

•• Dangerous Goods Compliant an advantage.

VACANCIES AIR IMPORT OPERATOR FELTHAM, UK – £24,000-£28,000

OCEAN OPERATOR MANCHESTER, UK – UP TO £28,000

tom@headfordgroup.com | +44 (0)1454 275 934

leah@headfordgroup.com | +44 (0)1454 628 785

New opportunity to join a top 25 Freight Forwarder located at Heathrow.

You will be responsible for specific accounts, ensuring their requirements are fulfilled and developing solid working relationships with the clients you are working with. Ideally our client would prefer candidates with a working background within the Freight/Logistics sector with a good commercial awareness and the ability to work to deadlines and work well under pressure.

This position would be ideal for someone with 2 years + import experience with a Freight Forwarding company, Airfreight import experience is essential to be considered for this role. The role will entail handling key Airfreight import shipments for a number of clients, you will be responsible for every step of the import process, so experience with liaising with overseas agents and UK based consignee's is essential, as is customs clearance capability and documentation handling. Salary is up to £28,000 for depending on experience Hours are Monday to Friday 09:00 till 17:30.

For more information on this freight forwarding air import career, please get in touch today!

We can only accept applications from candidates with the required experience for this role, as stated above, if you don't hear from us you have been unsuccessful.

•• Handling enquiries and taking bookings •• Arranging for the shipment of goods via air and ocean,

both imports and exports •• Calculating best routes and suppliers •• Regular Liaison with clients •• Logging all shipments •• Handling all relevant customs and insurance documentation •• Maximising business potential with key clients •• Good knowledge of software packages such as ASM, GEMS

AIR & OCEAN IMPORT OPERATOR SOUTHAMPTON, UK

EUROPEAN BUSINESS DEVELOPMENT MANAGER ESSEX, UK

tom@headfordgroup.com | +44 (0)1454 275 934

jamiew@headfordgroup.com | +44 (0)1454 275 951

•• Dealing with customers & overseas agents on a daily basis •• Co-ordinating import shipments from Far & Middle East •• Involved in the full cycle of freight forwarding import •• Quotes, bookings, entries, collections & deliveries for •• Responding promptly to customer enquiries and problems •• Promoting and building strong relationships •• Ability to build strong carrier relations and achieve best

Headford UK is seeking a talented European Road Business Development Manager to join an exciting project within the Essex area. Our client is opening up a brand-new depot in the area and looking to expand their sales team within the UK.

possible buying rates, thus maximizing profitability

•• 2+ years' previous experience in air or sea imports required •• Must be highly customer services focused •• Must have good attention to detail, be organised and flexible

•• Covering the Essex/South East Region •• 100% Focus on European Road freight •• Western & Eastern Trade Routes •• Salary £38,000 + Car/Car Allowance/wCommission

RECRUITMENT FOCUS POWERED BY

MULTIMODAL BDM EAST MIDLANDS – CIRCA £40,000 ryan@headfordgroup.com | +44 (0)1454 628 787

•• Air, ocean & road (with a bias towards road) •• New business and existing growth •• Compile a healthy CRM pipeline of opportunities and work in progress

•• Cross sell and share with the team •• Manage your territory and maximise time and opportunity

AIR & OCEAN SALES EXECUTIVE WASHINGTON DC, USA danny@headfordgroup.com | +1 646 915 1495

•• Top-25 forwarder •• Strengths in pharma, automotive, aerospace, oil & gas •• Competitive salary with strong commission structure •• Covering Northern VA, Washington DC & Baltimore •• Excellent infrastructure & operational support

JUNIOR AIR EXPORT OPERATOR SURREY, UK – £18,000–£20,000 tom@headfordgroup.com | +44 (0)1454 275 934

•• Air import customs clearances •• Arranging collections with selected transport companies •• Good knowledge of Microsoft systems •• Customer Service •• Processing import / export documentation •• Liaising with clients / overseas partners/agents •• Deal with queries

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VACANCIES VACANCIES TO FILL?  BUSINESS DEV. MANAGER  BRANCH MANAGER  SALES DIRECTOR  OPERATIONS MANAGER  TRANSPORTATION BROKER  AIR FREIGHT SALES EXEC.  GENERAL MANAGER  IMPORT OPERATOR  KEY ACCOUNT MANAGER  ROUTE DEV. MANAGER  OCEAN FREIGHT BDM

GET THEM NOTICED IN FORWARDER'S RECRUITMENT FOCUS Get your freight and logistics vacancies

Your roles will also be seen at

seen by the cream of the forwarding

FORWARDERmagazine.com in the

industry. FORWARDER goes out to

Recruitment Focus section. Call us now

thousands of freight executives and

on +44 (0)1454 628 775 or email us at

managers every month.

team@freight-media.com

Bridging the gap...

Covering up-to-the-minute trends and able to respond to the global staďŹƒng requirements of today's multinational operations.

+44 01454 275957 ryan@headfordgroup.com

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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

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MARKETING FOCUS WITH

I

f you had a store on the high-street and sold goods face-to-face, it

Freight Media has a web design team that specialises in producing

would be essential to get the right customers through your door.

websites for freight companies. We have assisted companies ranging from

One of the most powerful tools you would have to do this, is your

startups to top-25 forwarders, making their websites look amazing and

storefront: making your window presentable, attractive, and informing

bringing new business flooding in.

passers-by about exactly what you can do for them.

Here are some examples of how we have achieved excellence for

Your typical forwarder, shipper or carrier won’t have a store on the high-

our clients...

street – or anywhere. In the digital age, your website is your storefront and you only get one chance to make a first impression - we are here to

Stop press! Your headline matters

ensure that it’s an excellent one.

You want your website to make a powerful first impression. If you have web traffic coming in from search engines, your visitors should know who

Before any potential client approaches you, it is guaranteed that one

you are and what you do in a matter of seconds.

of the first things they will check is your website. If you want to appear a leading, reliable, quality company, you need a website that is well

For one client, Eurgent, this came in the form of a scrolling banner.

designed, well supported and well maintained. That’s before you reach

Immediately, you can see the company title and This opening page

more complex factors such as web hosting, search-engine optimisation,

demonstrates exactly what the company specialises in, and is also

and ‘pay-per-click’ (PPC) advertising.

complemented by some great branding.

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DID YOU KNOW? Using video on home pages increases conversions by 86%.

(Wordstream, 2018) (www.hubspot.com/marketing-statistics) If your bounce rate (the percentage of people leaving your website after viewing only one page) is high, the first place to look is your site design – it could be that your pages take too long to load, for example.

Device optimisation, analytics, bounce rate..

Google drives 96% of search traffic on mobile devices.

Whether your website is opened on a tablet, a mobile phone or a

(Jody Nimetz Co., 2018)

laptop, you want your visitor to have the best experience of viewing your site. We can help you to ensure that your customers are using the

‘Don’t miss out!’...call to action

site exactly as intended – and staying there – bringing the highest-quality

You don’t just want visitors to your site to know who you are – you’ll

leads straight to you.

want them to take action. Whether you want prospective clients to subscribe to your newsletter, to sign up for a new service, or to request

Get in touch today to find out how we can bring more traffic to

a call back, you should be giving any visitor to your website an option to

your website.

‘act’ whilst there – a ‘call to action’ (CTA).

It’s a delicate balancing act. Not all CTAs are born equal, and if you

Sarah O'Connell, Senior Editor, FORWARDER magazine

bombard a client with unnecessary or overly sales-y copy, they’re going to leave your site immediately. Nobody wants to feel like they’re being sold to, so make sure your call-to-action will result in a tangible benefit for your potential customer, at ‘low risk’.

This site we designed for KDS Global Freight Services gives site visitors highlighted CTAs in the ‘REQUEST A QUOTE’ button. The button then leads into confirmation that the quote is free with no obligation (low risk) and reaffirms that action will be taken immediately. So, there’s no reason for someone not to proceed.

WEB DESIGN

...CLICKING WITH YOUR CUSTOMERS FORWARDER magazine

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WHAT’S COMING UP...

N.B. this is an excerpt from the UK version of FORWARDER.

Manchester Australasia WCA

#26

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Karl Hodgkinson, Howard Tenens

PROJECT CARGO North East Benelux

Trevor Paul, Twente Express

#28

PILOTISSUE

South West Middle East

Sela Koydengoctu, DGS Group

HAZARDOUS GOODS

Northern Ireland Africa Eddie Buist, Peter Murphy, Action International

#30

PUBLISHEDOCTOBER2018

Scotland Far East

UK DISTRIBUTION & NETWORKS

AIRFREIGHT & AIRLINES Solent Scandinavia

Introducing...

Freightabase

#32

UK & GLOBAL COURIER Midlands Mediterranean Introducing...

Loadie

PUBLISHEDNOVEMBER2018

AIRPORTS & SEAPORTS

PUBLISHEDAUGUST2018

Simon Beechener, Simpex

SUPPLY CHAIN

PUBLISHEDSEPTEMBER2018

15

Yorkshire The Americas

#33

#31

PUBLISHEDJULY2018

Ipswich ope

EUROPEAN ROAD

PUBLISHEDJUNE2018

Caroline Barber, Transaid

#29

PUBLISHEDAPRIL2018

Liverpool & North Wales Indian subcontinent

PUBLISHEDFEBRUARY2018

PUBLISHEDJANUARY2018

CE

TEMPERATURE CONTROLLED

PUBLISHEDMARCH2018

#27

#25

WARE & STO

Essex, Eastern

#34

PUBLISHEDDECEMBER2018

#35

#37

OCEAN FREIGHT & SHIPPING LINES Heathrow & London Iberia

#39

TEMPERATURE CONTROLLED

Liverpool & North Wales Indian subcontinent

#41

EUROPEAN ROAD & EXPRESS Yorkshire The Americas

SUPPLY CHAIN & RETAIL Scotland Far East

Featuring...

Antwerp XL

EHOUSING ORAGE

Kent & Sussex n Europe

CUSTOMS CLEARANCE & BONDED W’HOUSING Felixstowe & Ipswich Western Europe

AIR PORTS & SEA PORTS Manchester Australasia

PROJECT CARGO & ABNORMAL LOADS North East Benelux

HAZARDOUS & DANGEROUS GOODS Northern Ireland Africa

George Baker, George Baker Shipping

#36

#38

#40

#42

= printed issue

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THE LAST WORD...

FREIGHT MEDIA ATTENDS

FTA LOGISTICS AWARDS 2018 O utside the many hours of writing, editing and designing

The awards ceremony was held to recognise and applaud the hard

FORWARDER magazine, we like to attend events…

work that goes into the freight industry, and featured entertainment

especially when we are nominated for an award! Last

from Irish comedian Dara O’Briain. Working with Freightabase, we

month, Freight Media had the privilege of attending the FTA Logistics

were all incredibly proud to be nominated for an award, just a few

Awards in London on December 13th 2018. Having only launched in

months after its official launch. A huge well done to the Freight Media

September this year, online freight comparison tool, Freightabase.

team (if I do say so myself!) Here’s some photographic evidence we

com, was nominated for “Most Innovative Product of the Year”

do get out of the office once in a while…

award. Almost the entire Freight Media team attended the awards ceremony to show their support behind the product.

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THE LAST WORD...

THE TEAM...

CRAIG EDITOR-IN-CHIEF SARAH SENIOR EDITOR RACHEL EDITOR IFE ADVERTISING KEVIN ADVERTISING DOM ADVERTISING ROB ADVERTISING TIM DESIGNER

A FINAL WORD FROM

THE EDITOR...

I

s there something you would like to see in FORWARDER? Are there topics you would like to discuss? Our next issue

of FORWARDER UAE will be based on topics our readers

want to see and will be published next quarter. So whether it’s project cargo & abnormal loads, air freight, ocean freight, courier, warehousing, or something not mentioned, we would like to know!

Get in contact with us today.

Rachel Jefferies, Editor, FORWARDER magazine

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NEXT MONTH...

MONTHLY FOCUS

PUBLISHED BY

We'll be selecting a focus based on your feedback...

REGIONAL FOCUS

We'll be selecting areas of interest based on your feedback...

COVER FEATURE

We showcase a service, product or personality in the industry

INDUSTRY NEWS

More news and press releases from the world of freight

FOCUS ROUNDUP

Articles from the last 12 months relevant to the focus

ASK THE EXPERTS

Topical knowledge from the FTA and other industry experts

FORWARD TECH

Industry knowledge focused on technology and advancements

MARKETING FOCUS

We help you to get your message out to the industry

M&A FOCUS

More from the world of mergers & acquisitions in freight

RECRUITMENT FOCUS

Current jobs and candidates from Forwardingjobs.com

Please be aware, in this dynamic industry these topics and features are subject to change.

I

Unit 8 Apex Court, Almondsbury Business Park, Bristol BS32 4JT twitter.com/ForwarderMag ForwarderMag facebook.com/forwardermagazine linkedin.com/company/forwarder-magazine www.FORWARDERmagazine.com EDITOR-IN-CHIEF

Craig Headford craig@freight-media.com • +44 (0)1454 275 946 SENIOR EDITOR

Sarah O'Connell sarah@forwardermagazine.com EDITOR

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