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<strong>TMCL</strong> <strong>Shanghai</strong> <strong>Conference</strong>
Strategy 2013 Agenda<br />
• <strong>TMCL</strong> Organization<br />
• Strengths & Opportunities<br />
• Core Carrier Program<br />
• Commercial Focus<br />
• Agency Relationship Management<br />
• Future Outlook
<strong>TMCL</strong> Container Line<br />
Organization<br />
<strong>TMCL</strong> Holding<br />
N.V.<br />
Antwerp<br />
Gordon Braun<br />
<strong>TMCL</strong> Container Line<br />
Headoffice Hamburg<br />
Hans-Hermann Mohr<br />
Insurance /<br />
Claims<br />
Peter Ronning<br />
<strong>TMCL</strong> Container Line<br />
Regional Office<br />
Hong Kong<br />
Goetz Dreyer<br />
Jennie Wong<br />
TIP<br />
Petra Halvova<br />
Mark Napper<br />
Finance<br />
Joerg Semmelhack<br />
Lisa Kerry<br />
<strong>TMCL</strong> Container Line<br />
Regional Office<br />
Hamburg<br />
Sebastian Becker<br />
TBA<br />
FMS<br />
Sandy Chan
Status Quo – Strength &<br />
Opportunities<br />
Strength<br />
Opportunities
Strength<br />
• Agency Network<br />
• Geographical Coverage<br />
• Key Customer Status with certain Vessel Providers<br />
• Tools: TIP / Central Clearing / Trade Tech / FMS<br />
• MOC / FMC<br />
• <strong>TMCL</strong> Ocean and Seaway Bill of Lading
<strong>TMCL</strong> Strategy 2013 Coverage
Opportunities<br />
• Increase buying power (growth/focus)<br />
• Adopt to Changes 与 时 并 进<br />
• Market & Environment<br />
• Vessel Provider Strategy<br />
• Network & Set-Up Changes<br />
• Diversification (Customers/Tradelanes)<br />
• Geographical Expansion
Core Carrier Strategy – Joining<br />
Forces
The age old question
The age old question
Core Carrier Strategy<br />
“I can not<br />
believe that<br />
with our<br />
Volumes we can<br />
not negotiate<br />
better rates.”<br />
TEU: 1352<br />
VP: 17<br />
Per VP: 80<br />
Per Week: 1.54<br />
Year Port Pairs POL POD Total Volumes Vessel Provider<br />
2009 2319 199 421 42049 85<br />
2010 2881 243 439 50030 107<br />
2011 2784 224 451 50348 119<br />
2012 2530 219 433 41093 134
Core Carrier<br />
A core carrier is a set of carriers that an organization has<br />
identified as business partners that execute on mutually<br />
agreed performance and price commitments.<br />
These providers are brought into the organization’s<br />
corporate fold by aligning their networks and entering<br />
into a close collaboration driven by continuous<br />
improvement.<br />
In return, they are more likely to see volumes on<br />
selected lanes, gain access to privileged commercial<br />
information, and receive first refusal on new business<br />
opportunities.
Core Carrier - Mapping<br />
Business<br />
Requirements<br />
Current Process<br />
and Performance<br />
Risks<br />
•Competitive Pricing<br />
•Coverage<br />
•Space guarantee<br />
•Equipment<br />
availability<br />
•Fast and Proactive<br />
Communication<br />
•Transparency<br />
•Ease of Invoicing /<br />
Documentation<br />
•Limited bundling of<br />
Volumes<br />
•Fragmented usage<br />
of Vessel Providers<br />
•Cheap vs Service<br />
•Limited<br />
diversification<br />
•Communication<br />
•Status with Vessel<br />
Providers<br />
•Local Issues /<br />
Preferences<br />
•Service<br />
uncertainties<br />
•Financial Health of<br />
a Core Vessel<br />
Provider
Core Carrier List<br />
Trade Core Vessel Provider Core Vessel Provider Vessel Provider<br />
ASIA - EUROPE UASC K Line ZIM<br />
EUROPE - ASIA UASC K Line ZIM<br />
INTRA ASIA MCC CNC various VP's<br />
ASIA - MIDDLE EAST UASC Yang Ming Evergreen<br />
ASIA - AFRICA PIL East Africa Safmarine Hapag Lloyd<br />
AFRICA - ASIA PIL East Africa Safmarine Hapag Lloyd<br />
ASIA - NORTH AMERICA ZIM CSCL CMA CGM
Core Carrier List<br />
Trade Core Vessel Provider Core Vessel Provider Vessel Provider<br />
ASIA - EUROPE UASC K Line ZIM<br />
EUROPE - ASIA UASC K Line ZIM<br />
EUROPE - IPBC Safmarine ZIM MSC<br />
EUROPE - MIDDLE EAST Safmarine UASC ANL<br />
INTRA EUROPE Seago Line ZIM Evergreen<br />
EUROPE - NORTH AMERICA Yang Ming K LINE Hyundai<br />
EUROPE - AFRICA Safmarine MSC UASC<br />
IPBC - EUROPE Safmarine MSC ZIM
C0re Carrier – Modus Operandi<br />
Current Status<br />
• Mix of local and centralized procurement<br />
• No Core Carrier Program in place<br />
• Very opportunistic approach towards Vessel Providers<br />
• Limited knowledge sharing
C0re Carrier – Modus Operandi<br />
Future Approach<br />
• Mix of local and centralized procurement<br />
• <strong>TMCL</strong>’s Core Carrier Program<br />
• Encourage “double dipping”<br />
• Increase “Country to Country” Dialogue<br />
• Up-to-Date Rates in FMS for Core Vessel Provider<br />
• Named Account Filings / Basket Filings<br />
• Fixed Allocation on Core Vessel Providers
C0re Carrier – Modus Operandi<br />
Future Approach<br />
<strong>TMCL</strong> asks for:<br />
Last Right of Refusal<br />
•10 Point Plan needed<br />
•24hrs response time
Age old Question Answered?
Commercial Focus
Commercial Focus Hamburg<br />
Tradelane Focus:<br />
• Europe - Asia East- and Westbound<br />
• Europe - Middle East / IPBC East- and Westbound<br />
• Transatlantic West- and Eastbound<br />
• INTRA Europe<br />
• Europe – Africa Southbound
Commercial Focus Hong Kong<br />
Tradelane Focus:<br />
• Asia - Europe Westbound<br />
• INTRA Asia<br />
• Asia – Africa<br />
• Transpacific
Commercial Focus Hong Kong<br />
Statistics<br />
Trade lane 2011 2012 Change<br />
Asia-Europe 12079 6287 -48%<br />
Intra-Asia 1044 1325 +27%<br />
Asia-Africa 2144 2565 +20%<br />
Asia-North America 100 169 +69%
Agency Relationship<br />
Management
Agency Relationship Management<br />
Country Responsibility<br />
Australia<br />
Bahrain<br />
Bangladesh<br />
Bhutan<br />
Hong Kong<br />
Laos<br />
Malaysia<br />
Myanmar<br />
Nepal<br />
Cambodia<br />
China<br />
Hong Kong<br />
India<br />
Indonesia<br />
Iran<br />
Iraq<br />
Japan<br />
Kenya<br />
Korea<br />
New Zealand<br />
Oman<br />
Pakistan<br />
Philippines<br />
Qatar<br />
Saudi Arabia<br />
Singapore<br />
Sri Lanka<br />
Taiwan<br />
Thailand<br />
Kuwait<br />
Vietnam<br />
United Arab Emirates
Agency Management<br />
Country Responsibility<br />
Hamburg<br />
Albania Canada Finland Jordan Mauritius Portugal Switzerland<br />
Algeria Chile France Kazakstan Mexico Romania Syria<br />
Argentina Congo DR Georgia Kosovo Montenegro Russia Tanzania<br />
Austria Costa Rica Germany Latvia Morocco Rwanda Tunisia<br />
Azerbaijan Croatia Greece Lebanon Mozambique Serbia Turkey<br />
Belarus Czech Republic Guatemala Libya Netherlands Slovakia Uganda<br />
Belgium Denmark Honduras Lithuania Nicaragua Slovenia Ukraine<br />
Bosnia and<br />
Herzeg. Ecuador Hungary Macedonia Norway South Africa United Kingdom<br />
Brazil Egypt Ireland Madagascar Panama Spain Uruguay<br />
Bulgaria El Salvador Israel Malawi Paraguay Sudan USA<br />
Burundi Estonia Italy Malta Poland Sweden Zambia
Agency Relationship<br />
Management<br />
Controlled volume (in TEUs)<br />
Country Exports (CIF) Imports (FOB) Cross trade<br />
Total actual<br />
volume<br />
Actual volume<br />
per week<br />
Annual budget<br />
(2013)<br />
Budget per week<br />
Budget achievement<br />
rate<br />
Country<br />
AE 5 0 0 5 0.7 444 8.5 8% Arabic Emirates<br />
BH 0 0 0 0 0.0 39 0.8 0% Bahrain<br />
KW 0 161 135 296 42.3 600 11.5 366% Kuwait<br />
OM 0 0 0 0 0.0 84 1.6 0% Oman<br />
SA 0 9 0 9 1.3 182 3.5 37% Saudi Arabic<br />
ZA 0 253 0 253 36.1 2496 48.0 75% South Africa<br />
AU 6 0 0 6 0.9 N/A #VALUE! #VALUE! Australia<br />
BD 0 2 0 2 0.3 N/A #VALUE! #VALUE! Bangladesh<br />
CH 0 0 0 0 0.0 N/A #VALUE! #VALUE! Switzerland<br />
CN2/ HK 217 6 0 223 31.9 4223 150.8 21% China/ Hong Kong<br />
ID2 17 0 0 17 2.4 192 6.9 35% Indonesia<br />
IN 140 1 0 141 20.1 2126 40.9 49% India<br />
JP 0 0 0 0 0.0 N/A #VALUE! #VALUE! Japan<br />
KE 0 18 0 18 2.6 2164 41.6 6% Kenya<br />
KH 12 5 0 17 2.4 324 11.6 21% Cambodia<br />
KR 45 0 0 45 6.4 1000 19.2 33% Korea<br />
LK 10 23 0 33 4.7 N/A #VALUE! #VALUE! Sri Lanka<br />
MM 36 4 0 40 5.7 410 7.9 72% Myanmar<br />
MY 5 5 0 10 1.4 1032 19.8 7% Malaysia<br />
NZ 29 2 0 31 4.4 N/A #VALUE! #VALUE! New Zealand<br />
PH 2 67 0 69 9.9 862 16.6 59% Philippines<br />
PK 17 0 0 17 2.4 N/A #VALUE! #VALUE! Pakistan<br />
RW 0 0 0 0 0.0 N/A #VALUE! #VALUE! Rwanda<br />
SD 0 0 0 0 0.0 N/A #VALUE! #VALUE! Sudan<br />
SG 57 3 0 60 8.6 720 13.8 62% Singapore<br />
TH 8 0 0 8 1.1 950 33.9 3% Thailand<br />
TW 5 0 0 5 0.7 72 1.4 52% Taiwan<br />
TZ 0 6 0 6 0.9 N/A #VALUE! #VALUE! Tanzania<br />
UG 0 0 0 0 0.0 N/A #VALUE! #VALUE! Uganda<br />
VN 16 0 0 16 2.3 360 6.9 33% Vietnam<br />
Period:<br />
from 01/01/2013 Week 1<br />
to 15/02/2013 Week 7<br />
Divided by 7<br />
weeks
Agency Relationship<br />
Management<br />
•“Club” Structure<br />
•Encourage rate requests<br />
• Last Right of Refusal<br />
• Sales Leads<br />
•Communication Process on:<br />
• Local Intelligence (Market/Vessel Providers/Tradelanes)
Future Outlook
Future Outlook<br />
• General Market<br />
• Expansion<br />
• <strong>TMCL</strong> Outlook
Future Outlook<br />
General Market
Future Outlook<br />
Expansion<br />
• West-Africa<br />
• Nigeria, Ghana, Angola, Senegal, Ivory Coast, Togo,<br />
Benin, Sierra Leone<br />
• Far East – West Africa 2012: 11% growth<br />
• 2013: Forecast 9% ASIA-West AFRICA
Future Outlook<br />
• Terminal Investments:<br />
• Abidjan<br />
• Monrovia<br />
• Lagos / Apapa / Tin Can<br />
• Luanda
Future Outlook<br />
<strong>TMCL</strong>
What next?<br />
ACTiON POiNTS
Any Questions?
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