CARGO BUSINESS 1-10.indd - ZSSK Cargo

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In 2009, ZSSK CARGO transported 33 790 155 tonnes of goods. Almost 12% transportations were carried out within domestic transport. The remaining 88% were performed within international transport, i.e. import, export and transit. From the viewpoint of transported goods, the highest share was, as usual, made up of commodities related to metallurgical industry - whether it concerns the input raw materials such as iron ore and coal or subsequent production of iron and steel. Completing a price Despite the liberalization of rail traffic, the controlling share of transport market in Central Europe has remained with state railway undertakings, which carry the trains up to the border crossing Partners abroad Even though the strongest flow of goods crosses Slovakia via its eastern border, due to the Ukraine’s legislation and specific conditions of trade policy of the Ukrainian Railways (UŽ), direct trade relations of our company and the Ukrainian railways are little developed, despite the fact that both parties are doing their best to improve them. On the contrary, close cooperation with a number of positive results has been with ČD Cargo, whether it is a cooperation with trade managers in ČD network or general agencies in Bratislava and in Frankfurt, Germany. Successful projects developed in cooperation with ČD Cargo and ZSSK CARGO include the Adria train, connecting our western neighbour with the Croatian port of Rijeka, or the project of transit route for the territory of the Slovak and Czech Republic from Čierna nad Tisou to Czech-German border crossings in Děčín, Česká Kubice and Cheb. Cooperation with MÁV Cargo is currently being developed especially in the field of transportations of oil products and scrap metal. ZSSK CARGO has a general agency in Vienna and in Warsaw, so the solution of trade as well as operational problems often lies on the shoulders of these general representatives Mr. Gazda and Mr. Ružbacký. The sales section has further developed cooperation with other railway administrations, or their trade departments, such as German DB, Belgian SNCB, French SNCF or Swedish Green Cargo. DB Schenker Rail Deutschland has, probably, the most intense cooperation with customers on the basis of customer agreements, especially in commodities iron and chemical products. Project 4SP When evaluating the cooperation with foreign companies, one must mention Balkanprojekt (4SP), which connects Central Europe with South-East Europe. For the fifth year, Štúrovo has been one of the nodes of this project and so also the Slovak customers can transport their goods to Greece, Bulgaria or Turkey quickly and at reasonable prices. Marcel MINICH Sales Section stations, followed by an exchange of locomotives and train staff. This system is also applied to trade activities and it is therefore necessary to complete a price for international transportation from the individual parts of countries involved in the transportation. A customer, who needs to transport his goods abroad, has a choice whether to contact a forwarder or directly a railway. In the latter case, it is a task for ZSSK CARGO traders to prepare a price quotation, in cooperation with foreign colleagues, and in case of acceptance the so-called customer agreement on the price for the entire transport route. It is a difficult process and that due to at least two reasons. The first is a time aspect, since the customer requires a prompt reaction to a demand. The second factor is that the initial conditions in individual countries are different, whether it concerns the fee for use of transport route, conditions of railroad as well as competitive road infrastructure or availability of suitable series of wagons. Renewal of contracts at the end of the year The most exciting period for traders is the turn of the year, when the contracts are renewed. Customers as well as the individual railway administrations have their own idea of price adjustment, based on an understanding of domestic circumstances - inflation, knowledge of competition of private and road carriers. An unwritten rule for customer agreements is the conformity of procedure, i.e. the same price adjustment for each of the participating railways. In this time, only intensive communication and very often a compromise can be the key to success and customer satisfaction. Prehľad objemu prepravy tovaru ZSSK CARGO z/do vybraných krajín v roku 2009 Review of volumes of goods transported by ZSSK CARGO from/to selected countries in 2009 Weight (t) import export RŽD Rusko / Russia 4 211 219 199 125 UŽ Ukrajina / Ukraine 3 666 644 201 186 ČD Česká republika / The Czech Republic 2 822 995 2 322 552 PKP Poľsko / Poland 1 452 609 1 430 367 SŽ Slovinsko / Slovenia 393 788 242 254 MÁV Maďarsko / Hungary 352 877 515 232 DB AG Nemecko / Germany 313 533 669 107 ÖBB Rakúsko / Austria 183 489 1 563 446 NS Holandsko / The Netherlands 128 581 27 126 BC Bielorusko / Belarus 110 289 12 809 HZ Chorvátsko / Croatia 60 446 377 489 JZ Srbsko / Serbia 59 994 232 974 FS SpA Taliansko / Italy 50 789 181 743 KZH Kazachstan / Kazakhstan 35 206 4 973 SNCB Belgicko / Belgium 33 939 10 544 CFR Rumunsko / Romania 24 668 126 482 SNCF Francúzsko / France 8 946 140 704 CFARYM Macedónsko / Macedonia 4 057 9 450 BDŽ Bulharsko / Bulgaria 1 994 15 526 SJ Švédsko / Sweden 379 45 385
Obchodník potrebuje chladnú hlavu Business manager needs to keep a cool head Predstavujeme obchodného manažéra Ing. Marcela Minicha Tvár Ing. Marcela Minicha nie je pre zákazníkov ZSSK CARGO neznáma. Pôsobí ako jeden z obchodných manažérov v sekcii predaja a na starosti má zahraničných zákazníkov. Viacerých bude isto zaujímať, ako sa dostal na železnicu. Preto naša prvá otázka bude, či železnica bola jeho životná voľba - Ako malý chlapec som chcel byť kamionistom, ale nakoniec zvíťazila železnica. Preto som si podal prihlášku na VŠDS Žilina a po ukončení štúdia som v roku 1996 nastúpil na ŽSR. Po krátkom pôsobení v odúčtovni tržieb (OTŽ) som prestúpil k obchodníkom, kde ako obchodný manažér pracujem dodnes. Som zodpovedný za spoluprácu s vybranými zasielateľskými spoločnosťami zo Slovenka i zo zahraničia, ako aj za kontakt s obchodníkmi z cudzích železničných správ. Obchodným manažérom si už teda nejakých pár rokov. Čím všetkým, podľa teba, potrebuje byť dobrý obchodník vyzbrojený - Platia tie isté pravidlá ako pri ktoromkoľvek inom predaji tovaru či služby: znalosť silných a slabých stránok svojich aj konkurentových, slušnosť, ústretovosť. A k tomu sa pridáva znalosť cudzích jazykov. Ja sa neustále zdokonaľujem v nemčine, angličtine a v poslednom čase aj ruštine. Prečo ruštine - Súvisí to s mojou prvou cestou do Ruska, na veľtrh dopravy Transrussia v Moskve v apríli tohto roka. Verím, že bude stačiť oprášiť znalosti zo školy, aby som mohol komunikovať s hostiteľmi i firmami z východu. Aká býva pri rokovaniach so zákazníkmi atmosféra v tvojom prípade - napätá či uvoľnená Od čoho to závisí - Snažím sa uprednostniť konštruktívny dialóg pred konfrontačným. Problémy by sa mali riešiť s chladnou hlavou. Nakoniec, s mnohými partnermi spolupracujem už dlhé roky, takže vedia, čo odo mňa môžu čakať... Ako obchodný manažér odbúrava stres z práce Čomu sa najradšej vo voľnom čase venuješ - Pre mňa je relaxom aktívne strávený čas s rodinkou. Mám rád pobyt v prírode, aj spoločné výpravy za poznaním na hrady, do skanzenov, jaskýň, či ZOO. (lj) We would like to introduce a business manager Marcel Minich The face of Mr. Marcel Minich is certainly not unknown to the customers of ZSSK CARGO. He is one of the business managers in Sales Section and is in charge of foreign customers. Many of you will surely be interested in how he started in the railways. Therefore, our first question is whether the railway was his first choice - As a little boy I wanted to be a truck driver, but eventually the railways won. Therefore I sent an application to VŠDS Žilina (University of Transport and Communication) and after my graduation I got a job in the Railways of the Slovak Republic (ŽSR) in 1996. After a short period of time, working in the Rail clearing section, I moved to the sales section, where I have been working as a business manager up to now. I am responsible for co-operation with selected forwarding companies from Slovakia and abroad, as well as for contact with traders from foreign railway administrations. You have been a business manager for a few years. What do you think are the qualities a good business manager must have - There are the same rules valid as for any other sale of goods or services: knowledge of our strengths and weaknesses and as well of our competitors; politeness, and helpfulness, and in addition to this, also good knowledge of foreign languages. I am constantly improving my language skills in English, and recently also in Russian. Why Russian - It has to do with my first trip to Russia, to the exhibition of transport “Transrussia” in Moscow in April this year. I believe that it will be enough to brush up my knowledge from school in order to be able to communicate with hosts and companies from the east. What is the atmosphere like in negotiations with customers in your case – is it tensed or relaxed What does it depend from - I do prefer constructive dialogue to confrontational. One should always keep a cool head when solving problems. Moreover, I have been cooperating with many of my partners for so many years, so they know what to expect from me... As a business manager, how do get rid of stress from work What do you like doing in your free time - In my free time, I love spending time with my family. I like to stay in the countryside as well as to discover castles, open air museums, caves, or the zoo. (lj) 12/13
Page 1 and 2: Oživenie prepravného trhu bude po
Page 3 and 4: Najťažší rok pre ZSSK CARGO / T
Page 5 and 6: CARGO In 2009, ZSSK CARGO experienc
Page 7 and 8: v roku 2009 Železničná spoločno
Page 9 and 10: Vývoj objemu prepravy ZSSK CARGO p
Page 11: Obchodná spolupráca so zahraničn
Page 15 and 16: ostí, ale môjho vzťahu k železn
Page 17 and 18: Prístav Hamburg je jednou zo zákl
Page 19 and 20: dor číslo päť Company TransCont
Page 21 and 22: krízu využiť vo svoj prospech Th
Page 23 and 24: zaobíde bez výluk The Railways of
Page 25 and 26: Transported commodities Most transp
Page 27 and 28: Freight Transport Centre (FTC) Treb
Page 29 and 30: Before the transportation is ordere
Page 31 and 32: Železnica prepraví aj mimoriadne
Page 33 and 34: nákladnú cestu After the very fir
Page 35 and 36: Interview with the Chairman of the
Page 37 and 38: The complex of Eastern Slovak Trans
Page 39 and 40: Company ZSSK CARGO launched the pil
Page 41 and 42: nizácia a rekonštrukcie reconstru
Page 43 and 44: ZSSK CARGO na prestížnych medzin
Page 45 and 46: dopravy The issues of transport and
Page 47 and 48: múzejných zbierkach Two-axled wag
Page 49 and 50: Cesta legendárnou železnicou Lege
Page 51 and 52: Podmienky Sú platné pre realizác

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