Trade Lane Overview Central Europe & USA May, 2012

Trade Lane Overview
Central Europe & USA
May, 2012
Agenda
• Europe Region & Area Coverage
• Aare Central Europe Business Plan
• USA
Europe Region & Area Centra Europe
GIL Europe Regional Organization
GIL Europe – Other Areas
– France, Switzerland
– 18 Locations
– UK, Ireland, Denmark,
Sweden, Norway, Finland
– ~ 550 Employees
– Russia, Ukraine, Kazakhstan,
Turkmenistan
– 36 Locations
– 9 Locations
– ~ 800 Employees
– ~180 Employees
– South and South East Europe Areas merged in mid 2011
– Spain, Italy, Portugal, Austria, Hungary, Czech Republic, Slovakia, Slovenia, Romania, Turkey
– 35 Locations
– ~ 630 Employees
GIL Europe – Area Central
– Germany, Poland,
The Netherlands,
Belgium
– 41 Locations
– ~ 900 Employees
Agility Area Central Europe
- 39 offices
- Headquarters in Hamburg
- 900 employees
- EUR 400 Mio Turnover
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Hamburg
Bremen
Hanover
Muenster
Dortmund
Dusseldorf
Cologne
Fulda
Frankfurt
Mannheim
Stuttgart
Nuremberg
Augsburg
Munich
Regensburg
Chemnitz
Dresden
Leipzig
Potsdam
Berlin
Amsterdam
Rotterdam
Brussels
Rekkem
Warsaw
Wroclaw
Who are Who in Area Central Europe
• Highlights
• Area CEO: Thomas Peikert
•Air Freight Product: Volkmar Seibel, VP
•Ocean Freight Product: Gerd Wegner, VP
•Project Logistics: Thomas Moeller, VP
•Business Development: Andreas Wagner, VP
•Trade Lane Leader: Mirco Schellenberg
•Trade Lane Manager: Christian Groß (South China , Air)
Mirco Schellenberg (East, North China & Taiwan, Air)
Stefan Kottsieper (Greater China, Ocean)
• Area Organization Chart
Business Plan - GCA / ACE
Challenges & Threats of Current Setup
Internal Challenges
Eastbound Air Service
Issue (damage, partial,
delayed)
Under-development in
North & West China
External Threats
Inadequate EB sales
focus especially North,
West & South China
districts plus ocean
Highly concentrated
sales force, inadequate
coverage
geographically
Import Focus
High competition on
selling rates
Critical Economic
Situation
Core/big market
players focus on this
trade lane
development (tough
competition)
Branding
Product
Optimization
Lost Business
Revisit
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GCA - ACE Trade lane Business & Action Plan 2012
Description and scope of activity
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Develop a Business / Action plan according to budget
Strong focus on increasing market share
Grow volumes and increase profitability
Maintain performance and retain existing business
Recruiting developing and retaining sales talent in GCA
Monthly review on opportunities
New product development and optimization
Maintain adequate & large pipeline to sustain growth
Strengths
Target Market
• Professional experience in this trade
lane with competitive and extensive
network
• Good air products, i.e. eastbound
consol (10 flights/week )
• Well-known market player
• Own China domestic operations
• Experienced situational specialists
• Machinery &
equipments
• Automotive
• Textile & Retail
• Hi Tech Electronics
• Renewable energy
Required Actions
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Management sponsorship
Set up dedicated TL CRD.
Develop new product in North & West China
Improve existing product and optimize competitive
rates around GCA
Dedicated sales specialists in ACE / GCA
Develop a common platform for analysis for trade
lanes discussion and action plan
Joint Sales & product execution
Measure impact and continuously adjust actions on
monthly basis
Key account development
Responsibility
Countries Involved
Sponsors
CEO GCA / ACE
CN / HK / TW
and DE/PL/BE/NL
Timeline & Target
Deliver 2011
Budget
Accountability
Product Heads GCA & ACE
2012 Achieve 12-47%
volume growth among
AE/AI products
Responsibility
Trade lane Managers & FS
teams
2013 large-size
MNCs acquisition
Competitors & Biz
Intelligence
• DHL, DBS, K&N,
Panalpina, Dascher, DSV,
Local LSPs
• Network & sector
Intelligence
• Service offering
• Highly mature market with
severe competitions
Customer Benefits
• Single contact point (CRD team)
• Well experienced product and trade lane
specialist
• Customized services and solutions
• Cost advantages & flexible on carrier choice
• Regular consolidation frequency
• Customer-oriented Service
• No agency involvement, Agility own offices
Agility Benefits
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Allows for new business gains and services
Increases & improves market dominance
Increases revenue and profits
Differentiated Agility customer care from competitors
Competency centre to potential customers as one-stop solution for
both AIR / OCEAN
North America - USA
Agility USA
Agility USA Organization and Engagement
US Organization Structure
Proposed Rules Engagement
– Agreed Tradelane Targets:
US CEO
– Top 20 goes to US Tender Team (Matt Winters)
– All other: Goes to Area Commercial Teams
Mike Robinson
– New Leads:
Product
Commercial VP
SAM team
Area VPs
Area
Commercial
Manager
Air Freight
Roman Streule
– Go to US Qualification team for credit check
– Additional info depending on the target
– Opportunities worth >= $100K in GP
– Product Team
– Tradelane Manager Role
Tradelane
manager
Branch
Manager
Tenders &
Implementation
Area Sales
Director
Ocean Freight
Michael Gargaro
– Will work on targets of its own
– Will keep track of pipeline & customer
assignments
– Bi-weekly/Monthly Review with counterpart
– Escalation Path
– Area Commercial Manger
– Tradelane Manager
Qualification
– Commercial VP
– US CEO
USA Area North
Jason Steinke
Area North VP
Richard Hamilton
Area North Sales
Director
Philip Nappi
Area Controller North
Robert Trombley
CLE Branch Manager
Beth Seaman
DTW Customer
Service Manager
Ted Montmeny
CVG Branch Manager
Anthony Ambrosino
JFK Branch Manager
Mark Sell
IND Branch Manager
(S-Agent)
John Sell
IND Operations
Manager (S-Agent)
Jennifer Stratynski
Director of Operations
& Branch Manager;
ORD, SEA, MKE, MSP
Debi SmithChichester
Commercial Manager
Kim Gajda
Customer Service
Manager, NJO
Ania Kopiczko
Commercial Manager
Kiran Hegde
Customer Relations
Manager
Jacquelyn Heineken
Commercial Manager
Sam Granito
BOS Branch Manager
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USA Area South
Patrik Ziegler
Area South VP
Gregory Gordon
SAN Branch Manager
Jim McGinnis
DEN Branch Manager
Ray Driskill
DFW Branch Manager
Linda Heath
CLT Branch Manager
Kai Kittscher
LAX Branch Manager
Jose Perez
SJU Branch Manager
Carol Runnels
ELP Branch Manager
(S-Agent)
Wolfgang Friedrich
SFO Branch Manager
Jody Snider
SMF Branch Manager
(S-Agent)
Patrick Blum
ATL Branch Manager
Judy Miranda
Area Controller South
Raul Perales
Commercial Manager
Johan Dittlau
Director of Operations,
GE and Special
Projects
Kirk Bettencourt
SMF Branch Manager
(S-Agent)
John English
Trade Lane Leader
Jaan Roots
LATAM Trade Lane
Director/MIA Branch
Manager
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Thank You
Presented by Ringo Ip, Trade Lane Director, Greater China-Central Europe
For further enquiry, please contact Ringo Ip ([email protected]) or Sally Zhou ([email protected])