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 1. 2. 3. 4. 5. 6. 7. 8. 9. 10. 11. 12. 13. 14. 15. 16. 17. 18. 19. 20. 21. 22. 23. 24. 25. 26. 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 10 10 GCA - ACE Trade lane Business & Action Plan 2012 Description and scope of activity • • • • • • • • 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 • • • • • • • • • 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 • • • • • 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 15 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 16 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])