CHALLENGES AND OPPORTUNITIES FACING THE SHIPPING AGENT

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CHALLENGES AND OPPORTUNITIES FACING THE
SHIPPING AGENT ITIC Forum 2008 Bjorn O.
Tonsberg, Wilhelmsen Maritime Services
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WILHELMSEN MARITIME SERVICES OPERATING COMPANIES
- focusing on products, technical services, port
agency and maritime logistics to the merchant
fleet
- focusing on electro, automation and HVAC to
newbuilds, retrofits and offshore
- focusing on safe and efficient vessel operation
- focusing on safety and environmental solutions
and cryogenic insulation to newbuilds and
retrofits
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59
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Share of WMS revenue
Share of WMS revenue
Share of WMS revenue
Share of WMS revenue
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CURRENT POSITION WITHIN WILHELMSEN SHIPS SERVICE
Budget 2008 100 revenue, MUSD
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STRUCTURE OF A GLOBAL SHIP AGENCY CHAIN
The organisation must reflect the ambitions. What
is required? What impact is expected by the
segment teams and from the area management?
Business Management
Service Marketing Management
Capability Management
Global Operations Management

• Development and communication of business streams
  strategy
• Business driver
• Product/ Service champion
• Sales profit driver
• Be in front of the customer and in the network
• Business development

• Segment packages
• Campaigns
• Promotions
• Pricing
• Commercial offer
• Sales plans
• Commercial reports
• Analyses

• Define training requirements
• Provide training material
• Define/map capabilities
• Rules Regulations
• System development
• Support for
• Business Mgr
• Sales
• Operations

• Global Operational efficiency
• Processes
• IT solutions
• Optimization of capacity
• Global Operational effectiveness
• Quality
• Consistency
• Satisfaction

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WE BELIEVE THE GLOBAL PLAYERS WILL MOVE TOWARDS
FEWER SUPPLIERS IN CLOSER PARTNERSHIPS

• Experience from other industries reveals that
  industrialisation and consolidation will
  influence buying patterns
• The larger customers move towards fewer suppliers
  with long term relationships and possibly
  strategic partnerships

Global
Customer size
Small
Single contracts Longer
term Strategic partners
relationships joint ventures
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THE SIZE OF THE GLOBAL SERVICE MARKET

• 1,300,000 Port Calls
• Only includes vessels with DWT gt 5,000

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WHICH OF THE ALTERNATIVES IS THE MOST IMPORTANT
WHEN YOU CHOOSE A VENDOR?

• Ratio of answers very important from the
  respondents
• Quality of services 74,1
• Availability 49,0
• Easy to contact vendor 44,8
• Price/Fee 37,8
• Personal relations 28,0
• Financial strength of the vendor 19,6
• Range of Services 17,5
• Image/ Brand 4,9

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AGENT CATEGORIES

• Global Agents
• Regional Agents
• Commodity Agents
• Port Agents
• HUB agents
• HUB specialists

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BARWIL UNITOR SHIPS SERVICE

• ADD VALUE
• OR DIE

• COMPETITIVE ADVANTAGES AND CHALLANGES IN THE
  MARITIME SERVICES MARKET