Don't underestimate the air freight forwarder: carrier digitisation is not market disruption
Digitisation of the air cargo industry will eat into the market share of traditional freight forwarders, ...
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By Guest writer
Zen Yaworsky, Programme Director of the Supply Chain Academy, takes a look at how forwarders are organised and how they set about doing their work.
I took a stand for my company at a logistics exhibition last year and spent three days engaging with visitors on the subject of developing and improving the supply chain capability within their organisations. My attempts to enter into a conversation with one chap, a freight forwarder of the very old school, didn’t go so well. ...
Comment on this article
Issa Baluch
August 28, 2013 at 12:58 pmVery interesting. I think that specific freight forwarder had a unique problem. Lack of listening ability. It pays to listen more and talk less. Anyway, please read my forst book: Transport Logistics, past, present & predictions. You will see first hand the history of freight forwarders and their future if they do not adopt…
I know it because I am a living example..
Best wishes.. Issa
Michael Kusuplos
August 28, 2013 at 9:29 pmThe words of Mr. You Can’t Teach Me Anything, reminds of a my lessons in my ethnic hertiage as a much younger man. One particular one was this:
” True knowledge exists in knowing that you know nothing.” – Socrates
Physical age means nothing in the continuing search for Knowledge. If you do not gain a minimum of one item per day, the day was a waste.
Steven W Ingels
August 30, 2013 at 2:18 amNo offense, it appears you are polling in pubs near Heathrow between the hours of 9-11 pm. My next comment then would be “that must explain the jaded or ginned mentality you used in your guest slot article’s composition”. After you berate the UK model will you stick to the EU or go global? Forwarding was the name for 3pl and pm before consultancies (retired specialists frm the industry) developed markets with the new special names for the same services and made niches with selected and direct improvements.
In 1975 I would have said yes but this is 2013 and the largest percentages are not that way.
Steven W Ingels
August 30, 2013 at 2:30 amContinuing… Negotiating has been one of the base skills in all modes of transportation. The investment in specific skills beyond handshakes and asking for the business or the needed per kg rate vary by company. This exists in all commerce. Please contact any of the top 20 forwarders in the UK and interview the MD. I urge you to.
Cheers
Zen Yaworsky
September 04, 2013 at 8:03 amThanks for your comments. Of course it would be unprofessional and redundant for me to use anecdotal information with regard to the qualification levels in the industry. The statistics I was quoting were not of my making but are the result of studies done by the Freight Transport Association. And I agree with your later comment that negotiation has been one of the base skills in all modes of transportation. The point I was making was that new circumstances in the industry (and I think you will probably agree that the current climate and “state of the nation” in forwarding is throwing up new challenges and it is important that new skills, appropriate to the times, are developed to meet those challenges.
Leslie Taylor
September 02, 2013 at 11:10 pmIssa Baluch’s book is a very interesting book. I recommend reading it. Mr. Baluch has a very distinguished long career in Freight Forwarding.
I tend to lean toward Mr. Ingel’s synopsis in a general sense.
The author’s company is a “For Profit” Academy, hence his motivation is to increase his business. Not that there is anything wrong with this. Continued education is definitely something the industry needs.
He should promote continuing education, not a “adapt or perish” thought process.
The Industry has been hearing how small to medium size freight forwarders are going to disappear like dinosaurs for now over 25 years, be it due to the integrators, multi-nationals, IT Technology, etc, and it has not happened, nor will it.
Promote and support educational processes within the industry. Using “scare” tactics will simply fall flat on its face.
Freight Forwarders may not all be highly educated, but I can guarantee you they all have their feet firmly planted on the floor and use their street-smart knowledge which can never be taught in any class.
And seriously, the word “sneering” is just plain derogatory, and inflammatory and meant to gain attention. I don’t know many people in this industry who “sneer”.
Zen Yaworsky
September 04, 2013 at 8:13 amLeslie, thanks for your observations. The article or blog that I wrote was a piece of opinion work, an observation from where I stand. Some of the facts are however beyond opinion; it is undeniable that freight forwarders are in a dangerous place if we use earnings and profitability as a measure. Like you I believe that the continued presence of small to medium size forwarders is something that will be a constant in the make up of the industry and they are to be welcomed – there is some excellent entrepreneurial activity going on in that area. I hope you will agree that forwarders are under quite extraordinary pressure at the moment, pressure that may not be able to withstand.
Leslie Taylor
September 04, 2013 at 4:03 pmDear Zen,
I agree with your points on an overall basis.
Education is a must, be it internal, or from an outside source.
You need to reach out to all the Forwarding Associations around the world and see if you can be accepted to collaborate with them for the further benefit and enrichment on the their members. This will give you an ability to reach the thousands of Independent Freight Forwarders throughout the world in a Professional Manner.
I recommend you “friend” Freight Forwarders, don’t alienate them.
Using “Adapt or Perish” and/or “pressure they may not be able to withstand” will only serve to create resistance to what you are actually trying to do for the industry.
Trust me, you want the Freight Forwarding Industry to embrace you, not embargo you.
You have good ideas. Implement them in a positive fashion and no doubt, it may be a success for all parties.
Terry
November 17, 2013 at 8:37 pmHowdy,
Some valid points have been made here
Forwarders are a business like any other, yes they purchase but only as an integral part of a larger more important sales process (which in no doubt is part of a marketing technique or style that we respect as god of all and set aside for now), the focal point is not that forwarders are not making ‘the purchase’, they are not making ‘the sale’
Put simply the sales process puts money in the bank and without that, there is no business
To lose sight of the sale as a result of unfair attention to purchasing is surely losing sight of the steak for the sake of the peas
As we may agree a sale is made only when successful communication has taken place, successful communication is a result of asking questions not making statements and building or grouting stone walls “there’s nothing you can teach me about forwarding …” so my forwarding friends as sales people we are failing
Genuine sales achievers get ‘inside’ their customers business, they partner short, medium and long term decisions that affect the relationship that binds their companies together, they become an essential organ in their customer’s business
The winner is the one that makes business easier for their customers