China’s Shipping & Logistics industry is hungry. Whether they are Global Top 10 or medium-sized, every carrier and freight forwarder is looking for the same talent: Excellent sales people to get ahead of competitors.
A regular used measurement for a good sales person is the ownership of direct business, summarized as a client list. This list of yearly/monthly shipments is often regarded as the “hard skill” of a sales person. The quality of this list often decides whether an offer is extended or not. But how relevant is a client list for the hiring decision?
For a sales people, an employer is a platform to develop new business. A sales person depends on the operational strength of the company. A job change would be a rational option only when the new employer provides a better platform for the candidate’s current and future business partners.
Thus, the client list is only relevant when the hiring company can provide a stronger platform (operations, customer service, shipping rates etc.) than the candidate’s current company. If not, the candidate’s clients would have little incentive to transfer. This may leave the candidate empty handed.
Rather than merely looking at the candidate’s current shipments, companies should recruit sales people fitting their own strengths and weaknesses. Companies should realize that only a small proportion of sales persons would actually be qualified for their business niches. Consequently, it becomes incrementally important to have your selling points ready to attract those truly value adding sales people.
Ruben Van Den Boer Consultant and Logistic specialist at RMG SelectionChina’s Shipping & Logistics industry is hungry. Whether they are Global Top 10 or medium-sized, every carrier and freight forwarder is looking for the same talent: Excellent sales people to get ahead of competitors.
A regular used measurement for a good sales person is the ownership of direct business, summarized as a client list. This list of yearly/monthly shipments is often regarded as the “hard skill” of a sales person. The quality of this list often decides whether an offer is extended or not. But how relevant is a client list for the hiring decision?
For a sales people, an employer is a platform to develop new business. A sales person depends on the operational strength of the company. A job change would be a rational option only when the new employer provides a better platform for the candidate’s current and future business partners.
Thus, the client list is only relevant when the hiring company can provide a stronger platform (operations, customer service, shipping rates etc.) than the candidate’s current company. If not, the candidate’s clients would have little incentive to transfer. This may leave the candidate empty handed.
Rather than merely looking at the candidate’s current shipments, companies should recruit sales people fitting their own strengths and weaknesses. Companies should realize that only a small proportion of sales persons would actually be qualified for their business niches. Consequently, it becomes incrementally important to have your selling points ready to attract those truly value adding sales people.
Ruben Van Den Boer Consultant and Logistic specialist at RMG SelectionLogistics & shipping, one of the world’s most turbulent and fast-changing industries, highly dependent on global economic situations and international relationships.
Many of you might (maybe nostalgically) remember how Rotterdam, once unarguably the world’s largest port, in just a few years (2004-2007) was overtaken by Shanghai, Ningbo, Singapore and Shenzhen while closely followed by Qingdao, Guangzhou and Tianjin. With Asia as the rising star, the sky was the limit for the global logistics industry. Nothing but a major economic disaster could stop an ongoing exponential growth. And guess what happened…
After 2008, the industry became less optimistic. Third party logistics, from origin a European and American invention, is now witnessing a diminishing world demand, while competition remains stiff and heavily price-oriented. With a double digit growth in ocean freight forwarding in 2012, things might not be as hopeless as many industrial professionals claim it to be. However, it is clear that market conditions have changed and it is now up to the industry to show her flexibility.
The major challenge for the Logistics&shipping industry during this economic downturn is not so much surviving but rather adapting to changing global circumstances. The future remains uncertain, but current trends start to unveil the new global 3PL platform e.g.:
Many industrial players already started to adapt; investing in new trade lanes, project services and warehousing&transportation within Asia. These new trends by no means indicate that Western-based companies should abandon their home-advantage and go all-in for Asia. However, China already has become the second market for most forwarders and carriers, while for many it will be hard to deny that China has become their single largest cash cow.
Ruben van den Boer, Logistics Recruitment Specialist, RMG Selection [email protected] or [email protected] or call +86 10 5896 2288.
Logistics & shipping, one of the world’s most turbulent and fast-changing industries, highly dependent on global economic situations and international relationships.
Many of you might (maybe nostalgically) remember how Rotterdam, once unarguably the world’s largest port, in just a few years (2004-2007) was overtaken by Shanghai, Ningbo, Singapore and Shenzhen while closely followed by Qingdao, Guangzhou and Tianjin. With Asia as the rising star, the sky was the limit for the global logistics industry. Nothing but a major economic disaster could stop an ongoing exponential growth. And guess what happened…
After 2008, the industry became less optimistic. Third party logistics, from origin a European and American invention, is now witnessing a diminishing world demand, while competition remains stiff and heavily price-oriented. With a double digit growth in ocean freight forwarding in 2012, things might not be as hopeless as many industrial professionals claim it to be. However, it is clear that market conditions have changed and it is now up to the industry to show her flexibility.
The major challenge for the Logistics&shipping industry during this economic downturn is not so much surviving but rather adapting to changing global circumstances. The future remains uncertain, but current trends start to unveil the new global 3PL platform e.g.:
Many industrial players already started to adapt; investing in new trade lanes, project services and warehousing&transportation within Asia. These new trends by no means indicate that Western-based companies should abandon their home-advantage and go all-in for Asia. However, China already has become the second market for most forwarders and carriers, while for many it will be hard to deny that China has become their single largest cash cow.
Ruben van den Boer, Logistics Recruitment Specialist, RMG Selection [email protected] or [email protected] or call +86 10 5896 2288.