EMO Forwards Understanding
“It’s been a difficult
year and 2010 will not be easy either.
“Now airlines are raising
their rates and customers who got used to cheaper rates are resisting.
“So we have to be creative.
“In 2010 we need to demonstrate
the strength of the “Group” that today is a growing worldwide
logistics resource.
“Our business last year was
about 27% less air freight export than in 2008 or about USD$80 million—so
it is no secret that there is work to be done.”
In Washington, D.C. EMO Trans CEO
Jo Frigger spoke as the logistics company kicked off its’ Ninth
Annual Global Network Meeting business sessions Monday.
“We have continued to expand
in USA, opening in Cincinnati and Seattle and hired new people to continue
to get out to the customer.
“The change is that medium
sized U.S. companies are exporting more than ever.
“That is our opportunity.
“We need to look at outbound
sales from U.S. as a group as the way to grow our business.
“EMO is bringing a new computer
system online company wide this year and are updating our website.
“Thankfully the early signs
of 2010 point to a stronger performance although as mentioned at the
top we need to stick together as a group to deliver a strong cohesive
organization with real strength and options to our customers.
“Stefan Ritter, (left) Managing
Director EMO Trans Germany noted that the company has entered into a
joint venture, (the third such arrangement in Germany with a company
in Nuremburg) a continuation of the company philosophy to seek out and
grow with several partners.
The new company DTC EMO Trans will
bring a regional specialist—an important market leader in a highly
specialized business region into the EMO fold and in return world exposure
will be afforded to DTC.
DTC was founded in 1946, offering
big warehouse and connectivity with several areas of Europe handling
more than 85,000 shipments per month including a business with Diehl,
a major German multi-based manufacturing company.
Olen Wood, (right) President of
EMO USA spoke of sales, of a key theme for the EMO Group, (and certainly
for everyone else as well).
“The sales team is not the
whole company—the whole company is the sales team,” Mr.
Wood noted.
Olen Wood brought forward the philosophy
and every day application of sales and marketing to the EMO Group Global
Network Meeting.
“We think our USA sales team
is the strongest ever with 22 full time personnel.
“Management and measurement
tools that we employ are key to their success.
“We get clear numbers monthly
including a simple one page report per month for all our people and
publish sales and performance rankings that not only help us manage
but by comparison also indicate developing markets for our services.
“EMO Trans USA utilizes various
means to track and manage our sales effort—as critical to our
business.
EMO sales effort is in part enhanced
by our subscription to Trade IQ (Zepol) Program, a good source of import
leads available to anyone from the U.S. Government.
“Many companies cleanse and
market this database but we do this work in-house with the continued
result of generating many leads from this data.
“We also utilize strong customer
service.
“As challenging as our business
is we are in a very good place.
“Sure last year was tough
but as compared to some others EMO Trans is quite alright.
 “We
are a huge group today and we are challenged to get ourselves on the
same page as an aligned team.
“Our days after this general
meeting here will bring even clearer focus that we are an evolving,
growing company with great financial resources and a powerful group.
Eduardo Maldonado of Masterline,
the EMO partner in Bolivia noted that his logistics company has expanded
operations to include seven countries (Chile, Paraguay, Uruguay, Panama,
Colombia and Spain) with an expanding service package including air
charter, telecom industry, live animals and serving each market with
several transportation professionals.
“There are simply no shortcuts
for hands-on customer service,” Mr. Maldonado insisted.
 “As
an on the ground and growing logistics company we are committed in 2010
to cost savings as is everyone these days but we will continue to build
our business through developing our team as key to our future.
“Masterline is a passionate,
dedicated company that will develop even more innovations.”
Oliver Evans, (pictured with Jenni
Frigger) MD Swiss World Cargo compared his airline and EMO Trans as
companies operating just below the line of the big airlines and forwarders.
“We both have much in common
and as a mid-sized airline we are gratified that you as a multi-national
company recognize what we bring to the market.
“Swiss World Cargo has remained
strong and has been endorsed by Lufthansa to continue as an autonomous
company building strength to strength.
“We do however leverage the
advantages of belonging while contributing to a larger group. The Swiss
Cargo formula is to concentrate on high yield, small shipments.
“Our strategy that was good
in boom times helped us develop even more market share during last year.
“We are committed to removal
of paperwork and more customer care and most importantly being in touch
with our business partners to make absolutely certain that we are on
the same page and delivering our promises.”
EMO Global Network Meeting served
to include a thoughtful and detailed security focus with new information
shared from several key markets.
 Bernhard
Stock, EMO Trans Germany spoke of the step change coming in EU beginning
late next month (April 29) that will mandate new cargo security rules.
Mr. Stock noted that there is some
trepidation as to how well the new system will work while expressing
the hope that all goes well.
“There is some challenge in
that the government in Germany has advised of the rules and our deadlines
but has been less specific concerning procedures.
“Although the transition into
a new security culture will take three years, to be designated a known
shipper, shippers must sign a new security declaration and be registered
by April 29 in order to continue to do business.
“It’s vital to keep
close to the customers, in fact our people are spending many hours on
phones and by emails to get the word out and every week we receive new
regulations.”
For more details, Mr. Stock can
be reached at security@emo.de"
Klaus Jager, EMO Trans USA (right)
ran the litany of TSA screening procedures options and briefly discussed
the impact on the USA cargo business.
The fact that Gale Rossides, acting
TSA administrator, told the House Appropriations Subcommittee on Homeland
Security March 5, that TSA would not meet a mandate for 100 percent
screening of U.S.-bound cargo onboard aircraft by August 2010, as required
by Implementing the Recommendations of the 9/11 Commission Act (Public
Law 110-53).
TSA now says it can meet a mandate
to screen 100 percent of air cargo originating domestically by that
time but only achieve perhaps 65 percent for screening of air cargo
originating internationally by August.
“We have about 20 countries
that account for about 84 percent of the volume coming in.
“And so those are obviously
where we're focusing our attention the most so that we can get the biggest
bang for our buck, so to speak, with those countries," Rossides
stated.
"It could be a couple more
years... beyond August 2010 that we would have 100 percent compliance
with some of those foreign countries," she added.
“We recognize our responsibility
to prepare and be ready and that is our mission no matterwhat other
setbacks may occur so EMO Trans will continue to prepare for 100% as
announced.
“EMO Trans will be recognized
as a leader in the transformation to total cargo security,” Klaus
Jager intoned.
Wick Campbell, EMO USA delivered
a U.S. Customs and Border Protection update for Ocean Freight running
the gamut of rules and regulations concerning the 10+2 or security filings
including new enforcement initiatives that could wind up as a maximum
$10,000 penalty for incorrect, late or no filings.
“Communication is the key.
At EMO the deadline for 10+2 and commercial invoice submission is 72
hours before loading.
“This window allows us the
opportunity to correct errors, gather missed information and assign
HTS numbers to meet our obligation to Customs-required 24 hour prior
to actual shipment rule.”
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EMO Trans Global Network Meeting
mixes business with a chance to take in the attractions of Washington,
D.C.
Here Jo Frigger, EMO CEO and Karin
Frigger are greeted in The National Air & Space Museum by
R.E.G Davies, the Curator of Air Transport at the Smithsonian
Institution's National Air and Space Museum. |
EMO Trans Global Network Meeting
continues with interactive company meetings and networking social events
through Thursday.
Central to that effort are a series
of meetings arranged in advance that EMO Trans labels “bilaterals”
that match up stakeholders from the various countries around the world.
So for example in the next 2 days
EMO Canada will meet up with EMO Chile, Korea, Northeast USA and so
on.
“Bilaterals are a good way
for our offices to get to know one another, get on the same page and
develop ideas.
The schedules are arranged in our
Freeport, New York offices by Connie Ash who does much of the set up
that makes Global Network work,” Jo Frigger said.
Geoffrey
|
Both
the new terminal and the east traffic center are just part of the ongoing
Hongqiao Transport Hub.
