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INDUSTRY FOCUSPROJECT FORWARDER NETWORKS


not enrich those that run the network but protects the members from unwanted competition within the network.” Karau said a “more the merrier”


approach is counter-intuitive. “If someone sends an enquiry into a country where there are three different members, all three go to the same carriers, crane companies and equipment companies, so it creates unhealthy competition.”


Misinformation This scattergun style results in misinformation and rumour spreading, which can result in attempts to cut out the middlemen altogether, explained Karau. “The only solution is to have one member per country – along with an open membership directory that anyone can access. The market for members of a network is not just within the membership – it is the external market. It may be another forwarder that needs assistance, or EPC contractors or even a shipping company – they need to know how to get hold of you.” Cearley was a strong advocate of the non-


exclusive approach, highlighting the fact that many forwarders join multiple project freight forwarder networks: “The truth is that there is not one single exclusive or semi-exclusive group out there where the majority of their members are only in their group. By


‘family feeling’ between the members of a network, and the importance of attending at annual general meetings. GPLN’s Haffter criticised some of the


more expansive networks. “The larger networks make compromises in letting in – to a certain degree – less or unqualified members, which in turn show no real desire in networking and attending the annual general meeting. “A very important aspect is to be an active


A limitation in size is inevitable for the heavy lift industry in order to avoid competition within the network and to create a mutual family feeling within the network. – Viktor Fuchs, Project Partners


definition exclusivity is a façade these guys are trying to create to look a bit more selective. But it is clear there is more opportunity, more doors to open and more overall real business in non-exclusive groups. Period.” One common thread highlighted by respondents was the development of a


member. We can see the difference between members that regularly participate in the various events we organise or sponsor and those who do not regularly attend.” Weyhausen from the PLA says: “Our


annual meetings will not be social events where attendees spend a lot of time and money on excursions and stuff like that. They will be strictly business only, thus bringing the costs down for attendees and not trying to make money out of such events.” Pegg concluded that being a network


member is a two-way street. “You give some leads and you get some leads. But that does not mean there is a guarantee of being awarded business. Unless there are extenuating circumstances, if you do not come to our annual events, do not follow the code of ethics or do not subscribe to the ABA programmes, you will be asked to leave the network.”


HLPFI


www.heavyliftpfi.com


January/February 2017


123


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