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ANALYSIS | SHIPPERS & FORWARDERS


“Tere have been two major shifts in the market: one from the oil and gas industry to other segments such as power, renewables and others, due to the low oil barrel price which has prompted companies to reduce their upstream activities by almost 70 percent. Te second shift is in pricing. Ten years ago it was more about the service level, while today it is all about the cost level, about the lowest possible price and the longest possible payment terms.” “Te way project forwarding services are procured has


changed significantly,” said Dominik Stehle, executive vice president, deugro Group. “Te project forwarder used to be the one-stop-shop for all logistics services. However, large


EPC clients nowadays prefer to deal with asset-based companies directly for high-value services, such as heavy haulage or vessel chartering. Clients procure such services themselves, and then give them to the appointed forwarder to execute for a handling fee.” Marco Bregoli, managing director, NPT Brasil Projetos &


Transportes Internacionais, said project cargo is becoming increasingly commoditised. “Ten years ago it was not imaginable that project cargo would be awarded purely by electronic bidding such as reverse auctions, but that is happening today. “You have to bid on highly complex projects and reduce


HLPFI10 | 11


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