ahlers business case: bric & globalization september 2010, bart gruyaert
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Ahlers business case: BRIC & globalization September 2010, Bart Gruyaert. Content. Short introduction Ahlers BRIC – Globalisation Why to take part in it? Tips & tricks from Ahlers experience. 1 Company, 4 Activities. Crewing Training Projects 20 staff 300 seamen - PowerPoint PPT PresentationTRANSCRIPT
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Ahlers business case: BRIC & globalization
September 2010, Bart Gruyaert
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Content
Short introduction Ahlers BRIC – Globalisation Why to take part in it? Tips & tricks from Ahlers experience
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1 Company, 4 Activities
CrewingTrainingProjects
20 staff300 seamen
Belgium, France, Congo, Angola,
Gabon
Liner agenciesPort agencies
580
15 countries in Asia,
Break bulkContainers
staff
CIS and Europe
WarehousingAdded services
220 staff
Belgium, Russia,Ukraine
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Facts & Figures
1,120 employees worldwide presence in 20 countries in Africa, Asia, CIS, Europe turnover 270 million € headquartered in Antwerp,
Belgium 101 years - privately owned by
founders family
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100 Years of Ahlers History
1909 shipping in the port of Antwerp 60s expansion into liner services and
ship management 70s-80s expansion into international
forwarding and warehousing 90s expansion and
internationalisation of all 4 activities 2009 a global logistic and maritime
service provider, creating opportunities around the world for and with customers and partners
more on www.ahlers.com
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BRIC – Globalisation Why to take part in it?
BRIC: Brasil, Russia, India & China, but don’t forget about Indonesia, West-Africa, ...
Why? Follow your customers:
– F.e. P&G, PM to CIS New markets/opportunities:
– F.e. Projects from China to Belarus Less competition/bigger margin
– F.e. China now vs China 15 year ago Spread of risks
– F.e. Currency impact / economical crisis
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Tip1. Don’t overplan, consult, just do it
Experience is that if you don’t start within 1 year between plan & execute, you plan doesn’t take off or is not good enough
Example Ahlers: Turkmenistan (many visitis, studies, documents read, but still no start)
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Tip 2. Try to start abroad with min. one clientBetter for motivation, easier to find staff and easier to
convince clients
Example Ahlers: Aktau started without any clients and was very difficult for 6 months to find staff and clients
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Tip 3. Expat vs. LocalsGood mix between locals and expats. Expats will leave and
will they leave a solid organisation behind?
Example Ahlers: St Pete with Expat, China & India not
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Tip 4. Culture adaptation; new identity of companyDon’t try to slave your method of working, but create new
methods of working
Example Ahlers: new values, new strategy, new management structure
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Tip 5: Financial controlHow will you control that money is not stolen and no parallel
business is done?
Example Ahlers: besides local audit (by KPMG or others) also internal audits (own staff, different office, not needed to send corporate office)
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Tip 6. Own people/office or representatives
Risk with reps is that they become competitors
Example Ahlers: 6 reps in KZ, but all commercial relations not with reps, but in main office
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Tip 7. Going international is also for small companiesIt is not complex, difficult to work international, it is more a
mind set
Example Ahlers: 1990: 80% BeNeLux 20% BeNeLux in 2010
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Tip 8. Don’t conquer the worldIt takes more time than needed to start abroad; only start a
new place is the last one is break even
Example Ahlers: in CIS, you can only start new office, once previous is break even
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Thank you for your attention & success
Bart Gruyaert – General Director Ahlers Central Asia & [email protected]