![Page 1: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/1.jpg)
What to Look for in Trade
Solutions Software
August 9th, 2016
Tom Kuerbs
Descartes Systems Group
Ron Barone
Director, Technology SmartBorder
![Page 2: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/2.jpg)
What to Look for in Trade Solutions
Software
• Rarely do two Brokers/Forwarders have
the same exact needs.
• One size does not fit all.
• What are my anticipated needs? • Today?
• Next Year?
• Five Years?
![Page 3: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/3.jpg)
Consider your requirements
• SAAS/Cloud vs Deployed on-site.
• Do you prefer one provider for all needs (Forwarding, Customs, Accounting, Security Filings, Connectivity to Carriers and other Supply Chain Partners)?
• What interfaces will I need with external software?
• What visibility do you need to offer your clients to their shipment data on the web?
• Budget
![Page 4: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/4.jpg)
What to look for in selecting a
Vendor • Industry Leadership, Domain expertise
• What technical support is available? Where is the support and development located?
• Does the vendor offer in house implementation management or will you need to hire outside consultants?
• Worldwide Regulatory / Security filing options?
• Global Trade Content
• Integration and Development - Ease of integration is an important factor to consider when making technology purchasing decisions
• Will the software meet my growing needs?
![Page 5: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/5.jpg)
Gathering information about a
prospective software vendor.
• RFI (Request for Information) is a standard business process whose purpose is to collect written information about the capabilities of various suppliers. Normally it follows a format that can be used for comparative purposes of multiple vendors.
• Talk to other successful competitors. What do they like/dislike about their software solutions.
• Demonstrations of software capabilities
• Pricing Model(s).
![Page 6: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/6.jpg)
• Most want to have more value-added services
• Most view global presence as important
• Many see shipper/consignee visibility as important
Competitor Capability You
Wish You Had
![Page 7: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/7.jpg)
What to Look for in Trade Solutions
Software: The Value Add Trends
• Shipment Management – Why: Enable you to better serve your customers
• Security Filings – Why: Keep you and your customers compliant. Keeps the freight moving
• Custom Filings – Why: Keeping you current with all regulatory requirements
• Global Trade Content – Why: To better demonstrate reasonable care and classification determinations
• Carrier/Trading Partner Connectivity – Why: To provide better visibility, improve efficiency and meet industry initiatives
• Automation in the Supply Chain. – Why: Streamline the process, reduce costs
![Page 8: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/8.jpg)
Trading Partner
Connectivity
Denied Party
Screening
Customs and PGA
Clearance
Global
Security Filings
Classification
& Valuation
Recordkeeping
& Audit Trails
What Does Compliance Mean to You?
![Page 9: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/9.jpg)
Key Trends and Statistics in Global Trade & Compliance
50% of
global
trade
takes place within global
value chains
Exports are
doubling every
10 years
1995 2005 2015
5.2 trillion
10.5 trillion
19.0 trillion
48%
Cross-border
eCommerce trade
2011-2015
8+ Supply
chain
parties
coordinate each
shipment, adding
complexity
88%
of executives say that
managing regulatory
change is challenging
Many global trade
regulations are
increasing and
going into force
![Page 10: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/10.jpg)
• ACE is the largest concern for all US based forwarders and brokers but less so for top
performers
• Top performers see trade agreements and electronic data as other significant change
areas
• Others see Canadian and US export manifest as significant change areas
Industry Changes
![Page 11: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/11.jpg)
• Top performers are more focused on high value services to increase margins
• Top performers see automation as critical in improving margins by offering time
saving services to customers
• Bottom performers see cost cutting and price increases as primary ways to increase
margins
Important Tactics to Improve Margins
![Page 12: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/12.jpg)
• Trade content integration – Harmonized Tariff Schedule (HTS) Codes
– Trade agreement details
• Restricted parties screening – Scan throughout the process
• Booking, execution, settlement
– Automated or ad-hoc
– Centralized notifications for “positive” hits
Trade Content / Restricted
Party Screening
![Page 13: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/13.jpg)
– Air Messaging • Participation in eAWB initiatives reduces costs in many
cases
• Automates delivery of status updates for tracking
• Reporting tools for exceptions
• Single connection to multiple carriers
– Ocean Messaging • It’s more about getting the best rates
• Delivery of electronic statuses for tracking
• Single connection to multiple carriers
• Compliance with VGM (SOLAS) rules
Messaging
![Page 14: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/14.jpg)
More and more Forwarders
are offering Enhanced Door-
to-Door Service
![Page 15: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/15.jpg)
• Optimization helps choose carriers based on lowest cost, service parameters and route guides
• Execution moves a traditionally manual process (phone, fax, email) into a message driven process for load tendering, responses, status messages and invoices
• Benefits – Improved metrics on business performance
– Freight management centralization
– Low-tech carrier enablement for 100% compliance
– Improved tracking of freight
– Enhanced control over your distributed business
What to Look for: First and Last
Mile Optimization and Execution
![Page 16: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/16.jpg)
What to Look for: The ability to keep
pace with global changes
Countries with Security Filings Underway – All eyes are on China!!
![Page 17: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/17.jpg)
Tom Kuerbs, LCHB, CCS
CHB System Manager
Phone: (800)419-8495 x458214
Email: [email protected]
Twitter: @CBPWarrior
Website: www.descartes.com
Thank You!
![Page 18: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/18.jpg)
Presentation Overview
• The Cost of Support
• Your Business Needs
• Customization
![Page 19: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/19.jpg)
The Importance of Support
You can lower your cost of operations and
improve on customer retention with a good
support plan from your software vendor.
![Page 20: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/20.jpg)
Who here is a first time filer?
![Page 21: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/21.jpg)
The Cost of Support
Overview
• Service Outages
• Support Capabilities
• Red Tape
Management
![Page 22: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/22.jpg)
The Cost of Support
Service Outages
• Hardware and/or software of
the provider (on-premises or
off)
• Data loss and recovery plans
• Government outages
![Page 23: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/23.jpg)
The Cost of Support
Support Capabilities
• Guaranteed response time
• 24 / 7 support options
• Customer references
![Page 24: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/24.jpg)
The Cost of Support
Red Tape • Rapport with agency
contacts
• New brokers
– Testing assistance
– Application
• Technical support on
system setup integration
![Page 25: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/25.jpg)
The Cost of Support
Having premium support can reduce your
overall operational costs and limit your risk
of day-to-day operations.
![Page 26: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/26.jpg)
Your Business
Does your prospective vendor
truly understand you?
If not, how make sure they do.
![Page 27: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/27.jpg)
Your Business
Overview
• Vendor Discussion
• Vendor Intelligence
• How to Validate Vendor
Understanding
![Page 28: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/28.jpg)
Your Business
Vendor Discussion
• Air, sea, border,
exporter, forwarder
• Vertical specialization?
• Other supporting
systems?
![Page 29: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/29.jpg)
Your Business
Vendor Intelligence
• Interface intelligence
(does it make sense)
• Cost of employee
onboarding / transition
• Support for common
scenarios
![Page 30: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/30.jpg)
Your Business
Vendor Support Validation
• Support staff interviews
• Create a few problems
• Test their support
capability
![Page 31: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/31.jpg)
Your Business
Good vendors will support you by
understanding your business
needs and verticals.
![Page 32: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/32.jpg)
Who finds it critically
important to have an
integrated freight forwarding
system?
![Page 33: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/33.jpg)
Customization
Can your vendor change to meet
your business needs?
![Page 34: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/34.jpg)
Customization
Overview
• Growth and Change
• For Your Customers
• Upgrades
![Page 35: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/35.jpg)
Customization
Growth and Change
• System / workflow
adjustments
• Programmed
customizations
• Interview other clients
that are highly
customized!
![Page 36: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/36.jpg)
Customization
For Your Customer
• Online tools
• Data import and mapping
• Support options
![Page 37: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/37.jpg)
Customization
Upgrades
• Product roadmaps
• Software upgrades
• Ask the references!!!
![Page 38: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/38.jpg)
Customization
Core business software isn’t one
size fits all. Customization, and
support of those changes, is
required for small and large
businesses alike.
![Page 39: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/39.jpg)
The Importance of Support
The support of any core business
software system is critical to the
retention of customers.
![Page 40: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/40.jpg)
Who here is interested in free
online (mobile) tools like
Tariff and RPS?
![Page 41: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/41.jpg)
Thank you!
Ron Barone
Director, Technology
Phone: (800) 572-2734
Email: [email protected]
Twitter: @SmartBorderABI
Website: www.smartborder.com
![Page 42: What to Look for in Trade Solutions Software · Solutions Software August 9th, 2016 Tom Kuerbs Descartes Systems Group Ron Barone ... • Integration and Development - Ease of integration](https://reader033.vdocument.in/reader033/viewer/2022053016/5f186a3d1aa542306867a5af/html5/thumbnails/42.jpg)
Questions