Essay preparation Definition of shipping Modes of „ENTERING…“ Case study examples LiteraTure

Classification of the Shipping Industry Planning Charterer: ADM, Glencore Broker: Bloomberg, Frachtkonto Junge Freight Forwarder: Kühne & Nagel, Schenker Transport of Goods by Ship Execution Ship owner: Nordic Hamburg Shipping, Hapag Lloyd Terminal Operator: Buss, HHLA Support Ship Supply: MAN, Hoperil, Calpam Finance: HSH Nordbank, Deutsche Schiffsbank Insurance: Marine Con, Allianz Technical Support: Knaack & Jahn

Other relevant material and statistics Annual reports of companies Shipping Journals e.g. THB or Alpha Liner Statistical Department of the respective country

Entry into foreign markets: the internationalization process

Entry into foreign markets: the internationalization process Mode of Entry Definition Example Licensing patents, trademarks or technology to a foreign company in exchange for a fee or royalty. Starbucks Export via agent or distributor A company uses a local agent or distributor to enter a foreign market Freight Forwarder Röhlig has agents all over the globe for more market presence Inchape: Global Hub-Agents Export through own sales representative or sales subsidiary office for its sales representative or a sales subsidiary. Container lines with local agencies Local packaging and/or assemblies The firm might set up local packaging and/or assembly operations. VW with CKD packaging FDI The firm will set up a wholly-owned subsidiary (FDI). Vega Reederei Hamburg: human resourcing; Maersk: Invest in own Terminals

Group 3 – What has to be considered to achieve the objective of a case study?

Structure of a case study Identify the problem Select the major problems in the case Suggest solutions to the major problems Recommend the best solution to be implemented Detail how this solution should be implemented

Case study of problem-oriented approach CASE: CMA CGM acquired OPDR in 2014 to increase market share in the foreign market 1. Identify the problem The aim was to expand the business in a foreign market (short sea trade) 2. Select the major problems in the case E.G. entry barriers, to comply of antitrust legislation, foreign competition, cultural differences

Case study of problem-oriented approach 3. Suggest solutions to the major problems Indentifying external factors Solving environmental risks (e.g. cultural differences) Antitrust agency regulations Identifying internal factors Management & company restructuring

Case study of problem-oriented approach 4. Recommend the best solution to be implemented CMA CGM aquired OPDR in 2014 5. Detail how this solution should be implemented Process of acquisition “A successful case study analyses a real life situation where existing problems need to be solved”

From agent to fdi – hamburg sued HAMBURG. Die Reederei Hamburg Süd hat am 1. Oktober ein eigenes Büro im indischen Gandhidham eröffnet. Es ist neben dem Office in Ahmedabad das zweite Büro der Reedereigruppe im Bundesstaat Gujarat. Alle kommerziellen Aufgaben, die bisher in die Zuständigkeit der Agentur Seabridge Maritime fielen, werden künftig von dem neuen Office in Gandhidham und dem Büro in Ahmedabad übernommen. Dazu gehören das Tagesgeschäft ebenso wie die Bereiche Marketing & Sales, Customer Order Management. Das neue Büro in Gandhidham leitet Paresh Kataria. Hamburg Süd bietet einen wöchentlichen Dienst Europa Pakistan India (EPIC) an, der jeden Mittwoch den Hafen von Mundra anläuft, sowie einen Dienst Asien Indien (ASIP), der jeden Dienstag den Hafen von Pipavav erreicht. Das operative Geschäft in den Häfen von Mundra und Pipavav wird weiterhin von der Agentur Seabridge Maritime abgewickelt. In Indien betreibt Hamburg Süd noch zwei weitere Büros in Mumbai und New Delhi.

From agent to fdi – UASC UASAC Switzerland GmbH will be a subsidiary of UASAC Deutschland GmbH and will take over all agency activities from Fiege Logistics Ltd, which successfully represented UASC in the Swiss market for 24 years.

FDI – Harren & Partner Anfang 2013 eröffnete Harren & Partner ein eigenes Crewing Büro in der türkischen Metropole, das nach kurzer Einarbeitungszeit nunmehr mit mittlerweile acht Mitarbeitern "voll in Fahrt" ist. Die Eröffnung ist ein wichtiger Schritt der Reederei, Crewing-Aktivitäten für bestimmte Schiffssegmente innerhalb der H&P-Flotte in Eigenregie zu organisieren.

From Distributor to fdi – hansa heavy lift HANSA HEAVY LIFT has opened a new office in Sao Paulo, Brazil, as part of ongoing expansion plans. (…) The Brazil office opened at the beginning of February, just one month after HANSA HEAVY LIFT’s new Australian branch was set up. HANSA HEAVY LIFT has expanded to have five offices, in Perth / Australia, Houston / USA, Sao Paulo / Brazil, Singapore and headquarters in Hamburg / Germany as well as eleven exclusive agents worldwide.

literature General Literature Ingo Walter/Tracy Murray: Handbook of International Management, ISBN: 047160674-x Frank Lavin/Peter Cohan: Export Now; Five Keys to Entering New Markets, ISBN: 0470828196 Frank Bradley: International Marketing Strategy, ISBN: 9780273686880 Shipping related Literature Chris Jephson/Henning Morgen: Creating global opportunities: Maersk line in containerisation, ISBN: 978110703781-6