TIDE found out more about Ships Agency representation in the UK from Gunnar Engbers.
Gunnar, you appointed two quality agents in the UK. Tell us about them.
Nils Warner and Ron Davies are representing us in the UK.
Nils recently immigrated to the UK after spending most of his working life in South Africa’s ships agency industry. He ran several companies including his own, so adds vast experience, knowledge and most importantly, contacts and networks.
Ron adds a different dimension as his background includes sectors in shipping which Trade Ocean is not represented in. His knowledge, expertise and local contacts supplement those of Nils.
What were the reasons for appointing offshore agents?
It is difficult to identify and reach targets from SA.
The kind of clients we are looking for don’t Google for “Ships Agency services in SA”, so you need to identify targets and approach the right people.
Also with Privacy rules so strong in the UK, you’ve got to be careful when using marketing mailers to reach prospects, which have a small success rate in any event. We need credible agents on the ground, meeting with the right people, building credibility and trust. With SA’s ‘troubles’ well-known in global business circles, it needs somebody to explain why Trade Ocean can do the job for them.
Do you anticipate Nils and Ron reaching outside of the UK? Into Europe?
Yes, many of our existing contacts are situated in Europe. The UK is however ideally situated in terms of access, including face- to- face contact once that is a possibility again. Making contact with UK- based clients is now easy and convenient.
Areas or sectors that you will be targeting?
Bulk vessels, Oil & Gas, Offshore vessels or anything else that floats and is prepared to pay an agent.
Expectations?
Early wins are always good but we don’t expect overnight success as shippers already have relationships with other ship’s agencies. It will take time and persistence to earn trust. The market is however extensive, and having local representation greatly improves our chances of success.
Visit the Ships Agency profile document and sales presentation.
All success to Gunnar, Nils and Ron!
