‘Aim for niche markets – a positive in hard times’

Even during trying economic times, some companies come to the fore, finding niche markets that still offer growing business opportunities. One such is Robertson Freight which, in its ten years of existence, has found a lucrative niche in project cargo. The company’s main focus in the field lies in West African regions, where it is actively involved (both on an import and export basis) with countries like Angola, Sierra Leone, Nigeria and Congo DRC. They also co-ordinate regular project cargoes from the USA Gulf regions to select markets north of Angola. According to Neil Robertson, however, the size of these projects has drastically reduced. “Honestly speaking, anyone who says the pace hasn’t slackened with the economic downturn should consider themselves fortunate.” That said, he adds that even since the beginning of April there has been an upturn in export volumes: “We are confident that this trend will increase as our shippers start realising that current projects have to be continued and completed to bear the fruits of the initial investments by the major players in the oilfield and mining sectors. “However, securing finance for these projects will not be as easy to come by as before, but we do have some dynamic clients who can diversify to weather the global economic downturn.” “Never say No”, could be the Robertson Freight motto. Having recently quoted a local company to ship antennae and communication equipment to East Africa, their outlook remains nothing but positive. Other recent projects include: ● The handling of the charter of a multipurpose vessel to ship a dismantled brickmaking plant from Cape Town to Luanda, and ● Assisting in the charter of another multi-purpose vessel to accommodate a load of dismantled diamond mining equipment. Not easy of course. The former involved shipping huge cement silos, tons of drying racks, conveyors and kiln equipment, flat-racks and several 20’and 40’ GP containers. The latter eventually involved roadhauling from Gauteng to Richards Bay and shipping to Sierra Leone. Despite all these day-to-day challenges, according to Robertson the biggest problem facing the company is getting payment secured prior to shipment, and the release of the necessary documents. “In most instances we have been fortunate to have been involved with reputable shippers who have proper guarantees set in place. “Co-ordinating transport of these project cargoes poses a problem, but it can be avoided by using the service of reputable transporters. “They may cost more, but it ensures deadlines are met. “Otherwise delays can mean the loss of thousands of dollars a day in charter costs, which may not have been budgeted by the shippers.”