Europe downturn drives added focus on price

Getting new business in Europe – which has a longestablished logistics industry – is a real challenge, according to Doug Cochrane-Murray, newly appointed route development manager: Europe for Turners Shipping. “In logistics customers have traditionally looked for service and price,” he told FTW. “But the recent economic downturn in Europe has seen more emphasis on shopping for price, which makes relationship-building more important than usual. “It is also a complex market, with each country having its own system for doing business.” Turners recently became the SA partner in the BDP International network of freight management companies, and Cochhrane- Murray has just returned from a six-month stint based at BDP’s Frankfurt office. He spent three months in Frankfurt working with the European pricing division before travelling to BDP’s other offices and meeting with suppliers and service providers. BDP is regarded as one of the world’s leading chemical logistics suppliers, he said, with ten office locations in Germany. “The Frankfurt and Munich offices are at the centre of things – a real chemical product logistics hub. “Also, airfreight hubs have been strategically positioned in those two cities to maximise cost savings to clients.” CAPTION Doug Cochrane-Murray, recently appointed route development manager – Europe at Turners Shipping, is welcomed back after his six-month stay in Germany by Rishen Naidoo, branch manager of Turner’s Johannesburg office, while the airfreight manager, Marlon Reddy, looks on.