ILA signs up new UK agency partner

Independent groupage operator International Liner Agencies has signed an agency deal with FMI Freight Movers on the UK trade route. While FMI has had some exposure to the SA market over the years, it will now be aggressively marketing the route along with its new partner. In South Africa for the first time last week to touch base with local staff and customers, FMI director Craig Lingard was upbeat about opportunities for growth. On a fairly static trade lane like the UK where the market is highly competitive it’s about increasing market share and that means adding value, says ILA marketing director Raymond Cutts. “We now have a very active partner with a strong sales team throughout the UK so we’re optimistic about growth,” he told FTW. And for both companies adding value is about finding the solution that’s best for both the customer and the company. “For some of our larger customers, we allow them to build their own boxes which results in significant savings,” says Lingard. “It’s this kind of out-of-the box thinking that sets us apart.” Adding value is also about information management and FMI and ILA are currently in discussions about integrating their systems. FMI’s highly sophisticated online communication systems extend beyond traditional applications like track and trace and online bill of lading instructions, said Lingard. “For our UK importers we have an online container board that allows our customers to track their shipments every step of the way. Not only does it put vital information at the shipper’s fingertips, it’s also a far more efficient way of operating.” Established 11 years ago, FMI operates in all the major global markets and has achieved significant success on the import trade from the East to the UK. Its dynamic Australian-born director is keen to replicate that success on this new trade lane. ILA offers a weekly consolidation service between all South African ports and Felixstowe in the UK. CAPTION Raymond Cutts and Craig Lingard … adding value.