Multiple routings facilitate tailor-made solutions

Experience makes all the difference when operating in Africa, says the Maersk Line cross-border team whose collective experience adds up to more than 21 years. Covering Zimbabwe, Zambia, Malawi and Lesotho, the team is headed by John Reid, Maersk Line cross-border country manager, who favours an approach he calls ‘solution selling’. “Clients in the hinterland countries such as Zimbabwe, Zambia and Malawi require personalised solutions for their unique requirements. This involves Maersk Line recommending to each client which routing will work best for their cargo,” he said. Offering multiple routings for the hinterland via Maputo, Nacala, Walvis Bay, Dar-es- Salaam, Durban and now also a direct weekly sailing into Beira, it is important to see a client as an individual and tailor-make solutions for their needs. “On top of this wide choice of entry and exit ports, other factors such as through bills of lading vs merchant haulage or conventional trucking need to be considered in each circumstance in order for us to propose the optimal solution for each and every client,” says Reid. “The same considerations need to be applied at the origin or destination country in order for us to offer unique shipping solutions to our clients – which is why solution selling is a prerequisite to servicing the cross border countries.” He says by providing these solutions one constantly improves customer service across Africa. Irene Maina-Ndhlovu, Maersk Line sales executive in Zambia, says this kind of personal approach has led to a more reliable service being offered. “Over the past four years we have seen the demand for shipping and inland logistics in Zambia more than double. It is for this reason that we are able to offer a more reliable through bill of lading service to Zambia via the ports of Dar es Salaam, Beira and Durban. We are also working with key stakeholders in order to also connect to and from Zambia via the Walvis Bay Corridor.” Evas Muranzi, the Maersk Line sales executive in Zimbabwe, agrees with her colleagues saying it is about being able to meet the needs of clients. “No shipment is too large or too small and the client’s needs are met in the most cost-effective manner possible.” With this in mind the company has designed its webpage to ensure that customers have all the resources and information available to make the best possible decision regarding their cargo. According to Antoninho Silvino Pio, Maersk Line sales executive based in Beira, the site provides up-to-date information to customers regardless of where they are in the world. The Beira corridor, that Pio represents, has also seen major growth in recent years and feeds cargo to and from Malawi. “With the launch of the direct service into Beira we will be able to better serve these customers with an improved and reliable service to further meet their business requirements.”