Trade route specialisation is key

The secret of growing one’s business is through sales, sales and more sales, says Raymond Cutts, sales and marketing director of International Liner Agencies (ILA). Offering a complete NVOCC service which adds value and being able to sell that value has always been ILA’s key objective, especially when it comes to the targeting of special markets, says Cutts. To achieve this, he says, trade route specialisation is the key to identifying where you can add value, and this is what ILA has set out to do on all its trades. “Being able to offer a service is very different from delivering one that adds value,“ says Cutts. “When you are able to make a measurable difference to your clients is when you can consider yourself a specialist.” He says the company has put a lot of effort into growing its “special markets“ which amongst others include the Far East, South East Asia and India. “As an example, through one partner we offer the most direct consolidation services from North and South China. The investment and development has allowed ILA to pass on the benefits of improved communication through dealing with one company. We’re also able to achieve the best transit times to manage their clients’ inventory and control the cost of freight and landing charges through prenegotiated rates,” says Cutts. “But it does not end there as we continue to draw from our vast experience gained from traditional trade lanes and apply it across all others. All this is only made possible through willing partners and our worldwide network that has the passion to deliver what is needed.”