Dear Aaron/Paulo,

Welcome to Cargobase! We are really excited to having you in our team! We have
already made a head start with your necessary access and log ins to online accounts
which we will share with you when you start on Monday 21 st Feb.

We’ve planned your first days to help you settle properly, you can find more details in
the agenda below.

Meanwhile, we are all looking forward to working with you and seeing you achieve great
things!

Below an overview of all the tools that you will work with. We’ve created an account for
you with all of them using your aaron@cargobase.com / paulo@cargobase.com email
address. We suggest you use SSO Google and the Google Two-Step verification to
have easy and secure access. Most of these tools have desktop and/or mobile apps.

Tool Usage
Cargobase Staff Access that will give you access to all customer data in
Cargobase
Hubspot CRM Used to track leads, sales progress and customer data
Intercom Online chat and support ticket platform
Trello Project Management Tool
Slack Company Chat
1Password Password keeper and share for staff
DropBox Used for all document storage
Zoom Conference Call Platform
Linkedin Navigator Sales Leads

First Week Objectives:

By the end of week1, we would like Aaron and Paulo to:

-to be introduced to all relevant team members and to understand how the organisation
works
-to understand the Cargobase’s Value Proposition and our growth ambitions
-to understand your role within the organisation
-to understand the CB platform in detail
-to understand the tools that you will be working with
-to have viewed all training material supplied and have questions addressed
-to feel comfortable and ready to hit the ground running and be a success in your role
Kick-Off Planning:
Date Time Agenda
21 Feb 9.00 - 9.30am Welcome Naqiya/Romain

21 Feb 9.30 - 9.45 CEO Welcome (Wiebe)

21 Feb 9.45 - 10.00 CPO Welcome (Alex)

21 Feb 10.00 - 11.30 Cargobase Introduction

21 Feb 1400 - 1530 IT Set up and System Usage

21 Feb 1530 - 1630 Basic Intro to Hubspot (Naqiya)

21 Feb 2100- 2130 Monday Sales Call

Date Time Agenda

22 Feb 0900 - 1000 Questions from Day 1 /IT Issues

22 Feb 10.00 - 11.00 Customer Success Introduction

22 Feb 11.00 - 12.00 Introduction to APAC Sales – James

22 Feb 1300 - 1400 Role of BDM Support - Naqiya

Role of Customer Success Support -
Anne
22 Feb 1400 - 1600 Basic Intro to Hubspot/Sales Nav
(Naqiya)

22 Feb 1600 - 1615 Welcome from Arnout

22 Feb 1615 - 1630 Welcome from Ray

22 Feb 1630 - 1645 Europe Sales Manager - David

22 Feb 2230 - 2300 Welcome and Intro from Ben - US Sales

Background Reading
Cargobase is a cloud-based SaaS platform focused on automating the often
cumbersome and not transparent process of booking, arranging and completing spot
buy freight for enterprise shippers. Our platform is designed by means of digitalization to
illuminate and streamline the full end 2 end spot-buy process. What makes Cargobase
unique is that it supports omnimodal transportation, it is multi-lingual (up to 6
languages), multi-currency (supports up to 8 different currencies) and multi-measure
(metric or empirical).

What is Spot Buy freight?

Spot buy freight can be considered all shipments that fall outside the flow of pre-
procured and pre-arranged shipments. Those shipments range from Expedites, project
Freight, Service upgrades, one off shipment and non-contract lanes.

Stakeholders
Added to the complexity of the spot buy process is the numerous amounts stakeholders
involved. Ranging from the non – logistic users requesting the shipments, the logistic
team (both operationally and managerial), suppliers’ operational team, freight audit and
procurement teams etc. Cargobase centralizes all the task that the aforementioned
stakeholders perform on a shipment. Very powerful indeed.

How is Spot buy freight traditionally setup?

Traditionally speaking, the spot buy freight process is within enterprise shippers, as with
a significant proportion of the logistic world, quite often quite archaic and largely
dependent on a significant proportion of manual tasks required. A typical process of
making a spot buy booking, also because it falls outside the regular flow of pre-procured
shipments, consists of:

o A request for booking is made by a non- or a logistic person either by phone or

email
o Internal clarification of the booking is as well done via email or phone
o Once clarified suppliers or often only one supplier is also informed about the
request for the shipment
o Quite often only one supplier is awarded the contract because the logistic team is
familiar with them and claim to be able to trust good rates
o Clarification of the shipment between the shipper organization is then done as
well via email or phone
o Once clarified and shipment has been accepted the status of the shipment goes
off in the abyss that is often the spot buy process and comes out at the other
end.
o Milestone, location, custom clearance etc, updates are as well done manually via
phone and mail
 o Invoicing – Shipment matching remains a pain point in this process. Because the
trail between placing the request and receiving the invoice is not clear, for the
invoice approver it is not always clear what the invoices are for causing invoices
to be put in the exception state more often than is necessary. This in affect
causes suppliers to wait unnecessarily long for their payments and the shippers
to conclude the spot buy process.
o In addition, invoice approvers also receive invoices without proper notification if
the shipment has actually been delivered.

How does the Cargobase aim to revolutionize this process?

At Cargobase we have set out to automate the full end 2 end process of a spot buy
process. The Cargobase platform is designed in a manner that enables shippers to
have all spot buy manual actions executed and captured on the platform thus enabling
Cargobase to capture 100% of that data. In combination with the robust and advance
set of features and settings, shippers are empowered to have better visibility, better
control in understanding, coordinating and improving their spot buy processes.

Shippers can streamline their process from start to finish, entails the placing of a
booking by a (non-) logistic person, processing the request, sending out the RFQ to pre-
selected providers, select the the best quote provided, track and trace the shipment and
auditing invoices and automating the approval of invoices. All these actions can be done
on the Cargobase platform.

Key features of the Cargobase platform for shippers are:

Closed/Preferred provider pool

For spot buy shipments it is common practice for providers to only work with pre-
selected LSP’s. This is the case because framework agreements are already in place
and the liability has most likely already been signed off. Thus, enabling either one of the
suppliers to quickly process the shipment in the case that they are awarded the
business.

Provider profiles
In addition to the compliance element, shippers would also only like to have providers
invited to the bidding that are capable of successfully completing the processing and
delivery of a spot buy request. Within the shippers account Cargobase can create
unique supplier profiles. These profiles can be created based on the information
provided by the shipper but in absence thereof Cargobase can solely define the shipper
profile if a specific provider is already known in the Cargobase database.

Uploading rate cards

It might sound counterintuitive to have the option available to upload the rate cards that
are the outcome of the regular pre-procured process on a platform that focuses on non-
pre procured freight. However, the reasoning is rather clear; spot buy is commonly a
blackspot in organizations. As a result, the spot buyers may not have easy access or
insight into all the pre-agreed rates on file. By uploading the pre-agreed rates to the
platform the shippers are able to compare the spot buy proposal rates to the rates on
file and to determine which one is more favourable.

Integration with provider platforms / connect accounts

To streamline the process between shippers and providers, the Cargobase account of a
shipper can be connected to the parcel accounts of the likes of Fedex, UPS, DHL
Express or any other supplier that has a shipper platform as well. This integration allows
for tracking, booking and also printing the label directly via the Cargobase platform
without the need for the user to levitate between multiple platforms.

Procurement rules
One of the most important available functionalities are the procurement rules. With the
procurement rules – functionality the path of a booking process from start to finish can
be illuminated. For example, by using the procurement rules we can define the values of
the following parameters:

o The minimum number of providers to invite per booking request

o The minimum number of quotes to be received per booking request
o The time window that providers have to respond to an RFP
o The time window within which the shipper will respond to proposals receive

The by far most powerful feature is the quoting algorithm. The quoting algorithm dictates
how the quotes are distributed within the organization of the supplier itself, ensuring that
the bid goes to the correct local, regional or global team responsible for such shipments.

The procurement rules speak perfectly to the complete value offered by Cargobase. As
they show that Cargobase is not solely of value to the shippers but as well to organize
the proposal distribution process in a more efficient process for providers as well.

Suppliers perspective
Cargobase has set out to transform the manner by which spot buy freight is procured,
sold and organized, this does not limit itself to the shipper but includes the suppliers as
well. The Cargobase platform has therefore been designed in such a way that it adds
significant value to the shipper as well. One example is the fact that at Cargobase we
do not believe in the ‘race to the bottom’ price quoting principle. What does that mean?
During RFQ’s only the shippers will be able to see the offers from the proffered supplier
pool. Each of the suppliers will only be able to view what they have quoted, and they will
not be able to see what the other participants have quoted.

The suppliers will be provided with performance feedback but only high-level price
focused feedback, so no service level information included. This feedback also includes
reasons for having lost or won the bid.
Furthermore, as Cargobase is an independent company not backed by any LSP we
offer an introduction service to shippers. If a shipper experiences poor performance on
shipments, during RFP’s etc, shippers can ask our advice to refer them to an LSP that
could potentially be of value to them. This process is purely shipper driven and we
would not make introductions at the request of LSP for reasons that are obvious. By
means of this introductory service shippers can as well expand their book of business
via the Cargobase platform.

Training Material
Training Videos -
https://www.dropbox.com/sh/zxyewgzzm2ye066/AABPGLp16dQfR_hCpcaZYVela?dl=0

Marketing Collateral
https://www.dropbox.com/sh/soyojj6lr4mdqih/AACRMq0hY2tIyRWRf2yrg6b8a?dl=0

Cargobase Presentation [Short Deck]

https://www.dropbox.com/s/s4cw0mbb6c3wdfw/2111111%20Deck%20Short_.key?dl=0

Linkedin Webpage
https://www.linkedin.com/company/3140784/admin/

Training Videos:

Cargobase Shipper Training - https://vimeo.com/showcase/5872097

Cargobase Provider Training - https://vimeo.com/showcase/5854421

Demo accounts on Cargobase:

Example Presentation Call

Lenzing<>Cargobase: Intro Call

https://zoom.us/rec/share/
HW5Aydl3Ck01lWz4ITzATYfR7O0UWJU1BBXBDoWlQCl1ufdhMVrSYtp3Vqf5vxhk.LrO
XVaXjziOC5HvB?startTime=1637125765000 (Passcode: Fy5M#WSN)

Kemet<>Cargobase: Intro Call

https://zoom.us/rec/share/
Y00d71ofzPp9Hd1kc_AhqY0af9dDeOqppYMXMsYBCqJ5SWGv9kRkuhij_z0PuU1N.9u
0xVoMqt2MTn7RO

Plastic Omnium<>Cargobase: Intro Call and Demo

https://zoom.us/rec/share/SmfbDAFbkjSqp1--
BMyudGTvAqHat0IztRfUtANlJatLBOdYolKviXbOYVaGHg_R.LjYBz-MD2ulwYInl

Cargobase Blog
https://www.cargobase.com/blog/introducing-cargobase-transportation-management-
systemtms?
utm_content=186484767&utm_medium=social&utm_source=linkedin&hss_channel=lcp
-3140784