ALL THE WAY

EFFICIENCY Quality

DRIVERS Product offer Cost

of decision-making
All drivers are important, some just
Expertise Flexibility
less important when key drivers are in place.
"Make me look good in front of my customers,
and you will always be on my shortlist."
Viewed collectively, the Efficiency segment is characterized by a variety of key
drivers related to the customers they currently serve. Due to the nature of
their business, there is some commonality. They all require a provider that Connectivity Speed
is easy to work with. Being able to fix problems in an efficient way is key
for this segment as it would otherwise create massive inefficiencies in their
business, increasing their cost to serve. Transparency of Cost, and having
the lowest possible cost, are also common as this is the way they build
the margin of their business. Finally, our ability to deliver on our promises Visibility Ease of doing
and the flexibility to accommodate last minute changes, are also key as this
business
is an integral part of their offer to their final customers. Transparency

Due to the size of the Efficiency segment we divide it into sub-segments,

according to their area of expertise - E2E services, industry focus, regional
specialization or special cargo requirements.

NEEDS - relative importance of the underlying needs of the drivers

Transparency Visibility Product offer Ease of doing business

Offers long term cost stability Provide real time tracking of Provides multiple options Is proactive in
the container location within each product type communicating
Has no unexpected costs, and fixing issues
I’m charged what I was quoted Provides real time monitoring Offers consultation to
of the condition within the help me optimise my Provide an answer
Has transparent costs, container quickly to customer
the different components supply chain
enquiries
are itemized Allows you to remotely control Can handle my entire
the condition within the There is always someone
Has a fair policy on additional end-to-end logistic to contact/talk to if needed
fees, surcharges & penalties container requirements
I have the same
Connectivity Expertise Offers a full range of contact person for all my
logistic products requirements
Provides data exchange & Has real expertise in handling
integration solution, such as my cargo type
EDI & API Has local/regional expertise in Provides guidance and Speed
Simple and convenient online the markets I am transporting support at each stage of
the logistic journey Offers the fastest
solutions for documents, invoice, between transit time
payments etc.
Displays a geuine sense of Offers timings &
responsibility towards Quality schedules that exactly
my cargo Is a well established, suit my needs
financially stable
Cost Flexibility organization
Offers the lowest possible price Able to adapt to business needs Has the most
that change over the long term reliable performance Critical decision-making needs
Consistently provides Important needs
Credit is available React fast to any sudden changes
in my business requirement the highest qualitiy Semi-important needs
products & services
Less important needs

Strategic integration
VOLUME – MARKET & MAERSK SHARE Data
integration

EFFICIENCY’S SHARE OF TOTAL MARKET VOLUME (FFE) (BCO+FFW) 45-50%

EFFICIENCY’S SHARE OF MAERSK TOTAL MARKET VOLUME (FFE) (BCO+FFW) 45%

PERCEPTION & KNOWLEDGE LEVEL

Visibility and insight

Efficiency
KNOWLEDGE OF LOGISTICS High

PARTNERSHIP ORIENTED OR TRANSACTIONAL Differs greatly

INTEGRATION
Efficiency customers typically have little interest in strategic integration.
They do see advantages in data integration providing them with visibility
Operational
and insight – but operational integration typically is not relevant to them. E2E process integration and actionability integration

©NOV 2019 A.P. Moller – Maersk