1. How is the shipping today? -Containerized transportation By Leslie Zhu

2. Agenda Self-introduction Shipping industry overview Containerized shipping outlook -Market brief -Products -Customers -Commodities -Competition -Trends Shipping company structure and development Talent market & trends

3. Leslie Chu( 朱文蕾 ) 2006-now: DGM, Sales of Greater China, TMT-Safmarine 2005-2006:Regional Manager, Eastern/Central China 2004-2005:Sales Manager, China Area 2003-2004:Regional Ocean Manager, Eastern/Central China, Maersk Logistics 2001-2003:Branch Manager, Maersk Logistics Shanghai ITM 1994-2001:Asst. to GM & Ocean freight Manager, Geologistics/LEP 1993-1994:Executive, Test-Rite 1992-1993:Commercial & Sales, Beihai Port Authority 1988-1992:Maritime Law, Shanghai Maritime University

4. Shipping Industry Overview Containerized Non-containerized: Tanker, Break Bulk, Chartering, Brokers… Others: supply, shipping agency, trucking, Train, Customs/broker, equipment lease, Air Freight…

5. Containerized Shipping Outlook- Market brief Export vs. Import CIF vs. FOB vs. third parties Peak season vs. Slack season Volume vs. Freight Rate vs. Profit per Area Growth in China vs. Defense in EU/USA

6. Products China-IntraAsia China-Europe China-North America/Latin America China-Mid East/East Asia China-Africa China-South America China-Oceania

7. Products Regular by weekly or multi-sailings per week Fixed ETD/ETA Direct service vs. Transshipment Routine Inland service Transit time Stability of service

8. Customers FOB Customers CIF Customers Triangle Biz Customers NVO Customers BCO Customers

9. Commodities -Export E-Goods Machinery Textile & Garments Shoes Computers Other Consumer Goods

10. Commodities -Import Hi-Tech Parts Oil Raw plastics Auto Parts Timber Foodstuff

11. Competition(Part I/1) Carrier Market Share Tonnage Vessel 1.Maersk-SL 12.4% 1015908 377 2.MSC 7.8% 637358 245 3.Evergreen 5.4% 443938 153 4.PONL 5.2% 427430 154 5.CMA 5.0% 408131 182 6.APL 3.8% 210745 99 7.Hanjin 3.5% 283808 78 8.NYK 3.4% 278893 103 9.COSCO 3.4% 276506 115 10.China Shipping 3.1% 251459 103

12. Competition(Part I/2) 11.OOCL 2.7% 218140 65 12.K-line 2.5% 207584 73 13.Zim 2.5% 202472 89 14.MOL 2.4% 199558 64 15.PIL 2.4% 199118 77 16.Hapag Lloyd 2.4% 193240 78 17.CSAC 2.3% 190000 50 18.YML 2.2% 181294 62 19.Hamburg –Sud 1.9% 152991 79 20.Hyundai 1.8% 148681 39

13. Competition(Part II)-Logistics 1.UPS 2.FedEx 3.DHL 4.Maersk Logistics 5.Nippon Express 6.Ryder 7.TNT 8.EI 9.Panalpina 10.Exel DHL

14. Shipping Line features Profit: fill the vessel at highest rate Volume: depends on vessel capacity Credit terms: do not offer or offer less than 1 month Products: own service port/port Service: Standardized Customer: NVOCC, Forwarding, Manufactory, trading company etc…

15. NVOCC feature Profit: Freight margin Volume: Depends on allocation from shipping lines Credit terms:0-90days,even longer… Products: Source from shipping lines Service: Flexible and various Customer: Direct customer and co- loader

16. Trends Cost increase-oil, steel, manpower etc. Bigger vessel for best cost effectiveness Export growth 10-18% Y-O-Y Next 1-2 year will be tough to shipping company Market will be more in favor of buyer E-commerce

17. Shipping Company Structure General Sales Customer Service Operations Documentation Marketing Pricing/Capacity Human Resource System support/IT Finance Administration

18. Company Development Centralized documentation center Centralized Customer service center Dual branding Migration and Acquisition Flat Structure and Silo Structure Multi-industry for risk management

19. Talent Market Demands vs. Supplies Preferences-What matter most? Recruitment process Pros & Cons of different kinds of companies Own company Personal Career Plan

20. Q & A

21. Thank you!