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

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

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

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

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

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

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

Customers FOB Customers CIF Customers Triangle Biz Customers NVO Customers BCO Customers

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

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

Competition(Part I/1) Carrier Market Share Tonnage Vessel 1.Maersk-SL 12.4% MSC 7.8% Evergreen 5.4% PONL 5.2% CMA 5.0% APL 3.8% Hanjin 3.5% NYK 3.4% COSCO 3.4% China Shipping 3.1%

Competition(Part I/2) 11.OOCL 2.7% K-line 2.5% Zim 2.5% MOL 2.4% PIL 2.4% Hapag Lloyd 2.4% CSAC 2.3% YML 2.2% Hamburg –Sud 1.9% Hyundai 1.8%

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

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…

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

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

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

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

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

Q & A

Thank you!