1. Presentation on E-Quotation Shipping Terms
Shenship Logistics
25 November 2008

2. Content E-Quotation Shipping Terms – Sea Shipment
Shipping Terms – Air Shipment
Incoterms
Shipping Terms – Breakbulk Shipment

4. Sea Shipment…
Above rates do not include any insurance and customs brokerage services, which can be provided upon request. 
Please provide full set of packing list, commercial invoice and any related documents.

5. Air Shipment…
The chargeable weight is based on either gross weight or volumetric weight whichever is greater. Conversion is 1 Cbm = 167 Kgs. 
Above rates do not include any insurance and customs brokerage services, which can be provided upon request. 
Please provide full set of packing list, commercial invoice and any related documents.

6. Incoterms
Our Focus
Our e-Platform
Our Competitiveness

8. Breakbulk Shipment…
Let’s take a look at an example first…
Q04000 

9. Breakbulk Shipment… Full Liner Terms (FLT) Liner In Free Out (LIFO)
– the freight rate offered by the Carrier is inclusive of ocean freight, loading and unloading of cargoes
Liner In Free Out (LIFO)
the port to port freight rate offered by the Carrier is inclusive of the costs of loading on to the ship, but excludes the costs for the discharge of the goods at the port of arrival.
Free In and Out (FIO)
the loading (in) charges / unloading (out) charges are for the account of the shipper/consignee, and not the carrier.

10. Breakbulk Shipment… General conditions
The quotation is based on the given cargo details/packing list, details of quantity, lot-size and W/M ratio.
The quotation is subject to any cause or event which Forwarder is unable to avoid, and the consequences of which Forwarder is unable to prevent by the exercise of reasonable diligence.
Forwarder shall not be liable for loss, damage or delay due to the charterer’s failure to observe the terms and conditions of the contract of carriage contained in Bill of Lading.

11. Breakbulk Shipment… General conditions
Additionals & Surcharges, e.g. BAF, CAF, tax, duty, are for informational purposes only and are subject to change without notice at time of shipment
Unpacked cargoes are to be seaworthy prepared, suitable for sea transport and in accordance with valid rules and regulations
Deck shipment is to be allowed unless specified. Carrier has the right to transport goods for the entire voyage, or any part of, on deck at shipper’s risk and with correspondent remark in the bill of lading.

12. Breakbulk Shipment… Heavy Lifting
The cargoes are to be delivered in seaworthy condition and thus being equipped with suitable lifting points and sufficient lashing lugs
The quotation is subject to full details and technical drawings of the special cargo clearly showing such as but not limited to: center of gravity, lifting and lashing points, dimensions and position and construction of cradle.

13. Breakbulk Shipment… Receiving/Delivery
Loading/discharge are to be performed as fast as vessel can deliver. Vessel must work all time, 24 hrs per day, Friday, Saturday, Sunday, holiday included.
Any time lost in waiting for trailers, barges/or direct discharge is to be considered as waiting time and been charged with demurrage/detention as agreed.
The cargoes are suitable for one hook operation, within outreach of vessel’s gear, and slings of normal length.

14. Breakbulk Shipment… Vessel Specification
Special lifting devices, others than being available on board of carrying vessel, such as spreader/beam, if needed for loading and discharge, to be supplied by shippers at their expense. Such equipment shall be certified by Lloyds Register or equivalent.

15. Supplementary Notes to e-Quotation by KY NG
Some Tips on Pricing
Supplementary Notes to e-Quotation by KY NG 15

16. Price Options Cost Plus Gain Sharing Fixed Cost
Profit / Handling fee for Contractors is fixed…. operating costs to re-bill Company
No motivator to maximize the efficiency and minimize the costs…as no gain
Gain Sharing
Contractors are motivated to boost up productivity and minimize costs.
Costly and uneasy to identify and analyze the gain
Fixed Cost
Gain is guaranteed…
Contractors will try their best to minimize costs and boost up productivity 16

17. “Must” to Overseas Agents
Immediate Response to Inquiries (The latest reply couldn’t be more than 24 Hours )
Always sell overseas agent’s image for their nominations and sales leads
Never overcharge. Always bill what we’ve quoted
Immediate Follow-up of Sales Leads ( The sales report to be reverted within 5 days )
Know what the agents exactly want before you reply
Always communicate with agents in a personal and friendly tone 17

18. Layout of your Presentations
Be Clear
Be Concise
Be Specific
Be Dramatic
Try to use Incoterm 18

19. While you’ve got to quote
You have to :-
Check and compare more than one sources in the market
Contact Agents at POL or POD for more information
Ask smart questions
Ensure adopting the Jewish Calculation
Give an idea of the total costs
Use Incoterm
Present in a professional manner 19

20. When “4Ps” meet the “ 4Es” Price Place Product Promotion Everyone
Everywhere
Experience
Evangelism 20

21. Last word
Pricing is not based on how much you want to make a profit…. But how it stands in the supply and demand curve… 21