After a long period of negotiations, PSA Corporation and South Korea's Hanjin Shipping have finally signed a long-term agreement. Both sides have also pledged continued future cooperation on a win-win basis. PSA's success epitomises Singapore's ability to respond with pragmatic and flexible measures to formidable challenges.
The deal is good news for all. It is evidence that despite stiff competition from ports in neighbouring countries, PSA is still attractive to its existing customers.
Is Hanjin Shipping's decision to stay testimony to the effectiveness of a series of measures announced by PSA recently？
The company had described the rate PSA offered as “very, very, very competitive.” It had also said that PSA's quality and efficient service was essential. But it is clear that price was a key factor in the shipping line's decision to remain here.
PSA has emphasised that its business cooperation with its customers is based on a “win-win” formula. And it has managed to get Hanjin to renew its contract precisely because of this policy.
Confronted with immense pressure from neighbouring competitors, PSA has announced the slew of measures under its “stay relevant” policy to sharpen its competitive edge.
This is not to say that the port operator has not been keeping up with changing times. However, convinced that excellent service is the key to attracting customers, its concern has been more with maintaining service efficiency. Now that it is operating in a different environment with fierce competition from new ports in neighbouring countries, efficient service alone is no longer enough to retain customers. Not only are its competitors improving their service, but they are also offering very competitive prices.
PSA has realised that if its rates and business relationships with its customers do not “stay relevant”, it will lose them.
Introduced with the aim of keeping its customers, measures such as providing customers “dedicated berths”, a stake in the corporation, and adjustments in fees are PSA's efforts to adapt to changing times. As the global economy is slowing down, it is necessary to respond appropriately. The reduced charges, in particular, should prove effective. However, a price-cutting war should be avoided at all costs.
PSA has said that its discounts and rebates are restricted to charges for handling empty containers. The purpose is to help shipping lines tide over the current economic woes. Such adjustments are far from cutting prices. To quote Hanjin, they are a “bonus”。
Has PSA succeeded in keeping Hanjin because its new measures have worked？ Or has Hanjin been moved by PSA's sincerity？ What matters most is that PSA has managed to clinch a deal with a key customer. This, hopefully, will have a positive effect and PSA's more than 20 other big customers will also stick with it.
Granted that it is important for PSA to adjust its fees, there must be no let-up on preserving its good service. An over-emphasis on price competitiveness at the expense of upgrading its service quality may cost the group its global reputation of being a “high service quality” international port established over the last few decades.
The challenge for PSA, apart from charting its international and regional development strategies, is to remain competitive both in terms of rates and service quality.
The writer is Assistant Editor （Business Desk）, Lianhe Zaobao.Translated by Yap Gee Poh.
新加坡港務(wù)集團與韓國的韓進(jìn)海運商談已久的長期合約終于簽定,雙方在雙贏的運作政策下繼續(xù)“無限期”的合作。這可以看成新加坡面對強大競爭時,采取務(wù)實、靈活應(yīng)對措施的縮影。
韓進(jìn)海運與港務(wù)集團續(xù)約,可以說是皆大歡喜,也說明了盡管港務(wù)集團面對鄰國碼頭的激烈競爭,對現(xiàn)有客戶仍然具有一定的吸引力。
韓進(jìn)海運選擇繼續(xù)留在新加坡,是否反映了港務(wù)集團最近宣布的一系列新措施奏效？
韓進(jìn)海運說港務(wù)集團給它的價格“非常、非常、非常具有吸引力”。雖然韓進(jìn)強調(diào)港務(wù)集團的高素質(zhì)、高效率服務(wù)對它非常重要,但能夠用三個“非?！眮硇稳輧r格的吸引力,相信價格是促成韓進(jìn)留下來的其中一個主要因素。
正如港務(wù)集團所說,它與客戶的合作關(guān)系是建立在雙贏的基礎(chǔ)上。韓進(jìn)這次與港務(wù)集團續(xù)約,正是因為該集團提出了雙贏的政策。
面對鄰國海港的競爭壓力,港務(wù)集團最近推出了一系列的新措施,希望這項稱為“與時并進(jìn)”的政策可以加強海港的競爭能力。
過去,港務(wù)集團也不忘“與時并進(jìn)”,但較注重的是保持高效率的服務(wù)水平,深信只要有高水平的服務(wù)就能吸引客戶。隨著時代的進(jìn)步、周邊環(huán)境的改變、鄰國新碼頭的崛起,光在服務(wù)水平方面與時并進(jìn),已經(jīng)不足以吸引客戶了。因為鄰國競爭對手不單在服務(wù)素質(zhì)方面逐漸與時并進(jìn),它的價格更具競爭力。
港務(wù)集團了解到,如果它的價格、與客戶的合作方式等無法與時并進(jìn),恐怕就要面對失去客戶的壓力。
港務(wù)集團允許客戶擁有“專用碼頭”、參與經(jīng)營碼頭、價格調(diào)整等一系列與時并進(jìn)措施,正是為了留住客戶而提出。在全球經(jīng)濟放緩的時刻,采取與時并進(jìn)的政策是有必要的,特別是在調(diào)整收費方面,相信可以收到一定的效果,但切忌掀起“削價戰(zhàn)”。
港務(wù)集團說它的折扣和回扣優(yōu)惠只限于空箱處理費,而且優(yōu)惠期只限一年,目的是協(xié)助船務(wù)公司渡過經(jīng)濟難關(guān)。像這樣的價格調(diào)整,與削價還有一段距離,套用韓進(jìn)的話,這樣的折扣和回扣對它來說是一項“花紅”。
不管港務(wù)集團這次成功留住韓進(jìn)海運是否是新措施奏了效,還是韓進(jìn)被港務(wù)集團的誠意所打動,最重要的是港務(wù)集團最終保住了這個大客戶,并起到正面的效應(yīng),希望其他20多個大客戶對港務(wù)集團不離不棄。
對港務(wù)集團來說,調(diào)整價格固然重要,保持高效率的服務(wù)水平仍不可放松,否則,過于注意價格的競爭而忽略了服務(wù)素質(zhì)的提升,它幾十年來在國際上享有高素質(zhì)服務(wù)的國際海港優(yōu)勢可能因此而喪失了。
既要注意價格的競爭力,同時又要保持高素質(zhì)的海港服務(wù)水平,如何兩者兼顧,將是港務(wù)集團接下來除了要照顧國際和區(qū)域發(fā)展策略以外,所要面對的挑戰(zhàn)。
。作者是早報財經(jīng)組助理主任。
The deal is good news for all. It is evidence that despite stiff competition from ports in neighbouring countries, PSA is still attractive to its existing customers.
Is Hanjin Shipping's decision to stay testimony to the effectiveness of a series of measures announced by PSA recently？
The company had described the rate PSA offered as “very, very, very competitive.” It had also said that PSA's quality and efficient service was essential. But it is clear that price was a key factor in the shipping line's decision to remain here.
PSA has emphasised that its business cooperation with its customers is based on a “win-win” formula. And it has managed to get Hanjin to renew its contract precisely because of this policy.
Confronted with immense pressure from neighbouring competitors, PSA has announced the slew of measures under its “stay relevant” policy to sharpen its competitive edge.
This is not to say that the port operator has not been keeping up with changing times. However, convinced that excellent service is the key to attracting customers, its concern has been more with maintaining service efficiency. Now that it is operating in a different environment with fierce competition from new ports in neighbouring countries, efficient service alone is no longer enough to retain customers. Not only are its competitors improving their service, but they are also offering very competitive prices.
PSA has realised that if its rates and business relationships with its customers do not “stay relevant”, it will lose them.
Introduced with the aim of keeping its customers, measures such as providing customers “dedicated berths”, a stake in the corporation, and adjustments in fees are PSA's efforts to adapt to changing times. As the global economy is slowing down, it is necessary to respond appropriately. The reduced charges, in particular, should prove effective. However, a price-cutting war should be avoided at all costs.
PSA has said that its discounts and rebates are restricted to charges for handling empty containers. The purpose is to help shipping lines tide over the current economic woes. Such adjustments are far from cutting prices. To quote Hanjin, they are a “bonus”。
Has PSA succeeded in keeping Hanjin because its new measures have worked？ Or has Hanjin been moved by PSA's sincerity？ What matters most is that PSA has managed to clinch a deal with a key customer. This, hopefully, will have a positive effect and PSA's more than 20 other big customers will also stick with it.
Granted that it is important for PSA to adjust its fees, there must be no let-up on preserving its good service. An over-emphasis on price competitiveness at the expense of upgrading its service quality may cost the group its global reputation of being a “high service quality” international port established over the last few decades.
The challenge for PSA, apart from charting its international and regional development strategies, is to remain competitive both in terms of rates and service quality.
The writer is Assistant Editor （Business Desk）, Lianhe Zaobao.Translated by Yap Gee Poh.
新加坡港務(wù)集團與韓國的韓進(jìn)海運商談已久的長期合約終于簽定,雙方在雙贏的運作政策下繼續(xù)“無限期”的合作。這可以看成新加坡面對強大競爭時,采取務(wù)實、靈活應(yīng)對措施的縮影。
韓進(jìn)海運與港務(wù)集團續(xù)約,可以說是皆大歡喜,也說明了盡管港務(wù)集團面對鄰國碼頭的激烈競爭,對現(xiàn)有客戶仍然具有一定的吸引力。
韓進(jìn)海運選擇繼續(xù)留在新加坡,是否反映了港務(wù)集團最近宣布的一系列新措施奏效？
韓進(jìn)海運說港務(wù)集團給它的價格“非常、非常、非常具有吸引力”。雖然韓進(jìn)強調(diào)港務(wù)集團的高素質(zhì)、高效率服務(wù)對它非常重要,但能夠用三個“非?！眮硇稳輧r格的吸引力,相信價格是促成韓進(jìn)留下來的其中一個主要因素。
正如港務(wù)集團所說,它與客戶的合作關(guān)系是建立在雙贏的基礎(chǔ)上。韓進(jìn)這次與港務(wù)集團續(xù)約,正是因為該集團提出了雙贏的政策。
面對鄰國海港的競爭壓力,港務(wù)集團最近推出了一系列的新措施,希望這項稱為“與時并進(jìn)”的政策可以加強海港的競爭能力。
過去,港務(wù)集團也不忘“與時并進(jìn)”,但較注重的是保持高效率的服務(wù)水平,深信只要有高水平的服務(wù)就能吸引客戶。隨著時代的進(jìn)步、周邊環(huán)境的改變、鄰國新碼頭的崛起,光在服務(wù)水平方面與時并進(jìn),已經(jīng)不足以吸引客戶了。因為鄰國競爭對手不單在服務(wù)素質(zhì)方面逐漸與時并進(jìn),它的價格更具競爭力。
港務(wù)集團了解到,如果它的價格、與客戶的合作方式等無法與時并進(jìn),恐怕就要面對失去客戶的壓力。
港務(wù)集團允許客戶擁有“專用碼頭”、參與經(jīng)營碼頭、價格調(diào)整等一系列與時并進(jìn)措施,正是為了留住客戶而提出。在全球經(jīng)濟放緩的時刻,采取與時并進(jìn)的政策是有必要的,特別是在調(diào)整收費方面,相信可以收到一定的效果,但切忌掀起“削價戰(zhàn)”。
港務(wù)集團說它的折扣和回扣優(yōu)惠只限于空箱處理費,而且優(yōu)惠期只限一年,目的是協(xié)助船務(wù)公司渡過經(jīng)濟難關(guān)。像這樣的價格調(diào)整,與削價還有一段距離,套用韓進(jìn)的話,這樣的折扣和回扣對它來說是一項“花紅”。
不管港務(wù)集團這次成功留住韓進(jìn)海運是否是新措施奏了效,還是韓進(jìn)被港務(wù)集團的誠意所打動,最重要的是港務(wù)集團最終保住了這個大客戶,并起到正面的效應(yīng),希望其他20多個大客戶對港務(wù)集團不離不棄。
對港務(wù)集團來說,調(diào)整價格固然重要,保持高效率的服務(wù)水平仍不可放松,否則,過于注意價格的競爭而忽略了服務(wù)素質(zhì)的提升,它幾十年來在國際上享有高素質(zhì)服務(wù)的國際海港優(yōu)勢可能因此而喪失了。
既要注意價格的競爭力,同時又要保持高素質(zhì)的海港服務(wù)水平,如何兩者兼顧,將是港務(wù)集團接下來除了要照顧國際和區(qū)域發(fā)展策略以外,所要面對的挑戰(zhàn)。
。作者是早報財經(jīng)組助理主任。