I have reached the pinnacle of my aspirations. First I can count Alain de Botton as a reader of the blog (tick) and NOW I can finally say that I have had an article dedicated to ME in none other than "Tradewinds" - the worlds number one shipping newspaper.
Here is the article from last weeks (20/05/2011) paper (notice the last line)
Blog reveals Achilles heel of shipowners
On the Watch has stumbled upon a frankly worded blog that offers some honest insights into an opaque business: shipbroking.
One recent entry on “The Virtual Shipbroker” (http://virtualshipbroker.blogspot.com) claims that when it comes to dealings with shipowners, “flattery will get you everywhere”.
The wisely anonymous scribbler claims to have recently done some consultancy work for a commodity exporter that involved running a tender and successfully negotiating the freight rate down by over $5 (generating a total saving of around $200,000).
The client was “flabbergasted” at this amazing feat given the owner had not intended to budge an inch.
However, our blogger turns out to have been an owner himself for many years, “so I know how they think”.
Then comes the juicy stuff where he details the must-know facts.
Firstly, shipowners “like to be flattered. Tell them that they have been chosen specifically and that charterers have been keen to fix with them for a long time. Massage the ego. [This is] standard across all industries!”
Next, “shipowners and ship operating is extremely competitive. Therefore they are always looking for new business. Promise the world — tell them that this is ongoing biz for the right owner!”
Thirdly, “find out who they compete with a lot and tell them that they are $2 cheaper! So if Shipowner X is always competing with shipowner Y in many markets, then play up to this. By telling them that their mortal competitive enemy is $2 cheaper, then they will surely sharpen their pencils. The other thing is this: shipowners and freight traders find comfort in numbers. If they hear that three or four other reputable shipowners are also offering on your business at these cheap rates, then somehow they can justify this internally. So play up to that! It’s not lying — it’s poker”.
So there you have it. The art of shipbroking in a nutshell. But lest our blogger be accused of partiality, he wisely wraps up with: “This post is to give one back for all the unsuspecting charterers out there who have been flummoxed by the super-clever shipowners. Sorry shipowners — next time I will let you in on a few secrets into what motivates exporters and importers.”
On the Watch has a gut feeling this anonymous broker is none other than... but you’ll have to wait until next week to find out.
Haha - Nice try Tradewinds - trying to increase circulation through bating the reader that my true identity will be revealed the next week. Well that time has actually come (next week is here) and sure enough nadda...I am still free to walk the halls of the baltic without being mobbed by sycophants and ladies of otherwise good repute.
I actually offered my services to Tradewinds (6 months ago) as a freelance colour writer but haven't heard back. If you think that VS should write irreverent articles for Tradewinds then send a email to the editor suggesting same. Go on I dare you!
- The Virtual Shipbroker
- Hi. I am a shipping company director, transport academic, author, family man and all round nice guy. I have worked as shipbroker, shipowner, freight trader and bulk charterer, in senior positions, with some of the largest and most disrespected (joke) companies in the world. Ask my advice on all things shipping and you will receive my blunt and always honest answer. Hang around to learn more about chartering and ship broker salaries, chartering and ship broker jobs, chartering and shipbroker recruitment agencies, cheap freight, maritime education, chartering and ship broker qualifications, become a ship broker, tips on how to be a successful bulk shipping executive, philosophy, Zen and the art of shipbroking, and much more. Yours The Virtual Shipbroker (recently proclaimed the guru of shipbroking) Copyright © 2009-17 by Virtualshipbroker