Thanks to a friend of mine (though his my customer, but I regard him as a friend), I came to understand more about the dilemma faced by majority of the shipping lines' sale person, including myself.
You see, whenever principal demands to fill the ship, yet we still need to keep the rates up. This is a major dilemma which haunting us (shipping line sales people) everyday when we meet our customers. Freight forwarders & direct shippers will tell us that rates towards a certain trade lanes are coming down, you need to offer better rates or else their cargo will goes elsewhere. I can't blame them for doing so, as the competition of the business is rising days after days. Unless, there is a justifiable reason that is convincing enough to ask for a premium rate. I think that includes faster transit time, better customers service, swift response, etc.
Is it that principals or managers didn't realise the contradicting issues here? Why shipping lines keep fighting for rate reduction? Can't we maintain the rate at certain level? Is there a solution to this?
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