Shippers, freight forwarders engage in 'speed dating' to boost trade further

MANILA, Philippines - Gary Dale Cearley likes to think of it as “speed dating" for business. His metaphor is not far-off. Participants—senior officials of independently-owned shipping and freight forwarding companies from around the world—choose their “partners" for the activity. And just like real-world speed dating, they proceed to sit down at designated tables and talk approximately for half an hour. But instead of flirting and exchanging witty one-liners, the “couple" trades business cards and checks each one out, in terms of operational and financial capabilities. If one party can provide services needed by the other at a cost mutually-agreed upon—say, delivering goods from a port to the consignee’s door halfway around the world—they may decide to bring the encounter to another level, resulting in what may well be the beginning of a beautiful business relationship. This, in theory, is what AerOceanNetwork intended to accomplish when it held its meeting in an upscale Manila hotel last week. However, it’s too early to tell whether the 100 attendees felt that the encounter was time well spent or best forgotten. But knowing the network’s members—each of whom have been vetted for their business reputation and operational capabilities—the results are expected to be beneficial for everyone. After all, this is what being part of the AerOceanNetwork is all about. “We try to build up trade among members," Cearley, an American who has lived in Asia for more than two decades, told GMANews.TV. The network, which Cearley acquired from a fellow American in 2004, arranges conferences and manages the exclusive online forum for its members who have a total of 300 offices worldwide. Through the forum, members gain an insider’s view regarding customs clearance and business practices of other countries, among others. “It helps companies, especially exporters, control payment risks," said Josephine Cruze, a Filipina who works as the overseas network general manager of Shanghai-based Globelink China Logistics Ltd. Cruze, who hails from Pasig City, was in town last week, helping boost business for her company, one of the ten largest closely-held logistics firms in China. Globelink’s membership in the network “has allowed the company to work with a good partner and an agent who is good at clearing customs," Cruze said. However, this privilege—that of finding a reliable partner thousands of miles away who can facilitate cargo transport and customs clearance—doesn’t come free. Members like Globelink are expected to pay dues and are required to honor the agreements they entered into with their fellow partner-members. Although disputes occasionally arise, most don’t necessitate the network’s mediation. Of the few that did, Cearley said that “it’s pretty easy to tell who’s right and wrong." Despite these incidents, Cearley, as the network’s managing director, isn’t about to give up on attracting more members. For next year, he’s looking at increasing membership by half and widening the network’s coverage to include central Asia, eastern Europe, and sub-Saharan Africa. To ensure that the “bad eggs" are filtered, Cearley himself will carefully assess the reputation of prospective applicant, ensuring that each one is capable of delivering on its promises. That way, anytime members go on “speed dating," participants will be assured of finding their perfect business partners. - GMANews.TV