MAJOR 3’PL

International Marketing
Boyer Guillaume – International Student
Company Presentation
Major Structure

Major Карго Сервис – Freight forwarder

ДАЛК – Customs Broker

Major Терминал – Warehousing Services

Major ЛТЛ – LTL deliveries

Major Экспресс – Express Deliveries
 Partners
Freight Forwarding Companies Trucking Companies Airline Companies
Main clients
Russian Companies: International Companies:

Avtoframos

Combellga
3Com

Ford Motor Company
ABB

Gazkom
Alcatel

Gefco (CIS)
Bayer

KIA Motors RUS
Barco

Liebherr Russia
British American Tobacco

Liggett-Ducat
Electrolux

Major Auto (Dealing Group)
Ericsson

Mazda Motor Rus
Heidelberg

Nezavisimost Auto
Mazda Motor Logistics Europe

Nissan Motor Rus
Motorola

Nissan Motor Ukraine
Nissan Europe

Rosneft
Sun Microsystems

Sovintel
Wrigley

Teleross

Volkswagen Group Rus
Services
Services

Road Freight

Air Freight

Rail Freight

Ocean Services

Warehouse operations

Multimodal Solutions

Customs Brokerage
§ Cargo Insurance
§ Packing
§ Reverse Logistics
§ Door-to-door
§ Special Cargoes
§ Vehicles logistics
§ Express service
 Services
AIR FREIGHT ROAD FREIGHT RAILWAY MULTIMODAL

International
International

Charter
FTL/LTL
International
Sea + Car

Projects
Car industry
Wagons
Sea + Railway

On time
On time
Europe/China
Mixed

Door to door
Door to door
Tracking
FTL/LTL

Tracking system
Tracking system
Containers

Tracking

OVERSIZED CARGO W.H & DISTRIB. EXPRESS DEL. BROKERING

Sea + Car
Wide network
Wide network
Wide network

Sea + Railway
A and B Class
International
Import/Export

Mixed
All types of Ser.
On time
Transit

FTL/LTL
Control system
Door to door
Tracking

Containers
Tracking

Tracking
Major Services

Air-Freight

Offices in all major russian airports

Possibility of door to door delivery

No volume or weight limits

IATA and FIATA certificates

Registered as a custom brokers in airports

Solution for cargo delivery by air from anywhere in Russia to France
Major Services II

Road-Freight

Door to door deliveries, FTL or LTL

High LOS

Partnerships for goods consolidation in Russia and Europe

Own dispatch service that develops the best routes

Custom broking

Trailers for ADR goods

Trailers for fresh produces

GPS Tracking systems
PESTLE Analysis
PESTLE Analysis: political

Transport and communications infrastructure sets limits forLogistic
activities. Governments play an important role as investors and
promoters of investment

Transport planning at a national and regional level. To reduce

congestion and provide efficient transport corridors using policies
such as road pricing.

Delivering Sustainable Development

Risk and security at ports, roads, trains and airports is increasingly

important

Taxation: Fuel and road pricing

PESTLE Analysis: economical

Globalisation

Price and cost driven industry

Cost and margins highly rely on fuel prices

Longer and more complex chains deacrease visibility

Regionalisation favours larger companies providing a wider

range of services

Mergers and acquisition are creating large global players,

allowing economies of scale and increasing bargaining power
PESTLE Analysis: social

Customers’ and consumers’ changing needs drive change in the
industry, e.g.:

Growth in home delivery

Demand for quick response

Demand for fresh produce

Carbon footprints (social conscience)

Increasing reurns of products, increasing the need for reverse logistics

Congestion and accidents and their social impacts

PESTLE Analysis: technological

Technology highly influences industry

Entreprise Ressource Planning

Visibility tools

Web-enabled communications

Transport management

Transport technologies
PESTLE Analysis: legal

Working time directive, 35h in France while 40h in Russia

Road transport directive

Deregulation and liberalisation of EU transport

Environmental regulation

Transport management
PESTLE Analysis: environmental

Global warming

Contribution to air, water noise polution

Impact of transport include congestion and traffic accidents

Reverse logistics: importance of recycling

Oil and gas are not sustainable. There is a need for alternative
solutions.
SWOT Analysis
SWOT Analysis

Strengths
Weakness

Strong fleet operation
Exposed to outsourcing in
beggining

Strong industry
consolidation
For normal goods: market
sensitive to price elasticity

Experience of working in
Russia
Globally not well known

Supply network

European standards

Strong partnerships
SWOT Analysis

Opportunities
Treats

Joint ventures
Future entrants

E-Commerce expansion
Dependant on oil market

France stands for 10% o fEU
Serious accident could

goods entry endanger customer trust

Strong industry
EU legilslation:

consolidation environnmental taxes

Operating within Europe not

exposed to geopolitical risks

Differientiation by reliability
and qualilty
Main competitors analysis
Norbert Dentressangle

European logistic provider

Revenue in 2009: 2 719 millions d’euros (variation -12,5%)

Warehousing surface: 2 280 000 M²

Main sectors: food-processing industry, and industrial products

ADR Goods, EOA

6900 vehicles in 2009

DHL Supply Chain

Worldwide logistic provider

Revenue in 2009: 2 millions euros

Warehousing surface: 1 000 000 M²

Main clients: Metro, Carrefour, Philips, Air France Industries

ADR Goods, EOA

E-Commerce specialization

Reverse logistics
KUEHNE + NAGEL

Worldwide logistic provider

Revenue in 2009: 11,5 millions euros (Worldwide)

Warehousing surface: 1 300 000 M²

2500 vehicles

ADR Goods

Reverse logistics
STEF-TFE

European logistic provider

Revenue in 2009: 1,539 millions Euros

Warehousing surface: 4 052 000 m3

Main sectors: food-processing industry, E-Commerce, Retailing

industry, spirits

NOT EAO
GEODIS

European logistic provider

Revenue in 2009: 5 millions Euros (Worldwide)

Warehousing surface: 1 400 000 m2

Main sectors: food-processing industry, E-Commerce, Retailing

industry, spirits, high-tech

High level of service in reverse logistics

NOT EAO
Maretking Mix
Product
AIR FREIGHT ROAD FREIGHT EXPRESS DEL.

International
International

Charter
FTL/LTL
Wide network

Projects
Car industry
International

On time
On time
On time

Door to door
Door to door
Door to door

Tracking system
Tracking system
Tracking

W.H & DISTRIB. BROKERING

Wide network
Wide network

A and B Class
Import/Export

All types of Ser.
Transit

Control system
Tracking
Price

Price according produces forwarded (Fresh, ADR, etc.)

Lower price than competitors

Penetration pricing
Place
Supply Chain typology
Ex: Car industry
S
Consolidation Customers
S WH
process
S

Ex: Drinks Retailers

S Manufacturer
Restaurants

Ex: Electronics
S E-Commerce
Consolidation
S WH
S process Retailers
Promotion

Persuasive Advertising

In media, specialized magazines, outdoor, professional websites

Trade fairs

Professional events
Conclusion

Customer orientated

Employee commitment and empowerment

Service evaluation

Focus on strategies

Qualitative research, expansion and service differentiation

Thank you for you attention!

Questions?